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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Tuesday, July 20, 2021 / 01:30 PM - 02:00 PM EDT
Gartner Enterprise Technology Adoption Profiles: Bringing Behavior Into Your GTM Strategy

The use of segmentation and ideal customer profiles is well understood, but often strategies focus primarily on broad firmographic attributes. 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 that can be applied to sales and marketing efforts.

Tuesday, July 20, 2021 / 02:15 PM - 02:45 PM EDT
Your Customer Is Not a Baton: Collaborate to Drive Value, Retention and Growth

Gartner research shows that even when customers are satisfied, renewals are not a guarantee as these customers continue to reevaluate their options. The traditional hand-offs between marketing, sales, services and customer success often create frustrations for customers. Reimagine how to work together in fluid swim lanes to facilitate customer value achievement, retention and growth.

Join us to hear from Gartner experts and thought leaders.