e-discovery 2.0

Over the past 4 years, I have had hundreds of conversations with corporate counsel and “legal IT”, meaning technical folks charged with supporting the legal team. More and more of them are looking to lower their costs by bringing e-discovery in-house. But as they work through that process, there’s one question that consistently comes up, even today – namely, “When [insert name of software company] says they “do” e-discovery, what exactly does that mean?”

There has been progress towards answering this question, thanks mainly to the analyst community. George Socha and Tom Gelbmann’s EDRM framework has been immensely helpful in breaking down electronic discovery into its component steps. Other analysts, like Debra Logan at Gartner, were quick to embrace the framework, prompting every software provider to follow suit. As a result, there is today a common language that everyone uses to describe the e-discovery process.

The Electronic Discovery Reference Model (EDRM) breaks down the e-discovery process into a series of steps. Companies looking to buy e-discovery software to lower costs typically map different software products to each of these steps, to make sure that they cover the entire process.

But having a universally-agreed framework is only half the answer. To eliminate customer confusion, there also needs to be agreement on how different software products fit into the framework. This is especially important since there is no single, end-to-end solution for e-discovery which covers all aspects of EDRM. So customers are forced to think about how different software solutions fit together. And that is where things begin to fall apart.

Many software vendors feel it is advantageous to claim that they do everything, even though they do not. Customers are rightly suspicious of those claims, and so press vendors to provide more detailed information – hence the question, “when you say you do e-discovery, what exactly does that mean?”

In light of that, how can litigation support teams, corporate counsel, or legal IT people figure out which e-discovery solution best meets their needs? From observing this decision-making process hundreds of times, I have found 3 simple steps are incredibly helpful.

Step 1: Read the analyst reports

Two reports in particular make for required reading. One is Gartner’s MarketScope Report, which is available for free at certain sites; the other is the 451Group’s recent e-discovery report, which is summarized in a publicly available presentation. The helpful thing about the 451 Group’s report is that it tells you which software companies do which parts of the EDRM process. You do have to buy the report to get the full picture (it’s well worth it!), but the publicly available presentation will give you a flavor for their analyis, and I have drawn from that presentation in the figure below:

Analyst firms like the 451 Group map software vendors to the EDRM framework according to what they actually do, which is often different from what software vendors claim they do.

The 451 Group’s analysis highlights several important points. First, it shows that there is no single end-to-end solution. Even the products of giants like EMC (SourceOne), HP (IAP), and IBM (CommonStore) only solve one piece of the puzzle, information management. Second, it shows that customers have choices at each stage of the EDRM process. For example, to solve the problem of identification, collection, and preservation of electronic information, customers can choose from solutions as diverse as Guidance EnCase (forensic collection), Index Engines (back-up tapes) and Mimosa NearPoint (email archive). Third, it provides an independent assessment of what vendors do, as opposed to what they may claim. For example, Kazeon claims analysis and review capabilities, whereas the report shows its product does identification, collection, and preservation; Recommind claims its Axcelerate eDiscovery and MindServer products do processing, whereas the report finds that they do not.

Step 2: Evaluate the products prior to purchase

Just as anyone would test-drive a car prior to purchase, it’s critical to test-drive e-discovery software. Any vendor should be willing to provide their software free of charge for an evaluation on-premise. The most effective evaluations are when the customer uses the product themselves, either on a live case or test data. This is far preferable to just sending the data to the vendor who then loads it into their system, as in that scenario there are too many opportunities for the vendor to hide their product’s shortcomings.

Step 3: Check references carefully

The trick with references is to insist on relevant references. It’s not good enough for the vendor to dredge up some random person who says nice things; or even a credible knowledgeable person who is using the product in a completely different way. For example, if a company is happy with Autonomy’s IDOL for enterprise search, that does not tell you much about what Autonomy might be like for e-discovery. What really counts are references from other customers who are using the product for the same application that you are.

All this can sound like a lot of work, but I have seen people go through the process in as little as a month, and be much happier for it. A little work up front can save a lot of time (and heart-ache!) later on.

One of the more surprising aspects of the recession (at least to me) is the immediate and dramatic impact it has had on litigation support service providers. On one side of the coin, you have large players like SPi, which in 2007 was Attenex’s largest reseller, exiting the business altogether, and several other service providers in obvious difficulty. On the other side, I see a handful of service providers gaining share and attracting new investors. In the past month alone, I have spoken to a handful of investor groups who are either investing or looking to invest in litigation support service providers.

