Gartner Expert

Warren Johnstone

Sr Director Analyst

Warren Johnstone is a Senior Director Analyst covering go-to-market strategies for small to medium sized high growth technology companies. Mr. Johnstone specializes in advising technology vendors on their sales and services operations as well as their partnering strategy. As a part of the Tech CEO team in Gartner's Technology and Service Provider (TSP) research group, he delivers actionable, objective insight to executives and their teams.

Previous experience

Mr. Johnstone brings more than 28 years of professional experience to Gartner, with more than 22 of those in commercial roles in the software business. Over that time he has worked for medium sized and enterprise software companies, and he has worked inside tech startups advising and supporting Tech CEO's and their teams.

Professional background

Dassault Systemes

Senior Director Partner Acquisition

Gemcom Software

Vice President of Services

Shepherd Network

Operations Director

Areas of coverage

Product and Services Strategy for Tech CEOs

Scalable Business Operations for Tech CEOs

Marketing and Sales Execution for Tech CEOs

Go-to-Market Strategy


Masters of Science, Geology, University of Cape Town

Bachelor of Science with Hons, Geology, University of the Witwatersrand

Bachelor of Science, Geology, University of the Witwatersrand

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Top Issues That I Help Clients Address

1How do I define our sales model and process to support the buyer journey?

2What are the sales enablement and sales effectiveness best practices to reduce the length of our sales cycle?

3When should I hire my first sales person? What do I need to have in place to make that person successful, and who do I hire?

4Should I introduce channel sales into my sales operations, and how do I find partners and make them successful?

5How do I compensate my channel partners to motivate them to promote my product, while maintaining my profitability.