Does Gartner’s influence grow at the same rate as its revenue?

I think Jonathan’s recent comments on Gartner are still missing out price elasticity.

The increased revenue reflects Gartner’s increasing share of pocket in a shrinking target group. gartner is focussing on firms with revenue over $1 bn and, as we have seen, is focussing on national markets to the exent of closing its APac consulting business. In so far as consulting services are demanded more outside the Anglo-Saxon world, Gartner’s turn from consulting also refocusses it on its core national markets.

Its revenue increases reflect higher prices and greater sales staffing more than the winning of new clients. This will reflect some customers accepting the higher price but also other customers declining it. Vendors often feel they have less freedom to manoever with Gartner. One cannot exclude the possibility that influence on buyers could be largely unchanged, especially if the number of clients who are ICT buyers is largely unchanged and if a withdrawing of consulting services moves Gartner to an earlier point in the sales cycle.

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