2be8f10b872ad58302b3a184ed5b1b79351724c6d3d8d7360c6939a089e97437

| Geographical Segment | Q1 2023 | Q2 2023 | Q3 2023 | Q4 2023 | Q1 2024 | Q2 2024 | Q3 2024 | Q4 2024 |
|----------------------|---------|---------|---------|---------|---------|---------|---------|---------|
| United States and Canada (USD Million) | **935.1**  **[0000749251-23-000021_it-20230331.htm:9]**  | N/A | **917.5**  **[0000749251-23-000052_it-20230930.htm:11]**  | N/A | **835.2**  **[0000749251-24-000024_it-20240331.htm:9]**  | **1,054.8**  **[0000749251-24-000035_it-20240630.htm:10]**  | **923.8**  **[0000749251-24-000041_it-20240930.htm:11]**  | N/A |
| Europe, Middle East, and Africa (USD Million) | **310.8**  **[0000749251-23-000021_it-20230331.htm:9]**  | N/A | **321.7**  **[0000749251-23-000052_it-20230930.htm:11]**  | N/A | **287.5**  **[0000749251-24-000024_it-20240331.htm:9]**  | **369.0**  **[0000749251-24-000035_it-20240630.htm:10]**  | **369.0**  **[0000749251-24-000041_it-20240930.htm:11]**  | N/A |
| Other International (USD Million) | **162.9**  **[0000749251-23-000021_it-20230331.htm:9]**  | N/A | **169.6**  **[0000749251-23-000052_it-20230930.htm:11]**  | N/A | **145.4**  **[0000749251-24-000024_it-20240331.htm:9]**  | **171.3**  **[0000749251-24-000035_it-20240630.htm:10]**  | **191.4**  **[0000749251-24-000041_it-20240930.htm:11]**  | N/A |

a949f7d2224fb9121d79247316413f3c5cb837c4080b52d9b6202cb3856cdcf7

Gartner, Inc. is a global company that operates through three main business segments: Research, Conferences, and Consulting. The company primarily sells research products through subscription contracts, which are mostly non-cancellable and non-refundable, contributing significantly to its growth and profitability **[0000749251-24-000006_it-20231231.htm:96]** **[IT_3391713_0]**. Gartner also provides opportunities for learning and networking through its Conferences segment and offers custom analysis and support for technology-driven strategic initiatives via its Consulting segment **[0000749251-24-000006_it-20231231.htm:79]**. The company's business model emphasizes recurring revenue, particularly through its Research segment, supporting sustained growth and high free cash flow generation **[IT_3391713_0]**.

1. **Research** - Generates revenue through subscription contracts for research products, recognized ratably over the contract term, with high gross margins and retention rates **[0000749251-24-000006_it-20231231.htm:96]** **[IT_3391713_0]**.
2. **Conferences** - Provides learning, sharing, and networking opportunities through events like the Gartner Symposium/Xpo series, with revenue recognized upon event completion **[0000749251-24-000006_it-20231231.htm:79]**.
3. **Consulting** - Offers custom analysis and support for technology-driven strategic initiatives, with revenues from fixed fee or time and materials engagements, recognized as performance obligations are satisfied **[0000749251-24-000006_it-20231231.htm:79]**.

68f78a8f370f1b1cc510ee1b626dadbf569dd88ee294ed2fa14668835184c73f

9173af23e40bdebbf8f0bf41e666ecc1877dda7e8fdbc562e88908bf1b8a4e1e

Adjustments for Non-Cash Items [USD, Thousands]

Stock-Based Compensation [USD, Thousands]

Changes in Working Capital [USD, Thousands]

Capital Expenditures (CapEx) [USD, Thousands]

Proceeds from / Repayments of Debt [USD, Thousands]

Share Repurchases [USD, Thousands]

Dividend Payments [USD, Thousands]

Net Change in Cash [USD, Thousands]

049e559fcca1b5f9aa88dfc3a581c954cd864cf73481f87dfd59cb24b95c15e1

fccca68b5abdf1b070316092e41101a663f3efba3f491e69527465909b19a032

| Metric [USD Million] | Q4 2022 | Q1 2023 | Q2 2023 | Q3 2023 | Q4 2023 | Q1 2024 | Q2 2024 | Q3 2024 |
|----------------------|---------|---------|---------|---------|---------|---------|---------|---------|
| **Research**         | **1,178**  **[0000749251-23-000003_it-12312022xex991.htm:1]** **[0000749251-23-000003_it-12312022xex991.htm:1]**  | **1,217**  **[0000749251-23-000019_it-03312023xex991.htm:0]** **[0000749251-23-000021_it-20230331.htm:13]**  | **1,208**  **[0000749251-23-000037_it-06302023xex991.htm:0]** **[0000749251-23-000037_it-06302023xex991.htm:0]**  | **1,219**  **[0000749251-23-000050_it-09302023xex991.htm:1]** **[0000749251-23-000050_it-09302023xex991.htm:1]**  | **1,243**  **[IT_3371970_4]** **[0000749251-24-000003_it-12312023xex991.htm:1]**  | **1,268**  **[0000749251-24-000022_it-03312024xex991.htm:1]** **[0000749251-24-000022_it-03312024xex991.htm:1]**  | **1,266**  **[0000749251-24-000033_it-06302024xex991.htm:1]** **[0000749251-24-000033_it-06302024xex991.htm:1]**  | **1,281**  **[0000749251-24-000041_it-20240930.htm:15]** **[0000749251-24-000039_it-09302024xex991.htm:0]**  |
| **Conferences**      | **188**  **[0000749251-23-000003_it-12312022xex991.htm:1]** **[0000749251-23-000003_it-12312022xex991.htm:1]**  | **65**  **[0000749251-23-000019_it-03312023xex991.htm:0]** **[0000749251-23-000021_it-20230331.htm:13]**  | **169**  **[0000749251-23-000037_it-06302023xex991.htm:0]** **[0000749251-23-000037_it-06302023xex991.htm:0]**  | **57**  **[0000749251-23-000050_it-09302023xex991.htm:1]** **[0000749251-23-000050_it-09302023xex991.htm:1]**  | **214**  **[IT_3371970_4]** **[0000749251-24-000003_it-12312023xex991.htm:1]**  | **70**  **[0000749251-24-000024_it-20240331.htm:37]** **[0000749251-24-000022_it-03312024xex991.htm:1]**  | **186**  **[0000749251-24-000033_it-06302024xex991.htm:1]** **[0000749251-24-000033_it-06302024xex991.htm:1]**  | **76**  **[0000749251-24-000041_it-20240930.htm:15]** **[0000749251-24-000039_it-09302024xex991.htm:0]**  |
| **Consulting**       | **138**  **[0000749251-23-000003_it-12312022xex991.htm:1]** **[0000749251-23-000003_it-12312022xex991.htm:1]**  | **127**  **[0000749251-23-000019_it-03312023xex991.htm:0]** **[0000749251-23-000021_it-20230331.htm:13]**  | **126**  **[0000749251-23-000037_it-06302023xex991.htm:0]** **[0000749251-23-000037_it-06302023xex991.htm:0]**  | **133**  **[0000749251-23-000050_it-09302023xex991.htm:1]** **[0000749251-23-000050_it-09302023xex991.htm:1]**  | **128**  **[IT_3371970_4]** **[0000749251-24-000003_it-12312023xex991.htm:1]**  | **135**  **[0000749251-24-000024_it-20240331.htm:37]** **[0000749251-24-000022_it-03312024xex991.htm:1]**  | **143**  **[0000749251-24-000033_it-06302024xex991.htm:1]** **[0000749251-24-000033_it-06302024xex991.htm:1]**  | **128**  **[0000749251-24-000041_it-20240930.htm:15]** **[0000749251-24-000039_it-09302024xex991.htm:0]**  |

