Gartner Blog Network

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

Hank Barnes provides research and advisory services on go-to-market strategies for technology providers. His research efforts focus on understanding the dynamics, challenges, and frustrations enterprises face when buying technology products and services. He then applies that research to explore the implications on vendor strategies, supporting the efforts of product marketing, general managers responsible for product portfolios, and CEOs. Read Full Bio

A Master Class on Leading Change (via the Coach and Captain of the Carolina Hurricanes)

by Hank Barnes  |  May 7, 2019

My favorite hockey team, the Carolina Hurricanes, just made it to the Eastern Conference finals, despite being one of the youngest (if not the youngest) teams with the lowest payroll in the league.    They aren’t done yet, but how they got there is a master class in leading change. embodying may of the ideas […]

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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 family that was occupying most of my time–both physical and mental. But, as things are turning around, I’ve had a chance to reflect on the experience […]

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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 those team members may never have been involved in a previous buying effort for the same type of “stuff.”   And, we know that market pressures […]

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New Research on Enterprise Buying Habits for Technology Coming Soon

by Hank Barnes  |  April 16, 2019

This post is a tease.  Let me get that out of the way first.  But, boy-o-boy, am I excited. At the beginning of this year, we kicked off our biggest survey of individuals involved in the buying process for enterprise technologies.  When were done, we’ll have perspectives from around 1500 respondents in mid-size, large, and […]

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The Story We Don’t Tell – But Should

by Hank Barnes  |  April 9, 2019

My last couple of posts have focused on the safe choice and the preference to “not be wrong” (which is often perceived as the safe choice).  As I continue to think about this and dive into some upcoming Gartner research on tech buying, something is becoming more and more apparent (or at least it is […]

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What Your Preference-Being Right or Not Being Wrong?

by Hank Barnes  |  April 2, 2019

A few weeks back, a post in my stream led me to an article called “The Power of Thought: How Critical Thinking Can Help Your Business” at the Knowledge@Wharton Web site.  The article is an interview with Gerald Zaltman, the author of an excellent book “Unlocked: Keys to Improve Your Thinking.” One of the topics […]

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The Never Ending Fight Against the “Safe Choice”

by Hank Barnes  |  March 26, 2019

It’s an uphill battle. Anytime you have a new idea or innovation that you want to bring to a company (whether it is internal or your are a vendor selling something to a customer), it is not easy. There are many forces you fighting against you.  The pull of the status quo is the most […]

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The Scientific Method and Selling

by Hank Barnes  |  March 19, 2019

In grade school, I remember learning the scientific method.  It is a formalized process for learning that has been around for centuries.  And, like anything that has stood the test of time, it offers a great approach that can still be used today. But not just for scientists–for anyone that wants to learn.  Including sales […]

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Jumping to Conclusions (Look Beyond the Headline/Soundbite)

by Hank Barnes  |  March 12, 2019

We all (I think it is safe to say all here) suffer from sensory overload.   We are bombarded with information, data, and insights.   We fear we miss something important, so we often scan our feeds (Twitter, LinkedIn, RSS, and more) regularly. Then we find something compelling–a great fact or a great headline.   And we jump […]

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The Most Frustrating Things for B2B Buyers

by Hank Barnes  |  March 5, 2019

As followers of this blog know, we believe that B2B Buying is really, really hard.   In theory, it shouldn’t be.  There is more competition.  Access to information is easier.   And products continue to get better. But buying is hard due to challenges of consensus and confusion.   When Gartner explores buying with people involved in the […]

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