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Gartner Reports Financial Results for Fourth Quarter and Full Year 2013

Gartner, Inc. (NYSE:IT), the leading provider of research and analysis on the global information technology industry, today reported results for fourth quarter and full year 2013 and provided its preliminary financial outlook for full year 2014. The Company also announced that its Board of Directors authorized $800 million to be utilized for share repurchases.

For fourth quarter 2013, total revenue was $520.7 million, an increase of 10% over fourth quarter 2012. Foreign exchange impact was not significant. Fourth quarter 2013 net income was $61.4 million, an increase of 4% over fourth quarter 2012. The effective tax rate was 29.0% in fourth quarter 2013 compared to 24.5% in fourth quarter 2012. Normalized EBITDA was $105.5 million for fourth quarter 2013, an increase of 9% (See “Non-GAAP Financial Measures” below for a discussion of Normalized EBITDA ). Diluted earnings per share was $0.65 in fourth quarter 2013 compared to $0.61 in fourth quarter 2012. The fourth quarters of 2013 and 2012 were negatively impacted by after-tax acquisition-related charges, consisting of intangibles amortization and integration costs, of $(0.01) and $(0.02) per share, respectively.

For full year 2013, total revenue was $1,784.2 million, an increase of 10% over 2012, and 11% excluding the foreign exchange impact. Net income was $182.8 million in 2013, an increase of 10% over 2012. The effective tax rate was 31.4% in 2013 compared to 29.6% in 2012. Normalized EBITDA was $345.4 million in 2013, an increase of 10% over 2012. Diluted earnings per share was $1.93 in 2013 compared to $1.73 in 2012, an increase of 12%, which includes the negative impact of acquisition-related charges of $(0.04) per share in 2013 and $(0.05) per share in 2012.

Gene Hall, Gartner’s chief executive officer, commented, “Our contract value reached an all-time high as we achieved record levels of new business and continued strong client and wallet retention. We again delivered double-digit growth in revenue, EPS and cash flow for the full year 2013. As we look ahead to 2014, we expect an acceleration in contract value growth and another year of double-digit growth in our key financial metrics.”

Business Segment Highlights


Revenue for fourth quarter 2013 was $332.9 million, up 11% compared to fourth quarter 2012 and 12% excluding foreign exchange impact. The quarterly gross contribution margin was 69% in 2013 and 68% in 2012. Contract value at December 31, 2013 increased 12% on a foreign exchange neutral basis compared to year end 2012, and 13% as reported. Client and wallet retention rates for fourth quarter 2013 were 82% and 98%, respectively, compared to 83% and 99% in the fourth quarter of 2012.


Revenue for fourth quarter 2013 was $85.5 million, an increase of 4% compared to fourth quarter 2012 and 5% when adjusted for the impact of foreign exchange. The gross contribution margin was 36% for both quarters. Fourth quarter 2013 utilization was 65% compared to 67% in the fourth quarter of 2012. As of December 31, 2013, billable headcount was 509 and backlog was $106.1 million.


Revenue for fourth quarter 2013 was $102.2 million, an increase of 10% compared to fourth quarter 2012. The impact of foreign exchange was not significant. Gross contribution margin was 53% in fourth quarter 2013 compared to 51% in the prior year quarter. The Company held 11 events with 20,786 attendees in the fourth quarter 2013, compared to 14 events and 22,548 attendees in fourth quarter 2012.

Cash Flow and Balance Sheet Highlights

The Company generated $316 million of operating cash flow in full year 2013, an increase of 13% compared to 2012. Additions to property, equipment and leasehold improvements (“Capital Expenditures”) totaled $36 million in 2013, which included $8 million of Stamford headquarters renovation expenditures. Free Cash Flow for the full year 2013 was $280 million, an increase of 18% over 2012 (See “Non-GAAP Financial Measures” below for a discussion of Free Cash Flow). At December 31, 2013, the Company had $424 million of cash and $541 million of borrowing capacity on its revolving credit facility. During 2013, the Company deployed its free cash flow primarily to repurchase 3.4 million of its shares.

