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In the News

Theresa Regli on Her New Book: The Real Story of DAM Technology & Practice

10-Jan-2017 | Chief Marketing Technologist Blog by Scott Brinker | "Digital Asset Management in the Martech Cocktail"

A book about DAM (Digital and Marketing Asset Management: The Real Story About DAM Technology and Practice) would not be complete without putting DAM in the bigger picture, and by that I mean the bigger picture of Marketing Technology. A DAM by itself has limited usefulness: those assets have to be pushed out and used by different technologies in a wealth of ways for all this effort to benefit your organization.

Though DAM historically was implemented in a silo, used and maintained by only a few marketers or archivists, that’s changed. DAM is now fully embraced by the C-suite as a key enterprise application. Just as much effort is being put into DAM systems connecting to other systems as deploying simply the DAM, itself.

So how does DAM fit into the bigger picture of consumer-centric digital marketing? It’s not always obvious. Choosing the right tools for holistic and effective digital marketing is not unlike crafting a complex cocktail: you have to find the right mix of ingredients, and the right balance, that works for you.

Read More Here.

Tony Byrne on the future of WCM

20-Dec-2016 | CMS Wire | " 7 Web Content Management Trends for 2017"

For the 20 years I've been following web content management (WCM) and experience management technology, the only constant has been change.

This certainly holds true for 2017, when you can expect some new approaches and in some cases some industry re-alignment. Let's look at seven key trends.

1. From CaaS to EaaS

2. Marketplace Shifts Towards Complexity

3. Cloud Goes PaaS

4. More WCM Vendors Offer Marketing Data Warehousing

5. Backlash Against Advanced Personalization

6. Microsoft Edges Back

7. New Emphasis on Shareable Micro Experiences

Read the entire article here.

Kashayp Kompella on Digital Experience Management for Publishers

14-Nov-2016 | EContent | "A Guide to Digital Experience Management for Publishers"

"We may not yet know which publishing business models will prevail, but what is certain is that DXM will be at the center of such models." Read More.


Apoorv Durga on Box versa Dropbox

11-Nov-2016 | CIO Drive | "Box vs. Dropbox: Who will win the battle for the enterprise? "

Box vs. Dropbox

"Box was relatively more enterprise-focused as opposed to Dropbox, which was more consumer-focused, and this focus is what differentiates the two," said Apoorv Durga, research director at Real Story Group. "Box has more advanced enterprise-ey features — such as better admin and security controls — whereas Dropbox appeals more to consumers because it’s easier and simpler to use." Read the complete article here.

Kashayp Kompella on Real Quadrant

03-Nov-2016 | CMS Wire | "The Marketplace Quadrant Puzzle: Sorting Winning Vendors From Losers "

Facing highly fragmented technology marketplaces with many competing vendors, enterprise customers naturally seek out "horse race-type" analysis — who's winning and who's losing — to help narrow their choices. 

Major analyst firms have traditionally responded with 2x2 quadrants to show which vendors are ahead and behind in any given marketplace.

Quadrants Are Useful

Quadrants remain quite popular visualizations because they serve several useful purposes. They are easy to understand, offer a simple window into deeper research, and can provide a quick summary of a marketplace. 

No wonder they are ubiquitous. In fact, an emerging software category getting designated its own quadrant obtains a powerful signal that it has "arrived." Read More.

Kashyap Kompella on digital experience for higher ed

26-Sep-2016 | EContent | "A Guide to Digital Experience Management for Higher Education "

Digital experience management (DXM) refers to providing highly satisfying digital services to customers through an effective blend of strategy, process, and technology. DXM fundamentals remain more or less the same across industries, but the modus operandi may vary based on your objectives. Education is a rather vast field, and this article focuses on DXM for higher education (higher ed) organizations such as colleges and universities.

Waves of digital transformation are sweeping across industries, and higher ed is not immune to these changes. In fact, higher ed may even be at the cusp of a transformation enabled by the creative ferments of digital technologies. Things such as classroom learning, teaching curricula and methods, and student assessments and evaluations-?essentially, almost all the traditional approaches and conventional practices-are being re-examined to see if they can be improved on or delivered better using digital technologies. Read More.

