Gartner Blog Network

Category: 'go-to-market' Blog Posts

from the Gartner Blog Network

Marketing to Must Have Requirements

by Hank Barnes  |  January 15, 2019

I was reading some articles that I had tagged and saved over the holidays.   Several of them were case studies that went into some detail on successful implementations. What struck...

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Creating Your Own Luck

by Hank Barnes  |  January 8, 2019

As the new year kicks off, amidst lots of questions about where the overall financial market is heading, companies (and individuals) are thinking about how to be successful in 2019. ...

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The Curse of Creeping Complexity

by Hank Barnes  |  December 18, 2018

As the end of the year draws near, it's a good time to take a step back and look at things going on around your business.    As a business...

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Three Tests to Assess Your Customer Centricity-Beyond Lip Service

by Hank Barnes  |  December 11, 2018

Being customer-centric.  It's a simple idea and one that you'd be hard pressed to find many companies that won't make the claim that they either are, or desire to be,...

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The Power of Alternative Perspectives

by Hank Barnes  |  December 4, 2018

Sometimes all you need is a  fresh perspective.  I regularly hear  from clients that a big source of value in their interactions with Gartner is hearing a different point of view.  Often,...

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Subjecting Customers to Navel-Gazing

by Hank Barnes  |  November 27, 2018

I suspect we've all seen it (and probably done it).   A company creates an upgraded version of a product.   As part of the launch planning, content is created and sales...

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Leveraging Enterprise Technology Adoption (ETA) Profiles for Product Marketing

by Hank Barnes  |  November 13, 2018

Many of my recent posts have been introducing (or reintroducing) Enterprise Technology Adoption (ETA) profiles.   We believe ETA profiles can be very revealing for both enterprise technology buyers and vendors,...

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The Most Important Thing about B2B Personas-Common Ground

by Hank Barnes  |  November 6, 2018

The rush to personas continues in B2B.  But the value returned from that investment sure feels questionable. from a marketing perspective (user personas for product design and usability are incredibly...

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The Road to Gartner's Enterprise Technology Adoption Profiles (and the road ahead)

by Hank Barnes  |  October 30, 2018

For the past five years, Gartner has been developing and refining a new approach for categorizing businesses based upon their attitudes toward technology adoption.   When we first started sharing the...

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Lead to, Not with, Differentiation and Capabilities

by Hank Barnes  |  October 23, 2018

As those that read this blog know, I'm constantly talking about improving messaging through storytelling.   But you also know I've been talking about it for almost 6 years and see...

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