Share Repurchase Authorization

On February 4, 2014, the Company’s Board of Directors authorized $800 million to repurchase the Company's common stock. This authorization will succeed the Company’s prior $500 million share repurchase plan, which has been substantially utilized.

Financial Outlook for 2014

The Company also provided its preliminary financial outlook for 2014:


Projected Revenue

($ in millions) 2014 Projected % Change
Research $ 1,415       $ 1,435 11 %     13 %
Consulting 315 330 0 5
Events 210   220   6   11  
Total Revenue $ 1,940   $ 1,985   9 % 11 %

Projected Earnings and Cash Flow

($ in millions, except per share data) 2014 Projected % Change
Diluted Earnings Per Share $ 2.12     $ 2.30 10 %     19 %
Normalized EBITDA (1) 375 400 9 16
Operating Cash Flow 336 358 6 13
Capital Expenditures (36 ) (38 ) (1 ) 4  
Free Cash Flow (1) $ 300   $ 320   7 % 14 %
(1) See “Non-GAAP Financial Measures” below for a discussion of Normalized EBITDA and Free Cash Flow.

Conference Call Information

Gartner has scheduled a conference call at 8:30 a.m. eastern time on Thursday, February 6, 2014 to discuss the Company’s financial results. The conference call will be available via the Internet by accessing the Company’s website at or by dial-in. The U.S. dial-in number is 888-679-8018 and the international dial-in number is 617-213-4845 and the participant passcode is 54009742. The question and answer session of the conference call will be open to investors and analysts only. A replay of the webcast will be available for approximately 90 days following the call.

Annual Meeting of Stockholders

Gartner will hold its 2014 Annual Meeting of Stockholders at 10:00 a.m. eastern time on Thursday, May 29, 2014 at the Company’s offices in Stamford, Connecticut.

About Gartner

Gartner, Inc. (NYSE: IT) is the world’s leading information technology research and advisory company. We deliver the technology-related insight necessary for our clients to make the right decisions, every day. From CIOs and senior IT leaders in corporations and government agencies, to business leaders in high-tech and telecom enterprises and professional services firms, to technology investors, we are the valuable partner to clients in over 14,000 distinct organizations. Through the resources of Gartner Research, Gartner Consulting and Gartner Events, we work with every client to research, analyze and interpret the business of IT within the context of their individual role. Founded in 1979, Gartner is headquartered in Stamford, Connecticut, U.S.A., and as of December 31, 2013 had 5,997 associates, including 1,475 research analysts and consultants, and clients in 85 countries. For more information, visit

Non-GAAP Financial Measures

Normalized EBITDA: Represents operating income excluding depreciation, accretion on obligations related to excess facilities, amortization, stock-based compensation expense, and acquisition-related adjustments. We believe Normalized EBITDA is an important measure of our recurring operations as it excludes items that may not be indicative of our core operating results. Investors are cautioned that Normalized EBITDA is not a financial measure defined under generally accepted accounting principles and as a result is considered a non-GAAP financial measure. We provide this measure to enhance the user’s overall understanding of the Company’s current financial performance and the Company’s prospects for the future. Normalized EBITDA should not be construed as an alternative to any other measure of performance determined in accordance with generally accepted accounting principles.

Free Cash Flow: Represents cash provided by operating activities plus cash acquisition and integration payments less additions to property, equipment and leasehold improvements (“Capital Expenditures”). We believe that Free Cash Flow is an important measure of the recurring cash generated by the Company’s core operations that is available to be used to repurchase stock, repay debt obligations and invest in future growth through new business development activities or acquisitions.

