WEEKLY DIGEST

The latest news and updates in legal technology

In This Issue

Note from our CEO
Recommended Personal Reading
Resources for You
News From the Community

I’ve personally been following Frank Ready’s series of articles around the do’s and don'ts for legal tech salespeople trying to approach lawyers for the past month.

This week, Frank is again addressing legal tech sales from the purchaser's perspective. This time he is looking at the specific strategies that can kill a deal before you even give the pitch.

The examples cited by Jim McKenna of Fenwick & West and Joe Tate of Cozen O'Connor are unconscionable and show a lack of respect for prospects and legal tech buyers.

Jeffrey Brandt shared his own experiences with this kind of underhanded sales tactics in PinHawk's Law Technology Digest, which shocked me.

Trying to instill fear of the worst possible scenario into potential purchasers, using confusing and distracting jargon, and even going so far as to offer gift cards in exchange for hearing about the product are all tactics that do not resonate with legal tech clients.

Thank you, Frank, for bringing this obviously much-needed conversation to light.

To your success,

Cathy Kenton

CEO

“It’s probably inaccurate to say that no two pitches are alike—but some are certainly better than others, at least when it comes to selling legal tech. From inadvertent ethics violations to clumsy deployment of jargon and even just downright foolishness, there are certain faux paus a sales rep can make that kill a deal before it even leaves the room."

More M&A, More Problems? How Legal Tech Providers Keep Up With Accelerated Growth

In the past 12 months, legal tech consolidation has been accelerated by some companies closing on merger and acquisitioin deals every few months. While such a high-speed growth strategy can expand opportunities, legal tech providers note it requires a careful balance of evaluating corporate cultures and being ambitious while not biting off more than they can chew.

By Victoria Hudgins

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What's Working in Legal Tech Lead Generation in 2021

Let's talk about Lead Generation. Warming up potential customers for your products/services and getting them on the path to eventually make a purchase is something we all want. So what's working? Please take this two-minute survey to answer what you are doing for lead generation right now. By completing this survey, you will have first access to the completed survey results.

By Cathy Kenton

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With 2022 quickly approaching, now is a great time to assess your annual budget and begin planning!

Here is a tool that might help: a customizable budget template that uses pre-formatted formulas to help you calculate total spending and remaining marketing dollars.

Set yourself up for success by assessing your current budget and optimizing for 2022 -- it is never too early!

Microsoft's M12 Invests in Another Contract Startup: UK-based Definely

Another legal tech startup in the contract space has caught the eye of Microsoft’s investment arm. On Monday, contract drafting and review platform Definely announced a £2.2m funding round, led by both Microsoft’s venture capital fund M12 and CRE Venture Capital. Definely was launched in 2017 by former Freshfields Bruckhaus Deringer attorneys Nnamdi Emelifeonwu and Feargus MacDaeid, and participated in Allen & Overy’s legal tech incubator Fuse in 2019.

By Rhys Dipshan

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Blue J Raises $9M in Series B Funding, Adds Key Personnel, Announces New Tax Diagramming Solution

Blue J, the leading provider of predictive analysis tools for tax positions, today announces that the company has raised US$9M in Series B financing led by Generation Ventures. The round includes participation from returning investors Relay Ventures, Mistral Venture Partners and LDV Partners. In conjunction with the financing, Geoff Beattie, Chairman of Generation Ventures, is joining Blue J’s board of directors.

By Blue J Legal

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