Case Study: Forrester achieves 100+ new meetings and $600K in pipeline with Hoopla

Forrester Fills Summer Sales Pipeline with Prospecting Event

Forrester, a global research and advisory firm, needed to boost new-business meetings and summer pipeline across its European Sales Development teams. Stratford Canning, Manager of European Sales Development, organized a focused day of prospecting to lift activity, improve team engagement, and increase net-new meetings (measured as average meetings booked per rep to account for team size differences).

The solution was a one-day, six-team head-to-head event using Hoopla leaderboards and head-to-head challenges to track progress and stoke friendly competition. Teams followed a structured prospecting schedule with a midday team-building Lego challenge, prizes, and post-event celebrations. The initiative delivered over 100 meetings booked, generated at least $600,000 in opportunities, sustained momentum through the week, and significantly improved morale and team recognition.

Forrester

Stratford Canning

Manager, Sales Development