Hank Barnes

A member of the Gartner Blog Network

Entries Categorized as 'Go to Market'

Wasting Time – The Bane of Buying and Selling

by Hank Barnes  |  October 21, 2014  |  2 Comments

Nothing bugs me more than wasting time.    I don’t like being on time for meetings and waiting several minutes for others to join.   I don’t like reading about a product that seems interesting, only to find nothing of real value as I read on.    And I don’t like getting calls and emails […]


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The Call for Humanism in Technology

by Hank Barnes  |  October 14, 2014  |  Submit a Comment

I just got back from Gartner’s U.S. Symposium in Orlando.  It was a great week, meeting with lots of technology providers of all ages and sizes.   As always, I was impressed with the passion and creativity of many emerging providers. The theme of this year’s conference was Digital Business, and one theme really jumped […]

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Connecting about the Connected Model in Orlando

by Hank Barnes  |  October 4, 2014  |  Submit a Comment

I’m heading to Orlando for Gartner’s Symposium next week, so publishing this a few days earlier than normal.  The show is sold-out and will have a huge focus on how to capitalize on the digital business opportunity.   While focused on CIOs and other technology leaders, there will be a larger number of providers, my […]

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The Journey to B2B Technology Purchases – B2B Team Buying Thickens the Plot

by Hank Barnes  |  September 30, 2014  |  Submit a Comment

As a big believer in the importance of customer experience, I spend a lot of time thinking about how we, as technology marketers and sellers, can make it easier for our customers to make their purchase decisions.   One technique that gets a lot of support, and that I agree with in principle, is mapping […]

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Competition, Advocacy, and Gaelic Sports

by Hank Barnes  |  September 23, 2014  |  Comments Off

I just got back from a long trip to Europe that ended with 12 days of work but started with a fantastic 14 day vacation in Scotland and, mostly, Ireland.  I am ready to go back now.   Friends keep asking what our favorite thing was, but both my wife and I answer that there […]

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Is Interrupt-Driven Chat Really Helping Your Technology Business?

by Hank Barnes  |  September 16, 2014  |  Comments Off

I openly confess that I hate chat windows on Web sites that pop-up, without me asking for them, to interrupt my browsing experience.  They distract me from what I am viewing and reading, and ask me some inane question  like “Can I help you with something?”    A few weeks ago, this seemed to be […]

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Gartner IT Market Clocks – A Great Resource for Provider Strategy

by Hank Barnes  |  September 9, 2014  |  Comments Off

Most provider organizations are very familiar with Gartner Magic Quadrants and Hype Cycles (which I explored from a provider perspective in a recent post and Webinar and have just had research published, that was co-authored with Betsy Burton,  exploring ways provides can leverage Hype Cycles–subscription required).  But there is another somewhat less well known research […]

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Know Your Role – And The Roles Around You

by Hank Barnes  |  September 2, 2014  |  Comments Off

The latest set of research for Gartner’s Future of IT Sales Special Report is now available to subscribers.  Be sure to check it out. One of the foundational elements of the report was the need for more consistent execution of what we call the Connected model–an approach where product, marketing, and sales strategies and tactics […]

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A Path to Success – Giving a Little Extra

by Hank Barnes  |  August 26, 2014  |  Comments Off

I went to college in New Orleans (I’ll save you from many of those stories) and really enjoyed the city and the culture.  One of the ideas I learned there was “lagniappe” — which means “a little something extra.”    The core idea being that when you give someone a little something extra, they appreciate […]

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Disrupting B2B Markets Does Not Happen Overnight

by Hank Barnes  |  August 19, 2014  |  Comments Off

Market disruption. Those two words are extremely powerful and a goal for many technology providers.   Successfully disrupting existing markets give you an opportunity to rewrite the rules, create new categories, and drive tremendous growth. At the same time, it happens a lot less than provide marketing hyperbole would like you to believe. My colleague […]

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