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Eric Egleston


Uses technology to help B2B organizations improve their performance and accelerate growth

Since joining McKinsey in 2007, Eric has focused on B2B growth transformations, with an emphasis on using technology to drive sales performance, profitability, and customer experience for companies in advanced industrials and technology. He is the coleader of our work on B2B services.

Eric’s recent client work includes the following:

  • assisted an enterprise transformation for a prominent industrial products company, which included a redesign of its commercial front end, pricing, and dramatic acceleration of growth in aftermarket services
  • guided a go-to-market transformation for a medical products company’s services portfolio; developed new offerings, changed the way services are sold, and built sales-force capabilities to double services penetration
  • designed an Internet of Things (IoT) strategy for a major industrial-products company and built a new go-to-market structure and monetization models
  • designed new selling and solution organizations, implemented new structure, and developed a capability-building program for a 2,000-person sales force as part of a vertical go-to-market transformation for a North American telecom. Drove the equivalent of $1 billion in incremental revenue growth over three years
  • assisted in the operations transformation for a major telecommunications operator and developed path-to-capture cost savings of more than $400 million alongside reduced cycle times and other drivers of customer experience
  • digitized the go-to-market plan for a telecom operator in the small-business segment. Effort included redesign of B2B eCommerce experience, acceleration of digital-marketing efforts, and omnichannel integration with the direct sales force

Before joining McKinsey, Eric worked as an environmental engineer and studied the impacts of climate change on the chemistry of the ocean. Eric currently serves on the board of the Child Poverty Action Lab, a not-for-profit organization dedicated to ending childhood poverty in Dallas.

Published Work

Five digital and analytics battlegrounds for B2B aftermarket growth,” McKinsey & Company, February 2022

Selling in the aftermarket: How to win the sales street fight,” McKinsey & Company, February 2019

Princeton University
PhD, environmental engineering

University of California
BS, environmental engineering