Gartner Blog Network

Category: 'go-to-market' Blog Posts

from the Gartner Blog Network

The Absence of Context

by Hank Barnes  |  July 16, 2019

Context is critical--to pretty much everything.  But too often, context is either assumed or not established.  Examples of this can be seen daily: Blog posts touting essential customer experience strategies...

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Occasional Buying Team Participants - Added Value or Added Complexity

by Hank Barnes  |  July 9, 2019

Beyond having a diverse range of groups and perspectives as part of technology buying teams, there also are diverse levels of participation.  In our most recent study, we discovered that...

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Integrating Different Perspectives

by Hank Barnes  |  July 2, 2019

One of the areas we explored in our recent survey on tech buying (for Gartner clients in our product marketing teams program, here are links to two of the formal...

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Who Is Paying for the Value

by Hank Barnes  |  June 25, 2019

I had a call with a client last week to discuss their storytelling.  The client opened this discussion with a story (something that rarely happens) that illustrated how things work...

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The One Thing Providers Could Do To Make Buying Easier

by Hank Barnes  |  June 18, 2019

In the past few weeks, I've been sharing some elements of our latest research on enterprise technology buying, pulling some of the highlights from my presentation that I delivered at...

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The Power of External Perspectives

by Hank Barnes  |  June 11, 2019

Last week, I shared some of our new research (just a bit--much more depth available for clients) that reveals the significant number of failing projects.   But in looking at failure,...

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New Research: Many Enterprise Buyers Resigned to Failure

by Hank Barnes  |  June 4, 2019

Yesterday, I shared some of the results of our latest study on Enterprise Buying with attendees at the Gartner Tech Growth and Innovation Conference (I'll be repeating the session in...

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Burning Down the (Messaging) House

by Hank Barnes  |  May 28, 2019

When David Byrne, the lead singer of the great band, Taking Heads, discusses the lyrics for their song, "Burning Down the House," he regularly says the lyrics don't make sense...

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Understanding Client Ambitions

by Hank Barnes  |  May 21, 2019

Do you understand your customer's ambitions for the buying efforts and resulting projects that you are working with them on?   Are you sure? Ambitions are important.   They contribute to and...

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Great Customer Strategies Look to Behavior

by Hank Barnes  |  May 14, 2019

Focus is important to any successful strategy, particularly in terms of identifying segments and ideal customer profiles.   The phrase "we appeal to customers of all sizes" is, more often than...

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