Ryan Anderson, founder and CEO of Filevine, explains how the company structures its sales development representative (SDR) team.
Opinion
Anderson: Heavily funded legal AI tools Harvey and Legora are GPT wrappers
“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…”
Assertion Not checkable as stated
Rival Litify sold to PE for a small amount and stopped competing
“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…”
Assertion Not checkable as stated
Filevine won 80% to 90% of head-to-head deals against Litify
“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.”
Assertion Not checkable as stated
Filevine generates more revenue from legal AI than core case management
“More revenue comes from legal AI than it does from our case management system, which is kind of extraordinary, right?”
Insight
Law firms only need Filevine once they develop management problems
“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…”
Opinion
Anderson calls 'Solution Selling' the best sales discovery book ever written
“Solution selling. It is like an old school. You know, if you look at this book, it's going to look like mid nineties, it's like a hundred pages, but straight up that book is still, I think the best book to how to do discovery questions that I've ever read.”