Gartner Business Model Presentation

The Sentence: “This session we are going to dive into the exact recipe that has made Gartner so successful."

The Throw: "To kick us off, and bring us all together, please enter into the chat one food item that you know the recipe to by heart because it’s meaningful to you."

Gartner’s mission statement encapsulates what we will learn this session – (1) the challenge we solve, (2) what makes us unique, and (3) the value we provide.

The Throw: "[Name an attendee who looks distracted], would you mind coming off mute to read Gartner’s MISSION statement aloud for the group?“

The Throw: Type into chat what you think are the three missing words.

The Sentence: Gartner delivers actionable, objective INSIGHT to executives and their teams. Our expert GUIDANCE and TOOLS enable faster, smarter decisions and stronger performance on an organization’s MISSION critical priorities.

Before we move on, I want to highlight a really important acronym – MCP – “Mission Critical Priority.” Do yourselves a favor and type “MISSION” into the chat.

Decisions – To achieve their MCPs Leaders at the highest levels rely on Gartner insights.

The Throw: Put into chat one reason why you think C-level decisions are so difficult?

The Story: Lydia Leong, Michael Dell and Satya Nadella. If they need help from Gartner, everyone does.

Transition: "Give me a thumbs up emoji if you think these C-level leaders are actually good at making these decisions, and a thumbs down if you think they struggle."

The Sentence: "The reality is that most leaders are not very good at making these decisions, with only about a quarter feeling confident in their strategic choices."

The Throw: "In the chat, give one reason you think they struggle so much?"

The Throw: “Raise your hand if you know who this picture is of?

The Sentence: This is Daniel Kahneman, who won the Nobel prize for proving scientifically that human beings make poor decisions. I have mixed feelings about this because I made a ton of bad decisions in my twenties, and nobody offered me a Nobel prize for it – so I’m a little jealous. Dr. Kahneman found that our biology makes us poor decisions makers. If you’ve ever thought of the downsides of an echo-chamber, this will come as no surprise. Research shows that 71% of corporate decisions only consider one option and 70% of people only seek data that confirms their hypothesis. Fascinating stuff, right?

The Throw: "Drop a ‘laughing' emoji in the chat if you’ve ever made a bad decision yourself!“

Transition: So we now know that leaders are bad at making decisions, but how are they at actually executing them?

The Sentence: "Not only do leaders struggle with decisions, but they also fail at execution.

The Story: I’ve seen this firsthand. Travis Vigil – Right Decision (Agile), Poor Execution – Hardest thing he’s ever done = $1m Gartner GGM Solution

The Throw: "Looking at these massive failure rates on the slide, raise your virtual hand if this surprises you."

The Sentence: Tying this all back, to successfully execute a Mission Critical Priority, leaders absolutely need both smarter, faster decisions to make a strong performance impact."

The Throw: "Who can share in the chat one way that leaders bridge the gap between decisions and strong performance?”

The Sentence: "Closing the critical gap between decision and execution is exactly why clients hire Gartner."

To our first learning objective, this is the challenge that Gartner solves.

The Throw: "Let’s flood the chat with fire emojis for Gartner!"

The Sentence: "How we bridge that gap is by providing indispensable insights, 1:1 expert guidance, and powerful tools so clients don't have to rely on their own poor decision-making and execution."

Possible Examples: Take the example of a New-to-role CRO.

Leveraged sales score

analyst 1:1 helped them understand identify the root cause (ops team)

leveraged our on-demand insight platform and a Sales Ops Charter (restructure and hire)

to building their sales ops team for the future.

The Throw: "Which of these three areas do you think your future clients will value the most—drop your answer in the chat!“

The Sentence: "Our CEO Gene Hall perfectly articulates the urgent need executives have for our services in today's environment."

The Throw: "[Name a quiet attendee], could you please come off mute and read this powerful quote for us?"

The Sentence: Read from Slide

The Sentence: "Gartner’s global reach is an incredible privilege, allowing peers of mine like Daniel Rojas and Kyle Soderman to grow their careers across multiple continents."

The Throw: "Out of the four massive global impact metrics on this slide, type in the chat which one stands out the most to you."

The Sentence: "Our clients come from every major function across the enterprise, from the Global 500 down to midsize businesses."

The Throw: "In the chat, write which function you will be primarily supporting!“

The Throw: Name, why are you so excited to support CxO’s?

The Sentence: "While we have consulting and conferences, our largest and most profitable segment is Research, which is divided into Global Technology Sales (GTS) and Global Business Sales (GBS)."

The Throw: "Drop a 'fire' emoji if you are part of GTS, and an 'applause' emoji if you are part of GBS!"

Over my career I’ve been successful in both GTS and GBS and the only major difference is which leaders you support.

The Sentence: "Our proven recipe has driven an incredible decade plus of growth, taking us from $1.3 billion to $4.1 to now $6.5B in revenue."

The Throw: "Give me a thumbs up emoji if you are excited to contribute to this kind of sustained double-digit growth!"

The Sentence: "Despite our massive growth, we have barely scratched the surface of our $198 billion market opportunity."

The Throw: “When you see the gap between $3.6B and $198B, what comes to mind? For me, it is Commissions, promotions, a ton of C-level value.

Type into chat something you’d love to buy with your next huge commission check.

The Throw: "Type 'NOW' in the chat if you agree there has never been a better time to be a Gartner seller!"

The Sentence: "We will capture that massive market by relentlessly executing on the Gartner Formula: indispensable insight, exceptional talent, sales excellence, and enabling infrastructure."

The Throw: "Which piece of this formula do you think is the most critical for double-digit growth—put your guess in the chat!"

The Sentence: To me, they are all important. But what gets me most excited is our exceptional talent. 13 years into my tenure, the relationships I’ve built beginning in my training class are what has meant the most to me. That and money.

The Sentence: "Today we explored the challenge our business solves, what makes us unique, and the tremendous value we provide."

The Throw: "To wrap up our session, please share one thing in the chat about our business model that truly inspires you."

The Throw: “Name, you wrote X, can you come off mute and share a bit more about that?"