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Hank Barnes, Gartner
Research Vice President, Tech Go-to-Market and Sales Strategies
Hank Barnes Biography
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.
Articles by Hank Barnes
- The Biggest Content Gap in Technology Marketing
- Tech Buyers Want Vendors to Respect Their Buying Process
- Caution on the Customer Experience Battlefield
- Teams, Streams, and Provider Dreams
- The Great Blueness in Technology Marketing
- Want to Understand Your Customer’s Buying Cycle – Just Ask Them
- Radical Authenticity – Its Time Has Come (But Timing Counts)
- Trust Erosion through Bad Messaging
- Strategy, Selling, and Segmentation
- The Call for Humanism in Technology