Industry Analysis


  • Law Firm Market Segmentation and Mid-Market: The Holy Grail
    Industry Analysis
    Mar 23, 2025
    Law Firm Market Segmentation and Mid-Market: The Holy Grail

    The legal services market is highly diverse, spanning firms of varying sizes, regions, specialization and levels of technological sophistication. Mid-Market law firms (26-150 attorneys) are particularly enticing, often referred to as the "holy grail" due to their growth potential and whitespace for innovation. However, the segment also presents unique challenges that demand tailored strategies for success.

  • 10 Sales Fundamentals: Part 2 - Questioning
    Industry Analysis
    Aug 14, 2023
    10 Sales Fundamentals: Part 2 - Questioning

    Regardless of industry or sales methodology, many sales reps often overlook certain fundamental principles. Even with the abundance of sales technology available, getting these basic principles wrong can undermine any technological advantages. In this series, I will break down 10 principles that, when followed, will help you stand out from the majority of reps who assume their prospects automatically care about what they have to say. 

  • The Use of Large Language Models in LegalTech
    Industry Analysis
    Nov 11, 2024
    The Use of Large Language Models in LegalTech

    Although many companies have been using AI in legal in some form or other for years now, the advent of ChatGPT and large language models (LLM) that are powerful enough to understand and generate meaningful responses to complex questions represents a new era. There remain sceptics who don’t believe the technology is advanced enough to have a significant impact in the legal industry. These sceptics find it hard to imagine concrete use cases for the technology in legal practice. There are others who believe LLMs and advanced generative AI will radically change the industry in the space of just a few years. We have put together the most complete list we've yet seen of companies using GPT or LLMs for legal use cases, in order to shed light on what those use cases are in practice.

  • Five Things to Avoid When Selling to Law Firms
    Industry Analysis
    Mar 24, 2025
    Five Things to Avoid When Selling to Law Firms

    It may seem like making an effective pitch is complex, but there are a few key things you can avoid to ensure you’re navigating the early stages of a sale effectively. Here are five of them. 

  • Increasing Pipeline Velocity to Speed Up the Sales Process
    Industry Analysis
    Apr 02, 2024
    Increasing Pipeline Velocity to Speed Up the Sales Process

    Your pipeline needs to be full enough that you hopefully have multiple opportunities that can convert to reach revenue goals. Rule of thumb is that your pipeline should have 5x the revenue potential of your actual sales goal. But there are other things you should be doing to make sure your sales velocity is accelerated.

  • The Forgotten Requirement: Happiness
    Industry Analysis
    Apr 24, 2020
    The Forgotten Requirement: Happiness

    Almost half of all the lawyers in the United States will suffer depression during their careers. Of these, about 12% admit to having had suicidal thoughts. At a time when there are tools available that genuinely have the ability to improve the lifestyle of people already prone to mental illness, we should be including in our product requirements the question of whether a tool has the potential to restore balance and bring happiness. 

  • 10 Sales Fundamentals You Need to Get Right to Be Successful: Part 1 - Building Rapport

    Regardless of industry or sales methodology, many reps often overlook certain fundamental principles. Even with the abundance of sales technology available, getting these basic principles wrong can undermine any technological advantages. In this series, I will break down 10 principles that, when followed, will help you stand out from the majority of reps who assume their prospects automatically care about what they have to say. 

  • API Checklist: Choose + Implement
    Industry Analysis
    Jan 17, 2023
    API Checklist: Choose + Implement

    This checklist was first published at the Legaltech Hub Conference on October 21, 2022, and represents the work of the panelists: Damien Riehl, Keli Whitnell, Darby Green, Mark Torchiana, and Laurent Wiesel. It is an effective tool for evaluating and selecting data API solutions.

  • Selling Tech to Litigation: Unlocking Growth with Dual Pricing Models

    Selling technology to litigation practices offers opportunities unlike any other segment of the legal market. Combinging enterprise and case-based sales models leads to maximum opportunities.

  • Structure Diagrams - Head-to-Head Analysis

    In the Head-to-Head series, LTH researchers look at discrete pain-points in legal workflows and examine how practitioners might go about solving these using technology.

  • 10 Sales Fundamentals: Part 4 - Let’s Get Personal
    Industry Analysis
    Nov 30, 2023
    10 Sales Fundamentals: Part 4 - Let’s Get Personal

    Every person you speak to in sales has their own agenda (along with their business agenda). That agenda is referred to in many sales methodologies as the “personal value” or “personal agenda,”. If you can address the personal agenda along with the business issue, you are far more likely to get the sale. This article provides a methodology for uncovering the personal agenda of your sales contact so that you can ensure you are addressing it.

  • Guide to Major Recurring Legal Tech Events
    Industry Analysis
    Mar 23, 2025
    Guide to Major Recurring Legal Tech Events

    This guide lists key legal tech events, providing essential details for legal tech solutions providers considering sponsoring them 

  • The Enterprise Buyer's Journey
    Industry Analysis
    Mar 23, 2025
    The Enterprise Buyer's Journey

    All buyers follow a similar process to select and ultimately purchase a product.

  • 10 Sales Fundamentals: Part 3 - Uncovering the Business Issue
    Industry Analysis
    Sep 12, 2023
    10 Sales Fundamentals: Part 3 - Uncovering the Business Issue

    I have been involved in sales for the last 30 years and the last 20 of those years specifically selling legal technology solutions to Corporate Counsel and Law firms Globally.  This is the third article in a series about breaking down 10 principles that, when followed, will help you stand out from the majority of reps who assume their prospects automatically care about what they have to say. 

  • ILTACON Wrap-Up and Highlights
    Industry Analysis
    Sep 04, 2023
    ILTACON Wrap-Up and Highlights

    It’s just over a week since I arrived home from ILTACON, and only now do I feel prepared to post a write-up. After such a big conference, it always takes a while for the take-aways to percolate and distil down. So many things happen each day at ILTACON and each of them is so noteworthy that if any one of them occurred on a normal workday they would be the highlight of that day.

  • Large Law Firms: Budget Timeline
    Industry Analysis
    Mar 23, 2025
    Large Law Firms: Budget Timeline

    Key dates in the timeline of a large law firm budget.

  • How Hashtags Help Legal Tech Vendors Reach Legal Buyers
    Industry Analysis
    Mar 23, 2025
    How Hashtags Help Legal Tech Vendors Reach Legal Buyers

    When used strategically, hashtags are an ideal way to drive brand awareness on social media without resorting to paid ads.

  • Head-to-Head: Deal Intelligence
    Industry Analysis
    Maintained
    Head-to-Head: Deal Intelligence

    Our head-to-head comparison of the most promising deal intelligence products on the market.

  • Large Law Firms: Budget Roles
    Industry Analysis
    Mar 23, 2025
    Large Law Firms: Budget Roles

    Common roles and titles in budgeting at large law firms.

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