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Richelle Deveau

Partner, Bay Area
Advises high-tech companies on innovation, growth, and go-to-market issues, including recurring-revenue-business-model transitions, channel strategy, pricing, and customer success

About Richelle

Richelle is a core leader of McKinsey’s software and technology work. She primarily works with clients in the high-tech, media, and telecommunications industries, including emerging-growth technology companies.

Richelle’s domain expertise spans growth and go-to-market strategy, sales and channel management, and pricing. She is an expert in subscription business models and recurring-revenue transformations and leads the firm’s work in these areas for software and technology companies.

Examples of her recent client experience include the following:

  • creating a strategy for an enterprise-technology company to reinvest marketing resources into areas of highest return across media, creative, production, events, and research areas
  • designing an operating model to foster innovation for the services function of an enterprise-software company across regions, business units, industry verticals, and service lines
  • defining an operating model and new processes for the customer-success organization of an emerging-growth software company to increase usage and customer retention dramatically, resulting in a 20 percent improvement in renewal rate
  • planning and implementing the transition of an on-premise software company to a cloud-based-subscription business model, across pricing, compensation, customer success, and renewals

Prior to joining McKinsey, Richelle spent 18 years at a global management consulting and professional-services firm, most recently as the marketing and sales lead for its high-tech industry group in the west. She helped senior leaders across the high-tech and telecommunications industries differentiate and lead their companies in a broad array of markets and segments to create new opportunities for growth and technological advancement.

Past Experience

Managing director, communications, media, and technology


Wharton School, University of Pennsylvania

California Polytechnic State University
BS, mathematics and statistics