Walter is a pricing expert and leads McKinsey's B2B pricing work. He has supported numerous clients across a broad range of technology, industrial, and distribution sectors in the areas of pricing, sales, channel management, go-to-market strategy, commercial productivity, and business strategy.
Recent contributions include architecting a multiyear pricing excellence transformation across all business units of a leading B2B services company, creating a new pricing model and market-entry strategy for a new information-based product offering for a global media company, and establishing a value-based pricing strategy for a revolutionary new product at a leading edge technology company.
Walt regularly leads development of cutting edge knowledge within McKinsey, exploring topics such as dynamic deal scoring, heuristic price optimization, product and solution lifecycle pricing, capturing the full value of innovation, and value-based segmentation. He is also a frequent author with articles in IndustryWeek, CMO Magazine, Journal of Professional Pricing, and the Harvard Business Review, as well as McKinsey publications.