Filevine

“You've just raised like four hundred million dollars at a three billion dollar valuation. You're doing well over two hundred million in revenue.”

“Once I had, I think it was about five to six people, and that's always sort of been my bar. I tell people, like, you need our product when you have a management problem. Up until then, if you can just sort of handle stuff as it comes in on your own, or with on…”

“I got to be honest though, Pablo, Jim, who became like one of my lifelong friends. I mean, there may be no more important relationships to me outside of family than that of Jim Blake. But the man probably quit, or I used to say tried to quit, I don't know, 20,…”

“I think we sold literally zero new customers. April, May, June, July, August. In September, I think we sold one, ah, and it was kind of a friend, but they bought. And then again, zero. October, November, December.”

“Because we're most, we're mostly on in-person and the SDR team is a hundred percent onsite every day in the office.”

“In 2016, we went from 20 30 K in ARR to a hundred. And then in 2017, we went from a hundred to a million.”

“I'm sure I had spent hundreds of thousands of dollars of my own money over the course of a couple of years, maybe two, three years.”

“The business at that point, you know, was approaching a million dollars in revenue, right?”

“We always thought, yeah, we have to be able to prove that we can get a minimum spent ARR one-to-one. And that was not just on the marketing side, but also we took into account, like, fully burdened, how much were we paying those reps for the time that they're …”

“They sold for a pretty small amount of money to a private equity group, and the company's still around today, and, ah, you know, not trying to be negative about them, but we don't see them come up in deals anymore. I think it's pretty fair to say that we won t…”

“Over the course of the next, I don't know, three, four years, they were in every major deal against us, and I think our win rate was something like eight to nine out of 10.”

“FileVine built its own e-signature tool, Vinesign. It is a 98% attach rate for our customers.”

“And to this day, government is a major source of revenue for us. It's one of our biggest sectors and one of our fastest growing.”

“More revenue comes from legal AI than it does from our case management system, which is kind of extraordinary, right?”

“Harvey and Lagora were GPT wrappers when they started, and I think they're basically still GPT wrappers today. I think they know that that's a problem, by the way, that that doesn't provide a very significant moat, and they're trying to become more like system…”

“Has high gross margins and 95% retention. Like the GRR is incredible. NDR is 130%.”

“Lois, which is what we call our legal operating intelligence system, that product is growing about 10% week over week.”

“We have 6000 customers, 700 employees, growing extremely fast. We will be kind of well above two hundred million dollars in ARR this year, growing above 50%, close to 60%.”

“We are now doing far more revenue on a new quarter by quarter basis in AI products than in our SaaS product.”

“The SaaS product itself is growing at 35, 40% year over year.”

“Literally large components of your code base, not all of it, of course, but meaningful components of your code base that work today. That make you money will have to be torn down.”

“Filevine has almost 96% gross revenue retention, 124% net revenue retention.”

“If you are going to build an AI application today, you can't simply say, hey, we've got all these APIs. OpenAI has APIs. Done. We'll connect them. We've got an AI application. That is not going to cut it in 2026. To be AI native, actually have to change the ar…”

“The ML team has to own that data layer. And when they do, I can tell you from personal experience, the AI applications you can build When you format it like this, dramatically better, dramatically more reliable, higher context, more complete, more accurate. Yo…”

“We had an ML team. It was fledgling. Now we simply bought a company. You might have to go buy a company, and I realize that may not be an option for all of you, but we bought Parrot. It's an AI native company, and now we've merged the two teams, our traditiona…”

“We do not let our teams roll out applications beyond beta without audit trail logging to know exactly who's doing what with these applications.”

“This product, just this one product is growing in usage 10% week over week.”

“We have moved from open API access To personal access tokens, we know exactly who's accessing our API. We know exactly what they're doing. We know how they're using the API. We know how often they're using the API. They can't get at it without our express perm…”

“We get far more revenue from our usage-based pricing customers than we do from our traditional subscription-based customers.”

“We no longer sell to customers who won't buy the AI products.”

“Now it's worth three billion and it's accelerating.”