The Ledger
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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.”
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 …”
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.”
Legora provides forward deployed engineers for contracts of six figures and above
“We can afford to take, you know, to take this sort of human, this very human-centric approach right now, but we do it for, you know, pretty much anything in, in, in six figures and above.”
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…”
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.”
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…”
Legora hires 40 to 50 employees biweekly for Stockholm onboarding
“Now, every two weeks, we have a new hire class. And at this point, it's between 40 and 50 people joining every, every two weeks. We send everyone to Stockholm, do an immersive five days.”
Legora closes high seven-figure enterprise legal tech deals
“We're doing a lot of, you know, seven big, high seven figure deals. And a lot of legal tech companies were like more niche. And so the ACVs and ARRs were, you know, not what ours are.”
Forquer: Hire sales reps for deal size experience, not domain expertise
“And I'd much rather have someone who is really strong and understanding sort of organizational dynamics and change management and was really confident in sending, you know, large proposals and like being able to work that sort of angle.”
Forquer: Legora sales team averaged 280% quota attainment last year
“Well, our average attainment last year was 280%.”
Forquer: Traditional SaaS Is Under Threat, but Salesforce Pivoted Early to Agentic AI
“I think all the traditional SaaS companies are definitely under threat right now, but I have to say I've been so impressed with Salesforce. If you look at, they sort of Did a hard break glass in case of emergency pivot last year. And at their scale, they went …”
Non-Engineering Staff at Legora Build Product Prototypes via AI Vibe Coding
“I mean, we have legal engineers, for example, who have, will have a product idea around something that we should build in Lagora. Maybe for a specific industry, like we have a funds attorney who works with us, who's excellent named Felix. And, you know, he had…”
Forquer: Prioritize company growth rate over job title in tech careers
“I think people over index on title and under index on growth. I'd rather take a role, you know, maybe below the level you're at, a high growth company.”
Forquer: Breaking salary bands for star hires creates a toxic culture
“You can't really do that. And we have bands and we have to have like parody and fairness for a reason. And that's like, that's one way to create, you know, sort of a toxic culture is if people figure that stuff out, then, you know, that leads to sort of bad th…”
Forquer: Working at an AI startup is unhinged and all-consuming
“Working in this world is, is completely insane and unhinged and it's over, it's all consuming.”
Forquer: Legora Constantly Runs Pilots, Unlike Braze
“At Braze, we never ran pilots in Lagora. We just, we run pilots all the time as an example.”
Forquer: Market AI Literacy Remains Very Low Across Sectors
“I think AI literacy generally in the market, not just Within the legal context, but AI literacy generally is very, very low.”
Forquer: On-Site Sales Pilots Are Critical As Buyers Tune Out Zoom
“Getting on site is super critical because people don't pay attention on Zoom.”
Forquer: Legora refuses to offer software for free to gain market share
“We don't give Legora away for free. So we try and have price integrity.”
Forquer: Legal Tech Buying Depends on Mutual Consultation Between Firms and Corporates
“If you're selling to a corporate, they're going to ask all their law firm panel, what tools are they using? If you're selling to a law firm, they're going to ask their big corporate clients and the tools they're using.”
Forquer: Legora easily gets executive meetings due to AI market demand
“With Legora, because There's so much chatter in the market about AI and the firms and corporates both want to understand what others are doing. We actually get access to power pretty easily and people want to learn”
Forquer: Enterprise buyers seek safe bets during AI category creation
“There's certainly an aspect of a flight to safety during these sort of category creation moments, because this is all new. The sort of general understanding of how agents work and how AI works and how to think about use case design is still being developed. An…”
Forquer: Competitor Harvey built a strong brand as first market entrant
“That's a hard one. And I don't want to give, I don't know if I want to, you know, give an inch at all, but I mean, certainly the strength of their brand is something that, that is, is hard to deny. They've done a great job. They were the first entrant and they…”
Forquer: Legora lets underperforming sales reps go within their first quarter
“When we move on from sales folks, we do it typically within the first quarter.”
Forquer: AI call scoring and pipeline metrics identify rep success within 45 days
“So if you look at call quality scoring plus opportunity development from a pipeline perspective, you can see pretty quickly who's tracking We know what good looks like, and we know what good doesn't look like, and you can see pretty quickly within about 45 day…”
Legora's top enterprise sales reps close deals within 90 days
“Even our enterprise folks, when they come in, they're going to be, you know, buried in deals within 60 days. Like our best people are closing deals typically within 90 days, even on an enterprise team.”
