My "im not mad about this vc ad" T-shirt has people asking a lot of questions already answered by my shirt.
I’ve worked with Pat 2x over almost ten years. Him and the team @WeAreLegora are helping write the playbook for the AI enterprise sales motion.
Well worth the listen for anyone trying to nail scaling AI-native applications.
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Jude Law generated $50M in sales pipeline.
Legora is onboarding 50 people every 14 days. 3.6 per day!
$100M in ARR in 18 months. $275M by EOY 2026. Wow.
Paul Graham described them as “ the most impressive startup I've been to visit in years.”
I sat down with @WeAreLegora's CRO, I took some notes and have added them below.
1. Implementation Change Management
Success is defined by change management, not just software. Legora focuses on helping customers adopt AI into workflows, which is fundamentally difficult. You must lead the customer through the “hard yards” of organizational change.
2. Why FTEs are Required in Enterprise
High-end AI needs human experts. Legora uses Forward Deploy engineers and former attorneys, known as Legal Engineers, to bridge the gap. They solve the “blank page” problem by showing exactly how a workflow looks with agents.
3. Throwing out the Traditional Sales Playbook
Old SaaS held demos back. Now you must demo early to show the future. Reps must be audible ready, asking deep questions and building agentic workflows off the cuff during the meeting. AI literacy is low, so the product must lead the way.
4. Brand Awareness as a Performance Driver
Brand awareness is a powerful driver of business, not “fluffy bullshit.” A campaign with Jude Law generated over $50M of qualified pipeline in one month. In category creation, if you are not “in the room,” you lose.
5. Price Integrity over Free
Legora does not give software away. If a customer is not spending money, they will not commit the resources needed for change. Price integrity ensures both parties have skin in the game and value the partnership.
6. Scaling Talent at Unhinged Speed
Legora hires 40 to 50 people every two weeks. Immersive training in Stockholm gets reps ready to sit on calls by week two. They use AI to score demo quality, identifying within 45 days whether a rep will make it.
7. The Lulucast vs. The Bet Your Life Forecast
Effective forecasting requires two perspectives: the rep and manager commit, or the bet your life number, and the Lulucast, which is the weighted math version. Accuracy depends on tight entry and exit criteria for every sales stage.
8. Momentum and Pressing the Advantage
Product-market fit is unwavering. When you have it, you know it. When you find something that works competitively, document it and press the advantage. In an unhinged market, you must play defense and offense simultaneously.
(links below)
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When @loganbartlett and Enzo first met the @aaruHQ team, they immediately sensed that something special was happening. The combination of the team's clarity of thought, the customer love we heard, and Aaru's ability to fundamentally rethink how organizations conduct customer research was exactly what we were looking for.
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Just went to visit Legora. Most impressive startup I've been to visit in years. They're going to surpass Harvey in 2027. After that their only potential rivals will be the model companies. And if ever there was a territory you could defend against the model companies, law is it.
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Nine months ago, I thought AI would resemble mobile for software vendors, where incumbents largely adapted and survived.
I now think it looks much more like the internet, where the default outcome is that incumbents lose.
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Stock based comp only matters for valuation when the perceived enterprise value has shifted to the next 5-7 years FCF instead of end state terminal value.
The shift from one to the other is the major consideration. Not the SBC itself.
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Hello. We recently hired Jude Law to be the face of our brand. So, moving forward, we would prefer that you associate him with precise drafting, seamless collaboration and the ability to analyze thousands of legal documents simultaneously. In line with his contract, something like, “Oh, wow, he makes me think of that collaborative AI platform for exceptional lawyers!” would be an ideal ask. But we don’t want to push it.
Learn more:
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Stock based comp only matters for valuation when the perceived enterprise value has shifted to the next 5-7 years FCF instead of end state terminal value.
The shift from one to the other is the major consideration. Not the SBC itself.
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@borrowed_ideas I ended up killing these from the deck but both touch on things you highlighted in here.
@borrowed_ideas I ended up killing these from the deck but both touch on things you highlighted in here.
Nine months ago, I thought AI would resemble mobile for software vendors, where incumbents largely adapted and survived.
I now think it looks much more like the internet, where the default outcome is that incumbents lose.
Show more
I think the TBPN acquisition is fairly simple for OpenAI. They hire people all the time and give them hundreds of millions of dollars of equity grants. These people are usually researchers but why not use a mix of cash and stock to get two people to help them on strategic comms.
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I want to take a moment to recognize a gravity-defying achievement by the entire @WeAreLegora team.
We have grown from $1M to $100M in annual recurring revenue in just under 18 months.
In this time, we've grown into a truly global company with over 400 colleagues - and built the platform where legal work happens. Powering more than 1,000 teams worldwide.
It is all about the people, and I couldn’t be prouder of the Legora team and thankful to our customers and partners.
This achievement is as much yours as it is ours.
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this is a phenomenal slide. cc @loganbartlett
I got a chance to interview Jack Dorsey for the Long Strange Trip pod about his new article (in comments) on how to build a modern ai native company in 2026.
I took some of his ideas and mixed them with some observations about the hyper scaling ai native CEOs I work with every day. This is a first draft. Thoughts? If this is landing, I can flesh it out more.
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"Every time there's a pullback, someone pulls out the 1999 comparison. I understand the instinct but I think it's wrong, and the data is pretty clear.
In 2000, fiber utilization was below 3% at the peak. Revenue was essentially zero. Today, OpenAI and Anthropic are each generating $20B+ ARR. More than 90% of new data center capacity is pre-committed before breaking ground."
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This deck from @loganbartlett @Redpoint on AI investing trends is one of the best I've seen in recent memory.
With respect to public SaaS, the newspaper chart is pretty haunting:
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