Patrick Forquer, Chief Revenue Officer at Legora, discusses the annual contract value threshold required to justify deploying costly forward-deployed engineers to enterprise clients.
Disclosure
Legora CRO: Every Enterprise Pitch Against Harvey Is a Death Match
“We have one big competitor, and they come up on every, it's a, you know, death match on every deal. It's super competitive. We have a ton of respect for them.”
Assertion Not checkable as stated
Forquer: Legora and Harvey aggressively poach each other's law firm clients
“I mean, they know who we work with. We know who they work with. We're both trying to get in. We, we're very aware that, you know, they know who our customers are. We know who theirs are. We're both going aggressively after it and also scaling up quickly to go …”
Assertion Not checkable as stated
Forquer: Legora converts 78% of sales pilots to closed-won deals
“When we get into a deal, when we get into a pilot, we convert pilots, 78% of the time, into a close one opportunity.”
Opinion
Forquer: Legacy SaaS Delayed Demos Because Products Weren't Good
“So the traditional SaaS playbook is like, you don't want to demo. For example, the old school SaaS thing is like the products weren't very good. You know, you want to hold the demo as long as possible, do discovery, build rapport, do all these things, and then…”
Insight
Forquer: Free Software Pricing Causes Enterprise Customers to Fail at Adoption
“If a company's not spending any money on a product, does it matter? Then they're not going to put the resources and attention into it that they need to.”
Insight
Legora CRO: Running software pilots on test data causes low engagement
“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 availab…”