Legora regularly utilizes direct CEO-to-CEO bake-offs in enterprise sales
“I, it is, I mean, in my career, yes. But in terms of the Legora experience, no. Because again, these are such important decisions.”
Forquer: High-End AI Executive Dinners Are Highly Effective Enterprise Marketing
“And so we still find that these sort of thought leadership AI thought leadership dinners are super effective and they cost a lot of money and you have to, you know, get some talent in the room from a thought leader point of view and to have them do like a fire…”
Forquer: Legora sets sales quota multiples between 8x and 12x OTE
“Ours right now, it depends on the mark, it depends on the segment in the region, but ours right now are between sort of eight and 12 x.”
Legora scaled from $25M in Q3 to over $100M ARR earlier this year
“We hit 25 in Q-three, and then we went nuts in Q-four and like blew through every, you know, we ended the year at 70. And then obviously crossed a hundred earlier this year.”
Legora CRO identifies APAC as most complex market for international expansion
“I would say APAC is probably the most complex, and certainly each region has its own nuance with respect to like data hosting requirements, processing requirements, like you can't process stuff In Europe or the US, you have to process certain things in region.”
Legora partners with McKinsey to expand into European public sector
“We announced today a big project we've done with McKinsey, you know, focusing on European public sector work.”
Forquer: Legora Survey Shows Most Hyperscaling AI Companies Use Salesforce
“I don't know how it's going to shake out, but I know we did a survey of all the other sort of hyperscaling AI companies and most of them are using Salesforce.”
Legora Pushes Teams to Use AI Across Deals Without Token Budget Limits
“We're pushing our teams to use AI in every aspect of the deal as much as possible. And thankfully for us, like, budget isn't a huge concern at the moment, so we're really focused on automating”
Forquer: Legora's Primary Operational Bottleneck Is Time, Not Capital
“It's less about money and more about time. And the hardest thing that we have right now is taking the time to sort of pause and think about ways of working and like our operating model.”
Legora employs former big law attorneys as forward deployed legal engineers
“We have both forward deploy engineers, but we also have forward deploy legal engineers who are typically, you know, big law attorneys who understand how individual practice areas work within a law firm, as well as how corporate legal departments work within th…”
Legora launched a brand marketing campaign starring Jude Law
“So for example, we just did a big brand campaign with Jude Law.”
Forquer: Legora models its GTM execution strategy after Ramp
“One of the companies I really admire and try to model after his ramp, like you said, and we talk a lot about them internally in terms of how they've built the execution layer from a go to market perspective.”
Forquer: Legora counts Debevoise and Linklaters among its law firm customers
“You know, working with the firms that we work with, you know, having, you know, Devovoys and you know, Linklaters and other big firms, you know, advocating for us really goes a long way, and I think we have that stamp now, but that's been a journey that we've …”
Forquer: Legora leverages investors like Bessemer and GC to close deals
“A hundred percent. I mean, with our, the cool thing about the space that we're occupying is because the VCs themselves, like if you think about Iconic, General Catalyst, Bessemer, they have huge legal networks themselves. They're big spenders on legal services…”
Legora go-to-market reps manage five pilots in their first quarter
“When we drop GTMs into their book, they're into pilots. You know, they're into typically something like five pilots within their first quarter.”
Forquer: Legora's hyper-growth limited board revenue guidance to six months
“At the beginning of the year, you know, I only gave guidance to the board Based on a six month, rolling six month basis.”
Legora Built AI Agent for Automated One-Click Account Planning and Prep
“And we've created playbooks for things like account planning, as an example, where we've created an agent that can do a one click account plan and help you do like meeting prep for use case development and things like that.”
Legora is launching a brand partnership with MLB star Aaron Judge
“Well, we have one coming up with Aaron Judge.”
Forquer: Legora expanded headcount from 40 to over 500
“When I started, we were at 40 people. Today, we're over 500.”
Forquer: Braze enterprise implementations took six to 12 months
“Braze is really hard to implement, or at least it was when I was there. So, you know, you're on a legacy product, you're consolidating one, two, three, four, five different tools into one tool. Implementations take, you know, six to 12 months.”