In 2017, Lexis decided existing clients can no longer have access to Law 360 or any other products if they cancel core Lexis. This strategy seems to be working in about 20% of firms that might have otherwise canceled Lexis. For the most part, these products are too new and not that important yet to most firms for this new strategy to have a major impact.
We recommend that Lexis take advantage of Westlaw’s arrogant pricing and try to partner with firms to show the value in their suite of products. It does not make sense to cut off revenue streams given firms’ willingness to walk away from Lexis. In most instances, not allowing customers access to your jewel products is going to be more costly than the value of trying to retain products.
Michael Feit earned his J.D. from the Loyola University School of Law in Chicago and was an executive at Westlaw before founding Feit Consulting 16 years ago. Feit Consulting partners with law firm administrators and legal information professionals to optimize vendor contracts and the management and delivery of legal information resources by providing leading-edge, customized solutions. Contact Michael at email@example.com