Managing Director & Senior Partner
Phillip Andersen joined the Boston Consulting Group in 2011, bringing more than a decade of experience in technology company leadership. Phillip is a member of two BCG practice areas: Marketing, Sales & Pricing (MSP) and Technology, Media & Telecommunications (TMT).
Phillip's work with TMT clients has ranged from consumer gaming strategy to enterprise sales operations. He has deep experience in the B2B enterprise IT segment, with a focus on large scale go-to-market transformations to help these companies modernize their capabilities. His recent project experience includes a new channel launch, CEO-led transformation, and market entry strategy.
Prior to joining BCG, Phillip was a principal at Oliver Wyman in their Communications, Media and Technology (CMT) practice, and a leader in their West Coast global technology practice.
The era of the “road warrior” sales rep is over. Companies can sell far more efficiently through a hybrid of in-person and digital interactions with customers.
After a year of scrambling to transition to online sales, many companies still aren’t managing an effective approach. Here’s what’s tripping them up.
Revenues are down and will likely remain so for the rest of the year. But don’t panic. With a systematic day-to-day tactical response, companies can survive the crisis and thrive in the rebound.
As companies face increased uncertainty and market volatility, the ability to respond effectively to ambiguity and unpredictability will be a critical advantage.
To win in B2B markets, companies must expand the scope of account-based marketing to cover hundreds, even thousands, of target customers. The challenge with that kind of ABE is getting marketing, sales, and service to work together. Here’s how ABE leaders are succeeding.
Executives in B2B markets must take four steps to stabilize and increase sales in these turbulent times: respond, reflect, reimagine, and rebound.
Covid-19 is an unprecedented challenge across society and business. We've with many Sales and Commercial leaders on how to respond.
Creating a function that focuses on the adoption of your products is critical to developing profitable long-term customer relationships.
As they move beyond the early hype, companies are using the power of sensor-enabled real-world data to innovate in new and unforeseen ways.
Centralizing demand generation and lead management is a good strategy, but don’t underestimate its potential to transform your go-to-market approach and support capabilities.
B2B companies need to transform the way they engage customers, use data and technology, structure their organizations, and acquire new skills.