Stories by Hank Barnes
Comparison tables from vendors - fostering doubt and distrust
Wed, 8th Feb 2017
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partner programmes
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channel infrastructure
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partners
Vendor comparison tables erode trust by presenting biased views favouring their own products. An open approach could foster credibility.
Establishing your own identity in ecosystems
Wed, 11th Jan 2017
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partner programmes
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analyst report
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partners
The biggest risk in technology ecosystems is losing your identity. Being clear on your value and role is essential for growth.
Differentiation and neutralisation - The constant struggle
Wed, 16th Nov 2016
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analyst report
If you are an established provider, preferably a mega vendor, then your goal is not to differentiate (in most cases).
How hard do you make the enterprise buying decision?
Thu, 18th Aug 2016
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leadership
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it departments
Tech providers are struggling to gain traction, despite offering valuable solutions. Could it be because they're making it harder for enterprises to buy?.
The first Gartner Tech Growth and Innovation conference is over - a recap
Wed, 15th Jun 2016
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analyst report
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event
Last week, I had the privilege to be conference chair for the Gartner Tech Growth and Innovation conference, which was a great success.