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Patrick Forquer

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2026-05-11
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2026-05-11
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  1. “I had a mentor tell me if you want to be a CRO, you need to be really well rounded. I think mostly at the beginning of my career, I'd been really successful in a more like transactional mid-market sort of role. And then I moved into leadership very early in my 20s and was like running a big team. And, you know, I thought I was killing it, right? But I couldn't get like a real VP job because I didn't have like big enterprise experience. But if you want to be a CRO, it's not just sales, it's customer success. It's partnerships. It's implementation onboarding. It's all these different things. And me taking a step back and doing different roles to give myself a broader set of experiences, I think it's been really, really beneficial.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  2. “It's really good at that, but it also has access to all the systems of work that we use. So we use Gmail Calendar and Google Drive. So from an Agentic perspective, it has all the context and it has all my stuff. And so it helps me with meeting prep. It helps me with managing my calendar. A lot of the sort of simple productivity stuff, it's very good at, not to mention making funny pictures.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  3. “Yeah, very cool. I can tell you I have a first grader in Brooklyn, and you go to drop off at his elementary school and the number of Aaron Judge jerseys is astronomical. So very cool from a New York and U.S. perspective. We're really excited.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  4. “As well. Exactly. Exactly. Like, if you look at our last fundraise, our CFO, David, described it as the investment syndicate. It sort of reminds me of the Mission Impossible. One of my friends.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  5. “Yeah, the degree to which the broader sort of investor influence on our deals in sort of the syndicate of influence around sort of the opportunity, not just the opportunity itself, I wish I had known a few things on that sooner.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  6. “Yeah, you can't really do that. And when we have bands and we have to have like parody and fairness for a reason, and that's one way to create, you know, sort of a toxic culture is if people figure that stuff out, then that leads to sort of bad things in the long run. Even though in the short term it might feel good because you get this person, you've got to go about it the right way, I think. It's tough, yeah.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  7. “Yeah, yeah, whatever. Yes, yes, my kitchen was the hottest tech company in Brooklyn. But yeah, bet on yourself. Have confidence in yourself and bet on growth because if you're going to come in and operate at a really high level within a high growth environment, that's the best thing for your career as opposed to like having some ego around like, oh, I'm exitle. I want to stay that. I'd rather go somewhere where you can make a big impact in a growth framework.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  8. “Exactly, you have to be really thoughtful around it. And like I said, it's so much of it's around picking the right market and the right company. I think people over index on title and under index on growth. I'd rather take a role maybe below the level you're at at a high growth company.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  9. “Mostly, when people come to me and ask that question, I say, Are you hitting your numbers? Like, are you, you know, are you doing well in your role? Do you like your boss? Are you learning? Are you getting better? And is this serving you in the way where you're making an impact on the company and the company's making an impact on you to help you level up and get better? And if the answer to all three of those things is yes, then typically I think you're in a good spot. If you've got two out of three or one out of three, maybe it's time to think about what's next.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  10. “Yeah, yeah, exactly. And when you have it, when you have momentum and you have an advantage, press the advantage. If anything is working, disseminate that to the team. Press, press, press. In terms of playbooks and things that work competitively, when we find something that works, we document, share, and press on that immediately. That changes all the time and people react and things change, but that's the kind of stuff that gets me out of bed in the morning.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  11. “Yeah, exactly. For me, it's more about being super intentional about what I want and my vision for myself. And honestly, people ask me, what do you want to do next? Like, I'm doing it. This is what I've always wanted to do. Like the job I'm doing right now is the job I've wanted to do for a really long time. But more often than not, in this world, it's more around like, did you bet on the right horse? So I took a, you know, I took a bet after leaving Brazen went to another company and it didn't work out. I was working really hard. I was doing all kinds of things that I thought were smart and we just weren't seeing the results and then come to Lagora, right place, right time, right market. And so much of our success has to do with the company, the team and the market that we go into. It's like, you know, it's like sports. You put the wrong person on the wrong team in the wrong system. Like they're not going to be as successful as they would have been otherwise. And I just feel very fortunate.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  12. “You have to keep it in mind for sure. That's a great question. It's less about money and more about time. And the hardest thing that we have right now is taking the time to sort of pause and think about ways of working and like our operating model. And I'd love to, for example, do a two-day boot camp where we bring in some AI experts and we go through every part of every process of every go-to-market team and every motion and build more automation and more agents to do more things to take sort of that rote work off of my team's plate so they can focus on those things that have the highest and biggest impact. The money is more about time than money right now and taking that time to think strategically and get everyone together in person, there's so much value. We did our sales kickoff at the beginning of the year in Stockholm. There was so much learning. There was so much relationship building that happened. I wish we could do that stuff all the time. And just the speed of development of our.