Gartner Blog Network

Hank Barnes
Research Vice President
2+ 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

What is the Enterprise Personality of your Customer?

by Hank Barnes  |  July 28, 2015

Ever experienced a situation where everything felt right in a deal? The buying team, led by a champion in the business, seemed convinced.  You had developed, with them, a strong business case for change.  The only question seemed to be how soon would the deal close. And then nothing happens.  Your champion stops returning calls. […]

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Mission, Values and Trust

by Hank Barnes  |  July 21, 2015

I’ve never been a big fan of mission statements and list of organizational values.   I don’t hate them or think  they are useless.   But I view most of them with skepticism and find that they just aren’t that strong and value creating. But my perspective is changing.  And it is primarily driven by […]

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For Prospecting, Put in the Effort, or Don’t Bother

by Hank Barnes  |  July 14, 2015

Recently, Dave Brock published an excellent post about the negative impact the measuring activities can have on business performance.  It is the outcomes that matter.   Does it matter if you make 50 calls (activities) if they were made to prospects that don’t fit your ideal customer profile?   Or if none of those were […]

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Your Brand is Your Trust Foundation

by Hank Barnes  |  July 7, 2015

In the trust cycle, we’ve established that your brand perception is the basis for how buyers view you, in advance of actually getting to know you.  For new providers, this fact drives me to believe that investments in establishing a strong, positive brand impression should outweigh lead generation programs.  Of course, that means you have […]

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Timing is Everything — When is it right?

by Hank Barnes  |  June 30, 2015

I recently saw this short (under 7 minutes!) TED talk from Bill Gross on why startups succeed.  It is a must watch for any startup–or, perhaps more importantly, anyone thinking about starting a company. Bill presents a thorough analysis of startup success and finds one dominant factor.  It’s not the idea.  It’s not the team.  It’s […]

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Create Calmness, Clarity, and Confidence – The Anti-FUD

by Hank Barnes  |  June 23, 2015

I can’t tell you how many times I hear sales reps and clients talk about the need to create FUD (Fear, Uncertainty, and Doubt) in their prospects’ minds.  Every time I hear this, I cringe a little.  Gee, I wonder why most buyers don’t trust providers?   Maybe the focus on FUD is a big […]

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The Trust Cycle – Are you Developing or Eroding Trust?

by Hank Barnes  |  June 16, 2015

In our recent survey of technology buyers one simple idea emerged from all the data points about content, interactions, and information sources.   Trust drives the buying process. Trust, or the lack thereof, causes buyers to: Spend much of there time talking to independent influencers, rather than the companies they are considering, Value sales interactions […]

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Exploring Growth with Emerging Tech Companies in Boston

by Hank Barnes  |  June 9, 2015

Later this week (June 11), I’m exited to be participating in an event in Boston that Gartner is holding for the local CEO community of emerging technology companies (3pm start).   This won’t be a “Gartner talks at you for hours” event.  Instead, we’ll have a mix of short Gartner presentations to frame some areas […]

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Future of IT Sales Forecast: Cloudy Today, Brighter Tomorrow

by Hank Barnes  |  June 2, 2015

Yesterday, I shared my original Future of IT Sales post on LinkedIn  (as a note, I share older posts on LinkedIn every Monday and Thursday) in celebration of the release of our fifth wave of research on the topic.  It generated some nice feedback, but there is more to the story.   As our research deepens […]

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Is the Opposite of Your Strategy Sensible (an homage to a great article)

by Hank Barnes  |  May 26, 2015

A few weeks ago, what may have been one of my favorite articles on strategy and competition appeared online in the Harvard Business Review.  It was called “The First Question to Ask of Any Strategy”  by Roger L. Martin.  The question is “Is the opposite strategy stupid?”  If the answer is yes, then your  strategy […]

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