Safe Harbor Statement

Statements contained in this press release regarding the Company’s growth and prospects, projected 2014 financial results and all other statements in this release other than recitation of historical facts are forward-looking statements (as defined in the Private Securities Litigation Reform Act of 1995). Such forward-looking statements involve known and unknown risks, uncertainties and other factors that may cause actual results to be materially different. Such factors include, but are not limited to, the following: our ability to maintain and expand our products and services; our ability to expand or retain our customer base; our ability to grow or sustain revenue from individual customers; our ability to attract and retain a professional staff of research analysts and consultants as well as experienced sales personnel upon whom we are dependent; our ability to achieve and effectively manage growth, including our ability to integrate acquisitions and consummate future acquisitions; our ability to pay our debt; our ability to achieve continued customer renewals and achieve new contract value, backlog and deferred revenue growth in light of competitive pressures; our ability to carry out our strategic initiatives and manage associated costs; our ability to successfully compete with existing competitors and potential new competitors; our ability to enforce or protect our intellectual property rights; manage risks associated with international operations, including foreign currency fluctuations; the impact of restructuring and other charges on our businesses and operations; general economic conditions; risks associated with the creditworthiness and budget cuts of governments and agencies; and other factors described under “Risk Factors” contained in our Annual Report on Form 10-K for the year ended December 31, 2012 which can be found on Gartner’s website at and the SEC’s website at Forward-looking statements included herein speak only as of the date hereof and Gartner disclaims any obligation to revise or update such statements to reflect events or circumstances after the date hereof or to reflect the occurrence of unanticipated events or circumstances.


Condensed Consolidated Statements of Operations

(Unaudited; in thousands, except per share amounts)

Three Months Ended Twelve Months Ended
December 31, December 31,
2013     2012 2013     2012
Research $ 332,929 $ 300,177 11 % $ 1,271,011 $ 1,137,147 12 %
Consulting 85,547 81,923 4 % 314,257 304,893 3 %
Events 102,231   92,649   10 % 198,945   173,768   14 %
Total revenues 520,707 474,749 10 % 1,784,213 1,615,808 10 %
Costs and expenses:
Cost of services and product development 210,108 200,214 5 % 713,484 659,067 8 %
Selling, general and administrative 212,805 186,216 14 % 760,458 678,843 12 %
Depreciation 7,621 6,991 9 % 28,996 25,369 14 %
Amortization of intangibles 1,357 1,373 (1 )% 5,446 4,402 24 %
Acquisition and integration charges 59   294   (80 )% 337   2,420   (86


Total costs and expenses 431,950   395,088   9 % 1,508,721   1,370,101   10 %
Operating income 88,757 79,661 11 % 275,492 245,707 12 %
Interest expense, net (2,133 ) (2,302 ) (7 )% (8,837 ) (8,859 ) %
Other income (expense), net (152 ) 550  



(216 ) (1,252 ) (83 )%
Income before income taxes 86,472 77,909 11 % 266,439 235,596 13 %
Provision for income taxes 25,054   19,086   31 % 83,638   69,693   20 %
Net income $ 61,418   $ 58,823   4 % $ 182,801   $ 165,903   10 %
Income per common share:
Basic $ 0.67 $ 0.63 6 % $ 1.97 $ 1.78 11 %
Diluted $ 0.65 $ 0.61 7 % $ 1.93 $ 1.73 12 %
Weighted average shares outstanding:
Basic 92,205 93,488 (1 )% 93,015 93,444 %
Diluted 93,946   95,716   (2 )% 94,830   95,842   (1 )%

(Unaudited; in thousands)

Direct Gross Contribution
Revenue Expense Contribution Margin
Three Months Ended 12/31/13
Research $ 332,929 $ 102,500 $ 230,429 69%
Consulting 85,547 54,818 30,729 36%
Events 102,231   48,333   53,898   53%
TOTAL $ 520,707   $ 205,651   $ 315,056   61%
Three Months Ended 12/31/12
Research $ 300,177 $ 97,381 $ 202,796 68%
Consulting 81,923 52,556 29,367 36%
Events 92,649   45,397   47,252   51%
TOTAL $ 474,749   $ 195,334   $ 279,415   59%
Twelve Months Ended 12/31/13
Research $ 1,271,011 $ 391,627 $ 879,384 69%
Consulting 314,257 206,692 107,565 34%
Events 198,945   107,729   91,216   46%
TOTAL $ 1,784,213   $ 706,048   $ 1,078,165   60%
Twelve Months Ended 12/31/12
Research $ 1,137,147 $ 362,805 $ 774,342 68%
Consulting 304,893 195,640 109,253 36%
Events 173,768   93,649   80,119   46%
TOTAL $ 1,615,808   $ 652,094   $ 963,714   60%