From what I can tell, there seem to be 3 factors that are causing problems for the industry:

1. The credit crunch:

Many service providers rely on “lines of credit” to fund day-to-day operations, meaning they pay their bills by taking debt secured against receivables and other assets. But in the last few months, that’s become much harder to do. Nowadays, banks do not want to give lines of credit to anyone, even if you pay them a higher interest rate. All the banks care about is reducing risk and strengthening their own balance sheets. So it has become harder for service providers to finance their businesses in this way.

2. Paper business is shrinking:

Many service providers started life as copy/scanning operations before expanding to include electronic information, and some still rely on the paper business as a steady source of cash. I have been told by several people in the business that demand for paper-services has fallen dramatically in the past few months. Their stories reminded me of what’s happening in the newspaper business: everyone knows that newspaper and magazine subscriptions are decreasing over time, but it’s happening much faster than anyone thought it would. As a result, it seems that service providers are getting less cash from the paper business than they expected – right at the time when banks are least interested in letting them borrow more to make up the difference.

3. Electronic data discovery is growing more competitive:

In the early days of electronic discovery, companies had little choice but to send out their data to the handful of service providers who had the processing, review and hosting facilities to manage it. Today, data volumes are much larger, making it a bigger market, but there are also lot more options: companies can use software to manage electronic discovery in-house; they can send it to a law firm, many of whom now have internal litigation support teams; or they can choose between larger numbers of service providers offering a much wider array of services.

Given these challenges, how is it that some service providers are able to grow and gain share, while others stumble? From my discussions with many firms – some doing well, others not – I see several common steps that the strongest players are taking to adapt to today’s harsher economic climate. These steps include:

• Strengthen the balance sheet, by raising money from equity investors and/or restructuring debt obligations. This provides more operating flexibility and reduces the risk of tripping over bank covenants.

• Sell or shutter the paper business. Just like making CDs is a distraction to the music business, paper is takes time and energy away from electronic discovery. Shutting down paper operations frees bandwidth and resources to concentrate on the growth part of the business.

• Innovate in service offerings. It is not enough to offer processing, review and hosting like everyone else. The best service providers have become trusted advisors by bringing their clients compelling new services, like for example early case analysis.

• Focus, focus, focus. In a big, competitive industry like litigation support, service providers have to find their niche. This can be a specific geography or an industry. But for the larger, national players it is typically a handful of key services which they get everyone (sales, marketing, project management, etc.) lined up behind selling and delivering.

Compared to many sectors of the economy (e.g., retail, travel, luxury goods), the litigation support services industry is well-positioned to grow through the downturn. But there’s no doubt things have changed, and many of the strategies appropriate in 2007 no longer apply in 2009.

To the casual observer, it is surprising that a small private company (AccessData) could even think of acquiring a larger, public one (Guidance Software). But that’s exactly what AccessData publicly proposed to Guidance’s shareholders on November 6, after Guidance’s board had rejected its offer of $4.50 per share.

Leaving aside the personalities involved, and the history of bitter rivalry between these two companies, it’s easy to see why Guidance’s board rejected the offer. First, it’s only a 19% premium over Guidance’s share price on October 6, the date that the offer was made. Second, given 23 million shares outstanding, AccessData is offering a total price of just over $100 million for a company with $90 million in revenue and about $25 million in cash. Compare that to other e-discovery acquisitions, such as FTI’s $88 million purchase of Attenex or Iron Mountain’s $158 million deal for Stratify, each of which only had about 30% of Guidance’s revenue, and you cannot help feeling that the price is very low. Third, there’s the question of where AccessData will come up with the money. It’s hard to believe they happen to have $100 million in cash lying around and, with the recent market meltdown, debt is much less of an option than it used to be.

Still, this is not necessarily bad news for Guidance Software. Since its IPO in October 2006, the stock has fallen from a high of $17 per share to a low of $2 per share. The public markets are very unforgiving to small software companies. Guidance has recently made some bold moves, announcing usage-based pricing for its e-discovery product and several notable customer wins, but nothing has moved the stock. So an acquisition offer may be just the ticket to boost the share price, especially if it encourages other, more attractive acquirers to throw their hats into the ring.

Stay tuned, this might get interesting.

