Gartner’s Q4 2024 Earnings – GTS Sales Hiring Accelerates
$4 Billion GTS Research Contract Value Milestone
Gartner closed 2024 on a high note, delivering better-than-expected financial results that underscore its growing market influence. Revenue rose 8% YoY to $1.7 billion, and EBITDA climbed 9% (FX-neutral) to $417 million. Perhaps most notably, Gartner's Global Technology Sales (GTS) contract value surpassed $4 billion for the first time—a milestone CEO Gene Hall emphasized as a sign of sustained enterprise demand.
But beyond the numbers, Gartner’s strategic moves signal even greater influence ahead.
Lusher Advisory Topline View
Gartner just crossed a major milestone: $4 billion in contract value. CEO Gene Hall emphasized strong Gartner Technology Sales (GTS) growth, driven by double-digit gains in new enterprise clients.
But here’s what’s even more telling…
Gartner just made its biggest sales hiring push since Q4 2022. In addition, CEO Gene Hall told Wall Street analysts to expect even more quota-bearing headcount hiring in 2025… which was met with approval. More GTS sales reps mean more enterprise clients for Gartner analysts to influence on enterprise tech strategy and procurement.
Implications for vendor industry analyst relations:
Gartner continues to grow its influence… relentlessly.
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Every Gartner analyst end-user client interaction – inquiry or conference 1-on-1 – is a two-way exchange. These interactions are not just influencing enterprise buyers but also shaping how analysts perceive vendor strengths and weaknesses. This means customer experiences have a bigger impact than many AR teams realize—for better or worse.
Implications for vendor industry analyst relations:
AR teams need to educate their stakeholders that a well-informed and satisfied customer can be an important advocate for the company. Consider this: with Gartner conducting over 500,000 interactions annually (at least 375,000 with end users), each conversation becomes a data point that shapes analysts' views on vendor capabilities and market positioning. A single negative customer experience shared during an inquiry can influence an analyst's recommendation during the next 10-15 client calls, potentially removing vendors from shortlists long before the formal Magic Quadrant evaluation process begins.
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Dig Deeper
Each has implications and action items for AR.
How will Gartner’s sales hiring spree increase its influence on vendors and when?
What does the declining number of companies subscribing to GTS mean to Gartner’s influence?
What’s the impact of end-user interactions on Magic Quadrants and vendor selection?
Is the technology vendor segment starting to grow again? If yes, how does that impact AR’s plans?
Gartner is sitting on a huge pile of cash: how will it be used?
What are Gartner’s plans for incorporating AI and generative AI into its business?
Got questions? We have answers! Talk to a Lusher Advisory analyst.
Readers are encouraged to schedule an inquiry with Lusher Advisory to have the research applied to their situation. Contact carter.lusher@lusheradvisory.com or 650-274-8309 to schedule the meeting.