Cooler and Calmer? An Early Look at Three eDiscovery Business Metric Trajectories

This in-progress overview of three important business metric trajectories is provided as a precursor to the final results of the sixteenth quarterly eDiscovery Business Confidence Survey currently being conducted by ComplexDiscovery. These preliminary results highlight the responses of legal, business, and technology professionals across the eDiscovery ecosystem to three specific business questions regarding days sales outstanding (DSO), monthly recurring revenue (MRR) and customer revenue distribution metrics.

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Editor’s Note: This in-progress overview of three important business metric trajectories is provided as a precursor to the final results of the sixteenth quarterly eDiscovery Business Confidence Survey currently being conducted by ComplexDiscovery.

Since January 2016, more than 1,621 individual responses to quarterly eDiscovery Business Confidence Surveys have been received from legal, business, and technology professionals across the eDiscovery ecosystem. The role makeup of responders in the sixteen surveys, to include those in this in-progress overview, includes executive leaders, operational managers, and tactical execution professionals.

The core quarterly survey consists of nine multiple-choice questions focused on factors related to the creation, delivery, and consumption of eDiscovery products and services. Additionally, the survey includes three optional multiple-choice questions focused on the trajectory of key operational business metrics. It is these three optional multiple-choice questions on days sales outstanding (DSO), monthly recurring revenue (MRR), and customer revenue distribution that are highlighted below to provide data discovery and legal discovery professionals an early, yet comprehensive look at survey responses regarding these important metrics.

The final results of the Fall 2019 eDiscovery Business Confidence Survey will be published upon the conclusion of the survey response period in late October 2019.


Business Metric Trajectory Questions and Responses

How would you characterize the trajectory of your organization’s Days Sales Outstanding (DSO) during the last quarter?

DSO represents the average number of days it takes credit sales to be converted into cash, or when a company’s account receivables can be collected.

n=68 Respondents

    • Increasing – 17.6% (Down from Summer 2019)
    • Unfluctuating – 25.0% (Up from Summer 2019)
    • Decreasing – 1.5% (Down from Summer 2019)
    • Do Not Know – 55.9% (Up from Summer 2019)
eDiscovery Business Metrics – DSO Trajectories

How would you characterize the trajectory of your organization’s Monthly Recurring Revenue (MRR) during the last quarter?

MRR is income that a company can reliably anticipate every 30 days. Revenue from one-time purchases billed at the time of purchase is not included in MRR.

n=68 Respondents

    • Increasing – 26.5% (Down from Summer 2019)
    • Unfluctuating – 25.0% (Up from Summer 2019)
    • Decreasing – 7.4% (Down from Summer 2019)
    • Do Not Know – 41.2% (Down from Summer 2019)
eDiscovery Business Metrics – MRR Trajectories

Which of the following statements best describes the distribution of your organization’s revenue across your customer base during the last quarter?

Distribution is the reduction of revenue concentration across the customer base. The customer base is the group of customers who repeatedly purchase the products or services of a business.

n=67 Respondents

    • Increasing – 25.4% (Down from Summer 2019)
    • Unfluctuating – 25.4% (Up from Summer 2019)
    • Decreasing – 1.5% (Down from Summer 2019)
    • Do Not Know – 47.8% (Up from Summer 2019)
eDiscovery Business Metrics – CRD Trajectories

Running Listing of Survey Results

Source: Original Research

A Matter of Pricing? A Running Update of Semi-Annual eDiscovery Pricing Survey Responses

First administered in December of 2018 and conducted four times during the last two years with 334 individual responses, the semi-annual eDiscovery Pricing Survey highlights pricing on selected collection, processing, and review tasks. The aggregate results of all surveys as shared in the provided comparative charts may be helpful for understanding pricing and its impact on purchasing behavior on selected services over time.



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