Gartner Blog Network

Category: 'go-to-market' Blog Posts

from the Gartner Blog Network

Doing What's Expected vs. What is Needed

by Hank Barnes  |  September 17, 2019

As businesses grow, role definitions often become more rigid.    And management usually follows suit.   New employees join the company and learn their role, with very well defined views of...

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Insider Secrets to Becoming a Gartner "Cool Vendor"

by Jim Hare  |  September 15, 2019

One of the most common questions that I continually  get asked by startup technology providers is "how to become a Gartner Cool Vendor".  Cool Vendors is one of Gartner’s hottest ...

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Vendors, Behave Like You Are Part of the Buying Team

by Hank Barnes  |  September 10, 2019

As we've continued to explore how enterprises make buying decisions, we've discovered that the biggest challenges often exist within the buying team.  Fundamentally, for all we talk about buying processes,...

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Revisiting Thoughts on FUD (It's Time for a New Approach)

by Hank Barnes  |  September 3, 2019

Four years ago, I wrote a post suggesting that sales and marketing teams abolish the practice (and mindset) of using FUD (Fear, Uncertainty, and Doubt) as a core part of...

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The Cost of No Decisions May Be Greater Than We Think

by Hank Barnes  |  July 30, 2019

Four years ago, I wrote a post about the idea that when a buying team decides to do nothing, everybody loses.  It still feels valid today.  But, as we continue...

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The Issues with "Drop In" Decision Makers

by Hank Barnes  |  July 23, 2019

In a recent post, I shared some of our finding regarding the composition of buying teams with regard to active vs. occasional participation.  That got a few of us thinking...

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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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