Don’t get pulled into the Larry/Harry fight they will out-spend and out-resource you, and it’s not the hill to fight on right now.
I spoke to two rather dashing gents last week about their new solution, they raised some cash, all very impressive.
For todays memo I thought I would share with you guys the follow-up I put together for them, I think it helps to always have a quick refresher on some founding principles
As a quick recap and to outline next steps, here’s what I’d prioritise:
Refine your customer segments/ Market Map
Dial in on the highest-value use cases and build a targeted “Dream 100” list of firms to focus on. Your messaging should be specific, clear, and relevant to each segment.
Crunchbase, Apollo and https://www.ocean.io/ are good solutions to leverage
Within the TAM build out the buying personas and find out who they are in each account, what their pains are, why buy you?
Start with transactional or project-based sales
Use smaller, scoped projects to win initial buy-in from larger firms. Once value is proven, annual contracts become a much easier conversation.
With Contract never go for 12 months, offer 36 with a 12 month break, otherwise you will get kicked out and will need to go through procurement again
Improve sales hygiene and tooling
Start using HubSpot (or equivalent) consistently. Get the pipeline, outreach, and deal notes out of your heads and into the system.
This will help with forecasting and speed.
Test cold outreach with smaller firms
This will give you faster feedback loops and shorter sales cycles, letting you refine positioning and objections early.
WE HAVE A JOB BOARD……….. i did it….. it’s not finished but here it is
Much love
Rob
Powering the world's LegalTech companies with exceptional humans.
https://www.linkedin.com/in/johnson87
