Thursday, 13 October 2005

Gartner exits Custom Research ?!?

Now it gets interesting. Duncan has pointed out that Gartner has sold its Custom Research business.

My first thought was: how come research is no longer a core competency for research companies. It's not like Gartner needs the money, is it?

But then I started wondering about the money side. The sale involves an eight year outsourcing contract from Gartner to keep on running the IT panel surveys. So this makes GCR a really valuable asset.

I'll leave Joe to run the numbers, but I can't see how this works out to be good news for Gartner. Gartner is stepping out of customer research just at the time when Forrester is moving into it (if I am to believe my account manager there). And it's giving a guaranteed income, against which it can borrow, to an upstart analyst firm that intends to buy other analyst firms, more than double in size, and becomne a full-service analyst firm.

It's just really, really strange.

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