Tony Byrne on the future of Enterprise Content Management

26-Sep-2016 | CMS Wire | "Is Enterprise Content Management as We Know it Done?"

The Documentum acquisition is just the latest step in the narrowing of scope of traditional, heavy-duty ECM. There always was and still is a place for massive systems like Documentum and IBM FileNet for complex document processing, especially in heavily regulated environments. Ten years ago, ECM tools were pitched as much more widely relevant, but they turned out to be too expensive and complicated for workaday use cases. 

Or to put it another (more positive) light, the last decade has seen the democratization of document management, first with SharePoint — which made Office files more sharable within departments — then with cloud-based file-sharing services like Box, which made files more accessible across devices and within the cloud. We’ve also seen the rise of more specialized players for things like contracts management and forms processing: they solve specific problems without the IT overhead of a complex system.

There will continue to be a role for heavy-duty document processing, especially in larger enterprises. BPM will remain relevant in some of those cases. So ECM isn’t going away. Read the full article here.


Tony Byrne on purchase of Dell EMC's ECD by OpenText

16-Sep-2016 | Search Content Management | "Questions arise for Documentum customers after OpenText acquisition"

"OpenText specializes in purchasing software that is past its prime but still has a lucrative maintenance stream," said Tony Byrne, founder of Real Story Group, an Olney, Md.-based research and advisory firm. "OpenText purchases software and adds it to its business model where they basically swap out all back-office and front-office vendors, use its own people and gain cost savings."

The OpenText acquisition may concern Documentum customers, because it's unlikely that OpenText will build out the product much further, especially since it has similar in-house offerings. Read More Here.

Tony Byrne on the recent OpenText Acquisition

15-Sep-2016 | CMS Wire | "OpenText Acquires Dell EMC's Enterprise Content Division, Including Documentum"

Tony Byrne, founder of Olney, Md.-based Real Story Group, told CMSWire the acquisition "confirms like never before OpenText’s strategy of becoming a convalescence center for aging technologies.” 

“Customers will want to understand that — although OpenText will try to align product naming and branding — the firm now sells ECM tooling from three broad product families (its own, Hummingbird, and now Documentum), each in turn assembled via multiple acquisitions.  Enterprises should be extra careful to know the provenance of any OpenText solution — now more than ever," Byrne said.

Read the Full Article Here

Kashyap Kompella on digital experience for healthcare and pharmaceutical industry

16-Aug-2016 | EContent | "A Guide to Digital Experience Management for Healthcare and Pharmaceutical Companies"

Article ImageDigital experience management (DXM) refers to the marshaling of strategy, process, and technology to provide highly satisfying digital interactions to customers. DXM is relevant across industries, but it has a special place in the healthcare industry--so much so that I'd like to think of it as the digital equivalent of the mandate to "wash your hands." In other industries serving to enhance customer interactions, DXM is the icing on the cake. But in the healthcare realm, DXM can play an even more crucial role in helping achieve better health outcomes for customers. This article focuses on DXM for organizations in the healthcare industry-hospital systems and other healthcare providers, pharmaceutical companies, and medical device makers.

The healthcare industry is heavily regulated globally and is not an early adopter of digital technologies and techniques, including DXM. But consumers, exposed to superior digital experiences in other industries (such as retail and financial services), have increasingly high expectations of healthcare companies. Read More.

Theresa Regli on marketing techology and strategy

10-Aug-2016 | TFM Insights | "How to embed martech into your customer-centric strategy"

Content marketing isn’t just about creating the right content: the right martech is needed for a content marketing strategy to be effective. You can’t attract, acquire, and engage an audience without a proper collection of systems to manage customer data, compelling content, and product information.


The term martech has entered into common usage, although people often disagree on exactly what it means. Construed very broadly, digital marketing technology is the collection/cocktail of digital systems that marketers use to gather, cultivate, and nurture leads and customers. Traditionally, these systems reflected how a marketer wanted to represent a brand or product line.

However, as marketing becomes (or aspires to become) more customer-centric, marketers increasingly sense that new approaches must focus much more intensely on customer preferences — including their browsing and buying history — and meet them in the channel of their choosing (mobile, in-store, catalogue, or otherwise). Digital assets are instrumental to realising this plan.