d8d8f5529ee4a6fc0cbd4d60d735d18cff3633a94a80c8a9c49f9558bbca20ef

| Metric / Quarter                                      | Q4 2022 | Q1 2023 | Q2 2023 | Q3 2023 | Q4 2023 | Q1 2024 | Q2 2024 | Q3 2024 |
|-------------------------------------------------------|---------|---------|---------|---------|---------|---------|---------|---------|
| **Contract Value ($ Billion)**                        | **4.7**  **[0000749251-23-000003_it-12312022xex991.htm:0]**  | **4.5**  **[0000749251-23-000019_it-03312023xex991.htm:0]**  | **4.6**  **[0000749251-23-000037_it-06302023xex991.htm:0]**  | **4.7**  **[0000749251-23-000050_it-09302023xex991.htm:0]**  | **4.8**  **[0000749251-24-000003_it-12312023xex991.htm:0]**  | **4.9**  **[0000749251-24-000022_it-03312024xex991.htm:0]**  | **4.9**  **[0000749251-24-000033_it-06302024xex991.htm:0]**  | **5.0**  **[0000749251-24-000039_it-09302024xex991.htm:0]**  |
| **Client Retention Rate GTS (%)**                     | 86  **[0000749251-23-000006_it-20221231.htm:46]**  | 85  **[0000749251-23-000021_it-20230331.htm:35]**  | 84  **[0000749251-23-000039_it-20230630.htm:41]**  | 83  **[0000749251-23-000052_it-20230930.htm:42]**  | 83  **[0000749251-24-000006_it-20231231.htm:45]**  | 83  **[0000749251-24-000024_it-20240331.htm:36]**  | 83  **[0000749251-24-000035_it-20240630.htm:41]**  | 83  **[0000749251-24-000041_it-20240930.htm:42]**  |
| **Client Retention Rate GBS (%)**                     | 89  **[0000749251-23-000006_it-20221231.htm:46]**  | 89  **[0000749251-23-000021_it-20230331.htm:35]**  | 88  **[0000749251-23-000039_it-20230630.htm:41]**  | 88  **[0000749251-23-000052_it-20230930.htm:42]**  | 87  **[0000749251-24-000006_it-20231231.htm:45]**  | 87  **[0000749251-24-000024_it-20240331.htm:36]**  | 87  **[0000749251-24-000035_it-20240630.htm:41]**  | 87  **[0000749251-24-000041_it-20240930.htm:42]**  |
| **Wallet Retention Rate GTS (%)**                     | 105  **[0000749251-23-000006_it-20221231.htm:46]**  | 104  **[IT_3248611_2]**  | 102  **[IT_3256642_2]**  | 102  **[0000749251-23-000052_it-20230930.htm:34]**  | 101  **[IT_3371970_4]**  | 101  **[IT_3381480_5]**  | 101  **[0000749251-24-000035_it-20240630.htm:41]**  | 101  **[0000749251-24-000041_it-20240930.htm:42]**  |
| **Wallet Retention Rate GBS (%)**                     | 112  **[0000749251-23-000006_it-20221231.htm:46]**  | 110  **[IT_3248611_3]**  | 109  **[IT_3256642_3]**  | 108  **[0000749251-23-000052_it-20230930.htm:34]**  | 107  **[IT_3371970_4]**  | 107  **[0000749251-24-000024_it-20240331.htm:36]**  | 106  **[0000749251-24-000035_it-20240630.htm:41]**  | 106  **[0000749251-24-000041_it-20240930.htm:42]**  |
| **Number of Destination Conferences**                 | **9**  **[IT_3226990_3]**  | **10**  **[0000749251-23-000021_it-20230331.htm:36]**  | **17**  **[IT_3383298_5]**  | **9**  **[IT_3364175_5]**  | **11**  **[IT_3371970_5]**  | **12**  **[0000749251-24-000024_it-20240331.htm:37]**  | **16**  **[IT_3394980_3]**  | **10**  **[0000749251-24-000041_it-20240930.htm:43]**  |
| **Number of Destination Conferences Attendees**       | N/A  **[0000749251-23-000006_it-20221231.htm:5]**  | **11,125**  **[0000749251-23-000021_it-20230331.htm:36]**  | **24,520**  **[0000749251-23-000039_it-20230630.htm:42]**  | **9,808**  **[0000749251-23-000052_it-20230930.htm:43]**  | **75,569**  **[0000749251-24-000006_it-20231231.htm:46]**  | **13,857**  **[0000749251-24-000024_it-20240331.htm:37]**  | **26,369**  **[0000749251-24-000035_it-20240630.htm:42]**  | **12,208**  **[0000749251-24-000041_it-20240930.htm:43]**  |
| **Consulting Backlog ($ Million)**                    | **140**  **[IT_3226990_3]**  | **160.6**  **[0000749251-23-000021_it-20230331.htm:36]**  | **171.6**  **[0000749251-23-000039_it-20230630.htm:43]**  | **180.4**  **[0000749251-23-000052_it-20230930.htm:44]**  | **162**  **[IT_3371970_5]**  | **188**  **[IT_3381480_5]**  | **199.4**  **[0000749251-24-000035_it-20240630.htm:43]**  | **218**  **[IT_3405715_4]**  |
| **Utilization Rate (%)**                              | **67**  **[0000749251-23-000021_it-20230331.htm:36]**  | **66**  **[0000749251-23-000039_it-20230630.htm:43]**  | **64**  **[0000749251-23-000052_it-20230930.htm:44]**  | **66**  **[0000749251-24-000024_it-20240331.htm:37]**  | **67**  **[0000749251-24-000035_it-20240630.htm:43]**  | **65**  **[0000749251-24-000041_it-20240930.htm:44]**  |
| **Billable Headcount**                                | **827**  **[0000749251-23-000006_it-20221231.htm:47]**  | **904**  **[0000749251-23-000021_it-20230331.htm:36]**  | **935**  **[0000749251-23-000039_it-20230630.htm:43]**  | **946**  **[0000749251-23-000052_it-20230930.htm:44]**  | **934**  **[0000749251-24-000006_it-20231231.htm:46]**  | **948**  **[0000749251-24-000024_it-20240331.htm:37]**  | **953**  **[0000749251-24-000035_it-20240630.htm:43]**  | **960**  **[0000749251-24-000041_it-20240930.htm:44]**  |
| **Consultant Utilization (%)**                        | **70**  **[0000749251-23-000006_it-20221231.htm:47]**  | **67**  **[0000749251-23-000021_it-20230331.htm:36]**  | **66**  **[0000749251-23-000039_it-20230630.htm:43]**  | **64**  **[0000749251-23-000052_it-20230930.htm:44]**  | **65**  **[0000749251-24-000006_it-20231231.htm:46]**  | **66**  **[0000749251-24-000024_it-20240331.htm:37]**  | **67**  **[0000749251-24-000035_it-20240630.htm:43]**  | **65**  **[0000749251-24-000041_it-20240930.htm:44]**  |

