About AMR Research, Inc.

You might not know IT, but Gartner does. The company helps clients understand the information technology (IT) industry and make informed decisions about IT products. It provides more than 11,000 client organizations with competitive analysis reports, industry overviews, market trend data, and product evaluation reports. Its Gartner Dataquest and other research services are made available through subscriptions, primarily to CIOs and other IT professionals. Gartner also offers technology and management consulting services, and it produces a number of conferences, seminars, and other events aimed at the technology sector.

Operations

Gartner operates through three primary business segments: research, consulting, and events. Research is the largest segment. It accounts for about 75% of the company's revenue.The Research segment primarily consists of subscription-based research products, access to research inquiry, peer networking services, and membership programs.

Gartner's Consulting segment consists of consulting, measurement engagements, and strategic advisory services. Its Events segment consist of various symposia, conferences, and exhibitions.

Geographic Reach

Gartner operates in about 90 countries. Canada and the US represent about 60% of its overall sales. The EMEA region contributes about 25%, while other regions account for the remaining amount.

The company has a significant presence in Stamford, Connecticut; Ft. Myers, Florida; and Egham, United Kingdom.

Sales and Marketing

Gartner has 60,000 clients, representing more than 11,000 distinct organizations worldwide. It publishes tens of thousands of pages of original research annually, and its analysts answer 250,000 client inquiries every year. Its customers include CIOs and senior IT leaders in corporations and government agencies, business leaders in high-tech and telecom enterprises, professional services firms, supply chain professionals, marketing professionals, and technology investors.

Financial Performance

Gartner reported revenue of $2.4 billion in fiscal 2016, which was an increase compared to its 2015 revenue of $2.1 billion. The relatively small increase was mainly due to an increase in Gartner's research revenues.

Gartner's net income was $193 million in fiscal 2016, which was an increase compared to its fiscal 2015 net income of $175 million. The increased net income was mainly due to increase revenue combined with lower selling, general, and administrative expenses.

The company ended fiscal 2016 with $365 million in cash flow from operations. That was an increase of $20 million compared to the company's cash levels at the end of fiscal 2015.

Strategy

Gartner uses acquisitions to extend its geographic reach and penetrate fast-growing markets.

A critical part of Gartner's long-term strategy is to increase business volume and penetration with its most valuable clients. The company identifies relationships with the greatest sales potential and then it works to expands those relationships by offering strategically relevant research and advice. Gartner also works to develop new client relationships, augment its sales capacity, and expand into new markets around the world. Gartner is always looking for ways to improve the packaging, marketing, and cross-selling of its products and services.

Mergers and Acquisitions

In 2017 Gartner and CEB entered into a definitive agreement whereby Gartner will acquire all of the outstanding shares of CEB in a transaction valued at approximately $2.6 billion. The addition of CEB further enhances Gartner's capabilities.

In 2016 Gartner acquired 100% of the outstanding capital stock of Machina Research Limited, a privately-held firm based in London for approximately $4.5 million cash. Machina provides clients with subscription-based research that provides strategic insight and market intelligence.

Also during 2016 the company increased its addressable market into supply chain and marketing through the acquisition of SCM World. The deal helped Gartner develop an expanded range of supply chain products and services to accelerate its long-term growth globally.

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AMR Research, Inc.

125 Summer St Lbby 4
Boston, MA 02110-1612
Phone: 1 (617) 542-6600

Stats

  • Employer Type: Public
  • Chief Operating Officer; Chief Financial Officer: Robert Blakeley
  • Pres: Robert L Franklin
  • Managing Director: Daniel Henry
  • Employees: 210

Major Office Locations

  • Boston, MA

Other Locations

  • Harpers Ferry, WV