Earlier today, Gartner published its eDiscovery MarketScope for 2009. Written by Debra Logan, John Bace, and Whit Andrews, it is perhaps the most comprehensive “buyers guide” available for companies interested in using electronic discovery technology to lower costs.

The eDiscovery MarketScope analyzes about 20 software companies focused on electronic data discovery. Based on extensive interviews with end customers and data from the companies themselves, Gartner rates the companies using criteria similar to those used in its famous Magic Quadrant reports. It also identifies market trends, and makes predictions for 2009 and beyond.

This report is required reading for anyone considering an investment in eDiscovery software, and I strongly recommend that you get a copy, either from Gartner or some other authorized source. To give you a flavor for Gartner’s analysis, a few of its main conclusions are as follows:

1. Bringing eDiscovery In-House Dramatically Reduces Cost

This is a claim that electronic discovery software vendors often make, and prospective customers rightly question. Gartner investigates and finds that many of its corporate clients are saving large amounts of money by using eDiscovery software to reduce the amount they spend on lawyers and legal service providers. It reports that customers typically recover their money from buying eDiscovery software within 3-6 months of implementation.

2. There’s No Single, End-To-End Solution For eDiscovery

Gartner addresses what is probably the most common question I get asked by corporate counsels and litigation support managers – namely, “Isn’t there a single product I can buy that will do end-to-end eDiscovery, covering all aspects of the EDRM?” The answer, of course, is “no” and Gartner goes further by predicting that the answer will remain “no” until at least 2011. So, for the foreseeable future, customers will need to buy best-of-breed products from different vendors for different stages of the EDRM model, and ensure they integrate smoothly.

3. There Are 4 Leading eDiscovery Software Companies

List of vendors achieving highest rating of “strong positive” (from Figure 2, page 10)

Of all the companies it analyzed, Gartner only gives 4 its highest rating of “strong positive”. Each of the four has different strengths. For processing, analysis and review, Clearwell is “fast-to-install and easy-to-use” (page 12) , while FTI’s ability to offer Attenex / RingTail either hosted or on-premise “positions it well for the future” (page 13) . Symantec’s leadership in email archiving makes Discovery Accelerator a good option for its customers who need to search and export data from Enterprise Vault. Finally, Zylab is well-known within law-enforcement circles and has a strong presence in Europe and Asia.

4. There Will Be Consolidation In The Next 12 Months

As the market matures, Gartner predicts that as many as 25% of eDiscovery software providers will either merge, be acquired, or exit the business. Access Data’s ambitious bid for Guidance has publicly put Guidance in play. Beyond that, Gartner suggests that Kazeon and several other players are all likely acquisition targets for larger companies wishing to enter the eDiscovery space.

Of course, Gartner is not the only influential voice in eDiscovery. Earlier this year, George Socha and Tom Gelbmann published their Socha-Gelbmann Survey, which also provides a valuable perspective on the market. How do the two reports compare? That will be the subject of my next post.

Yesterday, George Socha and Tom Gelbmann published summary results for their 2008 EDD survey. George and Tom gathered self-reported data from 85 e-discovery service providers and 40 e-discovery litigation software companies. To help vendors resist the temptation to “exaggerate” their accomplishments, they then cross-referenced the responses against independent surveys submitted by 29 law firms and 19 corporations, and applied a healthy dose of their own good judgment. The outcome, which they will publish in-full next month, is a great snapshot of the industry, and probably the most objective ranking of e-discovery vendors that you can find.

By comparing this year’s results to the 2007 survey, you get a sense for how much has changed in the e-discovery world over the past 12 months:

Top E-Discovery Software Companies

Note: arrows show change to rankings from last year’s Socha-Gelbmann Survey

Autonomy and Clearwell move up to the Top 5, overtaking Attenex and CT Summation which slip back to the second tier. There are also 3 new names ranked 6 through 10 (Epiq, iConect and Symantec) who displace Cataphora, Doculex, ISYS, and Oracle, none of whom even make it into the top 15. In other words, 70% of the rankings have changed since last year.

If a litigation support manager were to focus only on the Top 5 in making her e-discovery software decision, she would have a choice of some very different solutions. Autonomy positions itself as a high-end (expensive) platform for corporations, while Lexis offers a comprehensive toolset for law firms. Guidance and Clearwell are complementary in that both provide best-of-breed solutions for parts of the EDRM model: Guidance is the leader in collection and preservation, while Clearwell is the leader in processing, analysis and review. Finally, FTI takes a services-based approach which centers around RingTail, its hosted review application.

