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Earl Fitzhugh

Partner, Stamford
Advises technology-driven companies from start-ups to mature market leaders on how to unlock growth through innovation, strategy, and commercial excellence

About Earl

Earl is a leader in McKinsey’s Technology, Media & Telecommunications, and Marketing & Sales Practices.

Over his career at McKinsey, Earl has served clients across a variety of industries. His focus is on technology, software, and as-a-service companies ranging from pre-IPO and PE-owned companies intent on maturing to the next S-curve of growth, to established incumbents seeking to optimize go-to-market efficiency and reignite growth by entering new markets.

Earl is an expert in commercial excellence, including key account management, pricing, and sales effectiveness, and leads McKinsey’s work in remote and inside sales, focusing on leveraging remote technologies and at-scale sales motions to optimize go-to-market strategies.

Examples of Earl’s recent client work include the following:

  • reskilling more than 2,000 frontline sales reps and managers for remote sales in a COVID-19-related pivot for a large enterprise software company, introducing a new way of selling—from pilots to full-scale rollout—and driving 60 percent uplift in annual sales
  • working with a leading cybersecurity company to reimagine key account and large deals motion to unlock growth, resulting in a significant increase in penetration
  • driving an agile growth effort for a large information services company, increasing new business acquisition by ten percent and sales rep productivity by 15 percent in the first quarter of operation
  • leading a pricing transformation effort at a software vendor that rapidly identified more than 11 percent bookings uplift through initiatives across the strategic, value, and transactional pricing spectrum
  • performing a rapid market diligence and sales effectiveness diagnostic for a PE-owned SaaS technology vendor to identify drivers of year-over-year sales decline, and levers to improve growth
  • designing a market entry and go-to-market model for a cybersecurity business unit with a focus on product innovation, and bridging capability gaps to ensure competitiveness in a fast-moving cybersecurity space

In addition to his client work, Earl is a leader of the McKinsey Black Network and has contributed as a thought leader on the topic of closing the racial wealth gap, and broader racial equity.

Prior to McKinsey, Earl worked for the National Nuclear Security Administration on the Elimination of Weapons Grade Plutonium Program as a deputy federal project director and risk manager. He led the technical negotiation team that achieved early shutdown of the last remaining weapons-grade plutonium-producing reactor in the Russian Federation.

Earl was a Consortium Fellow at NYU’s Stern School of Business where he received an MBA with specializations in corporate finance and entrepreneurship and innovation. He holds a Bachelor’s in mechanical engineering from Howard University.

Published Work

Black-owned businesses face an unequal path to recovery,” McKinsey & Company, June 2021

It’s time for a new approach to racial equity,” McKinsey & Company, December 2020

COVID-19: Investing in black lives and livelihoods,” McKinsey & Company, April 2020

Education

NYU
MBA, corporate finance, entrepreneurship and innovation

Howard University
BS, mechanical engineering