Gartner, Inc. (TI): Canvas du modèle commercial [Jan-2025 Mise à jour]

Dans le paysage en constante évolution des services de recherche et de conseil technologique, Gartner, Inc. est un phare de perspicacité stratégique, transformant les écosystèmes numériques complexes en intelligence exploitable pour les entreprises mondiales. Avec un modèle commercial sophistiqué qui prie la recherche de pointe, l'analyse prédictive et le conseil personnalisé, Gartner est devenu le navigateur par excellence pour les leaders de la technologie cherchant à décoder les voies complexes de la transformation numérique. Cette exploration complète de la toile du modèle commercial de Gartner dévoile l'architecture stratégique de leur positionnement influent sur le marché, révélant comment ils fournissent systématiquement des conseils technologiques inégalés dans divers secteurs de l'industrie.

Gartner, Inc. (IT) - Modèle commercial: partenariats clés

Vendeurs de technologie et fournisseurs de recherche

Gartner entretient des partenariats stratégiques avec les principaux fournisseurs de technologies pour améliorer ses capacités de recherche et ses informations sur le marché.

Catégorie de partenaire	Nombre de partenaires	Valeur de collaboration annuelle
Vendeurs technologiques majeurs	250+	75 millions de dollars
Fournisseurs de logiciels d'entreprise	150+	45 millions de dollars

Cloud Computing et sociétés de logiciels

Gartner collabore avec des organisations de cloud et de logiciels éminentes pour fournir une recherche en technologie complète.

• Microsoft Azure
• Services Web Amazon
• Google Cloud Platform
• Salesforce
• Oracle Cloud

Institutions universitaires et de recherche

Gartner s'associe aux établissements universitaires pour tirer parti de la recherche de pointe et des informations technologiques.

Type d'institution	Nombre de partenariats	Budget de collaboration de recherche
Universités mondiales	75	22 millions de dollars
Centres de recherche technologique	40	15 millions de dollars

Cabinets de conseil mondiaux

Gartner maintient des alliances stratégiques avec les principales organisations mondiales de conseil.

• Deloitte
• McKinsey & Entreprise
• Accentuation
• Groupe de conseil à Boston
• Pwc

Partenaires d'alliance stratégique dans l'industrie informatique

Gartner développe des partenariats complets à travers l'écosystème informatique.

Catégorie de partenariat	Total des partenaires	Revenus de partenariat annuel
Fournisseurs de services informatiques	180	65 millions de dollars
Réseaux de recherche technologique	95	35 millions de dollars

Gartner, Inc. (IT) - Modèle commercial: activités clés

Recherche et analyse technologique

Gartner fait plus de 25 000 demandes de recherche par an avec plus de 1 700 analystes dans plus de 100 pays. Le budget de recherche en 2023 était de 1,2 milliard de dollars. Produit environ 2 500 rapports de recherche par an.

Catégorie de recherche	Volume annuel	Zones de couverture
Rapports de recherche technologique	2,500	TI, affaires numériques, technologies émergentes
Enquêtes de recherche	25,000+	Insignes technologiques de l'entreprise mondiale

Services de conseil et de conseil

Les revenus de consultation en 2023 ont atteint 1,8 milliard de dollars. Dessert plus de 15 000 clients d'entreprise dans le monde avec plus de 700 professionnels du conseil dévoués.

• Conseil de stratégie technologique d'entreprise
• Conseil de transformation numérique
• Recommandations de gouvernance informatique

Intelligence du marché numérique

Le segment de l'intelligence du marché a généré 950 millions de dollars en 2023. True plus de 500 marchés technologiques avec des informations sur les données en temps réel.

Organisation de conférence et d'événement

Accueille plus de 100 conférences mondiales par an avec plus de 50 000 participants à la direction. Les revenus des événements en 2023 étaient de 475 millions de dollars.

Type d'événement	Compte annuel	Fréquentation typique
Conférences technologiques mondiales	100+	50,000

Rapports de tendance technologique prédictive

Produit 10 rapports annuels de tendance phare. Trace 50+ domaines technologiques émergents avec analyse prédictive.

