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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 fourteenth quarterly eDiscovery Business Confidence Survey currently being conducted by ComplexDiscovery.
Since January 2016, more than 1,268 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 fourteen 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 Spring 2019 eDiscovery Business Confidence Survey will be published upon the conclusion of the survey response period in late April 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=104 Respondents
- Increasing – 18.3% (Up from Winter 2019)
- Unfluctuating – 21.2% (Down from Winter 2019)
- Decreasing – 8.7% (Down from Winter 2019)
- Do Not Know – 51.9% (Up from Winter 2019)
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=103 Respondents
- Increasing – 30.1% (Down from Winter 2019)
- Unfluctuating – 19.4% (Up from Winter 2019)
- Decreasing – 7.8% (Up from Winter 2019)
- Do Not Know – 42.7% (Down from Winter 2019)
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=103 Respondents
- Increasing – 29.1.% (Down from Winter 2019)
- Unfluctuating – 21.4% (Up from Winter 2019)
- Decreasing – 6.8% (Up from Winter 2019)
- Do Not Know – 42.7% (Down from Winter 2019)
Running Listing of Survey Results
- Winter 2019 Survey (27 December 2018 – January 10, 2019)
- Fall 2018 Survey (14 October – 26 October 2018)
- Summer 2018 Survey (4 July – 24 July 2018)
- Spring 2018 Survey (7 April – 20 April 2018)
- Winter 2018 Survey (24 December 17 – 15 January 2018)
- Fall 2017 Survey (5 October – 17 October 2017)
- Summer 2017 Survey (6 July – 31 July 2017)
- Spring 2017 Survey (14 April – 1 May 2017)
- Winter 2017 Survey (20 January – 6 February 2017)
- Fall 2016 Survey (11 October – 1 December 2016)
- Summer 2016 Survey (1 August – 31 August 2016)
- Spring 2016 Survey (1 May – 31 May 2016)
- Winter 2016 Survey (15 February – 29 February 2016)
Source: Original Research
