Gartner Blog Network

Category: 'go-to-market' Blog Posts

from the Gartner Blog Network

The C-Level Mythology

by Hank Barnes  |  November 19, 2019

Last week, I joined in a bit of a twitter dialog with Frank Scavo, when he shared this: The whole dialog can be found here.   I jumped in because I...

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A Different Perspective on Differentiation

by Hank Barnes  |  November 12, 2019

I write and talk about differentiation a lot.  And our vendor clients are constantly looking for help in uncovering and communicating differentiation.  Its very much focused on what makes them...

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Why I Don't Assess Vendor Products

by Hank Barnes  |  November 5, 2019

It often seems strange to people when I talk to them that I work for Gartner, but don't cover any product categories, technologies, or market segments.  And I like it...

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The Scale Excuse

by Hank Barnes  |  October 29, 2019

I'm sick of the word scale and would be ecstatic to not hear it again for the remainder of the year (and maybe longer).  Why?  Because in most cases, it...

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The Rebirth of Enterprise Sales

by Hank Barnes  |  October 22, 2019

It seems that the death of enterprise sales teams has been greatly exaggerated.  Often these broad claims where accompanied, once you dug deeper, with added context--such as in commodity sales...

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The Vendor Conflict Between Closure and Continuous

by Hank Barnes  |  October 15, 2019

Closure. Closing the deal.  Completing a phase.  These are all things that organizations look for.  Many processes at vendors are all about closure.   The MQL hand-off.  The sales to customer...

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The Absolute Truths of Technology Marketing

by Hank Barnes  |  October 8, 2019

As marketers seek to contribute to company growth, they often look for truths--what are the things that we absolutely have to do.  In the past, I've had a few things...

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Build and Grow Your Business with "Gartner for Tech Providers"

by Jim Hare  |  October 5, 2019

If you are a tech provider who has access to just Gartner’s core IT research, you are missing out on almost two-thirds of the value we can provide.  It’s like...

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Overstepping Your Value

by Hank Barnes  |  October 1, 2019

In tech, there is a constant stream of trends, big ideas and buzzwords that drive interest and, in some cases, waves of growth.   It is easy to tell when it...

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Making Validation Easier

by Hank Barnes  |  September 24, 2019

A key buying job is validation.    Once a buying team discovers information of value; they need to confirm that that information is accurate.   Validation can happen in many ways:...

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