Legora CRO: Running software pilots on test data causes low engagement
Patrick Forquer · Inside Legora: Jude Law Generated $50M Pipeline | Are They Undervalued at $5.5BN? | Patrick Forquer · 20VC with Harry Stebbings · May 11, 2026 · at 26:48
Patrick Forquer is the Chief Revenue Officer at Legora, an enterprise AI business. He discusses sales qualification traps when managing enterprise software pilots.
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“You know, we've had some firms who, you know, say, oh, we have this really onerous InfoSec process. So we want to do a pilot, but we don't want to go through InfoSec. So we're just going to do it on like test documents, like, you know, or like publicly available things. That's a recipe for, again, low engagement, low excitement, and just generally doesn't work out well.”
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