Gartner Blog Network

Hank Barnes
Research Vice President
3+ years at Gartner
28 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 buying cycle, and customer experience. Read Full Bio

Learning While Doing

by Hank Barnes  |  June 28, 2016

My daughter is in the beginning of her 4th year of med school.   And she has been harassing me about not mentioning her in any blog posts recently.  So this one is inspired by her. As Alix has gone through med school, the program at UNC Chapel Hill has been interesting to observe.  There […]

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The Enterprise Context Can Not Be Forgotten

by Hank Barnes  |  June 21, 2016

I continue to see articles talking about how B2B selling is personal, with articles talking about “everything is B2P.”.  I’ve blogged about this before, but I think the discussions of B2B being about selling to individuals are missing a key point.  The enterprise context can not be forgotten. Yes, you do need to appeal to individuals and […]

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The First Gartner Tech Growth and Innovation Conference is Over – My Recap

by Hank Barnes  |  June 14, 2016

Last week, I had the privilege to be conference chair for the Gartner Tech Growth and Innovation Conference (I’m sure most of you know this from my run-up of blog posts highlighting the event).   First, I want to thank everyone who participated.  We exceeded our attendance goals and the interactions among attendees and analysts […]

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Startups: Now is the Time to Help Large Enterprises Hack Their Way to Digital

by Hank Barnes  |  June 7, 2016

A recent “Smarter With Gartner” article (fyi, Smarter With Gartner is a site that highlights key elements of Gartner research and event presentations) explore 5 digital innovation “hacks” that CIOs and other business leaders use to gain the highest digital returns.  The article is based on research from our 2016 CIO survey that was captured […]

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Focus on Improving the Owning Cycle to Improve the Buying Cycle

by Hank Barnes  |  May 31, 2016

Recently, I’ve been writing blog posts and research about the Customer Life Cycle Model that looks at how enterprise approach B2B technology decisions.  One of them focused on a critical moment of truth – the transition from buying to owning. But thinking about this more broadly, an increase in focus by technology providers on improving […]

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Agenda Updates and a Quick Guide to Getting the Most Out of #GartnerTGI

by Hank Barnes  |  May 24, 2016

We are now less than 2 weeks away from the Gartner Tech Growth and Innovation Conference at LA Live.  I wanted to provide a few updates on the agenda and some thoughts on getting the most of the conference to those of you who are already registered to attend (and those still on the fence). […]

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Positioning Platform Businesses

by Hank Barnes  |  May 17, 2016

The key to effective messaging is a strong positioning foundation.    As those that follow me know, I’m a strong proponent of the positioning model put forth by Geoffrey Moore in Crossing the Chasm.  We’ve been using that model at Gartner (with one additional element to capture emotional considerations in buying) for the last several […]

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Success Requires A Blend of Leadership Styles

by Hank Barnes  |  May 10, 2016

Like markets, all companies evolve.  For some, that evolution can be very brief (we all know that many startups fail).  For others, that evolution can occur over a period of many, many years.   But, like markets, that life cycle has some well defined periods with clear characteristics.   And, in order to survive and […]

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Key Factors in Technology Purchase Decisions – Insights from Peer Insights

by Hank Barnes  |  May 3, 2016

Last year, Gartner introduced Peer Insights, a moderated user review site that enables buyers to provide detailed assessments of the technology products they have purchased.  The moderation aspect is all about ensuring that the reviews are done by actual users that don’t have a vested interest in the products (e.g. vendors can’t review their own […]

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The KeyNotes at #GartnerTGI

by Hank Barnes  |  April 26, 2016

Over the past several weeks, I’ve provided some thoughts on each of the tracks at the upcoming Gartner Tech Growth and Innovation Conference, June 6-8, at LA Live.  This week, let’s take a look at the keynotes.   When designing the agenda, we decided that there were a number of topics that were relevant to […]

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