937a36db3a898ce6107e1e1c7cf1a7adefa82d15e6973e725eee876802880f55

| Name                  | Position                                           | Start Date       | Short Bio                                                                                                                                                                                                                                                                                                                                 |
|-----------------------|----------------------------------------------------|------------------|------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------|
| Eugene A. Hall        | Chief Executive Officer                            | 2004             | Eugene A. Hall has been the **Chief Executive Officer** of Gartner, Inc. since **2004**. Before joining Gartner, he was a senior executive at Automatic Data Processing, Inc., where he served as President of the Employer Services Major Accounts Division. Prior to ADP, he spent 16 years at McKinsey & Company, most recently as a director  **[0000749251-24-000015_it-20240416.htm:25]** **[0000749251-24-000015_it-20240416.htm:11]** . |
| Craig W. Safian       | Executive Vice President, Chief Financial Officer  | June 2014        | Craig W. Safian has been serving as the **Executive Vice President, Chief Financial Officer** of Gartner, Inc. since **June 2014**. He has been with Gartner for over 21 years, holding various positions such as Group Vice President, Global Finance and Strategy & Business Development  **[0000749251-24-000015_it-20240416.htm:27]** .                                                                                     |
| Alwyn Dawkins         | Executive Vice President, Global Business Sales    | July 2020        | Alwyn Dawkins is the **Executive Vice President, Global Business Sales** at Gartner. He has been in this role since **July 2020**. Before that, he led the Conferences function from 2008 to 2020. Dawkins joined Gartner in 2002 and has held various leadership positions  **[0000749251-24-000015_it-20240416.htm:25]** **[0000749251-23-000011_it-20230417.htm:25]** .                                                                                               |
| Scott Hensel          | Executive Vice President, Global Services & Delivery | November 2020    | Scott Hensel is the **Executive Vice President, Global Services & Delivery** at Gartner, a position he has held since **November 2020**. Prior to this role, he served as Executive Vice President, Consulting. He joined Gartner in **2017**  **[0000749251-24-000015_it-20240416.htm:26]** **[0000749251-23-000011_it-20230417.htm:26]** .                                                                                                                            |
| Robin Kranich         | Executive Vice President, Chief Human Resources Officer | May 2008         | Robin Kranich is the **Executive Vice President, Chief Human Resources Officer** at Gartner, having served in this role since **May 2008**. She has been with Gartner for over **29 years**, holding various senior positions  **[0000749251-24-000015_it-20240416.htm:27]** **[0000749251-23-000011_it-20230417.htm:27]** .                                                                                                                                            |
| Yvonne Genovese       | Executive Vice President, Global Product Management | November 2020    | Yvonne Genovese is the **Executive Vice President, Global Product Management** at Gartner Inc. She has held this position since **November 2020**. Ms. Genovese has been with Gartner for **24 years**, during which she has served in various roles  **[0000749251-24-000015_it-20240416.htm:26]** .                                                                                                                       |
| Claire Herkes         | Executive Vice President, Conferences              | July 2020        | Claire Herkes is the **Executive Vice President, Conferences** at Gartner, having held this position since **July 2020**. She joined Gartner in 2005 and has taken on various roles with increasing leadership responsibility within the Conferences business  **[0000749251-24-000015_it-20240416.htm:26]** **[0000749251-23-000011_it-20230417.htm:26]** .                                                                                                           |
| Akhil Jain            | Executive Vice President, Consulting               | January 2021     | Akhil Jain is the **Executive Vice President, Consulting** at Gartner Inc. He joined Gartner in **January 2021** as Senior Vice President, Consulting. Before joining Gartner, he was Senior Vice President at State Street Corporation  **[0000749251-24-000015_it-20240416.htm:26]** **[0000749251-23-000011_it-20230417.htm:26]** .                                                                                                                                |
| Thomas S. Kim         | Executive Vice President, General Counsel & Secretary | April 2023       | Thomas S. Kim has been serving as the **Executive Vice President, General Counsel & Secretary** at Gartner, Inc. since **April 2023**. Before joining Gartner, he was the Chief Legal Officer and Company Secretary of Thomson Reuters Corp.  **[0000749251-24-000015_it-20240416.htm:26]** **[0000749251-23-000011_it-20230417.htm:27]** .                                                                                                                           |
| Kenneth Allard        | Executive Vice President, Digital Markets          | April 2019       | Kenneth Allard is the **Executive Vice President, Digital Markets** at Gartner since **April 2019**. He joined Gartner as Group Vice President, Consulting in 2017 following the acquisition of L2, Inc., where he was CEO  **[0000749251-24-000015_it-20240416.htm:25]** **[0000749251-23-000011_it-20230417.htm:25]** .                                                                                                                                                |
| Joe Beck              | Executive Vice President, Global Technology Sales  | November 2017    | Joe Beck is the **Executive Vice President, Global Technology Sales** at Gartner, a position he has held since **November 2017**. He has been with Gartner for over 30 years, having joined the company in 1997 when Gartner acquired Datapro Information Services  **[0000749251-24-000015_it-20240416.htm:25]** .                                                                                                          |
| Altaf Rupani          | Executive Vice President, Chief Information Officer | October 2023     | Altaf Rupani is the **Executive Vice President, Chief Information Officer** at Gartner, having started in this role in **October 2023**. Before joining Gartner, he was the Senior Vice President, Head of Digital and Emerging Technologies and Guardian India for Guardian Life  **[0000749251-24-000015_it-20240416.htm:27]** .                                                                                           |
| Valentin T. Sribar    | Executive Vice President, Research & Advisory      | January 2022     | Valentin T. Sribar is the **Executive Vice President, Research & Advisory** at Gartner, a position he has held since **January 2022**. He has been with Gartner and the Meta Group, which Gartner acquired in 2005, for over **31 years**  **[0000749251-24-000015_it-20240416.htm:27]** .                                                                                                                                  |
| William James Wartinbee | Executive Vice President, Global Sales Strategy & Operations | December 2020 | William James Wartinbee is the **Executive Vice President, Global Sales Strategy & Operations (GSSO)** at Gartner, a role he has held since **December 2020**. In this position, he leads efforts to improve seller productivity through process design, territory planning, technology, training, and analytics  **[0000749251-24-000015_it-20240416.htm:27]** .                                                             |

