Gartner Expert

Hank Barnes

Distinguished VP Analyst

Hank Barnes is a Distinguished Vice President Analyst. He explores the dynamics, challenges, and frustrations enterprises face when buying technology products and services.

Using that customer-centric lens, Mr. Barnes advises those responsible for marketing technology products and services, general managers responsible for product portfolios, and startup CEOs on differentiated practices to drive success for their customers and their business.

Previous experience

Mr. Barnes has more than 30 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.

Professional background


Principal, Product Marketing - Customer Experience Management


VP of Marketing


Vice President of Marketing and Strategy

Areas of coverage

Planning and Segmentation

Product Messaging and Differentiation

Product Marketing Impact

Technology Marketing Effectiveness

Product Portfolio Customer Acquisition


B.S., Cum Laude, Computer Science, Tulane University

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Top Issues That I Help Clients Address

1Understanding the dynamics of how enterprises approach technology buying.

2Creating differentiated, customer-centric stories.

3Adapting go-to-market efforts to align to customer interests.

4Understanding the psychographics of organizational attitudes toward technology adoption.

5Using storytelling to drive strategy, leadership and culture.