Company Description

Forrester is a leading global market research company that operates with a singular focus on helping businesses, from tech giants to startups, to navigate the complexities of the modern business world. They leverage their vast industry knowledge and top-tier research capacities to accelerate growth through customer obsession. Forrester's expansive network of around 2100 employees play an active role in shaping market trends and business strategies for a myriad of companies across the globe.

The company is known for its deep-seated culture of curiosity and diversity, constantly exploring innovative ideas and initiatives that can redefine the course of business. By viewing itself more as a cause than a program, Forrester seeks to provide an unbiased, insightful perspective on a wide array of topics spanning technology, customer behaviour, marketing strategies, and the future of business. Thus, they serve as a trusted advisor to some of the world's most influential companies, living at the nexus of what’s next.

Forrester's influential position in the industry comes from multiple offerings including technology research reports and robust advisory services. They also conduct tech conferences which serve as platforms for ideation and collaboration among industry front-runners. Beyond that, they provide analysis in technology areas like computing, software, networking, the internet, and telecommunications to aid decision-making among senior management, business strategists, and IT professionals.

In line with their customer-centric approach, Forrester recently launched 'Forrester Decisions', a new venture aimed at supporting business and technology leaders in problem-solving, decision-making, and taking action to deliver significant results in their pursuits. This initiative further reaffirms their commitment to enabling companies to exceed customer expectations and thrive in the technologically charged business environment.

Furthermore, Forrester places a high emphasis on the values of cultural diversity and is always ready to honour and celebrate the different communities that make them who they are, evident in events such as the celebration of Latinx Heritage Month among its employees. This further underlines their commitment to fostering an inclusive work environment and promotes a culture of mutual respect and understanding across the organisation.

At Forrester, being bold and taking calculated risks in pursuit of exceptional outcome is encouraged, making it an ideal partner for businesses that wish to trailblaze their way to break-out growth.

I. Understanding the Prospect

Company name: Forrester
Company's URL: forrester.com
Estimated number of employees: 2100
Primary Industry: Research

A. Company Description

As per available LinkedIn and Forbes profiles, Forrester is a globally recognized research and advisory firm assisting businesses in the technology sector to use customer obsession for accelerating growth. They function as trusted advisors to influential companies, providing invaluable insights into the evolving tech landscape. They engage with a diverse and globally widespread clientele, addressing unique business needs with personalized services.

B. Identified Pain Points

1. Constant pressure of accurately predicting industry trends due to ever-evolving technological advances.
2. Challenges in providing real-time and personalized service to a globally spread client base.
3. Necessity to maintain a competitive edge in the crowded market of research and advisory services.
4. Struggle with managing vast amounts of data and technologies in a rapidly changing tech sector.
5. Cultivation and maintenance of a diverse and inclusive culture within the workforce, especially with employees across different regions.

II. Value Proposition

Based on the identified pain points, the appropriate SaaS product/service needs to address one or more of the following:

1. Streamline the research process and improve data analytic capabilities.
2. Enable real-time, automated client communication for enhanced responsiveness and personalized services.
3. Support differentiation in a crowded marketplace, enhancing the exclusivity and attractiveness of their offerings.
4. Provide efficient data management and technology integration for quicker, more accurate analyses.
5. Foster corporate culture through improved internal communication and employee engagement strategies.

III. Prospect Approach

Step 1: Initial Contact

Start with a well-structured email introduction explaining your understanding of the prospect’s pain points and indicating how your SaaS product/service can address these. Follow up with a phone call in a few days to discuss your offerings more thoroughly.

Step 2: Reveal Value

Offer a product demonstration or a free trial to allow Forrester to experience firsthand the benefits of your product/service. Highlight how your SaaS solutions address their specific pain points and contribute to streamlining their processes.

Step 3: Proposal

Prepare a comprehensive proposal that fully details the solution, its benefits, cost structure, and implementation process. The proposal should clearly demonstrate the value proposition and return on investment to Forrester.

Step 4: Closing the Deal

After delivering the proposal, set up a meeting to answer any queries, negotiate the terms, and discuss next steps. Firmly and confidently close the deal.

Step 5: Post-Sale Support

Ensure smooth onboarding and transitioning. Regularly track adoption and usage to ensure client satisfaction, and intervene if any issues arise to maintain a positive relationship.

IV. Key Performance Indicators

1. Number of initial emails sent
2. Number of follow-up calls made
3. Number of product demonstrations or trials offered
4. Number of proposals submitted
5. Number of successful deals closed
6. Number of active user accounts after onboarding
7. Client satisfaction score post onboarding