Buying JupiterResearch

On Thursday, Forrester announced that it bought JupiterResearch for $23 million in cash. Bringing the two companies together has been a dream of mine since the 1990s -- Jupiter always had incisive analysts, influential clients, and always seemed to be ahead of the next trend -- and it always seemed like a cultural match for Forrester (OK, I'll admit it -- they were probably much cooler than us...)

It's pretty simple why we bought Jupiter. Marketing and strategy executives are probably the most challenged by technology changes. I was with the head of marketing for a major national newspaper recently who said to me: "...given Facebook, blogs, YouTube, Craig's List, we don't know what will be in the future -- we have no idea." Forrester serves these executives -- and adding JupiterResearch's analysts, salespeople, and service people to this effort will help us help our clients even more -- and it will mean that we can grow that business faster.

I was in New York City today with the JupiterResearch troops. I can say with experience that perhaps the most terrifying part of buying other companies is that you can't do due diligence on the people -- you never really know what you're buying until the deal is done. I was much relieved -- the Jupiter team is high quality, committed, psyched for our unified effort, and ready to provide unprecedented value to our mutual clients. We will make great music together (I hope they like the Allman Brothers...)

To the JupiterResearch clients -- I welcome you to Forrester. We will listen to you and strive at all times to give you the level of service you expected from Jupiter -- and then some. I look forward to meeting up in the near future.

It's not every day that you get your dream -- it's been a wonderful week.

Comments

re: Buying JupiterResearch

Dear GeorgeI am delighted by all the good news Forrester experiences, topped now by having achieved your long time vision of merging JupiterResearch with Forrester. I am, however, writing to you from Cape Town, South Africa, where I am responsible for managing the ICT department's finances, with software and research management included in my portfolio. Having had access to First World research via the likes of Forrester and some of its competitors have really been a wonderful privilege, and one which I have exploited to the maximum. I did start to find though that those among my colleagues and acquaintances who also have access to these research and advisory portfolio’s are not similarly inclined. Over the past two years it gradually dawned upon me that they do not feel that your research really speaks to them and the true nature of their problems, which of course without exception are to be associated with the Developing Economy we are, and the Developing World we are part of. If one was for example to use any of the following search terms, i.e. “local government technology”, “developing economies IT”, “IT in Third World cities”, “IT in Developing World cities”, or “Developing World CIO’s”, one generally finds Africa skimped over or referred to in passing. Furthermore, one generally is to find little value extrapolated to the larger economies in Africa or South America from your research data on India, to name a very relevant example. The term “government” almost without exception combines with terms such as “federal” and “state”, with reference to Northern America. Now, the uninitiated would easily make of this simple negligence of our kind of technology problems, yet I know this is of course where the epicentre of your market is located, and where your shareholders oblige you to focus, not to mention simple business logic. Yet, having studied the peculiar nature of ICT problems in Developing Economies, and having a fairly comprehensive practical and academic understanding of the dynamics of the Digital Divide, I know that relevant education and attendant technology management knowledge and insight are the most important ingredients lacking among my colleagues and compatriots; and I say so with great respect to them and their professional competencies. So, here is a wish that you may as a next dimension of organic growth consider to create, for example, a Forrester for Africa, where likeminded colleagues and myself may be able to intuitively trace research that speaks directly to us and our kind of problems, comes at a an affordable premium and are delivered by consultants who understand our dynamics, and preferable are from home soil. In doing so you may continue to create local successes, just at a quicker pace, and this again may become force multipliers towards eco-friendly economic growth we so crave. Thank you in anticipation for your kind consideration of my views as explained here, for commenting upon these and indeed for the privilege to be able to communicate directly to you via this blog!

re: Buying JupiterResearch

Don't worry. The people you bought can't do due diligence on their new employer. Their new bosses will have them gone in no time at all.Sad to think that all your could achieve with your money is buying another company, rather than innovating your business in some way. Who is the market research company for market research companies.Acquisitions fail, so congrats. Even nice people need the experience.

re: Buying JupiterResearch

Very clever reference to the Allman Brothers. Make that the Allman Brothers with Duanne.