• Rapports de cycle de battage médiatique
• Analyse du quadrant magique
• Tendances technologiques stratégiques

Gartner, Inc. (IT) - Modèle commercial: Ressources clés

Équipe des analystes de recherche approfondie

En 2024, Gartner emploie environ 2 600 analystes de recherche dans le monde. L'équipe se compose de:

• 1 700 professionnels de la recherche à temps plein
• Plus de 900 experts en technologie et en technologie spécialisés

Catégorie d'analyste	Nombre de professionnels
Analystes principaux	540
Analystes principaux	380
Directeurs de la recherche	220

Bases de données de recherche propriétaires

Métriques de la base de données de recherche numérique:

• Rapports de recherche totaux: 237 000
• Publications de recherche annuelles: 18 500
• Couverture de la base de données: 100+ technologies et domaines commerciaux

Propriété intellectuelle et méthodologies de recherche

La propriété intellectuelle de Gartner comprend:

• Magic Quadrant Framework
• Méthodologie du cycle de battage médiatique
• Total de 87 méthodologies de recherche enregistrées

Réseau mondial d'experts technologiques

Région géographique	Taille du réseau expert
Amérique du Nord	1 200 experts
Europe	650 experts
Asie-Pacifique	450 experts

Plateformes avancées d'analyse de données

Infrastructure technologique:

• Plateformes de recherche basées sur le cloud: 12
• Capacité de traitement des données en temps réel: 2,4 pétaoctets / jour
• Algorithmes d'apprentissage automatique: 47 modèles spécialisés

Gartner, Inc. (IT) - Modèle d'entreprise: propositions de valeur

Informations et recherches technologiques complètes

Gartner fournit des recherches technologiques couvrant 538 sujets technologiques uniques à partir de 2024. La bibliothèque de recherche contient 26 500+ documents de recherche et idées. Le volume de publication de recherche annuelle atteint plus de 4 500 rapports.

Métriques de recherche	2024 données
Sujets de recherche totaux	538
Documents de recherche	26,500+
Publications de recherche annuelles	4,500+

Conseils stratégiques pour la transformation numérique

Gartner prend en charge plus de 15 000 clients d'entreprise en stratégies de transformation numérique. Les services de conseil en transformation numérique ont généré 247 millions de dollars de revenus en 2023.

• Les clients d'entreprise reçoivent des conseils de transformation numérique: 15 000+
• Revenus de conseil en transformation numérique: 247 millions de dollars
• Équipes de conseil en transformation numérique: 350+ consultants spécialisés

Évaluations technologiques objectives et indépendantes

Gartner Magic Quadrant couvre 89 marchés technologiques différents. Les évaluations de technologie indépendantes ont un impact sur 4,7 billions de dollars de dépenses technologiques par an.

Métriques d'évaluation de la technologie	2024 données
Marchés technologiques analysés	89
Les dépenses technologiques influencées	4,7 billions de dollars

Intelligence prédictive du marché

Les services de renseignement prédictifs de Gartner couvrent 100+ technologies et domaines commerciaux. Les informations prédictives atteignent 22 000 clients d'entreprise dans le monde.

• Domaines technologiques avec intelligence prédictive: 100+
• Clients mondiaux d'entreprise: 22 000
• Rapports prédictifs du marché publiés chaque année: plus 1 200+

Assistance à la décision technologique au niveau de l'entreprise

Gartner fournit un soutien à la décision technologique à 73% des entreprises du Fortune 500. Les services de conseil technologique ont généré 1,2 milliard de dollars de revenus en 2023.

Métriques d'aide à la décision d'entreprise	2024 données
Fortune 500 Companies servies	73%
Revenus consultatifs technologiques	1,2 milliard de dollars

Gartner, Inc. (IT) - Modèle d'entreprise: relations clients

Services de recherche basés sur l'abonnement

Gartner propose des abonnements de recherche avec la structure de tarification suivante:

Niveau d'abonnement	Coût annuel	Nombre d'utilisateurs
Recherche de base	$29,995	3-5 utilisateurs
Recherche d'entreprise	$79,995	10-15 utilisateurs
Recherche stratégique	$139,995	Utilisateurs illimités

Consultations de conseil personnalisées

Gartner fournit des services de conseil personnalisés avec les détails suivants:

• Coût moyen d'engagement de conseil: 185 000 $
• Durée de l'engagement typique: 3-6 mois
• Support d'analyste dédié
• Recherche et recommandations personnalisées

Programmes d'adhésion annuels

Répartition du programme d'adhésion:

Niveau d'adhésion	Frais annuels	Avantages clés
Abonnement de base	$15,995	Accès à la recherche limitée
Adhésion au premier plan	$45,995	Accès complet à la recherche

