Jay, leader of McKinsey’s pricing work, serves wireless and cable operators, consumer electronics manufacturers, and IT services companies. In the fast-changing world of TMT, Jay has built and maintained longstanding client relationships with leaders in major organizations.
Recently Jay has helped a US cable operator rethink its price architecture and drive several points of incremental growth through a sales transformation. He helped another cable operator create new offers to appeal to under-penetrated customer segments, which enabled the company to improve its growth rate materially. In wireless, Jay has been working with a US wireless operator on a growth strategy and a Latin American operator on a comprehensive turanround. In IT services, Jay recently helped a leading cloud service provider create a new pricing plan and double its growth rate. And in consumer electronics, he has been working with a leading manufacturer to expand into new channels and evolve its supply chain to meet the rising expectations of customers.
Jay has been an active speaker at industry conferences on a range of technology topics, most recently on the changing telecommunications value chain.
Published work
“Maintaining a high-speed connection: A new playbook for cable growth,” McKinsey & Company, March 2020
“The age of disruption reaches mobile operators,” LinkedIn, February 2018
“Hello, mobile operators? This is your age of disruption calling,” McKinsey & Company, October 2017
“A future for mobile operators: They keys to successful reinvention,” McKinsey & Company, February 2017
“Turning pricing power into profit,” McKinsey & Company, March 2015
Past experience
MIT Lincoln Laboratory
Research associate
Education
MIT
PhD, physics
Columbia University
MS, materials science
BS, applied physics