Hank Barnes is a Vice President and 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.
Top Key Initiatives I Cover:
- Improving Technology Go-to-Market Effectiveness
Top Issues I Help Clients Address:
- Tech go-to-market strategies (positioning, messaging, storytelling, marketing) for emerging providers
- Creating differentiated, customer-centric positioning
- Understanding today’s technology life cycle (from buying through owning)
- Adapting go-to-market efforts to align to customer interests
- Improving content (via doc reviews) through storytelling