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September has given us plenty to talk about in eDiscovery. What interests me most is what the product announcements mean for the people selling them.
My take is that a broader product needs a broader sales conversation. That should affect how companies hire and how salespeople assess their next move.
EDRM released its updated model on 1 September. It puts information governance beneath the whole lifecycle and analysis across it. That is useful context for a sales conversation that reaches well beyond document review.[1]
On 16 September Relativity renamed RelativityOne to Relativity aiR. The company is bringing the platform and its AI capabilities under one name.[2]
“You consume the platform, and the AI comes with it.”
Chris Brown, President of Relativity, writing on 16 September. This applies to customers on 2026 terms.[2]
Everlaw followed on 17 September with a ChatGPT Enterprise plugin. It lets legal teams query case evidence while retaining Everlaw’s existing permissions.[3]
Then on 22 September Reveal announced a corporate suite bringing Reveal Hold, Onna and Logikcull together from legal hold through production.[4]
“Our approach is to bring together exceptional products, not replace them with one generic application.”
Eric Harmon, CEO of Reveal, in the launch announcement.[4]
A useful distinction for sellers: Reveal says its AI will extend across the stack beginning in 2027. The suite is available now. Those are different promises.[4]
Where does the data sit? Who can access it? How does this fit with what the customer already uses? What is available today?
A good seller needs enough product knowledge to recognise the issue and bring in the right specialist. They also need to explain why the change is worth the customer’s time and budget.
That can mean involving legal operations or IT earlier. It can mean a longer approval process. I would want to understand that before setting a quota or promising someone a quick ramp.
I would also want to hear how someone opened an account and moved a difficult deal forward.
Talk me through a recent win. Where did the opportunity come from? Who controlled the budget? What held it up? What did you personally do to get it signed?
That tells me far more than a list of familiar client names. It also helps separate someone who can build a territory from someone who has done well with an established account base.
I would pay close attention to how they explain the value. Can they connect a capability to a problem the buyer will fund? Can they qualify out a poor fit? Can they be clear about the limits of the product?
There is a responsibility on the employer too. If the role involves a broader sale then the training and technical support need to match it. A bigger product catalogue does not automatically make the job easier.
That last question matters for vendors and service providers alike. I would want a specific answer about the product or the expertise customers pay for.
For me September’s news brings the hiring question into focus. Does the salesperson you are looking for match the product you are asking them to sell?
I would be interested to hear what has changed in your own sales conversations this year. Please do get in touch.
Best,
George
[1] EDRM · released 1 September 2026
Current EDRM Model and September 2026 changes
[2] Relativity · 16 September 2026
RelativityOne Is Now Relativity aiR
[3] Everlaw · 17 September 2026
Everlaw Announces Plugin with ChatGPT Enterprise
[4] Reveal · 22 September 2026
Reveal Unifies Enterprise eDiscovery from Legal Hold Through Production
News checked to 24 September 2026. Product descriptions reflect the organisations’ announcements. Hiring views are George’s commentary.
