How did they do it?
- Joined the Aero Advance Access program for early access to the new UI
- Used the UI to connect with and engage customers
- Demoed Aero to 99 people across 45 law firms and organizations in 46 days
Identifying a Competitive Advantage
There’s no shortage of service providers in e-discovery. The complex nature of the industry naturally lends itself to partnerships—but that can be a double-edged sword.
On the one hand, service providers have a wealth of prospective clients looking for support. But, on the other hand, they constantly need to make themselves stand out from the crowd. And often, technology is the best way to do that.
Solution provider Array knows that reality all too well. Since adopting RelativityOne in 2019, they’ve continuously worked with Relativity to be on the cutting edge of what’s new and what’s coming in software.
That’s why in January 2020 they joined the Aero Advance Access program. This pilot program gave them and their clients access to RelativityOne’s brand-new Aero UI months before its release.
At first, Array viewed the Advance Access program as an opportunity to stay engaged with their current customers and reach new clients while they’re at it.
But, when COVID-19 hit, Advance Access wasn’t merely an opportunity—it was table-stakes.
Getting Creative: An Aero UI Demo Contest
The pandemic changed how the business world works. Stay-at-home mandates eliminated in-person meetings and travel. Organizations began cutting projects and budgets. Almost overnight, companies needed to rethink their strategies and business plans to stay relevant and engaged with customers.
For Array, that sudden change was a bit easier to stomach. They just had to get creative.
So, their sales team began leveraging their early access to the new UI as ammo for scheduling client interactions. Specifically, they implemented an Aero demo contest to encourage their team to schedule demos of Aero.
The contest was simple: Whoever could deliver the most Aero demos between April 15 and May 31 would be crowned the winner.
Within just 46 days, Array’s team presented demos to 99 people across 45 different law firms and organizations.
As a direct result of those demos and their early access to Aero, they:
- Won 11 new projects.
- Are currently in the running for 7 new projects.
- Won a large automotive & technology client who is in the process of moving 18 terabytes of data into their RelativityOne instance.
The Best Is Yet to Come
All in all, Array was able to stay relevant during the most turbulent times by getting creative with their sales efforts and utilizing the Aero Advanced Access program to connect with customers in new ways.
The new intuitive, modern interface—coupled with lightning-fast performance and automated workflows—helped elevate their prospects’ interest in RelativityOne and working with a provider on the cutting-edge of new technology.
“The Aero UI is refreshing and will restore confidence back into the end user as well as RelativityOne partners. The new design has shown us that Relativity is listening and using that feedback to create new applications and new workflows to assist and simplify our day to day tasks,” said Anthony Gonzalez, project manager at Array.
“The Aero UI is refreshing and will restore confidence back into the end user as well as RelativityOne partners. The new design has shown us that Relativity is listening and using that feedback to create new applications and new workflows to assist and simplify our day to day tasks.”
ANTHONY GONZALEZ, Project Manager
As for their current clients, Array reports that their customers are excited about the new features and speed that Aero brings, and area also impressed with Array’s strong relationship with Relativity.
“I often speak to our clients about how important feedback is to Relativity and the key role it plays in their culture and product development,” said Jenna Rooney, director of client solutions at Array. “The Aero Advance Access Program showcases that dedication to improvement and provides an opportunity for the Array team and our clients to have a direct hand in shaping the future of RelativityOne.”
“Although Relativity has built and created Aero UI, I believe that all of the users and partners have had a hand in designing it,” Anthony added. “There are bits and pieces of every user's feedback in and around Aero UI and as we get newer minds exposed to the platform. I feel the best is yet to come.”