Hank Barnes
Hank Barnes provides research and advisory services on go-to-market strategies--particularly around marketing, positioning, and customer experience--for technology providers. Hank has more than 25 years of high-technology sales and marketing experience in both field and corporate roles, both as an individual contributor and the marketing leader for several startups. He is a long-time proponent of customer-centric marketing and the use of customer experience as a key differentiator for business success. His posts here include content from his days with Adobe, SAP, and now Gartner
In today’s tech markets, with more and more offerings delivered as a service, the focus is increasingly on retention and growth within existing accounts....
When I first joined Gartner, one of my first research efforts was focused on trying to define a graphical model that captured how B2B...
A few months back, I blogged about a key focus area for Gartner’s Digital Business research around the idea of Digital Humanism. The core...
Yes, I apologize if I am adding yet another post to the mass of content about how sales needs to shift. But I hope...
My colleague Jake Sorofman recently shared some results from a Gartner survey on the high level of priority marketing groups have given to customer...
I just got back from Gartner’s U.S. Symposium in Orlando. It was a great week, meeting with lots of technology providers of all ages...
Simplicity was a hot topic last week. SAP emphasized it in their new theme, andwhat is effectively a brand promise, of “Run Simple”. ...
Offering Web site visitors the ability to chat—at the time of their choosing–is something that is valuable (But please, don’t have your chat window...
My last post focused on the need for sales to step up to meet the needs of more demanding buyers. While that is critical,...
Is the idea of buyers completing a significant part of their journey without contacting a sales person effectively "The Death of the SalesMan"? It is...
While I often spend time talking about customer experience issues, the real driver for the increased experience expectations is customer power. The...
As 2012 draws to a close, I decided to ask the folks whose posts we feature on this blog to share one big idea...
For large companies, a big question is how to organize their sales force. Do you have one big sales force that represents all...
Today's sellers are deluged with ideas to help them be more successful. Whether it is social selling, big data, Challenger selling, or some...
In complex B2B sales, there are often teams involved on both sides of the table. The customer has a group of people all...
I continue to believe that more emphasis needs to be put on developing independent advocates within your customer community to "sell and support" your...
The idea of selling smarter is hard to refute. It is one of those things that everybody wants and everybody talks about. ...
When introducing new products to the market, great marketing teams spend a lot of energy finding tangible differentiation from competitive alternatives. It is...
Author Note: This post originally appeared in the Adobe Experience Delivers blog. You can find it here. This version has some updates...
Author Note: This post originally appeared in the Adobe Experience Delivers blog. You can find it here. This version has some updates...