20VC: Inside Legora: $100M ARR in 18 Months | Jude Law Generated $50M in Sales Pipeline: The Economics Broken Down | Competing Against Harvey, the 800 Pound Gorilla | Why Legora is Undervalued at $5.5BN with Patrick Forquer, CRO @ Legora

Patrick Forquer, CRO at Legora, details the go-to-market operating system powering the company's sprint from $3.5 million to over $100 million ARR in under two years, with $250 million targeted by year-end. Drawing from six years at Braze, he emphasizes adapting traditional sales principles to agentic AI tools in legal tech, where adoption hinges on workflow integration amid fierce competition from Harvey.

Adoption Frameworks for Agentic Tools

Legora obsesses over implementation change management, a carryover from Braze's complex consolidations. Agentic products like Legora present a "blank page" rather than sequential SaaS steps, requiring users to articulate goals, steps, tools, and decision loops—most don't. Forward-deployed engineers (FDEs) and legal engineers (big law attorneys) integrate Legora into ecosystems and map workflows, e.g., "This is how M&A worked before; here's Legora." Used for six-figure-plus ACVs to ensure all licenses activate, avoiding unused software. Executive sponsorship remains essential; without it, change fails as people resist both status quo and disruption. For pilots, success demands real documents post-InfoSec, defined stakeholders, use cases, and metrics—test data yields low engagement.