b469d5a1ea1c4504b35f1e408af490f71164a9676df0d6fa5f4995282c12ee0a

1. Given that it takes new salespeople three years to reach full productivity and you've accelerated hiring to support growth in 2025 and beyond, how are you mitigating the short-term impact on sales effectiveness and ensuring these investments translate into near-term revenue growth?

2. With approximately 50% of Net Contract Value Increase and 40% of annual new business occurring in the fourth quarter, how are you managing the risks associated with such a significant concentration of business, and what factors give you confidence in meeting your CV growth targets amid market uncertainties?

3. Despite indicating a robust pipeline for GTS enterprise leaders, growth in this segment appears to have decelerated; can you elaborate on the specific challenges impacting GTS and the strategies you're implementing to return to 12%-16% growth over the medium term?

4. Considering the variability and lumpiness in your contract optimization consulting business, particularly after a 98% growth in Q3 last year, how do you plan to achieve more consistent growth, and what measures are you taking to mitigate quarterly volatility?

5. With your pricing strategy focused on offsetting wage inflation through price increases of under 4%, how are you balancing margin preservation with client retention, and is there potential to adopt a more aggressive pricing approach without adversely affecting renewals?

b3ab70a3094ad1372a108fdc3e2d20a1824dce47404e2374b045c9ab28cca65a

United States and Canada

Europe, Middle East and Africa

Other International

Total Revenue

39162ba4fc9429c924c5c455d534a77be43d205fa6456dd7be2c27e51c198f45

**Contract Value ($ Billion)**

**Client Retention Rate GTS (%)**

**Client Retention Rate GBS (%)**

**Wallet Retention Rate GTS (%)**

**Wallet Retention Rate GBS (%)**

**Number of Destination Conferences**

**Number of Destination Conferences Attendees**

**Consulting Backlog ($ Million)**

**Utilization Rate (%)**

**Billable Headcount**

**Consultant Utilization (%)**

fee8c89f36214bd2a5bfb33ba10d1d592b638961aa96bd23162dde1343eefb57

Research

Conferences

Events

Consulting

Talent Assessment & Other

Other

5364fcd4b1a68ce2e707211e734488f0213ca5cfce01a01e2ff00b06c9ca8fc2

### Q3 2024 Earnings Call
- **Issued Period**: Q3 2024
- **Guided Period**: FY 2024
- **Guidance**:
  - **Research Revenue**: At least **$5.11 billion**, FX-neutral growth of about **5%**. Subscription research revenue growth expected to be about **7%**  **[IT_3405715_5]** .
  - **Conferences Revenue**: At least **$580 million**, FX-neutral growth of about **15%**  **[IT_3405715_5]** .
  - **Consulting Revenue**: At least **$535 million**, FX-neutral growth of about **5%**  **[IT_3405715_5]** .
  - **Consolidated Revenue**: At least **$6.225 billion**, FX-neutral growth of **6%**  **[IT_3405715_5]** .
  - **EBITDA**: At least **$1.52 billion**, an increase of **$60 million** from prior guidance  **[IT_3405715_5]** .
  - **Adjusted EPS**: At least **$11.75**  **[IT_3405715_5]** .
  - **Free Cash Flow**: At least **$1.35 billion**  **[IT_3405715_5]** .
  - **Fully Diluted Weighted Average Shares Outstanding**: Based on **78 million** shares  **[IT_3405715_5]** .

### Q2 2024 Earnings Call
- **Issued Period**: Q2 2024
- **Guided Period**: FY 2024
- **Guidance**:
  - **Research Revenue**: At least **$5.105 billion**, FX-neutral growth of about **5%**. Subscription research revenue growth expected to be about **7%**  **[IT_3394980_6]** .
  - **Conferences Revenue**: At least **$565 million**, FX-neutral growth of about **12%**  **[IT_3394980_6]** .
  - **Consulting Revenue**: At least **$530 million**, FX-neutral growth of about **4%**  **[IT_3394980_6]** .
  - **Consolidated Revenue**: At least **$6.2 billion**, FX-neutral growth of **5%**  **[IT_3394980_6]** .
  - **EBITDA**: At least **$1.460 billion**, up **$5 million** from prior guidance  **[IT_3394980_7]** .
  - **Adjusted EPS**: At least **$11.05**  **[IT_3394980_7]** .
  - **Free Cash Flow**: At least **$1.08 billion**, consistent with prior guidance  **[IT_3394980_7]** .
  - **Adjusted EBITDA for Q3**: At least **$295 million**  **[IT_3394980_7]** .
  - **Share Count**: Guidance based on **78 million** fully diluted weighted average shares outstanding  **[IT_3394980_7]** .

### Q1 2024 Earnings Call
- **Issued Period**: Q1 2024
- **Guided Period**: FY 2024
- **Guidance**:
  - **Research Revenue**: At least **$5.115 billion**, FX-neutral growth of about **5%**  **[IT_3381480_7]** .
  - **Conferences Revenue**: At least **$560 million**, FX-neutral growth of about **11%**  **[IT_3381480_7]** .
  - **Consulting Revenue**: At least **$525 million**, FX-neutral growth of about **3%**  **[IT_3381480_7]** .
  - **Consolidated Revenue**: At least **$6.2 billion**, FX-neutral growth of **5%**  **[IT_3381480_7]** .
  - **EBITDA**: At least **$1.455 billion**, up **$35 million** from prior guidance before the effect of a stronger dollar  **[IT_3381480_7]** .
  - **Adjusted EPS**: At least **$10.90**  **[IT_3381480_7]** .
  - **Free Cash Flow**: At least **$1.08 billion**, up **$15 million** from prior guidance, reflecting a conversion from GAAP net income of **139%**  **[IT_3381480_7]** .
  - **Second Quarter Adjusted EBITDA**: At least **$390 million**  **[IT_3381480_7]** .