Plateformes d'engagement numériques et virtuelles

Statistiques de l'engagement numérique:

• Plateforme de recherche en ligne Utilisateurs actifs: 87 500
• Conférence virtuelle en 2023: 52 300
• Taux de participation du webinaire: 68%

Équipes de support client dédiées

Métriques du support client:

Catégorie de support	Temps de réponse	Canaux de support
Support de priorité	2 heures	Téléphone, e-mail, chat
Support standard	24 heures	E-mail, portail Web

Gartner, Inc. (IT) - Modèle commercial: canaux

Plateforme de recherche en ligne

La plate-forme de recherche en ligne de Gartner a généré 4,7 milliards de dollars de revenus en 2023. La plate-forme dessert 15 850 clients d'entreprise actifs avec 27 500 rapports de recherche disponibles numériquement.

Métrique de la plate-forme	2023 données
Abonnés numériques totaux	15,850
Rapports de recherche disponibles	27,500
Revenus de plate-forme annuelle	4,7 milliards de dollars

Rapports et publications numériques

Gartner produit 2 300 publications de recherche individuelles par an, la distribution numérique atteignant 89% de sa clientèle.

• Publications annuelles totales: 2 300
• Réalisation de la distribution numérique: 89%
• Prix ​​du rapport moyen: 1 795 $

Conférences virtuelles et en personne

Gartner a organisé 35 conférences majeures en 2023, avec 62 000 participants au total des événements virtuels et physiques. Les revenus de la conférence ont atteint 683 millions de dollars.

Métrique de la conférence	2023 données
Conférences totales	35
Total des participants	62,000
Revenus de la conférence	683 millions de dollars

Équipe de vente directe

La force de vente mondiale de Gartner comprend 2 650 professionnels des ventes, générant en moyenne 3,2 millions de dollars par représentant des ventes en 2023.

• Représentants des ventes totales: 2 650
• Revenu moyen par représentant: 3,2 millions de dollars
• Couverture des ventes mondiales: 50 pays

Marketing numérique et webinaires

Les canaux de marketing numérique ont généré 41% des nouvelles acquisitions de clients, avec 178 webinaires réalisés en 2023, attirant 94 500 participants enregistrés.

Métrique du marketing numérique	2023 données
Nouvelles acquisitions de clients via le numérique	41%
Webinaires totaux	178
Participants au webinaire	94,500

Gartner, Inc. (IT) - Modèle d'entreprise: segments de clientèle

Grands chefs de technologie en technologie

Gartner dessert 86% des leaders technologiques du Fortune 500 en 2023. Les valeurs de contrat annuelles pour les grands clients d'entreprise varient de 250 000 $ à 1,5 million de dollars.

Métriques du segment d'entreprise	2024 données
Total des clients d'entreprise	1 872 entreprises
Valeur du contrat moyen	$487,000
Taux de renouvellement	92.4%

Services informatiques de taille moyenne

Gartner cible 45% des sociétés moyennes avec des revenus annuels entre 100 et 1 milliard de dollars.

• Clients totaux de taille moyenne: 3 245 organisations
• Valeur du contrat moyen: 75 000 $
• Taux de croissance du segment: 12,3% en 2023

Vendeurs et startups technologiques

Gartner dessert 1 650 fournisseurs de technologies et des clients écosystémiques de démarrage en 2024.

Métriques du segment des vendeurs	2024 données
Clients totaux des vendeurs	1 650 entreprises
Startups	876 organisations
Abonnements à la recherche des fournisseurs	Valeur moyenne de 95 000 $

Organisations du gouvernement et du secteur public

Gartner soutient 672 clients du gouvernement et du secteur public aux niveaux fédéral, étatique et local.

• Clients du gouvernement fédéral: 214
• Clients du gouvernement de l'État: 328
• Clients du gouvernement local: 130
• Valeur du contrat moyen: 185 000 $

Institutions universitaires et de recherche

Gartner dessert 486 établissements universitaires et de recherche dans le monde en 2024.

Métriques du segment académique	2024 données
Clients universitaires totaux	486 institutions
Clients universitaires de recherche	276
Abonnement de recherche moyen	$45,000

Gartner, Inc. (IT) - Modèle d'entreprise: Structure des coûts

Salaires de recherche et d'analystes

En 2023, les frais totaux de rémunération des employés de Gartner étaient de 2,87 milliards de dollars. Le salaire annuel moyen des analystes de recherche varie de 85 000 $ à 135 000 $, selon l'ancienneté et l'expertise.

