Analyst Profile

Hank Barnes

Hank Barnes

Research VP

3 years at Gartner ,  29 years industry experience
Morrisville, NC USA

Roles and Responsibilities

Hank Barnes (Twitter: @Barnes_Hank, blog: 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.

Areas of Coverage

  • Cross Industries


Previous 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. Before joining Gartner, Mr. Barnes performed a wide range of product marketing activities (including positioning, messaging, analyst relations, public relations and sales enablement) supporting go-to-market programs for existing and new products.

Professional Background

Adobe, Principal, Product Marketing - Customer Experience Management, 2 years
Eprise, Vice President of Marketing and Strategy, 6 years
SAP, Senior Marketing Consultant, 1 year

Industry Awards/Accolades

2001 - Named to Boston Business Journal's 40 Under 40 list
2013 - Gartner Sales Excellence Award
2014 - Gartner Inquiry Excellence Award
2014 - Gartner Sales Excellence Award
2015 - Gartner Inquiry Excellence Award
2015 - Gartner Peer Review Excellence Award


B.S., Computer Science, cum laude, Tulane University