December 31, December 31,
2013 2012
Research contract value $ 1,423,179 (a) $ 1,262,865 (a)
Research client retention 82 % 83 %
Research wallet retention 98 % 99 %
Research client organizations 14,099 13,305
Consulting backlog $ 106,130 (a) $ 102,718 (a)
Consulting—quarterly utilization 65 % 67 %
Consulting billable headcount 509 503
Consulting—average annualized revenue per billable headcount $ 430 (a) $ 445 (a)
Events—number of events for the quarter 11 14
Events—attendees for the quarter 20,786   22,548  


(a) Dollars in thousands.

Reconciliation - Operating income to Normalized EBITDA (a):

(Unaudited; in thousands)

Three Months Ended Twelve Months Ended
December 31, December 31,
2013     2012 2013     2012
Net income $ 61,418 $ 58,823 $ 182,801 $ 165,903
Interest expense, net 2,133 2,302 8,837 8,859
Other expense (income), net 152 (550 ) 216 1,252
Tax provision 25,054   19,086   83,638   69,693
Operating income $ 88,757 $ 79,661 $ 275,492 $ 245,707
Normalizing adjustments:
Stock-based compensation expense (b) 7,687 8,357 34,735 36,378
Depreciation, accretion, and amortization (c) 9,015 8,413 34,601 29,982
Acquisition and integration adjustments (d) 59   584   596   3,167
Normalized EBITDA $ 105,518   $ 97,015   $ 345,424   $ 315,234
(a)   Normalized EBITDA is based on GAAP operating income adjusted for certain normalizing adjustments.
(b) Consists of charges for stock-based compensation awards.
(c) Includes depreciation expense, accretion on excess facilities accruals, and amortization of intangibles.
(d) Consists of charges and adjustments related to the 2012 acquisition of Ideas International. The charges consist of directly-related expenses for legal, consulting, and severance. Also included are non-cash fair value adjustments on pre-acquisition deferred revenues, which were being amortized ratably over the remaining life of the underlying contracts.

Selected Balance Sheet data (Unaudited; in thousands)

December 31,
2013     2012
Cash and cash equivalents $ 423,990 $ 299,852
Fees receivable, net 490,923 463,968
Total assets 1,783,582 1,621,277
Deferred revenues 766,114 692,237
Total current and long-term debt 205,000 205,000
Total liabilities 1,422,266 1,314,604
Total stockholders’ equity $ 361,316   $ 306,673

Selected Cash Flow Data (Unaudited; in thousands)

Twelve Months Ended
December 31,
2013     2012
Cash provided by operating activities $ 315,654 $ 279,813
Cash paid for capital expenditures 36,498 (a) 44,337 (a)
Cash paid for treasury stock 181,736 111,304
Cash paid for acquisitions, net 10,336
Cash receipts (payments) on debt, net $   $ 5,000  
(a)   Includes expenditures related to the renovation of our Stamford headquarters facility.

SUPPLEMENTAL INFORMATION (unaudited) continued

Reconciliation - Cash Provided by Operating Activities to Free Cash Flow (a):

(in thousands)

Twelve Months Ended
December 31,
2013     2012
Cash provided by operating activities $ 315,654 $ 279,813
Cash acquisition and integration payments 1,099 1,437
Cash paid for capital expenditures (36,498 ) (44,337 )
Free Cash Flow $ 280,255   $ 236,913  

Free cash flow is based on cash provided by operating activities determined in accordance with GAAP plus cash acquisition and integration payments less additions to capital expenditures.


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