Gartner Blog Network

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

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, we have to look at success as well.   For that, we’ll consider an index that we call the High Quality Deal (HQD)–see the end of […]

Read more »

New Research: Many Enterprise Buyers Resigned to Failure

by Hank Barnes  |  June 4, 2019

Yesterday, I shared some of the results of our latest study on Enterprise Buying with attendees at the Gartner Tech Growth and Innovation Conference (I’ll be repeating the session in London next week).   For clients, there is a variety of research coming very soon (in editing) and over the next several months. But there was […]

Read more »

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 as a story.  They are a series of lines that fit the music behind the song–the music came first.   Each individual phrase makes some sense, […]

Read more »

Understanding Client Ambitions

by Hank Barnes  |  May 21, 2019

Do you understand your customer’s ambitions for the buying efforts and resulting projects that you are working with them on?   Are you sure? Ambitions are important.   They contribute to and reflect mindsets.   A positive mindset, supporting strong ambitions, are a critical component of success (as I blogged about recently–although my favorite team did hit a […]

Read more »

Great Customer Strategies Look to Behavior

by Hank Barnes  |  May 14, 2019

Focus is important to any successful strategy, particularly in terms of identifying segments and ideal customer profiles.   The phrase “we appeal to customers of all sizes” is, more often than not, a warning sign for a faulty strategy based on hope.   On the other hand, we also hear TSPs tell us that they are focused […]

Read more »

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 […]

Read more »

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 […]

Read more »

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 […]

Read more »

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 […]

Read more »

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 […]

Read more »