THE £1M DEAL TRAP | Nick Morgan: Chief Client and Commercial Officer at Jalubro
Nick Morgan is number one salesperson in the door at Jalubro. No sales team behind him. No marketing function. No office. Just a 10-year-old professional services business pivoting into software, and a governance product that nobody in the market is talking about yet.
In this episode Nick breaks d…
Why Word of Mouth Is Still The Strongest GTM Motion In Legal AI | Bryan Lee | CEO: Ruli AI
Selling to in-house legal teams is harder than selling to law firms. They don't generate revenue, budgets are tighter, and teams are smaller. Bryan Lee built Ruli AI into that headwind anyway, and one early customer saved $850,000 in a year by replacing outside counsel spend with a 3-person in-hou…
Why Free Pilots Are Killing Your Conversion Rate | Eimear McCann | Commercial Director: TrialView
First demo: four years ago. Closed: last week. And that's not the exception, that's what selling into large law firms actually looks like when you're nine years in and still showing up.
Eimear McCann is Commercial Director at TrialView, an AI disputes platform built for the full lifecycle of litig…
The Hidden Cost of Staying When Your Industry Is About To Break | Nathan & Michael | Landfall IP
Nathan Mutter and Michael Drapkin were top outside counsel at Qualcomm, Micron, and Salesforce. When the ChatGPT moment hit, they didn't wait to see what would happen to their industry. They walked away from the most profitable position in the market and built Landfall IP, an AI native patent law …
Why I Always Tell My Customers To Try My Competitors First | Maryam Salehijam | Founder: Andarzi
Maryam Salehijam walked out of a Stanford Law visiting research position into LegalTech sales, with no legal background, no network, and a PhD in something completely different. That outsider perspective is exactly why she sees things most people in this market miss.
In this episode Maryam breaks …
How To Create Customers That Create More Customers | Jacob Adberstein | Co-Founder/CEO: Reflekt Legal
Jacob Adberstein came from NASA. His brother came from cybersecurity. Neither had a legal background. That turned out to be exactly the right perspective to see a problem the industry had stopped noticing, law firms are losing clients at the intake stage before a lawyer ever picks up the phone.
Re…
We Were Selling Efficiency. They Were Selling Hours. Something Had To Break | Matthew Basile | CEO: Naya Law
Matthew Basile built Naya while billing two thousand hours a year as a senior associate at a large law firm. He licensed the platform back to his own employer, sold it to other firms, became a partner, and eventually ran into the wall that every LegalTech founder eventually hits when selling into …
100 Clients and Zero Marketing Spend | Luke Versweyveld | Co-Founder & CEO: Virgil
Luke Versweyveld launched Virgil in August 2024 with a co-founder from Answer AI and a mandate from Eric Rees, author of Incorruptible, to build the legal and back office infrastructure that the governance framework needed to actually work in practice.
Two years in: a hundred clients, a wait list,…
How To Sell When Every Buyer Has Seen 50 AI Tools Already | Dan Gallipeau | Courtroom
Dan Gallipeau spent 41 years as a trial consultant, over a thousand cases, standing next to some of the best litigators in the country. Last year he co-founded Courtroom, AI software that simulates jury decision-making so trial teams can get juror input months before they ever walk into a courtroo…
Overcoming the God Crisis: Fr. Philip Devous on Modern Secularism, Idolatry, and Self-Created Faith
How does the contemporary "God crisis" affect not only those who have left the Church, but also faithful believers striving to follow Christ today? On Driving Home the Faith, host Dr. Ken Craycraft welcomes Fr. Philip Devous, pastor of Saints Peter and Paul Church in California, Kentucky, to discu…
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