Business Breakdowns
Episode 160 Gartner: Compound Insights
Business Breakdowns

Episode 160: Gartner: Compound Insights

Business Breakdowns

Episode 160

Gartner: Compound Insights

Alvise Peggion is the portfolio manager at Fairlight Asset Management. We cover the types of services Gartner provides for customers, how its legendary sales force creates a formidable moat, and why the company's financials are so unique.

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(00:00:00) - Welcome to Business Breakdowns

(00:03:52) - Deep Dive into Gartner's Business Model

(00:05:13) - Understanding Gartner's Value Proposition

(00:08:40) - Gartner's Competitive Landscape and Growth Strategy

(00:18:19) - The Evolution of Gartner

(00:25:23) - Gartner's Financial Model and Shareholder Value

(00:26:55) - Understanding Gartner's Revenue and Pricing Strategy

(00:28:59) - The Impact of the Pandemic on Gartner's Business Model

(00:30:52) - Gartner's Resilience Through Economic Cycles

(00:34:38) - The Value Proposition of Gartner to Executives

(00:36:33) - Gartner's Competitive Edge and Market Position

(00:40:48) - Sales Force Dynamics and Compensation Strategies

(00:42:35) - Future Growth Strategies and M&A Considerations

(00:44:58) - Future Growth and Strategic Focus

(00:47:09) - Key Lessons from Gartner's Success

 

Gartner: Compound Insights

Introduction

Matt
Welcome back to Business Breakdowns. Today, we are covering a behemoth in the research market, Gartner. Our guest is Alvise Peggion, Portfolio Manager at Fairlight Asset Management. Now I don't know how many of our listeners make Breakdowns a family listening experience, but earmuffs for the kiddos for a moment.

The way I would present Gartner is very much in the cover-your-a** economy. Executives are willing to pay $20,000 to $30,000 for reports or $50,000-plus for full subscriptions, so they can access the insights and data collected by Gartner to help them make business decisions, purchasing decisions and pivoting decisions.

Alvise helps us cover how Gartner grew into this at-scale player, how the research and sales model has been fine-tuned over time and particularly over the last 20 years and where the opportunity for growth is in the future. It's a very interesting business with a lot of interesting dynamics that I think investors think about a lot. So please enjoy this breakdown of Gartner.

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