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Lisa Donchak

Associate PartnerBay Area

Advises established technology firms and startups on how to rapidly scale emerging technologies and accelerate go-to-market approaches, with a focus on sales and marketing levers

Lisa joined McKinsey in 2015, bringing more than a decade of experience shaping go-to-market strategies for emerging technologies, including work at Hewlett Packard and Google. Since joining the firm, she has advised executives at global technology firms and startups as they seek to accelerate growth.

Lisa is especially experienced in helping large and small technology companies identify market fit for software products and set successful sales approaches. Within the software-as-a-service space, she often focuses on understanding and addressing unmet needs in the business-to-business segment. Experienced in helping leaders scale their businesses quickly, she also advises on products and approaches for protecting consumer privacy.

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

  • building go-to-market, customer success, and product functions for a software startup, including supporting a spinoff from the parent company, acquiring customers, and securing financing
  • accelerating sales for a business-to-business software-as-a-service product across demand generation and management, inside sales, and customer success, identifying $150M in annual recurring revenue
  • delivering market mapping and customer insights for a business-to-business cybersecurity software-as-a-service product, including developing customer personas and targeting marketing initiatives
  • identifying opportunity and market fit for products applying advanced analytics and machine learning to video technologies
  • developing a three-year strategy and go-to-market approach for a suite of online consumer privacy products.

Lisa is the founder of the Wharton People Analytics Conference, an event that brings HR professionals together to discuss developments in machine learning and analytic approaches for making evidence-based decisions.

Published work

Future of B2B Sales: Building the right team and talent to drive growth in an uncertain environment,” McKinsey & Company, June 2023

The future of B2B sales is hybrid,” McKinsey & Company, April 2022

The consumer-data opportunity and the privacy imperative,” McKinsey & Company, April 2020

Past experience

Sales manager, Google Cloud and GSuite products

Inside Sales, Data center service


The Wharton School of the University of Pennsylvania
MBA, behavioral analytics

University of California, Santa Cruz
BA, economics