Sramana Mitra: You had a chance to understand the requirements of that market by catering to the legal industry, and then you went to the larger IT departments with the use case of catering to their legal issues. Bob Tennant: Exactly. In order to understand how your customer needs to evolve, I would suggest to
Sramana Mitra: That is interesting. Are there any other major use cases, or are those more or less representative of how you gain accounts? Bob Tennant: There are others on the license side of our business, also in customer experience optimization. There you basically pull together information from a wide variety of repositories, because often
Sramana Mitra: Could we talk about a few more pain points? Bob Tennant: We do something called e-discovery, where in the process of responding to a government regulatory request or litigation, you are obligated to provide all pertinent information to that request. To do that, you need to find and identify, then analyze, what information
Sramana Mitra: So you built a platform and you let the customers figure out what use case they want to apply it to? Bob Tennant: No. Our experience in the past has been that it is very difficult to sell a platform. It is very hard to do if you are carrying a big company’s
Bob Tennant is the chief executive officer at Recommind, a lead provider of e-discovery, enterprise search and automatic categorization software. Bob has degrees from the University of Victoria, the University of California at Berkeley, and Columbia University. He has many years of experience in the IT business, having worked for Swiftsure Capital and Sun Microsystems,