Brett Kahnke

Minneapolis

Principal Analyst at Forrester Research

Principal Analyst, Revenue Operations @forrester Dad. Nerd. My tweets are my own. #analytics #data

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Articles

Compensation Solutions Increase ROI By Enabling Administrators

1 month ago | forrester.com | Seth Marrs |Beth Caplow |Brett Kahnke

The most common reason why companies purchase sales performance management/incentive compensation management (SPM/ICM) solutions is to effectively manage the administrative costs of their compensation program. Although SPM/ICM solutions do this well, the biggest value they deliver is enabling companies to create more effective compensation plans.
Align Product And Portfolio Marketing To Create Three Growth Trajectories

1 month ago | forrester.com | Beth Caplow |Brett Kahnke |Naomi Marr

Barriers to growth seem to be continuously on the rise for B2B companies. Higher than ever customer expectations, rapidly advancing technologies that are harder and harder to keep up with, and a seemingly constant influx of new competitors – all make markets more crowded and more challenging than ever. Portfolio Marketers And Product Managers Should Align To Ignite GrowthPortfolio marketers and product managers both want to ensure the success of their offerings and grow revenue.
How Do Your VoC and CX Measurement Practices Stack Up? Take Our 2025 Survey!

1 month ago | forrester.com | Maxie Schmidt |Brett Kahnke |Joe Cicman |Maxie Schmidt-Subramanian

Happy Spring! Let’s clean out old insights and create new ones. That’s why we just opened our annual Feedback Management & CX Measurement Practices survey to you. It gathers rich data about what you and your teams are doing and the challenges you face. The insights we learn from this survey inform our research for the coming year – and help us better serve the CX community with trusted information from their peers around the world.
It’s Time to Change the Rules for Defining the Value of B2B Data

1 month ago | forrester.com | Brett Kahnke |Naomi Marr |Kim Herrington

Or, All the Best Ways To Cheat I Learned by KindergartenOne of the hard early lessons for most kids is that life isn’t fair. Sometimes you are simply not going to win. For the lucky ones, those teaching moments are fairly harmless. That’s how it was for me. As a kid with no real problems, my examples are mostly trivial – like the fact that I shoot pool left handed. That would be unremarkable if I actually were left-handed, but I am not.
A Case Study In Efficiency For Municipal Procurement

1 month ago | forrester.com | Joe Cicman |Brett Kahnke |Naomi Marr

When I start to work with clients, I often get the question, “What are the trends in B2B e-commerce?”My canned response is, “Prescription without diagnosis is malpractice. Let’s talk about your needs.” Then we talk about what makes their customers unique. My new case study tells the story of how OMNIA Partners built OPUS by first studying its target market to come up with a unique solution. It illustrates the process of starting with the customer and working to the non-obvious solution.
Data provider selection depends on the entire revenue ecosystem working together

Nov 29, 2024 | forrester.com | Simon Daniels |Brett Kahnke |Katie Fabiszak |John Buten

When it comes to defining a data strategy, the starting point is planning (client access required), which encompasses governance, compliance and technology. This in turn involves the critical task of selecting the right data providers to empower go-to-market strategy. The success of this selection process is determined by the clarity of requirements, flexibility of providers’ selection tools, and the granularity of attributes available in source databases.
Sales and Marketing Must Partner Around Opportunities - No Matter the Pipeline Stage

Jun 24, 2024 | forrester.com | Nora Conklin |Conrad Mills |Brett Kahnke

Misaligned practices put revenue teams on the back foot with B2B buyers. The lack of partnership between sales and marketing leaves both teams with incomplete views of how their buyers are engaging with them and missed chances to better support buyers in their path to purchase. Too many marketing and sales teams are still holding onto old dogmas and operating in a way that does not reflect how buyers want to engage, which makes it harder to do their jobs and achieve their collective revenue goals.
Eight Key Takeaways From Cvent Connect, San Antonio 2024

Jun 24, 2024 | forrester.com | Conrad Mills |Brett Kahnke

Attending Cvent Connect as a speaker earlier this month gave me the opportunity to sit in on a number of sessions, talk with the Cvent leadership team, and chat with other attendees. Here are eight of my key takeaways from the event:Events are booming. In his opening keynote, Cvent Founder and CEO Reggie Aggarwal noted that spend on business travel had now exceeded pre-pandemic . He also shared that Cvent has seen a 25% increase in RFP sourcing on its platform this year.
Enterprise Architecture: From Design Driven To Data Driven

Jun 23, 2024 | forrester.com | Charles Betz |Stéphane Vanrechem |Brett Kahnke

A few weeks ago, my colleague Stéphane Vanrechem published a blog announcing his new landscape for enterprise architecture (EA) tools. Pointing to it in a LinkedIn post (as we do), he made the statement “An Enterprise Architecture tool is essential for achieving a successful architecture practice.”Well, that seemingly innocuous statement roused some interesting responses. A couple folks argued that an EA tool was in fact not essential.
Struggling with B2B Data Quality? Let me guess…

Jun 21, 2024 | forrester.com | Brett Kahnke |Amy Hawthorne

Why Are You Struggling with B2B Data Quality? Let Me Guess…It doesn’t take a crystal ball to predict these underlying causes. Legendary late-night comedian Johnny Carson played a classic character named Carnac the Magnificent, a sooth-sayer who could correctly predict answers without having even seen the question. Over the years, Forrester analysts have helped thousands of B2B clients grapple with data quality challenges.