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Hi, I’m Brad Feld, a managing director at the Foundry Group who lives in Boulder, Colorado. I invest in software and Internet companies around the US, run marathons and read a lot.

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Stratify Announces a Transformation Channel Deal With Merrill Corporation for Their Legal Discovery Product

Comments (5)

On Monday, Stratify announced release 5.0 of their Stratify Legal Discovery product.  This is a major product release for them, as it incorporates a raft of new features and gives them a huge technology leadership position in the legal discovery software market.

Today – Stratify announced that Merrill Corporation – the leading global supplier of diversified communications and document services – has signed a partnership to integrate Stratify’s products with Merill’s Discovery Navigator (Merrill’s proprietary electronic repository technology).  Merrill is a huge established service provider to top law firms and Fortune 100 companies and this type of deal is – in the words of my partner Rex Golding – a classic transformational channel deal. 

If you sell enterprise software and services, you have to have partnerships like this to be successful.  Our company Cyanea is a poster child for this – they had an OEM deal with IBM early in their life which had a dramatic positive impact on their growth and ultimately resulted in IBM acquiring them for a very nice price due to the success and customer adoption of Cyanea’s products. These partnerships must work both ways – Merrill sees huge value in Stratify’s product (we’ve been through an extended and deep evaluation period where we were chosen over other companies) – and Stratify is delighted to be part of Merrill’s toolkit that they sell to their customers.

 

  • http://peterhoskins.typepad.com Peter Hoskins

    Partnerships provide a hyper growth opportunity if mutually beneficial as you said. It is alluring for a small company chasing a big partner like Merrill. Small company hopes and dreams can be crushed waiting, hoping that the big partnership deal would close. Great news Stratify’s deal is inked. I have always had a significant % of revenue & deal flow come from 3rd parties but always have had a healthy dose of sell it yourself sufficiency to make sure the bills got paid.

  • Allen

    Are you, or your company, and investor in either MerrillCorp or Stratify?

    Thx,
    Allen

    Feld Comment: Absolutely – we are investors in Stratify. This post is categorized in “My Companies” – which is where I categorize things about companies I’m involved in. I try to always be transparent in these types of postings – thanks for calling it out in case it wasn’t obvious.

  • Lateef

    How would you define a transformational channel deal? What is the potential added benefit beyond a more standard licensing or co-delivery deal?

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