Gartner Blog Network

Category: 'go-to-market' Blog Posts

from the Gartner Blog Network

Setting Strategies - Where to Focus

by Hank Barnes  |  October 17, 2017

As tech providers define and refine their strategies, there are a wide variety of factors to consider.   These include (among others) market factors, competition, customers, and their own capabilities....

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The Elements of Disruption

by Hank Barnes  |  October 10, 2017

Last week, I did a presentation at the Gartner Symposium and IT Expo on "Lessons Learned from the Digital Giants."   Much of the content for the presentation came from research...

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Scenarios - The Missing Link in Simplifying B2B Buying and Selling?

by Hank Barnes  |  October 3, 2017

There is no doubt about it.  The world of B2B technology is getting more complex.   And that is making both buying and selling in this environment more challenging.  My...

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Storytelling Is Selling (and Vice Versa)

by David Yockelson  |  September 26, 2017

I once believed that salesmen were born and not made. Now, I am a marketer – a product marketer to be exact – and one could argue that my view...

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Letting Your Customers Tell Your Story

by Hank Barnes  |  September 26, 2017

Last year, I shared an example from HPE, where they had turned to their advocates to develop content reflecting best practices in ITSM.   I loved the concept as it...

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Art of Possible vs. Proven Paths to Success

by Hank Barnes  |  September 19, 2017

Following my recent blog on hype cycles, I'm worried about the continued hype around "The Art of the Possible."   The term seems to be growing in popularity over the...

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The Many Uses of Product Reviews

by Hank Barnes  |  September 12, 2017

As I've discussed before, technology buyers are increasingly relying on user reviews as a key part of their buying process.  There are now a wide array of review sites like...

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Develop the Full Story--Then Shorten It

by Hank Barnes  |  September 5, 2017

Frequently during discussions with clients, I hear a desire for "a catchy, short one-liner to describe us."   Whether you call this a tag line or a USP or something...

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The Potential Impact of GlassDoor on Sales and Marketing Efforts

by Hank Barnes  |  August 29, 2017

We've all heard the advice to periodically "Google Yourself."   But now, it is becoming increasingly important for you to Google your company on a regular basis.   If you...

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Digital Disruption Demands Demystification (Hype Cycle Season)

by Hank Barnes  |  August 22, 2017

Okay, okay, my title is alliteratively overwhelming, but at a time when seemingly every article talks about disruption, it is important to separate hype from reality.   Gartner Hype Cycles...

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