### Q4 2023 Earnings Call
- **Issued Period**: Q4 2023
- **Guided Period**: FY 2024
- **Guidance**:
  - **Research Revenue**: At least **$5.15 billion**, FX-neutral growth of about **5%**  **[IT_3371970_7]** .
  - **Conferences Revenue**: At least **$560 million**, FX-neutral growth of about **10%**  **[IT_3371970_7]** .
  - **Consulting Revenue**: At least **$530 million**, growth of about **3%** FX-neutral  **[IT_3371970_7]** .
  - **Consolidated Revenue**: At least **$6.24 billion**, FX-neutral growth of **5%**  **[IT_3371970_7]** .
  - **EBITDA**: At least **$1.435 billion**, resulting in an EBITDA margin of at least **23%**  **[IT_3371970_7]** .
  - **Adjusted EPS**: At least **$10.55** per share  **[IT_3371970_7]** .
  - **Free Cash Flow**: At least **$1.065 billion**, reflecting a conversion from GAAP net income of above **140%**  **[IT_3371970_7]** .
  - **Shares**: Guidance based on **79 million shares**, assuming repurchases to offset dilution  **[IT_3371970_7]** .
  - **First Quarter 2024 EBITDA**: At least **$335 million**  **[IT_3371970_7]** .

e09a3fc1ed1a95f237365f8cd169d3f829cc242a593ffb791c78f8d6966c71fe

**Annual guidance for FY 2024:**
- **Research Revenue**: $5.11B  **[IT_3405715_5]**  (raised from $5.105B  **[IT_3394980_6]** )  
- **Subscription Research Revenue Growth**: 7%  **[IT_3405715_5]**  (no change from prior guidance  **[IT_3394980_6]** )  
- **Conferences Revenue**: $580M  **[IT_3405715_5]**  (raised from $565M  **[IT_3394980_6]** )  
- **Consulting Revenue**: $535M  **[IT_3405715_5]**  (raised from $530M  **[IT_3394980_6]** )  
- **Consolidated Revenue**: $6.225B  **[IT_3405715_5]**  (raised from $6.2B  **[IT_3394980_6]** )  
- **EBITDA**: $1.52B  **[IT_3405715_5]**  (raised from $1.460B  **[IT_3394980_7]** )  
- **Adjusted EPS**: $11.75  **[IT_3405715_5]**  (raised from $11.05  **[IT_3394980_7]** )  
- **Free Cash Flow**: $1.35B  **[IT_3405715_5]**  (raised from $1.08B  **[IT_3394980_7]** )  
- **Fully Diluted Weighted Average Shares Outstanding**: 78 million  **[IT_3405715_5]**  (no change from prior guidance  **[IT_3394980_7]** )  

5e8fc6a3899960fcdaab61cbb0ea5de209379c0445fe17dbf586e4b4b60421e9

23794d91c53ae875c8e247d72561e35d9d06ee07c70c9e0dbcc977a6d161504a

| Program Details            | Program 1                  | Program 2                  |
|----------------------------|----------------------------|----------------------------|
| Approval Date              | May 2015  **[0000749251-24-000041_it-20240930.htm:21]**                | February 2021 to July 2024  **[0000749251-24-000041_it-20240930.htm:21]**  |
| End Date/Duration          | N/A                        | N/A                        |
| Total additional amount    | **$1.2 billion**  **[0000749251-24-000041_it-20240930.htm:21]**        | **$4.1 billion**  **[0000749251-24-000041_it-20240930.htm:21]**        |
| Remaining authorization amount | N/A                        | **$1.0 billion** as of September 30, 2024  **[0000749251-24-000041_it-20240930.htm:21]**  |
| Details                    | N/A                        | Includes $600 million authorized in July 2024  **[0000749251-24-000041_it-20240930.htm:51]**  |

bb21a5bcd3ef057747ae6ad2cc3a768a6cb46efe9c223f4595f5d7e9571951be

| Name       | Start Date | End Date | Reason for Change |
|------------|------------|----------|-------------------|
| KPMG LLP   | 1996  **[0000749251-24-000006_it-20231231.htm:69]**    | Present  | Current auditor   |

45f4a2f768e1ea5762b8604c8a5f1a34ce954cca33d7b7da9eeca2c3c7aa4400

c4b8d96a9f33014f5789083e1a757b7a48fd833cf2fc289e0fee391701c5ef86

- Total Revenue: $1,484.31 million (+5% YoY)  **[0000749251-23-000052_it-20230930.htm:3]** **[0000749251-24-000041_it-20240930.htm:3]**   
- Conferences Revenue: $75.78 million (**+33% YoY**)  **[0000749251-23-000052_it-20230930.htm:3]** **[0000749251-24-000041_it-20240930.htm:3]**   
- EMEA Revenue: $297.916 million (**+14% YoY**)  **[0000749251-23-000052_it-20230930.htm:11]** **[0000749251-24-000041_it-20240930.htm:11]**   
- Net Income: $415.05 million (**+131% YoY**)  **[0000749251-23-000052_it-20230930.htm:3]** **[0000749251-24-000041_it-20240930.htm:3]**   
- EPS (Diluted): $5.30 (**+132% YoY**)  **[0000749251-23-000052_it-20230930.htm:3]** **[0000749251-24-000041_it-20240930.htm:3]**   

d208690074b9085705cf73fa4a1b09662229141788b7a2c7fd3555d32fcb58e8

490e35832028316ff2bdf661a89bed9578a880c1e39d3b6ffc38644ace8a6abb

d7fd74c47929684fe668bf743b8e14b238aec5145ee5d4a3688b069fc7712c73

| Year | Amount Due (in billions) | Debt Type                     | Interest Rate (%) | % of Total Debt                                                                                     |
|----------|------------------------------|------------------------------------|-----------------------|---------------------------------------------------------------------------------------------------------|
| 2028     | 0.8                          | 4.50% Senior Notes                | 4.50                 | 32.0% = (0.8 / 2.5) * 100 **[0000749251-24-000041_it-20240930.htm:17]** **[0000749251-24-000041_it-20240930.htm:47]** **[0000749251-24-000041_it-20240930.htm:20]**                                                      |
| 2029     | 0.6                          | 3.625% Senior Notes               | 3.625                | 24.0% = (0.6 / 2.5) * 100 **[0000749251-24-000041_it-20240930.htm:17]** **[0000749251-24-000041_it-20240930.htm:47]** **[0000749251-24-000041_it-20240930.htm:19]**                                                     |
| 2030     | 0.8                          | 3.75% Senior Notes                | 3.75                 | 32.0% = (0.8 / 2.5) * 100 **[0000749251-24-000041_it-20240930.htm:17]** **[0000749251-24-000041_it-20240930.htm:47]** **[0000749251-24-000041_it-20240930.htm:19]**                                                     |
| 2035     | 0.005                        | State of Connecticut Loan         | 1.75                 | 0.2% = (0.005 / 2.5) * 100 **[0000749251-24-000041_it-20240930.htm:17]** **[0000749251-24-000041_it-20240930.htm:47]**                                                            |

