Gartner Blog Network

Category: 'go-to-market' Blog Posts

from the Gartner Blog Network

The Golden Triangle of Great B2B Context

by Hank Barnes  |  December 17, 2019

As the year comes to an end, I figured it was time to revisit old favorite topics.   Even as I approach 7 years at Gartner--7 years of working with clients...

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What Matters Least to Line-of-Business Buyers

by Hank Barnes  |  December 10, 2019

A few weeks ago, I shared some data in a post on a different take on differentiation.  That data reflected the most important criteria for evaluating technology providers for line-of-business...

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A (Possible) New Way of Categorizing Enterprise Technology Purchases

by Hank Barnes  |  December 3, 2019

In our studies of enterprise technology buying behaviors, we often focus broadly, looking at team-based buying in general, or by focusing on specific categories (e.g. application software or security) that...

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Coordination Complexities of Larger Enterprise Deals

by Hank Barnes  |  November 26, 2019

It is hard to argue with the idea that a bigger deal is better for technology vendors.   Of course, there are some situations where I might disagree (one of my...

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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 were 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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