Hank Barnes is a Vice President, Distinguished Analyst on the Tech. Go-to-Market team. Mr. Barnes provides research and advisory services on go-to-market strategies for technology providers (particularly in Gartner's SMB sector of startups and emerging companies) that target the enterprise market. He focuses on issues related to understanding and adapting marketing and sales approaches to the technology customer life cycle and how to embrace a strategic marketing mindset. 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 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.