Fourth Quarter 2025 Results February 3, 2026 © 2026 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. This presentation, including all supporting materials, is proprietary to Gartner, Inc. and/or its affiliates and is for the sole internal use of the intended recipients. Because this presentation may contain information that is confidential, proprietary or otherwise legally protected, it may not be further copied, distributed or p ...

Core Insights - Gartner (IT) shares have increased by 9.5% over the past month, outperforming the industry growth of 5.9% [1] - The company has a Growth Score of A, indicating strong financial metrics and sustainable growth, with revenue growth projected at 3.5% in 2025 and 3.3% in 2026 [1] Revenue Growth Drivers - IT's revenue growth is significantly supported by its technologically advanced research segment, which offers essential insights and decision-support solutions [2] - The acquisition of CEB Inc. in 2017 has strengthened Gartner's market position by enhancing its research and advisory services [2] Competitive Advantages - The company is advancing its AI-driven tool, AskGartner, which provides quick access to in-depth business and technology insights, leveraging a vast proprietary data pool [3] - IT creates substantial client value through its Conferences, such as the recent 35th Annual IT Symposium/Xpo, which attracted over 7,000 technology leaders [4] Shareholder Value Enhancement - The company has consistently engaged in share buybacks, repurchasing 7.3 million shares for $1.7 billion in 2021, 3.8 million shares for $1 billion in 2022, 3.9 million shares for $600 million in 2023, and 1.6 million shares for $700 million in 2024 [5] Current Financial Position - IT's current ratio stands at 0.88, which is below the industry average of 1.19, indicating potential challenges in meeting short-term obligations [6]

Financial Data and Key Metrics Changes - Third-quarter revenue was $1.5 billion, up 3% year-over-year as reported and 1% FX neutral [15] - Adjusted EPS was $2.76, up 10% from Q3 of last year [23] - Free cash flow was $269 million, compared to $265 million in Q3 2024 [24] - EBITDA was $347 million, up 2% as reported, with FX contributing almost 3 percentage points [22] Business Line Data and Key Metrics Changes - Insights revenue grew 5% year-over-year as reported and 4% FX neutral [16] - Global Technology Sales (GTS) contract value was $3.8 billion, up 2% year-over-year [18] - Global Business Sales (GBS) contract value was $1.2 billion, up 7% year-over-year [19] - Consulting revenue was $124 million, compared to $128 million in the year-ago period [20] Market Data and Key Metrics Changes - Contract value grew 3% year-over-year, with a 6% growth excluding the U.S. federal government [13] - Client retention rates improved from Q2 to Q3, indicating a positive trend in client engagement [36] - New business in the quarter was down about 4% year-over-year, excluding U.S. federal contracts [17] Company Strategy and Development Direction - The company is focused on leveraging AI to enhance productivity and effectiveness internally [12] - There is a clear path back to long-term, sustained double-digit growth over the medium term [12] - The company plans to continue repurchasing stock to create value for shareholders [25] Management's Comments on Operating Environment and Future Outlook - The macroeconomic environment remains dynamic, but the company has made operational adaptations that are yielding results [5] - The selling environment has improved modestly, with increased engagement and retention rates [33][36] - The company expects to accelerate contract value growth in 2026, aiming for high single-digit growth rates [60][62] Other Important Information - The company repurchased more than $1 billion of stock in the quarter, reducing share count by 6% year-over-year [5] - The insights segment remains the largest and most profitable operating segment, with almost 100% recurring subscription revenue [15] Q&A Session Summary Question: Can you comment on upselling and downselling trends? - The selling environment has improved modestly, with new sales to new enterprises performing well, but upselling existing enterprises has faced challenges [33] Question: How are tariff-impacted industries performing? - Non-tariff-affected industries continue to perform about 200 basis points faster in contract value growth compared to tariff-affected industries [39] Question: What drove the improvement in renewal rates? - The improvement is attributed to operational adaptations and reduced uncertainty in certain geographies, leading to better client decision-making [45] Question: What are your expectations for sales headcount growth in 2026? - The expectation is to grow headcount three to four points slower than expected contract value growth [54] Question: Can you elaborate on the pricing environment? - The bulk of the price increase globally went into effect on November 1st, with a normal increase of around 3-4% [99]

