Gartner Blog Network

Category: 'go-to-market' Blog Posts

from the Gartner Blog Network

Checklists : Critical "Confidence" Content

by Hank Barnes  |  September 15, 2020

My last couple of posts have focused quite a bit on mindsets and attitudes.    The backstory behind both of these, and really the challenges in B2B Buying and Selling...

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The Pessimism Problem

by Hank Barnes  |  September 8, 2020

Last week, I discussed how an organization's POV on technology (Strategic or Supportive) is a big indicator of both satisfaction and success (with technology).   This week we'll look at things...

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Comments: 1

Organizational Mindset Towards Technology - The #1 Predictor of Success and CX

by Hank Barnes  |  September 1, 2020

Hello, yeah, it's been a while. It's been an interesting year for all of us and I've had my own set of craziness.  The end result was I dropped off...

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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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Comments: 2

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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