Ryan from ...

Question

Ryan from RepVue here. We recently added 'Business Units' to our ratings to help give better classification of salary and sentiment. Do Research, Conferences, and Consulting make sense for Gartner? Are the orgs/leadership different and do reps belong to and sell into just one?

Current Employee · Accepted Answer

Conferences & Consulting make sense. Research is more complicated, broken down into sub units with widely varying pay.

Research sales is aligned like this:

Global Enterprise 
Large Enterprise 
Midsize Enterprise

Each layer has additional layers by product. These are Technology Sales (selling to IT), Business Sales (selling to non-IT) and High Tech (selling to tech vendors). Ex. biz units are Large Enterprise Technology Sales, Midsize Enterprise High Tech, etc.

At all three levels, AEs manage accounts, BDs are responsible for net-new sales. All reps, whether AE or BD, are specialized by vertical (GTS, GBS or HT) within their given org (Global, Large, Midsize).

Current Employee · Answer

Yes these are the three main Orgs.  Within Research though, there are several sub-BU's based on the target audience ie End-User (IT leaders), High-Tech (IT vendors), and Invest (IT Investors), marketing leaders, sales leaders, supply chain leaders, etc.  Be sure to know WHICH sub-BU you are interviewing for!

Current Employee · Answer

If those are the only options then yes.  However you can drill down further into GTS (tech) and GBS (business units like finance, HR, Supply Chain, etc.) which is what we refer to them as at the company.

Current Employee · Answer

Yes.

Current Employee · Answer

Yes. Those are the three particular BU’s. 
Yes, orgs and leadership are treated differently and organized as separate entities almost.

Reps only sell into one, different classifications of AEs too.

Current Employee · Answer

Gartner has two main business units; technology and business. Technology is for CIOs and IT specialists, encompassing research, conferences, consulting, and sales. The business encompasses verticals like finance, HR, supply chain, legal, R&D, etc. Within each vertical there is research, conferences, sometimes consulting, and sales. When thinking about account executives and business units I would separate it by technology and global business. To add a layer to global business you can add customer service & support, finance, HR, legal, marketing, risk, R&D, sales, product development, and supply chain. Account executives belong to just one vertical.

Current Employee · Answer

Yes. There are EVPs of each BU that report into the CEO - this is publicly available information. Reps belong to and sell under one business unit but often collaborate with reps in other BUs for the same client.

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Anonymous Q&A

Ryan from RepVue here. We recently added 'Business Units' to our ratings to help give better classification of salary and sentiment. Do Research, Conferences, and Consulting make sense for Gartner? Are the orgs/leadership different and do reps belong to and sell into just one?