Kashyap Kompella on MarTech Myths

04-Aug-2016 | TFM Insights | "Mythbusters: 10 myths MarTech vendors tell"

The marketing world has perhaps never seen so much change. The core tenet of marketing – that of a marketing funnel – is disappearing and is being replaced by the amorphous concept of a customer journey. Consequently, marketing is much more dependent on complex technology.

But the marketing technology landscape is so crowded and confusing that it can overwhelm any enterprise buyer. As marketing is transforming into a more data- driven and scientific discipline, picking the right set of tools remains a challenge.

When you are looking to select marketing technology (MarTech) for your enterprise, you will encounter several half-truths and also some outright falsehoods. Here are ten such commonly encountered myths and the real story, based on our experience of advising large global organisations with their MarTech initiatives. Read the full article here.


Is the Marketing Cloud Right for You?

20-Jun-2016 | EContent | "Kashyap Kompella on Marketing Cloud"

It's difficult for even large enterprise customers to comb through their data to gain a comprehensive view of their prospects and customers. "If I want a 360-degree view--or at least a coherent view of the customer or the target or prospect that you're trying to reach--that's a hugely difficult task," says Kompella.
Getting the most value from a marketing cloud platform is hard work, and customers are coming around to that viewpoint, Kompella says. He suggests investing in people "who can make sense of all the data that is coming at you," as it may be even more important than the tools.
A lack of content is another reason that a marketing cloud platform may be viewed as a bad investment for a company, especially for small to mid-sized companies. "A lot of the power or value of this all comes from being able to divide your audiences into different segments," Kompella says. "So having appropriate content for each of these segments becomes very complex."

Read the Full Article Here.

A Guide to Digital Experience Management for Nonprofit Organizations

15-Jun-2016 | EContent | "Kashyap Kompella on Digital Experience Management"

Digital experience management (DXM) connotes the coming together of strategy, technology, and process to provide the True North of highly satisfying digital interactions to customers. This fundamental notion of DXM remains relevant across industries, including nonprofit organizations (nonprofits)-although your DXM priorities, approach, and techniques may vary based on your core mission and goals.

Unfortunately, nonprofits usually find themselves operating under severe resource constraints-budget limitations and staff shortages are almost a given. Staffers (sometimes part-time) play several roles, and in such a scenario, dedicated staffing for digital projects seems to be a luxury. However, we all have experienced high-quality digital interactions in other spheres (such as commerce and marketing); right or wrong, we have come to expect the same from nonprofits. This sets the bar for nonprofits high, and DXM is fast becoming a strategic imperative. With this in mind, here are eight DXM projects that nonprofits should consider, beginning with the relatively simple and ending with those requiring increasing levels of expertise/investment. Read Full Article Here.

Kashyap Kompella on Martech adoption

07-Jun-2016 | Komarketing Associates | "The Slow Adoption of MarTech for Digital Marketing Execution [Interview]"

"...there is a paucity of internal expertise – what is a bit surprising is that even large enterprises seem to face this challenge. If CMOs are going to be spending heavily on technology, then it is imperative that they pay attention to their current capabilities, benchmark themselves against best-in-class industry peers and invest in building capabilities where they may be lacking." Read the Complete Article Here."

Kashyap Kompella on mobile-app ecosystem

27-May-2016 | Nikkei Asian Review | "India's Hike aims to build on messaging success"

But despite the advantage of cross-promotions with Airtel, competition will make breaking into the black difficult, analysts say.

"There is [WhatsApp], a deep-pocketed, well-entrenched market leader and another deep-pocketed rival entering," said Kashyap Kompella, analyst at tech consultancy Real Story Group, referring to Reliance Jio, owned by Indian tycoon Mukesh Ambani. Reliance Jio last month launched mobile services on a trial basis and is developing its own mobile-app ecosystem. Read the Complete Article Here.


Kashyap Kompella on digital experience

27-May-2016 | EContent | "A Guide to Digital Experience Management for Financial Services"

The financial services industry is an early adopter and often enthusiastically embraces new technology. So it may be a bit of a surprise that many companies still lack the techniques and the technology to deliver superior digital experiences. Read the Complete Article Here.