Core Insights - The S&P 500 index experienced a 1.9% gain from the end of July to August 29, despite some tech stocks facing significant declines [1] Group 1: Company Performance - The Trade Desk's shares dropped 36.5% in August after reporting a 19% year-over-year revenue growth for Q2, which indicated a deceleration in growth [4][5] - Super Micro Computer's stock fell 26.7% in August following a 7.4% year-over-year sales growth to $5.8 billion and a decline in net income from $297 million to $195 million [8][10] - Gartner's stock decreased due to concerns that new AI tools are making its enterprise-level subscriptions less relevant, with global contract value growing only 4.9% year over year to $5.0 billion [11][12] Group 2: Market Outlook - The Trade Desk's forecast for Q3 revenue of at least $717 million implies a 14% year-over-year gain, which investors view as a sign of competitive weakness against Amazon's ad business [5][6] - Super Micro Computer revised its fiscal 2026 revenue prediction to $33 billion, a significant drop from the previous estimate of $40 billion, raising concerns about its growth trajectory [9][10] - Gartner is introducing its own AI application, AskGartner, to retain clients amid competition from general-use AI tools, which is reportedly off to a strong start [12][13]

Core Insights - Gartner's stock experienced a significant decline of 30.3% this week, contrasting with gains in the S&P 500 and Nasdaq-100 [1] - The company's Q2 earnings met Wall Street expectations, reporting earnings per share (EPS) of $3.11 on sales of $1.7 billion, alongside a stock repurchase of $274 million [2][3] - Concerns arise from a slowdown in contract growth, with total contract value increasing by only 4.9% year over year, indicating potential challenges for future growth [4] Company Developments - Gartner introduced an AI-powered research tool named "AskGartner," aimed at enhancing client support and addressing the growing demand for AI solutions [5] - The effectiveness of the "AskGartner" tool remains uncertain, especially as competition intensifies from AI-first companies and internal tools developed by other firms [5] - The company's stock is trading at one of its lowest multiples in decades, reflecting the adverse impact of AI trends and broader market conditions on its business model [6]

Core Viewpoint - Gartner's stock experienced a significant decline of 28% on August 5, 2025, resulting in a loss of half its market value since the start of the year, primarily due to disappointing revenue guidance despite beating revenue and growth expectations in its second quarter earnings report [2][3][8]. Financial Performance - Gartner reported second quarter 2025 revenue of $1.7 billion, reflecting a 5.7% increase and slightly exceeding Zacks Consensus Estimate [16]. - Adjusted earnings per share for Q2 were $3.53, up 9.6% and 4.4% above Zacks Consensus Estimate [16]. - The 2025 revenue forecast is $6.46 billion, which is $110 million below Zacks Consensus Estimate [16]. - Adjusted earnings per share guidance for 2025 is $11.75, which is 90 cents below Zacks Consensus Estimate [16]. Growth Challenges - The company significantly lowered its growth forecast for its core Insights business line, with contract value growth expectations dropping from 5.1% to 2.5%, which shocked investors and led to a downgrade by UBS [9][10]. - Management attributed the slowdown to macroeconomic pressures and client spending constraints, with clients reducing discretionary spending on IT research and advisory services [10][11]. - The rise of AI tools has led clients to develop in-house capabilities, reducing their reliance on Gartner's consulting and research services [11][12]. Management and Strategy Issues - During the investor conference call, Gartner's executives did not address competitive disadvantages or market share losses, which frustrated investors [4][12][13]. - The company's cultural barriers, including an elitist mentality and a high-pressure sales culture, may hinder its ability to adapt and implement necessary strategic changes [4][14][17]. - Gartner's management has been criticized for failing to provide a compelling vision for restoring growth in light of changing customer needs and competitive strategies [13][15]. Future Outlook - Wall Street analysts have set an average 12-month price target of $453.63 for Gartner, indicating an 86% upside potential [15]. - To revive growth, Gartner must shift its business model to promote client self-reliance, integrate AI into its services, and focus on specific areas of expertise rather than competing as a generalist [17].