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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Wednesday, June 14, 2023 / 10:30 AM - 11:00 AM PDT
Winning Good Business: Navigating the Complexities of the Departmental Buyer

As technology continues to proliferate, decision-making spreads. Today, the product options for functional departments continue to expand, creating more growth opportunities. This session will help product leaders understand the nuances of departmental buying to improve their go-to-market effectiveness when targeting these buyers.

Wednesday, June 14, 2023 / 02:00 PM - 02:45 PM PDT
Ask the Expert: Exploring the Present Day Challenges of Technology Buying

As tech buying decisions spread across the organization and become more federated, product leaders will encounter buying teams with less buying experience and technology knowledge. In these scenarios, delays and frustrations are more likely. This session will dive into the realities of present-day technology buying to improve win rates, accelerate your sales cycle and improve overall deal quality.

Thursday, June 15, 2023 / 10:30 AM - 11:00 AM PDT
Reduce Friction and Waste by Matching Go-to-Market Strategies with Market Stages

As markets evolve, the type of companies interested in adopting or replacing change. While this is well understood, most providers do not do enough to tailor their go-to-market approaches to the stage of the market. This session will help product leaders learn how to adjust messaging, content and engagement activities as markets evolve increasing their effectiveness.

Join us to hear from Gartner experts and thought leaders.