Forquer: Legacy SaaS Delayed Demos Because Products Weren't Good
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 9:07
Patrick Forquer, CRO at Legora, contrasts traditional enterprise SaaS sales playbooks with the immediate, product-led demonstration requirements of selling AI tools.
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“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 you demo like the second or third meeting.”
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