Analyst Profile

Hank Barnes

Hank Barnes

Distinguished VP Analyst

6 years at Gartner ,  32 years industry experience

Roles and Responsibilities

Hank Barnes, a Distinguished Vice President Analyst, focuses 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. Product marketers, leaders responsible for product portfolio P&Ls, and CEOs that are open to exploring new approaches that break from long-standing industry practices benefit from his research. Mr. Barnes' perspective is driven by a customer-centric point of view: The best way to improve marketing and sales efforts is not to emulate other vendors, but to build deep understanding of target customers and their behaviors. With that understanding, TSPs can then adopt new approaches that make it easier for customers to make decisions and achieve success.


Previous Experience

Mr. Barnes has more than 30 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 longtime proponent of customer-centric strategies and the use of customer experience as a key differentiator for business success. Before joining Gartner, he 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
2016 - Gartner Inquiry Excellence Award
2016 - Gartner Sales Excellence Award
2017 - Gartner Inquiry Excellence Award


B.S., Cum Laude, Computer Science, Tulane University



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