620e53914ff2d8794f72daa3e5ac6ef7f0639addda2bbfd85ca01e0a4b291526

- **Gartner delivered financial results ahead of expectations, with 9% contract value growth with enterprise function leaders and accelerating tech vendor contract value growth.**  **[IT_3405715_25]**
- **The company is investing in its sales force to drive sustained double-digit revenue growth over the long term, effectively attracting and retaining high-quality salespeople with low turnover and increasing tenure.**  **[IT_3405715_25]** **[IT_3405715_9]**
- **Gartner has strong pricing power, implementing price increases of about 4% for 2025 to offset wage inflation, maintaining margins and supporting future growth.**  **[IT_3405715_22]**

9da4490a99467c9763154039595328dfd3e5a0eecab79838979aa4f8cd6440c1

- The company is facing a **tougher selling environment**, with decisions getting **pushed** and ongoing **layoffs in the tech industry** impacting their business.  **[IT_3381480_13]**
- **Heavy renewals from tech vendor clients in Q1** led to lower **Net Contract Value Increase (NCVI)**, with **tech vendor Contract Value (CV) down slightly year-over-year**.  **[IT_3381480_14]** **[IT_3381480_10]**
- **Uncertainty about when improvements in nonsubscription pricing will materialize**, due to the lag between providing leads to vendors and realizing increased pricing.  **[IT_3381480_22]**

47757890db82c755a2d65a58f7d1cd1ee5137dc8afd49be866f6d99a95ff5c27

- **Enterprise function leaders' Contract Value (CV) grew by 10% despite a tougher economic environment, demonstrating strong demand for Gartner's services.**  **[IT_3381480_13]**
- **Gartner has a robust sales pipeline and expects CV growth to reaccelerate from Q1 or Q2, driven by stable retention rates and a more balanced renewal schedule.**  **[IT_3381480_13]** **[IT_3381480_14]** **[IT_3381480_10]**
- **Stable pricing in the subscription business and operating expense savings have led to increased guidance, with potential upside from improvements in nonsubscription pricing.**  **[IT_3381480_19]** **[IT_3381480_15]** **[IT_3381480_22]**

9390ad5d886c5c4e1fb82d59fb6ff045dd8699648becc49b31e201d7d4193174

- **Potential delays in reacceleration of growth in the tech vendor segment**, with management indicating it could take **up to 24 months** to normalize, longer than previously expected.  **[IT_3371970_14]**
- **Guidance implies a decline in non-subscription research revenue**, with expectations of **low double-digit decreases** baked into the model.  **[IT_3371970_15]**
- **Tech vendor clients are adjusting to a normalization of tech spending** after a pandemic-related pull-forward, which might indicate ongoing challenges in this market segment.  **[IT_3371970_25]**

0385f1d7de9f34c65eadf1b22c0fe97ff1bd8741b89a4629a28ba9097c0ca2a8

1. **Tech Vendor Growth Outlook**  
   **Q:** When will tech vendor CV growth meaningfully improve?  
   **A:** New business with tech vendors has rebounded nicely, but some small vendors facing financial challenges are dragging growth. As these challenges pass, we expect continued acceleration, with new sales returning to historical levels.  **[IT_3405715_10]** 

2. **2025 Client Budgets**  
   **Q:** What are clients saying about their 2025 budgets?  
   **A:** Clients are expecting a better year in **2025** than in **2024**, which is positive for our selling environment next year.  **[IT_3405715_8]** 

3. **GBS Contract Value Deceleration**  
   **Q:** Why is GBS CV growth stepping down sequentially?  
   **A:** While our new GxL products in GBS are growing above our **12–16%** target range, legacy products are renewing at lower rates due to economic factors, impacting overall GBS growth.  **[IT_3405715_15]** 

4. **Consulting Business Variability**  
   **Q:** What's driving trends in the consulting business?  
   **A:** Our consulting helps clients secure better deals on large contracts, but results are variable due to the timing of big deals. This quarter we faced tough comparisons against last year's **98%** Q3 growth.  **[IT_3405715_11]** 

5. **Expenses and Margin Outlook**  
   **Q:** Is 2024 a good baseline for adjusted EBITDA margins?  
   **A:** Yes, **2024** is a relatively good baseline for operating expenses. However, back-end loaded hiring in GTS and GBS will impact full-year expenses next year as we continue investing in sales force growth.  **[IT_3405715_7]** 

6. **Sales Force Retention and Tenure**  
   **Q:** How are sales force retention and hiring progressing?  
   **A:** We attract top talent with **200 applicants per job**, have low turnover within our target range, and tenure is rising. We're expanding our sales force to pursue our significant market opportunity.  **[IT_3405715_9]** 

7. **Contract Value Recovery Path**  
   **Q:** Why did you say CV recovery may be uneven?  
   **A:** Quarterly CV growth can vary due to the timing of renewals and deals. Even a **$3.5 million** change can swing results by **10 basis points**, but overall, we're pleased with our progress.  **[IT_3405715_14]** 

8. **New Business Growth Drivers**  
   **Q:** What drove new business growth in GTS and GBS?  
   **A:** GBS new business grew **10%**, and GTS grew **8%** year-over-year, driven by our strong value proposition and broad-based performance across practices.  **[IT_3405715_12]** 

3c26a76e7f36baf7dc83ccff746231071fde975b6f9f9f20406f75c96a708fc5

- **Gartner's Global Business Sales (GBS) contract value grew by 13% year-over-year**, with growth led by **supply chain, legal, and HR** segments. This demonstrates strong performance and sustained growth within the company's medium-term objectives.  **[IT_3371970_5]** ,  **[IT_3371970_21]**
- Management expects the tech vendor segment to **reaccelerate to 12% to 16% growth over the medium term**, indicating confidence in this segment's ability to contribute significantly to overall growth.  **[IT_3371970_14]**
- Gartner addresses a vast market opportunity of **approximately $200 billion**, with **$190 billion** outside the tech vendor market, focused on serving enterprise function leaders across GTS and GBS. This positions the company for **long-term sustained double-digit revenue growth**.  **[IT_3371970_25]**

ee6d811a55b0ec7558061bdcf71d2760ed8cf2e3d0c964381f0f0a0fb6c85352

1. **Contract Value Outlook**  
   **Q:** When will CV growth bottom and reaccelerate?  
   **A:** We expect contract value growth to bottom during 2024 and begin reaccelerating, driven by improved new business and stabilizing retention, particularly as the tech vendor segment recovers.  **[IT_3371970_11]** **[IT_3371970_14]** **[IT_3371970_18]** **[IT_3371970_21]** 