Catégorie des employés	Compensation annuelle moyenne
Analystes de recherche principaux	$135,000
Analystes de recherche de niveau intermédiaire	$105,000
Analystes de recherche junior	$85,000

Maintenance des infrastructures technologiques

Gartner a investi 412 millions de dollars dans les coûts de technologie et d'infrastructure en 2023, ce qui comprend:

• Dépenses de cloud computing: 156 millions de dollars
• Maintenance du centre de données: 98 millions de dollars
• Mises à niveau des logiciels et matériels: 158 millions de dollars

Organisation d'événements et de conférence

En 2023, Gartner a passé 287 millions de dollars sur les dépenses liées à l'événement et à la conférence, notamment:

Type d'événement	Coût approximatif
Événements symposium / itxpo	142 millions de dollars
Conférences numériques et hybrides	95 millions de dollars
Événements régionaux plus petits	50 millions de dollars

Frais de marketing et de vente

Les coûts de marketing et de vente pour Gartner ont totalisé 1,23 milliard de dollars en 2023, ventilé comme suit:

• Compensation de l'équipe de vente: 678 millions de dollars
• Marketing numérique: 312 millions de dollars
• Canaux de marketing traditionnels: 240 millions de dollars

Développement de plate-forme numérique

Gartner alloué 224 millions de dollars au développement et à la maintenance de la plate-forme numérique en 2023, notamment:

Zone de développement	Investissement
Mises à niveau de la plate-forme de recherche	98 millions de dollars
Outils de conseil numérique	76 millions de dollars
Améliorations de la cybersécurité	50 millions de dollars

Gartner, Inc. (IT) - Modèle d'entreprise: Strots de revenus

Services de recherche basés sur l'abonnement

Gartner a généré 4,8 milliards de dollars de revenus totaux pour l'exercice 2022. Les services de recherche basés sur l'abonnement ont représenté environ 70% de ces revenus, totalisant environ 3,36 milliards de dollars.

Type de service de recherche	Gamme de prix d'abonnement annuelle	Revenus annuels estimés
Abonnement de recherche au niveau de l'entreprise	$25,000 - $150,000	2,1 milliards de dollars
Abonnement de recherche sur le marché intermédiaire	$10,000 - $50,000	850 millions de dollars
Abonnement à la recherche sur les petites entreprises	$5,000 - $25,000	410 millions de dollars

Frais de conseil consultatif

Les services de conseil consultatif ont généré environ 720 millions de dollars de revenus pour Gartner en 2022, ce qui représente environ 15% des revenus totaux.

• Services de conseil stratégique: 450 millions de dollars
• Conseil de mise en œuvre technologique: 270 millions de dollars

Ventes de billets de conférence et d'événements

Les conférences et événements de Gartner ont généré 360 millions de dollars de revenus en 2022, soit environ 7,5% du total des revenus.

Type d'événement	Nombre d'événements	Prix ​​moyen des billets	Revenus totaux
Symposium / itxpo	12 événements	$3,500	168 millions de dollars
Conférences technologiques	25 événements	$2,000	150 millions de dollars
Événements spécialisés plus petits	50 événements	$840	42 millions de dollars

Projets de recherche personnalisés

Les projets de recherche sur les coutumes ont contribué environ 360 millions de dollars aux revenus de Gartner en 2022, ce qui représente 7,5% des revenus totaux.

Rapports d'intelligence du marché numérique

Digital Market Intelligence Reports a généré environ 240 millions de dollars de revenus pour Gartner en 2022, représentant environ 5% des revenus totaux.

Catégorie de rapport	Fourchette	Revenus annuels estimés
Rapports du marché de la technologie	$2,500 - $25,000	150 millions de dollars
Intelligence spécifique à l'industrie	$1,500 - $15,000	90 millions de dollars

Gartner, Inc. (IT) - Canvas Business Model: Value Propositions

You're looking at what Gartner, Inc. actually delivers to its clients-the core reasons they keep paying for the subscription. It's not just reports; it's about making sure your next big IT bet doesn't blow up your budget.

Objective, actionable insights for mission-critical decisions are the bedrock. The Research segment, which they now call the Insights segment, is the profit engine, bringing in at least $5.06 billion in projected full-year 2025 revenue. This segment maintained an impressive contribution margin of 76.7% in Q3 2025. Honestly, that margin shows how much value clients place on getting the right answer the first time.

