Speaker bio

Hank Barnes

Hank Barnes

Distinguished VP Analyst
Hank Barnes is a Chief of Research, focused on Enterprise Buying Behavior, in Gartner's Tech and Service Provider team.

Mr. Barnes guides Gartner's research efforts to understand the dynamics, challenges, and frustrations enterprises face when buying technology products and services.

The research shapes our advice to those responsible for marketing technology products and services, general managers responsible for product portfolios, and startup CEOs--with a goal of helping them make better, faster decisions and improved execution plans to drive success for their customers and their business.
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Monday, 18 May, 2020 / 11:15 AM - 12:00 PM BST
The High Quality Deal Dilemma

High quality, low regret deals are good for the customer and TSPs. But in a recent survey, Gartner found they only occurred 27% of the time. This is both a warning sign and an opportunity for immense improvement. In this session, Gartner will expose the issues that enterprise buyers struggle with and explore innovative approaches that TSPs can use to improve the odds for more success.

Note: If not accepted as a keynote, this would fit well with Track C.

Tuesday, 19 May, 2020 / 10:15 AM - 11:00 AM BST
Clinic: How to Differentiate

Differentiation is critical for TSPs, but it also is extremely challenging. This clinic will provide a step by step guide into how to approach differentiation

Tuesday, 19 May, 2020 / 11:15 AM - 12:00 PM BST
Focus on Customer Behaviors to Drive More Success

The use of segmentation and ideal customer profiles is well understood, but often strategies focus primarily on broad firmographic attributes (size, location, industry). Gartner research demonstrates that attitudes and behaviors are more important. This session will take a deep dive into Gartner Enterprise Technology Adoption profiles, an assessment model of enterprise buying behavior and related concepts to fuel more market success.

Meet the experts face to face.