Looking lower down the list, there were some other interesting results, primarily around which companies were NOT ranked. Kazeon made it into the third tier (ranked 11-15) whereas StoredIQ, its main competitor, did not. Nor did Recommind break into the rankings, despite making a major push into e-discovery from knowledge management over the past year. But the most striking absentees are PSS Systems and Exterro, which have pioneered litigation hold management for Fortune 100 companies. I can only guess that they cover too much of niche market to warrant inclusion in an industry-wide report.

Top E-Discovery Service Providers

In contrast to the world of software, e-discovery services saw much less movement in this year’s rankings:

Note: arrows show change to rankings from last year’s Socha-Gelbmann Survey

There was only one change to the top 5: Fios moved up, displacing Guidance which plummeted 10-20 places down to a 16-25 ranking. In addition, there were two new players in the top 10, Epiq and Huron, who edged out Electronic Evidence Discovery and Ernst & Young.

Conclusion

Changes to the software rankings reflect broader changes in the litigation software market. As litigation discovery has moved in-house, corporations have become a major driver of purchase decisions that were previously left to law firms. Many software companies, such as Attenex, have struggled to make this transition, while others, such as Clearwell, have capitalized on it. There has been no such change in the service provider world and, as a result, the rankings are relatively stable.

It will be interesting to see what happens next year. Every other software space is dominated by a small number of players, like Oracle for databases or VMWare for virtualization. If the same is true for e-discovery, then we can expect many fewer changes to the software rankings in future surveys as the leaders pull away from the pack.

I knew the rumors about FTI’s acquisition of Attenex were true when we received a call in early May. It was from a large Attenex partner, who said: “We need to switch out Attenex no later than the end of June.” There have been many similar calls since then; as one service provider told us the other day, “I cannot imagine any Attenex partner not looking for other alternatives.”

The reason is obvious: Attenex Advantage partners – such as BDO Seidman, Deloitte & Touche, DiscoverReady, DTI Global Document Technologies, Forensic Consulting Solutions, Navigant Consulting, SPI Litigation Direct, VMAX Consulting and 10-15 others – compete directly with FTI. If they must now rely on FTI for their Attenex technology, it puts them at a massive disadvantage when competing for business. FTI could easily undercut them on price, since it no longer pays usage fees to Attenex; or, FTI could promise additional features in the Attenex product that its competition cannot match. It could certainly claim to be the world’s greatest Attenex experts (after all, who knows Attenex better than Attenex itself?). Perhaps worst of all, every time an Attenex Advantage partner works on a client using the Attenex product, it has to inform FTI at the end of the month so that it may be invoiced for usage, thus enabling FTI to track its client engagements.

Yes, FTI will likely make all sorts of promises about “Chinese Walls” and continuing to support other Attenex Advantage partners. But those promises are impossible to enforce (ask the editor of the Wall Street Journal!), and FTI could change its mind at any time, leaving service providers which depend on Attenex in the lurch. I don’t know anyone who would take that risk.

So the single greatest impact of the FTI-Attenex deal is that every other “Attenex Dis-Advantaged” partner needs to find an alternative e-discovery solution – and fast!

A second impact can be surmised from the market’s reaction to the deal. As the chart shows, FTI’s stock immediately popped 10%, adding about $300 million to its market capitalization. Partly, that’s because FTI negotiated such a great deal. It purchased Attenex for only 3.5x revenue, in a transaction that is neutral/accretive to earnings. Partly, it’s because FTI has a great track record with software acquisitions. For example, it acquired RingTail (a hosted review platform) in 2005 for $34 million, and today RingTail generates over 3 times that amount in revenue. Personally speaking, I have always been impressed by FTI’s team which is without doubt among the best in the business.

