Gartner Blog Network

Hank Barnes
Research Vice President
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

Presentation Problems – Ending with A Whimper

by Hank Barnes  |  February 21, 2017

Recently, my colleague David Yockelson shared his thoughts on “the best sales deck ever.”   That post, as well as several reviews that I have done recently of client, and Gartner internal, presentations were the driver for this post. I’m a big believer in a pretty standard structure to presentations.   Gartner largely leverages the models […]

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Broadening Your Perspective By Learning From Others

by Hank Barnes  |  February 14, 2017

Of late, I’ve been hearing more and more comments from clients and others about wanting to engage with and hear from “people like me.”   Emerging Providers don’t seem to want to engage with larger providers (e.g. “They move too slow.”).  Large providers don’t want to hear stories from smaller companies (e.g. “They don’t have […]

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Comparison Tables from Vendors-Fostering Doubt and Distrust

by Hank Barnes  |  February 7, 2017

If you follow this blog, you know I spend a lot of time talking about the impact of trust on technology buying.     And, today, I’ll share one of my biggest pet peeves and an area that I believe is a big problem for vendors. The comparison table. We’ve all seen them.  A table […]

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Agenda is Set – Gartner Tech Growth and Innovation Conference

by Hank Barnes  |  January 31, 2017

After reviewing over 300 session ideas, our team has made the selections for the Gartner Tech Growth and Innovation Conference that will be held June 19-21 in Huntington Beach, California.  You can find the agenda on the event web site (where you can also register).  There is a chance we may have some minor adjustments […]

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Words and Pictures

by Hank Barnes  |  January 24, 2017

This week, during some internal meetings at Gartner, there was some strong debate about some graphics.   Now, lets be honest, we are analysts and critiquing is a big part of what we do.   But the discussion brought back an old memory. Most of us know the saying “A picture is worth a thousand […]

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Selling Algorithmic Innovations

by Hank Barnes  |  January 17, 2017

As machine learning continues to mature, and the supporting technologies needed improve, we are seeing more and more products and services built on an algorithmic foundation.     These offerings make claims of order of magnitude improvements in performance that sound almost too good to be true.  And that is the challenge.   Remember, buyers […]

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Establishing Your Own Identity in Ecosystems

by Hank Barnes  |  January 10, 2017

The ecosystem model in technology has been in place for a long time.   A key aspect of Microsoft’s early growth was their ability to get developers to create software that ran on their operating system.  SAP and Oracle built partner networks to provide implementation services around their products. is a key element […]

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Recognizing B2B Buying Triggers

by Hank Barnes  |  January 3, 2017

As plans continue to be refined for 2017, there is one area that I feel needs to rise to the top of sales and marketing priority lists–the identification and deep understanding of buying triggers for your products or solutions. We spent much of the last few years talking about situational awareness being critical to sales […]

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The End is The Beginning

by Hank Barnes  |  December 27, 2016

Rather than provide predictions or resolutions in my final post of the year, I figured I’d go a different route.  A reminder of sorts. One of my earliest posts at Gartner was called “Solving the Maze of Marketing and Selling.”  In that post, I talked about how one way to solve maze puzzles easier is […]

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Appealing to Everyone Appeals to No One

by Hank Barnes  |  December 20, 2016

This is not going to be a late post on the election (if you know me well, you know I don’t talk politics).   But there continues to be a pattern that I see tech providers repeat over and over and over. They define their targets effectively as everyone.  Or everyone who might consider a […]

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