2. **Tech Vendor Retention Issues**  
   **Q:** How are tech vendor renewals impacting growth?  
   **A:** Small tech vendors face funding challenges, leading to retention pressure as some go out of business. This is our biggest drag on the tech sector, but we expect retention to improve as the market normalizes.  **[IT_3371970_10]** **[IT_3371970_13]** **[IT_3371970_23]** 

3. **Margin Guidance and Drivers**  
   **Q:** What are the drivers of margin guidance?  
   **A:** With targeted headcount growth and normalizing expenses, we project an EBITDA margin of **23%** for 2024. Revenue upside could provide potential margin improvement.  **[IT_3371970_22]** **[IT_3371970_27]** 

4. **New Business Growth Sustainability**  
   **Q:** What is driving strong new business wins?  
   **A:** Strong client demand due to our value proposition and modest improvements in the selling environment have led to robust new business growth across markets, serving as a leading indicator for future CV growth.  **[IT_3371970_11]** **[IT_3371970_16]** **[IT_3371970_17]** 

5. **Headcount Growth Expectations**  
   **Q:** Why is headcount growth slowing?  
   **A:** We believe we have sufficient selling capacity embedded in our current team. We plan mid- to high single-digit growth in quota-bearing headcount, with the ability to accelerate if the rebound comes faster.  **[IT_3371970_12]** **[IT_3371970_19]** **[IT_3371970_22]** 

6. **Non-Subscription Revenue Headwinds**  
   **Q:** What is the outlook for non-subscription revenue?  
   **A:** Non-subscription revenue, about **6%** of 2023 revenue, faces headwinds due to tech market pressure and pricing challenges. We are focusing on higher-quality traffic to drive long-term value, impacting short-term revenues but expected to improve pricing over time.  **[IT_3371970_9]** **[IT_3371970_15]** 

7. **Tech Vendor Renewal Bubble**  
   **Q:** Is there a concentration of tech vendor renewals in Q1?  
   **A:** Yes, Q1 has a slight overweighting of tech vendor renewals, representing low to mid-**30%** of overall CV, compared to the usual **25%**. We are taking a prudent view on guidance to reflect this.  **[IT_3371970_21]** **[IT_3371970_26]** 

8. **Pricing Environment**  
   **Q:** Are you facing pushback on price increases?  
   **A:** We implemented a price increase of a little over **4%** in November. Clients are not significantly pushing back, and we continue to focus on providing incremental value without discounting multiyear contracts.  **[IT_3371970_25]** 

9. **GBS Growth and Drivers**  
   **Q:** How is GBS performing?  
   **A:** GBS is growing at about **13%** year-over-year, with supply chain, legal, and HR segments being the fastest-growing areas, contributing to sustained growth within our medium-term objectives.  **[IT_3371970_20]** 

10. **Impact of AI on Business**  
    **Q:** Is AI driving new business?  
    **A:** AI is an area of robust demand due to high interest, but it's one of many areas we cover. It's not causing an extraordinary surge in demand but contributes alongside other client needs.  **[IT_3371970_17]** 

63d06c750163f3ef11301b097ae0da80206150e3d5f0bd919513b1aec4862fe6

1. **Research Revenue Guidance**  
   **Q:** Why was the research revenue guidance lowered?  
   **A:** The guidance was lowered due to weakness in the non-subscription business, while the subscription revenue guidance remains unchanged.  **[IT_3394980_10]** 

2. **Share Buybacks**  
   **Q:** Will you consider increasing share buybacks?  
   **A:** The company is focused on being price sensitive, opportunistic, and disciplined with buybacks. With high cash balance and capacity, they plan to continue returning capital to shareholders, with a bias towards buybacks in absence of strategic M&A opportunities.  **[IT_3394980_11]** **[IT_3394980_19]** 

3. **Medium-Term Growth Outlook**  
   **Q:** How is the medium-term outlook for returning to low-teens growth?  
   **A:** The goal is to return to **12–16%** annual growth rates in both GTS and GBS. Achieving this depends on a stable operating environment. While GBS is growing within this range, challenges persist in the small tech vendor market affecting GTS growth.  **[IT_3394980_8]** **[IT_3394980_14]** 

4. **Retention Metrics**  
   **Q:** What will it take to improve retention metrics?  
   **A:** Retention metrics are impacted by challenges in the small tech vendor segment, which is dragging down overall retention. Improvement will come as these issues are resolved over time; however, the enterprise function leader part of the business maintains strong retention at historical levels.  **[IT_3394980_24]** 

5. **New Business Growth**  
   **Q:** What's driving the improvement in new business growth?  
   **A:** The selling environment remains the same, but improved sales team productivity and agility are positively impacting new business growth.  **[IT_3394980_12]** 

6. **Margin Outlook**  
   **Q:** Will factors that improved Q2 margins persist into H2?  
   **A:** Q2 benefited from being the highest margin quarter for conferences, which may not continue into H2. Normal revenue and expense phasing, along with investments for future growth, will affect margins, aiming for a full-year EBITDA margin outlook of around **23.5%**.  **[IT_3394980_17]** 

7. **Hiring Plans**  
   **Q:** Why is hiring more back-half loaded this year?  
   **A:** After uneven hiring due to market conditions, the company plans to ramp up hiring in H2 to prepare for growth in 2025–2027. This includes adding a few hundred net staff by year-end as new hires become more productive over time.  **[IT_3394980_20]** 

8. **GBS Growth Trends**  
   **Q:** How do you see GBS trending from here?  
   **A:** GBS grew **12%** in the quarter and has significant market opportunities ahead. While contract value may fluctuate quarterly, the company is aligned to capture this growth over time.  **[IT_3394980_16]** 

9. **Impact of GenAI**  
   **Q:** How is Generative AI affecting client spending and your business?  
   **A:** Generative AI is of high interest among clients. Tech companies are investing heavily, while enterprise leaders are starting to invest cautiously, seeking high-return use cases. It's an area where the company can add significant value.  **[IT_3394980_18]** 

