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Gartner Expert
Hank Barnes
VP, Team Manager
Hank Barnes guides Gartner's research efforts to understand the dynamics, challenges, and frustrations enterprises face when buying technology products and services and the implications that has on tech business' strategies and tactics.
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
Adobe, Principal, Product Marketing - Customer Experience Management, 2 years
Eprise, Vice President of Strategy, 6 years
Ultimus, VP of Marketing, 2 years
Areas of coverage
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Technology Buying Dynamics
Education
B.S., Cum Laude, Computer Science, Tulane University
Top Issues That I Help Clients Address
Understanding the dynamics of how enterprises approach technology buying.
Using psychographics to deepen understand of customers and their technology adoption preferences
Adapting go-to-market efforts to align to customer interests.
Creating compelling narratives
Escaping the Tyranny of More Through More Focused, Nuanced Approaches.