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

Asking Your Customers For Help

by Hank Barnes  |  August 15, 2017

Tech providers need constantly learn and adapt.   Markets are in a constant state of evolution.  Customers don’t stand still either, with changing priorities, personnel, and plans.    We operate in a dynamic system. Making the right choices requires uncovering and processing a variety of inputs and ideas.    This ends up being a lot […]

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My Not So Effortless TV Experience

by Hank Barnes  |  August 8, 2017

This is a long and winding story that is most interesting because of my recent post about Account Management, that also resulted in me reading the book, The Effortless Experience.  Bear with me, but here goes. Over a month ago, I discovered that one of the flat screen TVs in our house was broken.  This […]

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Your Most Important Digital Asset Needs The Most Work

by Hank Barnes  |  August 1, 2017

Research by Gartner, including studies that my team has done for the last several years focused on technology buying as well as new studies done by the team at CEB (now Gartner), clearly demonstrate one thing.   Your Web site is the most important asset for prospective customers (and it’s pretty important for actually customers) […]

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Retention, Growth and CX Expectations

by Hank Barnes  |  July 25, 2017

In today’s tech markets, with more and more offerings delivered as a service, the focus is increasingly on retention and growth within existing accounts.   And, they are usually used in the same sentence and the responsibility of the same account representative.   Unfortunately, findings from Gartner’s Sales and Service Group, led by Nick Toman, […]

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Four Takeaways From The Gartner Tech Growth and Innovation Conference

by Hank Barnes  |  July 18, 2017

It has been a few weeks since the conference ended.    I again want to thank everyone that joined us in Huntington Beach.  The feedback has been extremely positive, which is gratifying for everyone here at Gartner that was involved.  Most importantly, the feedback generally indicates exactly what we hoped to do.   We wanted […]

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Women In Sales – A Missed Opportunity?

by Hank Barnes  |  July 11, 2017

Two weeks ago, I spent time at CEB (now Gartner) with a group of sales and marketing thought leaders that participated in the #CEBInfluencers program.   One of the most interesting discussions centered around the issue of diversity in sales, specifically regarding women.  The discussion was lead by Victoria Koval (CEB-Now Gartner) and Lori Richardson. […]

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The Soul of Lean Startup is Not MVP

by Hank Barnes  |  June 27, 2017

Last week, attendees at the Gartner Tech Growth and Innovation Conference had the privilege to listen to a talk by Steve Blank, one of the founders of the Lean Startup Movement.   Steve gave an “old school” (simple charts, clear information) presentation that dove deep into innovation challenges and opportunities for both large and small […]

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Timing and Choices in Surfing…and Business

by Hank Barnes  |  June 19, 2017

This week, I am in Huntington Beach for the Gartner Tech Growth and Innovation Conference.   Before it started, I had a chance to take a walk early Sunday morning and watch some surfing (my poor attempt at an animated gif of one of the videos I tried to capture below). Since I tend to […]

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Reflections on Positioning

by Hank Barnes  |  June 13, 2017

Last Sunday, Jack Trout passed away.   There are plenty of stories about his legacy that you can find via Google (here is one from the New York Times).   But one of the best was from Branding Insider. When I heard the news, it served as yet another reminder of what an influence Trout […]

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The Joy of Change (Sarcasm Alert)

by Hank Barnes  |  June 6, 2017

Change is not fun.   Having just spent the past week helping my daughter move to Ohio for residency, I can say that emphatically.  Between driving a U-haul through some mountains, putting together furniture (Ikea–clear instructions, but lots and lots of steps), activating services (and experiencing strange Internet problems), and making extra trips to the […]

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