Gartner Blog Network

Tag: 'decision-making' Blog Posts

from the Gartner Blog Network

Vendors, Behave Like You Are Part of the Buying Team

by Hank Barnes  |  September 10, 2019

As we've continued to explore how enterprises make buying decisions, we've discovered that the biggest challenges often exist within the buying team.  Fundamentally, for all we talk about buying processes,...

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The Issues with "Drop In" Decision Makers

by Hank Barnes  |  July 23, 2019

In a recent post, I shared some of our finding regarding the composition of buying teams with regard to active vs. occasional participation.  That got a few of us thinking...

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The Absence of Context

by Hank Barnes  |  July 16, 2019

Context is critical--to pretty much everything.  But too often, context is either assumed or not established.  Examples of this can be seen daily: Blog posts touting essential customer experience strategies...

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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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The Power of External Perspectives

by Hank Barnes  |  June 11, 2019

Last week, I shared some of our new research (just a bit--much more depth available for clients) that reveals the significant number of failing projects.   But in looking at failure,...

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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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The High Cost of Buying Complexity

by Hank Barnes  |  October 24, 2017

Last week, I attended the CEB Sales and Marketing Summit.  This was my first chance to see my new colleagues in action, with clients.   The event was excellent, with a...

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Words and Pictures

by Hank Barnes  |  January 24, 2017

This week, during some internal meetings at Gartner, there was some strong debate about some graphics.   Now, lets be honest, we are analysts and critiquing is a big part...

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Decisions, Decisions, Decisions - Do Best Practices Help?

by Hank Barnes  |  October 20, 2015

Everyday we as individuals, and the companies we work in have to make decisions.  It is a fundamental part of our existence.   But are we really good at it?...

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Imperfect Analysis Is Normal

by Hank Barnes  |  May 27, 2014

I was on vacation this weekend, spending some time in Maine at a wedding.  After spending last week at Gartner Customer 360, I've had less time than normal to scan...

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