Hank Barnes

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Entries Categorized as 'Go to Market'


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  |  Submit a Comment

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  |  Submit a Comment

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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Impact – The Often Forgotten Element of Messaging

by Hank Barnes  |  July 8, 2014  |  1 Comment

At Gartner, and pretty much everywhere else you look, the advice is consistent for tech providers–focus on the business outcomes of your product or service to build buyer interest.   That mantra has been a focus of many of  my other posts, including ones on the importance of telling why and on the lousy state [...]

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What Having Bells Palsy Taught Me About Faults

by Hank Barnes  |  July 1, 2014  |  3 Comments

Exactly three weeks ago, I woke up  with my face feeling very, very strange.    I had had some ear pain two nights before followed by a watery eye and some tiredness–I thought I was coming down with a cold.  But the morning everything was different.  I could not drink from a soda bottle unless [...]

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Assumptions Are Only Bad if We Don’t Prove (or Disprove) Them

by Hank Barnes  |  June 24, 2014  |  Comments Off

Maybe it is just me. Most of us have heard the phrase “If you assume, you make an *** out of U and Me.”   Hearing that over and over has left me with a bad opinion of the idea of assumptions.  Whenever I see the word, my initial reaction is negativity.   After spending [...]

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