Experience the difference. Meet your peers, talk with experts, build your network, and turn insights into action.
Hank Barnes
Distinguished VP Analyst
Gartner
Speaker Topics
- Go-to-market Decisions that Directly Impact Revenue Growth
- Optimizing Product and Offering Experiences
- Aligning to Customer Value Drivers
- New Customer Acquisition, Retention and Expansion
Speaker Bio
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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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.
Sessions
Monday, March 10, 2025 11:15 AM - 11:45 AM CDT
Optimize GTM Strategies for Any Market Using Gartner's "New Chasm" Insights
Hank Barnes,
Distinguished VP Analyst, Gartner
Changing market dynamics challenge tech providers' growth aspirations. As markets mature or adoption cycles collapse, big deals become harder to win. Sales cycles lengthen, pilots stall, and no-decisions abound. Attend this session to explore these dynamics and counter challenges by seeking new levels of customer understanding to improve your go-to-market effectiveness.
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Tuesday, March 11, 2025 01:30 PM - 02:00 PM CDT
Accelerate Deals by Uncovering Hidden Elements of Enterprise Buying Journeys
Hank Barnes,
Distinguished VP Analyst, Gartner
The keys to accelerating technology purchases are centered around confidence, trust, and focus rather than product differentiation. Attend this session to explore how providers can focus their energies on the opportunities that are most likely to lead to faster, better decisions. We will compare faster and slower buying decisions to highlight the most effective content and engagement strategies.
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