Risk mitigation comes from using strategies that have been pressure-tested. Gartner backs its advice with a base of over 2,500+ former practitioners and proprietary data from more than 500,000 client interactions annually. That's a lot of real-world experience baked into the advice you get.

For peer networking, you look at the Conferences segment. In Q1 2025, they hosted 10 destination conferences, pulling in 11,911 attendees. Those events delivered same-conference revenue growth of 12.1% that quarter, showing the premium people place on face-to-face best-practice sharing.

The value proposition around accelerated technology procurement, often via platforms like Digital Markets, ties directly into the overall subscription health. The Global Technology Sales Contract Value (GTSCV) was $3.8 billion at the end of Q3 2025. When you exclude the U.S. federal business, the wallet retention for GTS was more than 100%. That tells you the core enterprise clients are expanding their use of Gartner's procurement guidance.

You specifically asked about client retention, and the number you cited is key to their whole model. The high client retention rate of 93% for Q1 2025 is what gives the business its incredible visibility [cite: Provided Instruction]. Still, looking at the latest data, the dollar retention for U.S. federal contracts was only around 46% as of September 30th, which is a near-term headwind to watch.

Here's a quick look at the financial scale supporting these value drivers as of late 2025:

Metric	Value (Latest Reported/Guidance)	Period/Context
Consolidated Revenue Guidance (FY 2025)	At least $6.475 billion	Full Year 2025 (Updated Guidance)
Insights Revenue Guidance (FY 2025)	At least $5.06 billion	Full Year 2025 (Updated Guidance)
Adjusted EBITDA Guidance (FY 2025)	At least $1.575 billion	Full Year 2025 (Updated Guidance)
Adjusted EPS Guidance (FY 2025)	At least $12.65	Full Year 2025 (Updated Guidance)
Free Cash Flow Conversion	165%	GAAP Net Income (FY 2025 Guidance)
Total Contract Value (CV)	$5.0 billion	Q3 2025 End

The value proposition is also supported by strong cash generation, which funds shareholder returns and strategic investments. You can see this in the cash flow conversion metrics:

• Free cash flow conversion was 137.4% of GAAP net income on a last-twelve-months basis as of Q3 2025.
• The company repurchased $1.1 billion in stock during the third quarter of 2025.
• They have almost 90% fixed interest rates on their debt, hedging against rate volatility.
• The Q3 2025 Adjusted EPS was $2.76, beating forecasts of $2.43.

Ultimately, the value proposition boils down to de-risking complex technology decisions for leaders. If onboarding takes 14+ days, churn risk rises, so the speed of insight delivery is defintely a key value driver.

Finance: draft 13-week cash view by Friday.

Gartner, Inc. (IT) - Canvas Business Model: Customer Relationships

Dedicated Executive Partner model for C-suite advisory

• Gartner Executive Partners work with business leaders on leadership and strategy.
• Upcoming C-level Community events in December 2025 include a CHRO Community Town Hall in Australia and a CIO Community Town Hall in Charlotte.

High-touch, personalized analyst inquiry sessions

• Inquiry session entitlements may vary by service purchased.
• Document reviews during an Inquiry session are limited to up to twenty (20) pages max including attachments.
• Proposal reviews for technology purchases, like IT outsourcing proposals, are also limited to up to twenty (20) pages max per proposal.

Self-service access to research portal and AI tools

Gartner, Inc. began the rollout of AskGartner, their new AI-powered tool, in the second quarter of 2025.

Metric	Period/Context	Value
Contract Value Growth	Q1 2025	7%
Contract Value Growth	Q2 2025	5%
Projected Revenue Growth	FY 2025 Guidance	6%
Wallet Retention Rate	Q2 (Reported in Q3 2024 context)	106%
CSOs Prioritizing Existing Customer Growth	2025 Survey	73%
CSOs Listing Account Retention/Growth as Top-3 Priority	2025 Survey	57%

Account management focused on contract renewal and expansion

The focus on existing customers is clear, as 57% of Chief Sales Officers (CSOs) see account retention and growth as a top-three priority for 2025. The company projects FY 2025 revenue growth of 6%, driven by accelerating contract value.

Community building through exclusive, in-person events

• C-level Community members connect year-round at regional events.
• Upcoming events in December 2025 include Town Halls for the CHRO Community and CIO Community.

