LexFuel: The Ultimate Gaslight!

AI deals are gaslighting you!

Happy Wednesday!

Quick note before we dive in:We’re moving this to Wednesday @ 08:30am EST.(We’re A/B testing -> I hate it, can’t we just do things once!)

Now back to our regularly scheduled programming...

Maybe I’m a dinosaur, but with my CRO hat firmly on, I still sell proper ARR — the kind that powers legal functions buying things like Intake, Matters, and all the good stuff that actually drives impact.

And that used to mean selling into the whole legal function.

You know — what we used to call a deal.

Sounds reasonable, right?

But AI has seriously warped the definition of a “deal.”And — let’s be honest — it’s messing with our heads - it is not helping my Mellon!

I was chatting with someone the other day who was spiralling:“How are…. errr Harriet and Princess Leia closing so many deals?”

And the answer?They’re not all real deals.Sometimes, that LinkedIn win post you’re seeing?It’s a paid PoC.For one user.One. License.

-fin-

We used to think:

• Corporate logo = full legal team onboard

• Law firm win = 500+ licenses of doc management

Not anymore.

And I need us all to be OK with that… as it ain’t going away.

Because I was driving myself mad thinking:“How the f* are these folks closing so many big logos?”

If, like me, you’re still out there selling good old-fashioned ARR —The big, hairy, 7-figure kind —Where 100 decision-makers need to be gently herded like cats...You’re doing great.

Deals are hard.Legal buyers are sceptical by design.This is the game.Don’t let the AI hype warp your progress.

That’s it. That’s today’s therapy session.(And yes, it helped. Deeply.)

Now back to blind RFPs and 18-month sales cycles.

Much love,Rob

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LexFuel:

LexFuel helps LegalTech and Law Firms hire faster with AI-powered sourcing, talent mapping, and industry-specific recruitment expertise.

Ok…so the link didn’t work last time: www.lexfuel.legal

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