Hank Barnes (Twitter: @Barnes_Hank, blog: http://blogs.gartner.com/hank-barnes) is a Research Vice President on the Tech Go-to-Market and Sales Strategies team in the Technology and Service Provider research organization.

He provides research and advisory services on go-to-market strategies for technology providers, particularly in Gartner's SMB sector of startup and emerging companies. He focuses on issues related to positioning, storytelling, the technology buying cycle, and customer experience.

Mr. Barnes has more than 25 years of high-technology sales and marketing experience in both field and corporate roles. He led the marketing function for a number of technology startups, including Eprise and Ultimus. He also held product marketing and management leadership positions at SAP, IBM and Adobe, driving thought leadership, analyst strategy and positioning activities. Mr. Barnes is a long-time proponent of customer-centric marketing and the use of customer experience as a key differentiator for business success.