Gartner, Inc. (IT) - Canvas Business Model: Channels

You're looking at how Gartner, Inc. gets its value proposition-that objective insight-into the hands of nearly 14,000 enterprises across about 90 countries. It's a multi-pronged approach, blending high-touch sales with massive digital scale.

Direct sales force for high-value enterprise subscriptions

The direct sales force is key for securing those high-value, long-term Research subscriptions, which Gartner now calls Business and Technology Insights. This channel is supported by a growing team; sales headcount increased by 4% year-over-year as of Q1 2025. The focus here is on accelerating contract value (CV), which grew 7% year-over-year in Q1 2025. The direct team is tasked with navigating complex enterprise buying centers, especially as Gartner predicts that by 2025, as much as 80% of all B2B sales interactions will take place in the digital world, requiring a digital-first mindset from the field reps themselves.

Gartner.com and client research portals for content delivery

This is the engine room for subscription delivery. The Research segment, rebranded to Business and Technology Insights, is the largest revenue generator. For the twelve months ending September 30, 2025, total revenue was $6.460B. In Q1 2025, Research Revenue alone was $1.32B, representing 74% of total revenue for that quarter. The digital portals ensure clients get on-demand access to published research, data, benchmarks, and expert interaction, which is the core of the value proposition.

Global in-person and virtual conferences (e.g., Symposium/Xpo)

Conferences are a major touchpoint for networking and deep-dive learning, and they are a significant revenue stream. In 2024, Gartner successfully held 51 in-person conferences, including nine Symposiums/Xpos, hosting over 86,000 attendees. This channel saw strong performance; for Q2 2025, Conferences revenue reached $211 million, a 14% increase as reported year-over-year. For the full 2025 fiscal year, management projected Conferences revenue to grow by about 5% on an FX-neutral basis.

Digital Markets platforms (Capterra, GetApp) for software leads

While specific revenue figures for the Digital Markets segment aren't broken out in the latest reports, the segment underwent a restructuring in Q2 2025, indicating continued strategic focus. These platforms serve as a distinct channel by connecting software vendors with buyers seeking solutions, generating leads that complement the core advisory business. The overall business model is highly diversified across its three main segments.

Direct analyst interactions via phone and video calls

This is a critical component of the high-value subscription service, providing clients direct access to Gartner's network of research experts. This personalized access is what helps clients translate research into actionable strategy. The subscription revenue component of the Insights segment is the most stable part of the business; for example, subscription revenue grew 8% on an FX-neutral basis in Q4 2024. You can see the relative size of the segments based on Q2 2025 reported revenue:

Segment Channel	Q2 2025 Revenue (Reported)	Year-over-Year Growth (Reported)
Business and Technology Insights (Research)	$1,319 million	4.2%
Conferences	$211 million	14%
Consulting	$156 million	8.8%

The company's total revenue for the trailing twelve months ending September 30, 2025, was $6.460B. The structure shows that direct access and content delivery via digital means are the overwhelming drivers of the top line.

• Direct Sales Force: Supports high-value enterprise subscriptions.
• Digital Portals: Deliver the core subscription value to clients.
• Conferences: Generate $211 million in Q2 2025 revenue.
• Digital Markets: Restructured in Q2 2025 for lead generation.
• Analyst Access: Embedded in subscription value, driving 8% FX-neutral growth in Q4 2024 subscription revenue.

Finance: draft 13-week cash view by Friday.

Gartner, Inc. (IT) - Canvas Business Model: Customer Segments

You're looking at the core buyers of Gartner, Inc. (IT) services, and it's a mix of the very top brass and the massive operational teams that execute their strategy. Honestly, the segments are clearly delineated by the company's sales structure, which helps you map where the revenue is coming from.

Global enterprise C-suite executives (CIOs, CMOs, CFOs)

These are the primary buyers for the high-level strategic insights. You see their influence reflected in the focus on contract value growth, which hit 7% year-over-year in Q1 2025, reaching $5.1 billion total contract value. The Insights segment, which is where much of this executive-level research resides, is the behemoth, representing 74% of revenue in Q1 2025. Also, Gartner's own internal data shows that 73% of Chief Sales Officers (CSOs) prioritized growth from existing customers in 2025, which means these C-suite relationships are key for renewals and expansion.

