Gartner Blog Network

Category: 'product-marketing-impact' Blog Posts

from the Gartner Blog Network

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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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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Avoid a Gong during Vendor Briefings

by Marko Sillanpaa  |  October 1, 2019

Tomorrows the day of your vendor briefing. You call your VP of sales and ask who is available to do a demo to the analysts tomorrow. Suddenly you hear a...

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Revisiting Thoughts on FUD (It's Time for a New Approach)

by Hank Barnes  |  September 3, 2019

Four years ago, I wrote a post suggesting that sales and marketing teams abolish the practice (and mindset) of using FUD (Fear, Uncertainty, and Doubt) as a core part of...

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Integrating Different Perspectives

by Hank Barnes  |  July 2, 2019

One of the areas we explored in our recent survey on tech buying (for Gartner clients in our product marketing teams program, here are links to two of the formal...

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Burning Down the (Messaging) House

by Hank Barnes  |  May 28, 2019

When David Byrne, the lead singer of the great band, Taking Heads, discusses the lyrics for their song, "Burning Down the House," he regularly says the lyrics don't make sense...

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Dealing with Complexity Requires Coordinated Communications

by Hank Barnes  |  April 30, 2019

I thought this would be the first week in 6+ years that I did not publish a new post.   I've been dealing with a very complex situation in my immediate...

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Building Collective Confidence

by Hank Barnes  |  April 23, 2019

Our understanding of the complexities associated with technology buying continues to improve.  We know that buying is frequently done by diverse teams.  We know that, in many cases, many of...

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