Gartner sells research subscriptions and advisory services to senior executives at large enterprises. The core product is access to Gartner's proprietary insights — published reports, benchmarks, and direct access to over 2,400 analysts — which executives use to make decisions on topics like AI adoption, cybersecurity, and technology vendor selection. Gartner's target customers are C-suite leaders and their direct reports at over 13,000 enterprises across roughly 90 countries. Gartner sells through two direct sales channels: Global Technology Sales (GTS), which targets IT leaders, and Global Business Sales (GBS), which targets functional leaders in HR, finance, supply chain, and legal. Gartner operates three segments: Business and Technology Insights (~87% of revenue), a high-margin recurring subscription business; Conferences (~10%), including the flagship IT Symposium/Xpo series; and Consulting (~8%), project-based advisory work including technology contract renegotiation. The Insights segment runs on annual or multi-year subscriptions paid upfront, generating free cash flow well above net income. The key metric management tracks is contract value (CV), the annualized value of all active subscriptions. CV growth is driven by wallet retention, new business from quota-bearing sellers, and annual price increases of roughly 3–4%. Growth strategy centers on adding quota-bearing sales headcount, improving seller productivity, expanding the GBS channel, and investing in content volume and an AI-powered client query tool called AskGartner. Gartner allocates capital primarily to share repurchases, buying back $2B of stock in 2025.