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Exploring Growth with Emerging Tech Companies in Boston

by Hank Barnes  |  June 9, 2015  |  Submit a Comment

Later this week (June 11), I’m exited to be participating in an event in Boston that Gartner is holding for the local CEO community of emerging technology companies (3pm start).   This won’t be a “Gartner talks at you for hours” event.  Instead, we’ll have a mix of short Gartner presentations to frame some areas of opportunity, but the bulk of the time will be moderated discussions and networking with CEOs and participants from the local investment community.

If you are the CEO of a Boston-area company, reach out to your Gartner representative for more details and to register to attend.

The Gartner sessions will include coverage of key trends that are driving spending–and change–in the software market ) presented by Tom Eid, an introduction to some very important research on Enterprise Personalities (using psychographics to predict adoption patterns for new innovations) presented by John Lovelock, and  my session, exploring how to optimize the buying experience.  No fluff here–15 minutes of facts, insights, and recommendations to refine strategies for growth.

A little more detail on my session.   For the past two+ years, my research focus at Gartner has been heavily weighted toward understanding how B2B technology companies buy, looking at how they approach the buying task (and it is a task), where they look for information, and what type of information and interactions they value the most.    We’ll look at the role of trust in buying and how that impacts your approach to influencer relations.   Additionally we will look at the paradox of personal interactions (effectively selling) being the most important provider activity crossed with a strong level of dissatisfaction with most of those interactions.

Beyond these sessions, we’ll have Susan Cournoyer exploring how clients can get the most value from a Gartner relationship (I’ve talked about that from a Gartner and other analysts perspective before),  but even better, she’ll interview a CEO to get his specific insights on how he works with Gartner.   We’ll also have an investment firm talk about what they look for in potential firms to add to their portfolio–and answer questions from the CEOs attending.   Finally, I’ll be moderating a CEO panel where the audience will drive the discussion around the key challenges they experience everyday in driving growth–and ways to address them.

We’ll close the event with cocktails and networking.  It should be an energetic, action packed afternoon.   I hope to see you there.

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Category: future-of-sales  go-to-market  

Tags: go-to-market  growth  strategy  

Hank Barnes
VP Distinguished Analyst
6+ years at Gartner
30+ years IT Industry

Hank Barnes explores the dynamics, challenges, and frustrations enterprises face when buying technology products and services. Using that customer-centric lens, he advises those responsible for marketing technology products and services, general managers responsible for product portfolios, and startup CEOs on next practices to drive success for their customers and their business. Read Full Bio

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