Gartner Blog Network

Hank Barnes
VP Distinguished Analyst
4+ years at Gartner
29 years IT Industry

Hank Barnes provides research and advisory services on go-to-market strategies for technology providers. He focuses on issues related to positioning, storytelling, the technology customer life cycle, and customer experience. Read Full Bio

5 Reasons Why Businesses Introducing IoT-Driven Solutions Should Attend the Gartner Tech Growth and Innovation Conference

by Hank Barnes  |  April 19, 2017

You are an enterprise in a more traditional, non-technology, segment.   But the Internet of Things is changing everything for you.  You now have introduced (or are planning or considering introducing) new technology enabled products or services that you are selling to the enterprise market–medium enterprises to Fortune 1000 to Global organizations. It’s an exciting time for you.  […]

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5 Reasons Why Technology Startups Should Attend the Gartner Tech Growth and Innovation Conference

by Hank Barnes  |  April 18, 2017

You are an innovator.  You’ve created a new technology driven product or service (e.g. software, SaaS, or maybe a new IT service) that you are selling to enterprises (whether they are in the mid-market, Fortune 1000, or global).  You are successful, but always looking out for opportunities, threats, and options to make sure you stay […]

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5 Reasons Why Large Technology Firms Should Attend the Gartner Tech Growth and Innovation Conference

by Hank Barnes  |  April 18, 2017

You are a leader in your market—or in many markets – and you have a strong enterprise customer base that has bet many aspects of their business on you.  You provide proven software, hardware, or as-a-service products, complemented by services and partners to deliver complete solutions. But change is constant–your customer expectations and desires, technology, […]

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3 Reasons to Sponsor the Gartner Tech Growth and Innovation Conference

by Hank Barnes  |  April 17, 2017

If you follow my blog this week, you’ll notice a flow of posts (one today, 3 more coming over the next few days) exploring reasons for different type of technology vendors and IT services companies to attend the Gartner Tech Growth and Innovation Conference, June 19-21 in Huntington Beach, CA.   In this post, I’ll explore […]

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5 Reasons Why IT Services and Technology Consulting Firms Should Attend the Gartner Tech Growth and Innovation Conference

by Hank Barnes  |  April 17, 2017

You are the final answer.   Without you, enterprises often don’t get full value from their technology investments.  You put everything together and address the last mile of solutions.   You bring your own expertise, plus knowledge of the best products and service methodologies that customers trust.    At the same time, many of your tried and true […]

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Going Beyond the “What” in Case Studies

by Hank Barnes  |  April 11, 2017

On a regular basis, I end up looking at case studies from tech providers.  It may be specifically requested for feedback, or it might be me digging deeper to try to understand nuances to their story. And, I see the same pattern repeat itself over and over and over.  Even for good case studies that […]

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Quality and Comprehensiveness Matter Most for Account Based Marketing

by Hank Barnes  |  April 4, 2017

This past week, I spent some time peer reviewing some upcoming research on account based marketing (ABM) being developed by my colleagues Todd Berkowitz and Julian Poulter.  It is a great collection of content that Gartner clients should keep an eye out for in the coming weeks. As I did the review, the depth of […]

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Differentiation is What Others Think Sets You Apart

by Hank Barnes  |  March 28, 2017

Differentiation continues to be a hot topic (of course) for my client inquiries.   Working with a colleague, Mike Maziarka, we recently updated (and renamed) one of my earlier research notes on the topic.  Gartner clients can access the new version here (login required): “Tech Go-to-Market: 10 Steps for Improved Differentiation.” But beyond the advice […]

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Parochial, Me-First Mindsets Stymie Customer Experience

by Hank Barnes  |  March 21, 2017

Recently, I was talking with someone in a sales role for an enterprise company and I got reminded of the important role that people play in customer experience. This person basically said to me, “I don’t have any interest in talking to my customer about [product] because I don’t get paid if they buy it.” […]

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An Over Emphasis on Innovation?

by Hank Barnes  |  March 14, 2017

Technology is all about innovation.  It is almost impossible to find any tech or service provider that does not tout their ability to innovate. Innovation is exciting, new and different. But is innovation the key to success for tech companies?    I’m not sure. Innovation certainly plays a role, but buyers don’t always want what […]

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