Gartner Blog Network

Hank Barnes
VP Distinguished Analyst
4+ years at Gartner
29 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 customer life cycle, and customer experience. Read Full Bio

Planning Your Schedule to Get the Most From the Gartner Tech Growth and Innovation Conference

by Hank Barnes  |  March 7, 2017

Registration is open for the Gartner Tech Growth and Innovation Conference and are coming in at a steady rate.   I’m confident that this year’s event will be bigger and better than last year.  You can find more information on the event and details on how to register here (Note to Gartner clients: If your research […]

Read more »

Simplification, Complexity, and Complication

by Hank Barnes  |  February 28, 2017

I recently had a conversation with my friend, Dave Brock.  Dave and I connect periodically to exchange ideas and thoughts on what is going on in the world of B2B sales and marketing.    One of Dave’s current areas of focus is helping his clients get their sellers more time to sell.    As he […]

Read more »

Presentation Problems – Ending with A Whimper

by Hank Barnes  |  February 21, 2017

Recently, my colleague David Yockelson shared his thoughts on “the best sales deck ever.”   That post, as well as several reviews that I have done recently of client, and Gartner internal, presentations were the driver for this post. I’m a big believer in a pretty standard structure to presentations.   Gartner largely leverages the models […]

Read more »

Broadening Your Perspective By Learning From Others

by Hank Barnes  |  February 14, 2017

Of late, I’ve been hearing more and more comments from clients and others about wanting to engage with and hear from “people like me.”   Emerging Providers don’t seem to want to engage with larger providers (e.g. “They move too slow.”).  Large providers don’t want to hear stories from smaller companies (e.g. “They don’t have […]

Read more »

Comparison Tables from Vendors-Fostering Doubt and Distrust

by Hank Barnes  |  February 7, 2017

If you follow this blog, you know I spend a lot of time talking about the impact of trust on technology buying.     And, today, I’ll share one of my biggest pet peeves and an area that I believe is a big problem for vendors. The comparison table. We’ve all seen them.  A table […]

Read more »

Agenda is Set – Gartner Tech Growth and Innovation Conference

by Hank Barnes  |  January 31, 2017

After reviewing over 300 session ideas, our team has made the selections for the Gartner Tech Growth and Innovation Conference that will be held June 19-21 in Huntington Beach, California.  You can find the agenda on the event web site (where you can also register).  There is a chance we may have some minor adjustments […]

Read more »

Words and Pictures

by Hank Barnes  |  January 24, 2017

This week, during some internal meetings at Gartner, there was some strong debate about some graphics.   Now, lets be honest, we are analysts and critiquing is a big part of what we do.   But the discussion brought back an old memory. Most of us know the saying “A picture is worth a thousand […]

Read more »

Selling Algorithmic Innovations

by Hank Barnes  |  January 17, 2017

As machine learning continues to mature, and the supporting technologies needed improve, we are seeing more and more products and services built on an algorithmic foundation.     These offerings make claims of order of magnitude improvements in performance that sound almost too good to be true.  And that is the challenge.   Remember, buyers […]

Read more »

Establishing Your Own Identity in Ecosystems

by Hank Barnes  |  January 10, 2017

The ecosystem model in technology has been in place for a long time.   A key aspect of Microsoft’s early growth was their ability to get developers to create software that ran on their operating system.  SAP and Oracle built partner networks to provide implementation services around their products. is a key element […]

Read more »

Recognizing B2B Buying Triggers

by Hank Barnes  |  January 3, 2017

As plans continue to be refined for 2017, there is one area that I feel needs to rise to the top of sales and marketing priority lists–the identification and deep understanding of buying triggers for your products or solutions. We spent much of the last few years talking about situational awareness being critical to sales […]

Read more »