Objection Handle 1
“Is this sales call”
Response: “I’m not trying to sell you anything right now. I’m actually reaching out because I worked with other TITLES at COMPANY and they had some initiatives to do xyz and I saw with your role at the company that this might be of interest to you. Is this part of your role?”
This company wanted an ediscovery tool that was easy to learn and use, with rapid innovation cycles that keep pace with the evolving pressures from skyrocketing data volumes, increasingly complex data types, and evolving regulations — at a predictable cost
Vail Resorts
The following are examples of this FEATURE in Everlaw?
Box +
Sharefile
One drive
Drop box
Gdrive / Google Vault ++
Special
Sharepoint
Zoom
Asana
Gira
O365 ++
Slack
Cloud Connectors
“Is this sales call”
Response: “I’m not trying to sell you anything right now. I’m actually reaching out because I worked with other TITLES at COMPANY and they had some initiatives to do xyz and I saw with your role at the company that this might be of interest to you. Is this part of your role?”
After you find out what the prospect is using you would ask these series of questions to uncover Before Scenarios/Negative Consequences (pain funnel):
* What areas do you wish could be improved?
* What impact has that had?
* How often/much is that happening?
* What happens the longer you wait to address this?
* What would have to change for you to address this sooner rather than later?
“I’m not the right person…I’ll connect you with my manager”
Response: “Completely understand, I’d love to speak with your manager in the future. I speak with other TITLES who are in the weeds of the day to day workflow. How is your current process going?”
This company set out to centralize its legal matters within a single, unified ediscovery platform, transitioning outside counsel to the tool for better control over company data, costs, and oversight. They needed to contain rising outside counsel costs an handle its legal matters – including regulatory investigations – more expeditiously, effectively, and predictably
PGE
Legal Holds
“I’m not the right person…I’ll connect you with my manager”
Response: “Completely understand, I’d love to speak with your manager in the future. I speak with other TITLES who are in the weeds of the day to day workflow. How is your current process going?”
You would ask this question to uncover/understand the prospects Compelling Event/Timeline
* If you came out of this meeting confident that Everlaw could meet your needs, do you have any upcoming matters in the next 1-3 months that would be require an ediscovery solution?
* If so, how many?
“I like what we have. Don’t need to change”
“Totally can understand why you’d think that. Its super interesting, but what we’ve been seeing across the board is…when a company grows quickly, companies we have worked with have seen an increase in internal investigations, data, and litigation which prompts them to look for a tool that will put them in a better position for when they continue scaling and keep up with growing demands
This Everlaw customer, a business property and liability insurance company, needed to move from a legacy on-prem ediscovery tool to improve visibility, accessibility, and speed — and to free up its legal team from clunky manual workflows, so they could deliver value in the ways that mattered most. The company needed a platform that was easy enough to use for non-technical employees, that fit its budgetary needs, and complied with the highest security standards.
Intact Insurance
This feature graphically displaying key communicators in your data, it enables you to instantly identify key players, rapidly gain insights into their communications patterns, and spot anomalous behavior fast – and then act on those insights in the same integrated platform
Communication Visualizer
“I like what we have. Don’t need to change”
“Totally can understand why you’d think that. Its super interesting, but what we’ve been seeing across the board is…when a company grows quickly, companies we have worked with have seen an increase in internal investigations, data, and litigation which prompts them to look for a tool that will put them in a better position for when they continue scaling and keep up with growing demands
You would ask this question to uncover the Economic Buyer
* What role would you play in bringing in a solution?
* Have you been part of a technology purchase before?
* [If involved]-
* Who else needs to be involved?
* What did the buying process look like?
* Generally, what does the approval process look like for a purchase of an e-discovery solution like this?
“Yeah it's not a good time. If you want to just email me the information, I’ll take a look at it.”
“I know I called you out of the blue and I assume you are a busy individual. If you can give me one minute to explain to you concretely what we do we can assess if there is alignment instead of sending you something that is going to sit in your inbox debating if you want to read it and probably delete it. Can we take an extra minute here just to explain why this may be important for someone in your role?”
This Company's AGC tackled runaway litigation costs head on.
Like a growing number of his peers, this AGC is tasked with transforming how his team manages litigation to achieve greater control and cost predictably given ballooning data volumes and volatile litigation costs by bringing ediscovery work in-house.
Key takeaways:
With increasing pressure to manage cases to an accurate budget, X legal team needed a solution that provides real-time visibility into work progress and hours billed.
Working closely with IT, X, and outside counsel called for an intuitive platform that fosters effective collaboration with a variety of partners.
By embracing innovative technology today, X legal professionals are positioning themselves for success in tomorrow's legal landscape.
HP
This is a fantastic tool to utilize when you have a large dataset and aren’t familiar with the data. Without any user input, Everlaw’s X tool automatically groups documents by conceptual similarity. Using this feature is a great way to start learning about your data quickly right when an investigation begins.
“Yeah it's not a good time. If you want to just email me the information, I’ll take a look at it.”
“I know I called you out of the blue and I assume you are a busy individual. If you can give me one minute to explain to you concretely what we do we can assess if there is alignment instead of sending you something that is going to sit in your inbox debating if you want to read it and probably delete it. Can we take an extra minute here just to explain why this may be important for someone in your role?”
You would ask this question to uncover a Potential Champion
* Who would have ultimate sign-off on this?
* [If answered] When would you typically loop them in?
* During my research, It seems that [insert potential EB/DM] evaluates new e-discovery solutions extensively- is it fair to assume they would have a large say deciding on a new e-discovery solution?
“We don’t have funding/in austerity pattern/not spending any more money”
“Thank you for sharing your concerns about the current funding situation. I completely understand the importance of being mindful of budget constraints, especially in this economy. However, I believe that Everlaw can actually help alleviate some of those financial pressures by reducing risk for the (COMPANY) and freeing up some of the time on workflows for tasked that the COMPANY is obligated to execute on. Even if you're not in a position to move forward immediately, this could be a great opportunity to explore options that might better position you for the future. Would you be interested in hearing how PGE / Vail Resorts bought Everlaw to reduce its net legal expenses?
As principal paralegal at THIS cybersecurity services firm found responding to subpoena requests to be a cumbersome process in which she had little agency. For one thing, her team had to rely on a system owned by the IT department, which meant extra steps and people involved that complicated workflows and delayed response. And many facets were ad hoc and manual – including legal holds.
Coalfire Systems
This term refers to the the rapid growth and spread of data across multiple systems, locations, and storage solutions
Data sprawl
“We don’t have funding/in austerity pattern/not spending any more money”
“Thank you for sharing your concerns about the current funding situation. I completely understand the importance of being mindful of budget constraints, especially in this economy. However, I believe that Everlaw can actually help alleviate some of those financial pressures by reducing risk for the (COMPANY) and freeing up some of the time on workflows for tasked that the COMPANY is obligated to execute on. Even if you're not in a position to move forward immediately, this could be a great opportunity to explore options that might better position you for the future. Would you be interested in hearing how PGE / Vail Resorts bought Everlaw to reduce its net legal expenses?
You would use this talk track/questioning to uncover the prospects Value Drivers
* Many of our customers are looking to see impacts to their bottom line – in terms of cost savings, and/or the revenue they’re bringing in, while others are seeking to reduce their risk aperture. Curious what ideal outcomes look like for you and the team?