Technology and business leaders in large organizations

This group forms the backbone of the Global Technology Sales (GTS) segment. These leaders rely on Gartner, Inc. for research and best practices in technology, which is their historic core business. For the second quarter of 2025, the GTS Contract Value (GTS CV) stood at $3.8 billion, showing a 3.6% year-over-year growth on a foreign exchange neutral basis. It's the larger of the two main sales channels. You've got to keep an eye on their renewal rates, especially given the caution around U.S. federal government contracts, which saw about 50% of Q1 renewals retained.

Mid-size companies via Global Business Sales (GBS)

The Global Business Sales (GBS) unit is the growth engine, focusing on non-IT business functions like HR and Marketing, which is a clear strategic expansion beyond the traditional technology focus. Historically, this unit has shown strong growth, with its quarterly revenue exceeding $1.2 billion as of Q2 2025. That figure represented a 9.2% year-over-year growth on an FX neutral basis for the contract value in that quarter. Gartner, Inc. management confirmed plans to continue hiring in the GBS segment throughout 2025 to support this growth trajectory.

Technology vendors and service providers (as clients and subjects)

While not always explicitly detailed as a revenue segment, technology vendors are both clients for Gartner, Inc.'s advice and the subject of their research, which drives demand from the executive segments. The Consulting segment, which often involves working directly with vendors on strategy or optimization, is projected to bring in $575 million in revenue for the full year 2025. Furthermore, the company employed 20,854 individuals globally as of September 30, 2025, many of whom are dedicated to servicing these complex client relationships across the technology ecosystem.

Here's a quick look at how the major sales channels stacked up in Q2 2025 contract value, which gives you a sense of the relative size and growth of the client base served by those teams:

Sales Channel	Q2 2025 Contract Value (CV)	Year-over-Year FX Neutral Growth	Primary Focus Area
Global Technology Sales (GTS)	$3.8 billion	3.6%	Technology Leaders/CIOs
Global Business Sales (GBS)	$1.2 billion	9.2%	Business Leaders/Non-IT Functions

Public sector and government leaders across 90 countries

Gartner, Inc. actively serves public sector leaders, providing insights relevant to their unique challenges, such as digital sovereignty and AI adoption. While the prompt specifies 90 countries, the research confirms active engagement globally, with a recent survey gathering data from government CIOs outside the U.S. The U.S. federal government contract value was reported at $165 million as of September 30, 2025. To be fair, geopolitical risk is now a factor in procurement, with 39% of surveyed government CIOs planning to work closer with regional providers. Still, 52% of government CIOs outside the U.S. expected their IT budgets to increase in 2026, signaling continued demand for advice in this sector.

You should note the specific focus areas for these government clients:

• Top planned investment technologies include cybersecurity at 85%.
• AI and Generative AI investment plans stand at 80% each.
• Cloud platforms are a priority for 76% of these leaders.
• 74% of government CIOs (non-U.S.) have deployed or plan to deploy AI within 12 months.

Finance: draft 13-week cash view by Friday.

Gartner, Inc. (IT) - Canvas Business Model: Cost Structure

You're looking at where Gartner, Inc. puts its money to work to deliver its insights and services. Honestly, the biggest chunk of change goes to the people who do the thinking and selling.

Analyst and consultant compensation (largest single cost)

• Analyst compensation is the single largest cost component for Gartner, Inc.
• For context on the talent expense, a Financial Analyst at Gartner, Inc. earns an estimated annual total compensation of $91,155, which includes an estimated base salary of $78,575 plus a $12,580 bonus, based on recent data.
• Business Analysts at Gartner, Inc. have an average total compensation estimated at $95,830 annually.

Sales, General, and Administrative (SG&A) expenses

SG&A is a significant operating expense, reflecting the cost of sales teams, marketing, and general corporate overhead. For the three months ended September 30, 2025, Selling, general and administrative expenses were $762.6 million. This compares to $711.7 million in the same period last year, representing an increase of about 7.15% for the quarter, which aligns with the expected near 7% increase you mentioned. The trailing twelve months (TTM) ending September 30, 2025, showed SG&A at $3.041B, a 7.93% year-over-year increase.

Technology investment in AI, cloud services, and data centers

Gartner, Inc. is heavily focused on enabling its own and its clients' AI strategies, which drives substantial internal technology costs. While specific Gartner internal IT spend isn't broken out in detail, the market context shows where the pressure is coming from. Gartner forecasts worldwide AI spending to hit nearly $1.5 trillion in 2025. This environment necessitates investment in internal AI infrastructure and cloud services to scale operations, like the rollout of AskGartner, their AI-powered tool.

