2026 SAMA Annual Conference  Speaker

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.