Hank Barnes

A member of the Gartner Blog Network

Entries Categorized as 'Go to Market'


Is Interrupt-Driven Chat Really Helping Your Technology Business?

by Hank Barnes  |  September 16, 2014  |  Submit a Comment

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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Category: Future of Sales Go to Market     Tags: , , ,

Gartner IT Market Clocks – A Great Resource for Provider Strategy

by Hank Barnes  |  September 9, 2014  |  Submit a Comment

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  |  Submit a Comment

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  |  Submit a Comment

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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The Most Important Part of Hype Cycles for Providers to Understand

by Hank Barnes  |  August 12, 2014  |  Comments Off

It is hype cycle season, with the majority of this year’s hype cycle available to subscribers and the last few coming in the next few weeks.   Check out the Hype Cycle Special Report page for an overview of this year’s coverage, and some assets that are available to all, even non-subscribers. I recently held [...]

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Your Two Biggest Competitors in B2B Tech Markets

by Hank Barnes  |  August 5, 2014  |  1 Comment

Competition is a funny topic.   When I talk to Gartner clients about competition, I usually get a list of specific companies that do similar things to the client (unless they go with the “We have no competition” angle).   And, while this is valid at some point in the buying cycle, it is often [...]

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The First Corporate Selfies?

by Hank Barnes  |  July 29, 2014  |  Comments Off

I am not a fan of selfies, at least for myself.   I have no huge problem with others who enjoy taking and sharing them, but it just feels a bit narcissistic to me. But then again, I don’t enjoy getting my picture taken in general (For this post, I asked my daughter for a [...]

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Great Positioning Requires Giving Something Up – Or Does It?

by Hank Barnes  |  July 22, 2014  |  1 Comment

This week, I was talking with a client about positioning and segmentation.  They have a product that operates in a well established traditional market, but are introducing some very cool and innovative visualization capabilities.   It is yet another example of the consumerization of IT as visual tools that we see in clothing e-commerce sites [...]

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Navigating the Hype to Mainstream Success

by Hank Barnes  |  July 14, 2014  |  Comments Off

It is almost Hype Cycle season again.  As most of you probably know, Gartner publishes Hype Cycles for many categories every year.  This year’s reports are starting to trickle out, with the majority of them becoming available in August.    Hype Cycles are written for technology buyers to help them understand the hype, and maturity, [...]

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