The interesting thing in this acquisition, unlike many others, is that the value will not come from selling the acquired product, since FTI is doing that already. In fact, FTI has been selling Attenex for years, and has even integrated it with RingTail. Rather, my guess is that FTI will use Attenex to grow its consulting business in several ways, such as:

1. By convincing clients to switch consulting firms, not technology. Let’s take a hypothetical example and say Ford is presently using Attenex through LECG. If LECG now uses a different electronic data discovery solution, then Ford is left with a choice: keep LECG and lose Attenex, or change from LECG to FTI and keep Attenex. Ford’s decision will, of course, be driven by many factors, and it will be interesting to see what happens in scenarios like this.
2. By winning a greater share of e-discovery dollars. Today, companies primarily engage FTI on life-threatening issues: stock option investigations, merger 2nd requests from the DoJ/FTC, and so on. By leveraging Attenex’s brand, FTI might extend that to also cover everyday e-discovery issues like run-of-the-mill litigation and regulatory inquiries.
3. By building an e-discovery footprint behind the enterprise firewall. Attenex has struggled to sell its product for on-premise deployment at enterprise customers in the past. Its website has no customer logos and I’m only aware of a couple of installations, neither of which is publicly reference-able. FTI’s strong consulting business might help change that and make it easier for enterprises to adopt Attenex.

I am sure there are other ways for FTI to get value from the deal that I am not smart enough to think of. My point is that, given FTI’s leadership talent and the scope of its consulting engagements, there are lots of things FTI could do with Attenex to create shareholder value far in excess of the acquisition price. That’s why I believe the second impact of the deal is that it will have a positive impact on FTI’s core business.

Assuming that you can buy each company for the same price, which would you acquire?

Company A has been in business 3 years, has 25 customers, no brand to speak of, and did about $5 million in revenue in the prior year; or,

Company B has been in business 7 years, has over 100 customers, a strong brand in its market, and is doing $25 million in annual revenue?

“No brainer,” you say, “obviously, Company B.” So it is that FTI looks to have got a great deal buying Attenex (Company B) today for $88 million, whereas Seagate looks like it grossly overpaid for Metalincs (Company A) which it bought for $82 million in December 2007. But things are not always as they appear, and there are good reasons why litigation support software company Attenex has sold for a paltry 3.5x revenue, a multiple well below the 16x commanded by Metalincs or even the 5x revenue that Iron Mountain paid for Stratify.

Three forces reduced Attenex’s acquisition price. The first is that FTI accounted for a large proportion of Attenex’s revenue. That gave FTI leverage over Attenex since it could say, “sell to us for $88 million, or we will take our business elsewhere, your revenue will plummet, and the value of your business will be greatly reduced.” This power that FTI had over Attenex made it the only logical acquirer, so there could be no pressure from other bidders to raise the purchase price.

The second force depressing Attenex’s valuation is that its revenue will likely decline post acquisition as Attenex’s partners (who compete with FTI) switch from Attenex to other solutions. Software investors value growth above all else – and are willing to pay up for it. For example, Bladelogic, an unprofitable software company, went public last year at a $500 million valuation with less trailing revenue than Attenex. But it did $62 million in revenue the following year (Bladelogic sold to BMC Software for $800 million in April 2008). Attenex, by contrast, will see declining revenue in the next 12 months.

Finally, acquirers worried that, since Attenex’s revenue comes almost entirely from its hosted offering via service providers, its revenue was more volatile than enterprise-oriented e-discovery software companies. This is due to the fact that customers (typically, law firms) purchase Attenex-powered services on a case-by-case basis and can switch away at any time. Enterprises, in contrast, purchase long-term software contracts that will not vary based on short-term changes in case volume.

Once these factors are taken into account, the price and the multiple start to look a lot better. Attenex’s founders, who are some of the pioneers of the e-discovery industry, get some well-earned liquidity; the venture investors make a decent return; and, employees get to join a professionally-run company that compensates its people well. My congratulations to the Attenex team, and to FTI which has negotiated a great deal.

Of course, all this says nothing about the deal’s impact on the broader e-discovery market. That will be the subject of my next post.

Perhaps the single greatest component of e-discovery costs is review, meaning the pain-staking process whereby teams of attorneys evaluate information to determine its relevance to the case at hand. Why has review become so expensive? A recent Sedona Working Group Paper explains:

In 1990, a typical gigabyte of storage cost about $20,000; today it costs less than $1 dollar. As a result, more individuals and companies are generating, receiving and storing more data, which means more information must be gathered, considered, reviewed and produced in litigation. But, with billable rates for junior associates at many law firms now starting at over $200 per hour, the cost to review just one gigabyte of data can easily exceed $30,000.

