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Richelle Deveau

PartnerBay Area

Richelle Deveau

PartnerBay 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

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.

Published work

How top performers outpace peers in sales productivity,” McKinsey & Company, July 2023

AI-powered marketing and sales reach new heights with generative AI,” McKinsey & Company, May 2023

Past Experience

Managing director, communications, media, and technology


Wharton School, University of Pennsylvania

California Polytechnic State University
BS, mathematics and statistics