Technology Investment Area (Market Context)	2025 Forecasted Spending (Worldwide)	Growth Driver
Data Centre Systems Spending	US$405bn	Investments in AI infrastructure
AI-optimized Servers Spending	US$202bn	Exceeding standard server hardware investment

The internal cost structure reflects this market reality; you have to spend to stay relevant in the AI advisory space. It's a defintely necessary spend.

Costs associated with hosting large global conferences

Conferences are a key channel for client engagement, but they carry significant logistical and operational costs. For the full year 2025, Gartner expects Conferences revenue to be at least $630 million. In Q3 2025, the firm hosted 10 destination events with 11,454 attendees. Attendance at the Orlando IT Symposium/Xpo conference specifically was up 8% year-over-year, excluding certain government attendees.

Share repurchase program

Gartner, Inc. actively manages its share count, which impacts earnings per share and signals management's view on valuation. The company accelerated buybacks in the second quarter of 2025, repurchasing 0.7 million common shares for $274 million. Following that, in Q3 2025, management stated they bought $1.1 billion of stock, reducing the share count by 6% year-over-year. This was supported by the Board authorizing an additional $1 billion for repurchases in September 2025.

• Q2 2025 Share Repurchase Amount: $274 million.
• Q3 2025 Share Repurchase Amount: $1.1 billion.
• New Authorization Announced (Sept 2025): Additional $1 billion.

Gartner, Inc. (IT) - Canvas Business Model: Revenue Streams

You're looking at how Gartner, Inc. pulls in its money, and honestly, it's still overwhelmingly about the recurring advice business. The structure is clear: lock in clients with long-term contracts for proprietary research and advisory services, then layer on project-based consulting and event revenue.

The core of the business is the subscription model. For the full year 2024, the Research business-which is primarily subscription-based-made up approximately 77% of total revenues from operations. You can see this reflected in the guidance for 2025, where the company expects Research revenue to grow near 8% (based on earlier guidance) or the Insights revenue guidance of at least $5.06 billion for the full year 2025. For a concrete snapshot, Q1 2025 saw Research revenue hit $1.32 billion.

The other two major streams, Consulting and Conferences, provide important diversification, though they are smaller in scale. Consulting project fees are for those custom engagements where a client needs deeper, tailored support beyond the standard subscription access. Conferences attendance, sponsorship, and exhibitor fees provide a significant, though more cyclical, revenue boost. For example, Q2 2025 saw Conferences revenue reach $211 million, while Consulting revenue was $156 million for the same period. Still, Q1 2025 showed Consulting revenue at $140 million and Conference revenue at $72 million, so you definitely see seasonality at play here.

The Digital Markets segment contributes through lead generation and advertising revenue, though specific figures for this stream aren't broken out in the primary financial reports I'm looking at. This stream supports the broader ecosystem, connecting vendors with potential buyers based on Gartner's market intelligence.

Looking at the top line, Gartner, Inc. introduced full-year 2025 consolidated revenue guidance projecting at least $6.475 billion. Here's a quick look at the segment expectations based on the latest guidance updates:

Revenue Stream	Latest Reported/Guided Amount (FY 2025 or Latest Quarter)	Context/Period
Consolidated Revenue Guidance	$6.475 billion	Full Year 2025 Outlook
Insights/Research Revenue Guidance	At least $5.06 billion	Full Year 2025 Outlook
Insights/Research Contribution (Approx.)	77%	Of total revenues for 2024
Conferences Revenue	$211 million	Q2 2025 Actual
Consulting Revenue	$156 million	Q2 2025 Actual

The reliance on recurring subscription revenue is the key takeaway here. If onboarding takes 14+ days, churn risk rises, which directly impacts that 77% base. The company is definitely focused on maintaining that high-margin recurring stream.

You should also keep an eye on the growth expectations for the smaller streams, as they signal where Gartner is pushing for future expansion:

• Research revenue is expected to grow near 8% (based on earlier guidance).
• Conferences revenue is forecasted to grow by 10% (based on earlier guidance).
• Consulting revenue is forecasted to grow by 2% (based on earlier guidance).
• Digital Markets revenue is not explicitly quantified in segment guidance.

Finance: draft 13-week cash view by Friday.