That’s quite a difference: $1 to store a gigabyte of data vs. $30,000 to review it; and it has driven corporate legal departments and law firms to embrace e-discovery review platforms. These review platforms, which can be either packaged software or a hosted service, typically emphasize one of two main benefits:

• “Review Faster”: Traditional review platforms increase attorney productivity by increasing the number of documents they can review each hour. For example, the name “Attenex” derives from the claim that it will help attorneys review documents “at 10x” the speed that they could do otherwise. These products help to a point, but – no matter how good the software – there is a limited number of documents that the human brain can digest in a day, so, even with them, review remains very expensive;
• “Review Less”: More recent e-discovery solutions have focused on having attorneys review fewer documents by culling down data prior to review. This can massively reduce review costs, since 80%+ of documents can be eliminated without being read, but it does raise one serious question: how can you be sure that responsive documents do not inadvertently get culled?

The technical term for this issue is “elusion”, meaning: out of all the material judged as not responsive, how many are in fact responsive (i.e., how many false-negatives does your culling methodology produce)? It is virtually impossible to answer that question definitively without a human reviewing the entire dataset to assess relevance which, of course, defeats the point of culling in the first place. So the accepted practice is to use statistical sampling theory, whereby you test a sample that gives you a certain confidence level about the total population. For example, to get a margin of error of 2-sigma with 95% confidence level, you need to randomly select and process one-in-400 documents. How easy is this to do? Actually, it’s pretty straight forward. Any good e-discovery solution should let you create a separate folder containing a subset of non-responsive documents for human review as a quick check on the effectiveness of culling. You can determine the size of your sample according to what confidence level you want to have.

This is an area that Sedona and others have considered in great depth, and there are many excellent papers on the subject by people far more knowledgeable than me. To pick just a few, Herbert Roitblatt has written extensively about sampling in e-discovery and elusion; and, Daticon’s paper may be a few years old, but is well worth reading to understand the origins of the “review less” movement.

Practically speaking, as someone who has seen both approaches in action, I think that “review faster” is helpful, but if you want to massively reduce your e-discovery costs, then the big win is “review less” – even with sampling to mitigate concerns about elusion.

There are two independent analyst reports identifying the top e-discovery software vendors.

The first, published in June 2007, is the Socha-Gelbmann Annual Electronic Discovery Survey. The authors, George Socha and Tom Gelbmann, probably know more about e-discovery than anyone else you are likely to meet. As someone who has filled out their 178-page survey, I can tell you it is excruciating in its detail and incredibly rigorous. According to the report, George and Tom contacted nearly 1,000 individuals and collected detailed data from 115 organizations.

The second analyst report is Gartner’s MarketScope, which is published today (December 2007). Its author, Debra Logan, is fast emerging as one of the leading lights of e-discovery and has great instincts about the market. For her report, Debra tells me that surveyed 30 vendors and checked over 90 customer references.

The results from the two reports are as follows:

(1) Companies listed as “Top Electronic Discovery Software Providers Based on 7 Criteria” (Table 19 and 20), listed in alphabetical order. (2) Companies awarded ratings of “Positive” or “Strong Positive” (Figure 1), listed in alphabetical order.

Why are the lists so different? Primarily because of two main factors:

1. Gartner’s list mixes service providers and software companies whereas Socha breaks them out separately. The Socha report has an entirely separate list for service providers.
2. Socha’s report was completed 6 months earlier than Gartner’s. In that intervening period, several new players entered the e-discovery market. For example, Kazeon was ranked by Gartner earlier this year a “niche player” (lower left quadrant) in the enterprise search market, and has not been in e-discovery long enough to participate in the Socha study (or, if they did participate, they did not have enough e-discovery customers to gain a high ranking).

Conclusions

The first conclusion to draw from these lists is that any vendor not in them is probably not worth considering for e-discovery. If neither Socha nor Gartner ranked them highly, then the vendor either could not provide compelling customer references or has lost competitive bake-offs to someone who is on the list. Either way, they are best avoided.

The second thing that stands out is how different these lists are. Of the 21 vendors identified by Socha and Gartner, only 5 are ranked as top e-discovery software vendors by both of them. Those 5 are Attenex, Clearwell, FTI, Guidance, and LexisNexis. So, if you are an enterprise looking for an e-discovery solution, it is clear who you should call first.

Finally, it is worth noting that both these analyst reports are relatively new. This is the third annual survey for Socha, and the first MarketScope for Gartner. That speaks to the fact that e-discovery software is a new, fast-growing product area. More and more enterprises are adopting e-discovery software solutions, and asking analysts about them, because they offer such a compelling ROI.