MarTech Survey Results - Executives wonder whether they are fully leveraging their tools’ potential

18-May-2016 | eMarketer | "Marketers Struggle to Balance Marketing Technology Tools and Talent"

Attitudes Toward Marketing Technology Use at Their Company Among Marketing Technology Practitioners Worldwide, Jan 2016 (% of respondents)Many large- and midsize businesses are integrating marketing technology into their toolsets, creating a variety of challenges as the companies struggle to process large amounts of data and integrate competing platforms. In fact, research suggests many executives are uncertain if their firms have the right talent and resources to maximize their investment.

According to January 2016 research from Real Story Group, many executives believe their companies are not fully using their marketing technology investments. Executives in Real Story Group’s survey were split as to whether their organizations had the right marketing technology tools, with 47% agreeing and 47% disagreeing. Executive opinion was also split as to whether their firms had the necessary internal expertise to process the data produced by such marketing technology efforts, with opinion once again tied at 49% agree and 49% disagree.

Read the Complete Article Here.

Kashyap Kompella on Facebook as Enterprise Collaboration Platform

10-May-2016 | The Hindu Business Line | "Enterprise is the next frontier for Facebook"

Get set for a bruising battle in the enterprise social network (ESN) space with Facebook at Work moving a step closer to launch. According to Julien Codorniou, Director, Facebook at Work , “We have been adding one new company every day last few months, and India has seen the fastest adoption rates.”

Globally, 450 companies have adopted Facebook’s workplace collaboration solution that is still in beta mode (expected to launch this year). In India, Yes Bank, Godrej, L&T Infotech, Zomato, Urban Ladder are among those who have got their employees to climb on to the platform. Read Full Article Here.

Productivity app

Significantly, the global market size for Enterprise Social Network, which is part of the overall enterprise collaboration sofware space, is not all that large. “We estimate current global market size for this segment is about a billion dollars,” says analyst Kashyap Kompella, research director with The Real Story.

So why is FB making a play for this space?

“We are not calling this an enterprise social network – we are calling it a productivity app,” says Codorniou, implying that the play is wider than ESN.

Expanding user base

Kompella, however, feels that this is a push by FB to expand its user base. "Being shut out of China, enterprise is the next frontier for Facebook," says Kompella. If you look at the major consumer tech firms they all have an enterprise story. "

He expands, " Facebook is facing saturation when it comes to its user growth. The next big push for growth in user numbers will happen only when currently under-served population cohorts in emerging markets come online first (this is the subtext for the Free Basics debate) and then sign-up for Facebook . FB is shut out of China by the regulators there, so a potentially large user base is out of bounds," says Kompella.

Read Full Article Here

MarTech Survey Results

10-May-2016 | TechWeek Europe | "Digital marketing? C’è ancora molto da fare, dicono gli utenti Scopri di più su"

I tool presenti sul mercato non sono abbastanza maturi: pollice giù per mobile marketing e sistemi di automazione, si salvano gli strumenti social.

Real Story Group, un gruppo di tecnici diventati analisti di mercato nell’ambito delle tecnologie di marketing, ha pubblicato i risultati di un’indagine condotta su un campione di manager appartenenti a 75 aziende di tutto il mondo e di vari settori e dimensioni per valutare la diffusione delle piattaforme di digital marketing e la soddisfazione degli utenti dopo la loro implementazione. Il risultato di sintesi è che dei tre elementi fondamentali (soluzioni, strategie, competenze) solo le strategie sembrano un problema superato, mentre gli strumenti non sono considerati maturi quanto ci si aspetterebbe.

Per quanto riguarda le strategie di digital marketing, la maggior parte (59 percento) delle aziende coinvolte ritiene di avere già una strategia trasversale a tutta l’impresa per quanto riguarda le componenti tecnologiche. La percentuale non è molto diversa (49 percento) quando la strategia viene riferita alle business unit, quindi una strategia “organizzativa” e non di tecnologie. In quest’ambito però cala sensibilmente la percentuale di chi è più convinto che questa strategia ci sia: per le tecnologie è il 31 percento del campione, per il business solo il 12.



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