10. **Contract Value per Client**  
    **Q:** What's driving the increase in contract value per client?  
    **A:** The strategy focuses on expanding existing client relationships by selling more seats over time. Increased churn among smaller tech vendors also modestly contributes to higher average contract value per enterprise.  **[IT_3394980_13]** 

aaf17e559d233e9e1d11b625f46111ace16784f1ccac6aa7c8022f32404eb912

- **New sales hires take approximately 3 years to reach full productivity**, meaning recent sales force expansions will not contribute significantly to revenue growth in the near term.  **[IT_3405715_25]**
- The company is **not providing guidance for 2025 yet**, indicating potential uncertainty about future performance.  **[IT_3405715_25]**
- Management expects a **significant year-over-year decrease in Q4 non-subscription revenue**, which may impact overall financial results.  **[IT_3405715_24]**

2364298dcb4d1b5652d503770c7e196203c35552733d146988e46d6ee61c29ef

1. **CV Growth Outlook**  
   **Q:** What's your outlook for contract value (CV) growth reacceleration?  
   **A:** We expect total CV growth to reaccelerate this year, coming off either Q1 or Q2.  **[IT_3381480_10]** **[IT_3381480_13]** **[IT_3381480_14]** **[IT_3381480_17]** **[IT_3381480_21]**  Despite a challenging environment, our robust pipeline, stabilizing retention rates, and an increasingly experienced sales force give us confidence in this acceleration.  **[IT_3381480_10]** **[IT_3381480_13]** **[IT_3381480_18]** 

2. **Tech Vendor Challenges**  
   **Q:** How are tech vendor challenges affecting your business?  
   **A:** The tech vendor segment, which represents a little less than **25% of total CV**, faced headwinds due to tougher renewals and market conditions.  **[IT_3381480_9]** **[IT_3381480_11]**  We had more tech vendor contracts up for renewal in Q1, leading to less new business on those renewals, but sales to new tech vendor logos have been strong.  **[IT_3381480_9]** **[IT_3381480_11]** 

3. **Retention Rates Stabilizing**  
   **Q:** Are retention rates stabilizing after the elevated renewals?  
   **A:** Yes, retention rates have stabilized, which will contribute to CV growth reacceleration.  **[IT_3381480_10]** **[IT_3381480_13]** **[IT_3381480_14]**  The disproportionate amount of tech vendor renewals impacted Q1, but renewals are more evenly spread over the rest of the year.  **[IT_3381480_14]** 

4. **EBITDA Margin Outlook**  
   **Q:** What is driving your improved EBITDA margin outlook?  
   **A:** We raised our EBITDA margin outlook from **23% to 23.5%**, driven by modest upside in operating expenses and revenue.  **[IT_3381480_24]**  Margins are structurally higher today, and we expect to modestly expand margins each year over the medium to long term.  **[IT_3381480_24]** 

5. **Pricing Stabilization**  
   **Q:** Can you elaborate on pricing stabilization?  
   **A:** Pricing in our subscription business remains completely stable.  **[IT_3381480_19]**  In the nonsubscription part of our Research business, pricing has stabilized due to our focus on higher-quality leads.  **[IT_3381480_19]** **[IT_3381480_22]**  As lead quality improves, we expect pricing to increase, potentially presenting upside to guidance.  **[IT_3381480_19]** **[IT_3381480_22]** 

6. **Quota-bearing Headcount Growth**  
   **Q:** What are your hiring plans for quota-bearing headcount?  
   **A:** We're targeting mid- to high single-digit growth in quota-bearing headcount by year-end, positioning us well for 2025.  **[IT_3381480_20]** **[IT_3381480_26]**  We're focused on hiring the right number of people over the course of the year to drive future growth.  **[IT_3381480_26]** 

7. **AI Demand and Usage**  
   **Q:** How is AI impacting your business and clients?  
   **A:** There's broad interest in AI across all functional areas, and clients are actively using our AI research.  **[IT_3381480_12]**  While AI is a hot topic, it substitutes for other topics like cloud computing in the past, so it hasn't led to a step change in demand.  **[IT_3381480_12]**  Internally, we're using AI mainly in data analytics.  **[IT_3381480_12]** 

8. **Conferences Expansion**  
   **Q:** What's the status of your Conferences expansion plan?  
   **A:** We're expanding our Conferences portfolio, adding two new conferences in Q1 and increasing from **47 conferences last year to 51 in 2024**.  **[IT_3381480_16]**  We plan to continue this growth over the next several years to support our Research business.  **[IT_3381480_16]** 

9. **Sales Force Tenure**  
   **Q:** How is sales force tenure impacting productivity?  
   **A:** Our sales force is becoming more experienced, which should enhance productivity once the economy stabilizes or improves.  **[IT_3381480_18]**  We measure inputs beyond final output, and these give us confidence despite the challenging environment.  **[IT_3381480_18]** 

10. **Enterprise Count Decline**  
    **Q:** Why is the enterprise count declining, and how does it affect CV growth?  
    **A:** The decline is due to churn in the small tech space, where companies face funding challenges.  **[IT_3381480_11]** **[IT_3381480_20]**  While we're adding new logos, it's not offsetting the losses. However, we expect total CV to reaccelerate with contributions from all segments.  **[IT_3381480_20]** **[IT_3381480_21]** 

3fe5a5051c05444d079c1342e9ba6cd86c5818a6d56bbd6a5f375e10ef095911

- **The company lowered its guidance for the non-subscription research revenue to about $305 million for 2024**, citing recent trends and underperformance in this segment. This indicates potential structural issues in the non-subscription business.  **[IT_3394980_10]**
- **Despite delivering better-than-expected research subscription revenue growth in the quarter, the company is not raising its full-year outlook**, suggesting cautiousness about future performance and possible challenges ahead.  **[IT_3394980_23]**
- **The macroeconomic and geopolitical environment remains volatile and uncertain, with no improvement seen in the selling environment**, which could hinder future growth prospects. Executives noted that "the environment hasn't improved" and "the overall macroeconomic and geopolitical environment didn't change much between Q1 and Q2."  **[IT_3394980_22]** **[IT_3394980_12]**

a285be0f1dd26476452729efb50ae589d836cb78c4531053d8287c5b575eb1d1

- **Gartner delivered financial results ahead of expectations** and is **well-positioned to drive sustained double-digit revenue growth over the long term**.  **[IT_3394980_25]**
- **Generative AI is a topic of very high interest among clients**, and Gartner can **add a lot of value** as clients seek guidance on this important area, highlighting the company's **strong and compelling client value proposition**.  **[IT_3394980_18]**
- **Gartner continues to return excess capital to shareholders**, with a focus on being **price sensitive, opportunistic, and disciplined** in **share repurchases**, leveraging its **strong cash position** and **balance sheet** to drive **incremental shareholder value**.  **[IT_3394980_25]** **[IT_3394980_11]**

5dd9742d601610c6039e23fd12adc5b43d0efc8850cf5f46172c97b26b545f5b

Gartner Inc (IT)

Financials