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Dianne Esber

Leader in McKinsey’s Growth, Marketing & Sales Practice who collaborates with industry-leading companies to drive top-line growth; has deep expertise in e-commerce, digital marketing, and personalization

Through working with industry leading companies to drive top-line growth, Dianne is a leader in the Growth, Marketing & Sales Practice, and a global coleader of our e-commerce work. Her expertise spans e-commerce, direct to consumer (D2C), digital marketing, modern marketing organizations, and data-driven marketing and personalization.

During her more than 15 years with the firm, Dianne has worked in marketing and sales across industry leading B2C and B2B companies in technology, consumer internet, financial services, and e-commerce companies across categories such as social media, telecommunications, technology infrastructure, fashion, electronics, footwear, and entertainment.

Examples of her work include the following:

  • leading more than ten marketing effectiveness and efficiency transformations with consumer, technology, telco, and media companies
  • developing next-generation personalization capabilities, building e-commerce and digital marketing strategies, and designing modern marketing organizations

She has authored numerous articles on marketing and sales topics and is a digital podcast co-host exploring topics around brand building, personalization and data driven marketing, and e-commerce trends.

Published Work

What separates B2B GTM outperformers in tech and telecom,” McKinsey & Company, October 2023

Five traps to avoid: The long game of D2C and e-commerce,” McKinsey & Company, September 2021

Discussions in Digital: Surveying the brand-building landscape[MN1],” McKinsey & Company, June 2020

Discussions in Digital: Influencer marketing is ready for its close-up,” McKinsey & Company, April 2020

Modern marketing: What it is, what it isn’t, and how to do it,” McKinsey & Company, March 2020

Discussions in Digital: Making machine-driven marketing work,” McKinsey & Company, June 2019

Discussions in Digital: Coping with the new normal between marketers and marketing agencies,” McKinsey & Company, January 2019

Discussions in Digital: What’s a marketing ecosystem and what does It mean for marketers?,” McKinsey & Company, February 2018

What Enterprise-technology Companies Must Know to Drive Digital-sales Growth”; McKinsey & Company, October 2017

Discussions in Digital: Moving B2B companies into the digital world”; McKinsey & Company, September 2017

Discussions on Digital: How strategy is evolving – and staying the same – in the hypergrowth digital age”; McKinsey & Company, January 2017


Harvard Business School
Baker Scholar

Northwestern University
BS, economics and industrial engineering