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  13. “I mean, we have legal engineers, for example, who will have a product idea around something that we should build in Legora, maybe for a specific industry. Like we have a funds attorney who works with us, who's excellent named Felix. And he had a perspective on some things we could build for our private equity clients. It would be highly impactful. And he was having a hard time sort of describing the requirements to our product team and just spent a weekend vibe coded up a version of what he thought would be would be impactful and showed it to the team, showed it to me, and it was like highly, highly helpful in just understanding sort of what the vision of the product could be. So that's an example.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  14. “Yeah, well, it's more around my expectations. It's less around the budgetary questions and more around we have act to a bunch of different AI tools and we've created playbooks for things like account planning as an example where we've created an agent that can do a one-click account plan and help you do like meeting prep for use case development and things like that. So it's more around being really specific of We expect you to be using these tools. Here's the stuff that we've built like from a central team perspective, but I also expect our teams to be going out and building their own stuff and elevating the game because again, we can't do things the same way that we did things last year and expect to be successful moving forward. And I want them to share that stuff broadly. And we highlight what good looks like on all of our sort of global team calls.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  15. “Yes. So, our cultural values are LFG. Lean in, grow together, and fight for excellence. So from a cultural perspective, I think it goes back to just being intentional. You have to repeat what your values are. You have to highlight what good looks like. And you have to constantly reinforce your expectations around cultural ways of working. And so one of the things I always say is like, we're big on no assholes. The biggest way to get on my shitlist is to be disrespectful to someone internally or heaven forbid someone externally. And so living our standards and constantly reinforcing what those are is something that we spend a lot of time on and making sure that we're building company the right way.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  16. “That's one of the hardest things. When people ask me what's hard, maintaining the culture that we have as we add the number of people that we're adding is very difficult. Don't off.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  17. “I think he leads from the front. So he's always up early, online, you know, pushing the ball, setting the tone for the team. So as a leader, he's someone who he's going to get on the flight. He's going to take the call. He's going to jump on an escalation. He's going to call into a deal. He's going to do whatever it takes. And I think that that permeates throughout the organization. But also, he's very kind. And he cares deeply about the business and he cares deeply about building the business in the right way. He wants to build a business that's remembered with a culture that like made a big impact on the people that work there. And he's very focused not just on Lagora being successful, but all the people at Lagora developing their career and taking that next step. And he takes that stuff really seriously. And we work on that as a leadership team.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  18. “To close the deal. 100%. And you have to have that right now. And Max basically lives on a plane. I mean, as do I candidly. So that's one guys like him leaning in and yeah.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  19. “Yeah, 100%. I've been, like I said, anytime the words Benny off and Davos came up in a deal review, you knew you were pretty fucked.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  20. “I think all the traditional SaaS companies are definitely under threat right now, but I have to say I've been so impressed with Salesforce. If you look at they sort of did a hard break glass in case of emergency pivot last year and at their scale, they went full agentic and sort of the go-to-market framework and positioning. And credit for them for being, you know, they're very early on that ahead of every other big tech company. And I don't know how it's going to shake out, but I know we did a survey of all the other sort of hyperscaling AI companies and most of them are using Salesforce.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  21. “Well, I don't want to say, but I don't want to speak. Oh, I didn't mean that much ill, but it wasn't working for us. And so, you know, I did a full survey of the market. We picked Salesforce. And anytime you go through a systems change like that, yeah, there's change management, but there's also opportunity management and different things of like ways of working that are really hard to roll out and you have to get right. But people grumble.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  22. “Things like the plumbing and rev ops of how you do billing and your billing systems and like change if you want to change anything in your pricing model, if you want to change anything in your billing system and you're adding as many customers as we are every month, it gets very hard to do things like some of the billing systems, reporting and all that stuff. And a lot of it gets done manually at times because if you're changing from one system that work for you at 10 million that doesn't work for you at 100 million and you have to make those changes, we migrated CRM, so we migrated to Salesforce, which is awesome. But anytime you do a CRM migration, it's a huge pain in the ass.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  23. “Just don't talk. That's like the guy from Frozen. Sorry, he's mute. But yeah, there's definitely that perception that we deal with. So the LLMs, I always joke. The LLMs we use are all American. But yeah, that's definitely a thing, in particular in Europe, obviously with a lot of the geopolitical stuff going on. In the US, people really care about understanding of like jurisdictional context and things like that. So it's a big thing.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  24. “Definitely a thing. And certainly we have the perception when we come into a deal that I think everyone, people think I'm from Sweden, for example.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  25. “That's the hardest. That region is very hard. And we've been consulting a lot of our investors, a lot of advisors on how best to enter those markets. But yeah, I would say APAC is probably the most complex. And certainly each region has its own nuance with respect to like data hosting requirements, processing requirements. Like you can't process stuff in Europe or the US. You have to process certain things in region. Some of the model providers don't provide, you know, for example, if you're selling into China, certain model providers don't provide access to the models in China and other places. So there's definitely some architectural work that goes into it. And there's a ton of work we're also doing. We announced today a big project we've done with McKinsey, you know, focusing on European public sector work. And there's, if you think about the Fed ramp in the US, there's all kinds of things that are really hard from a technology perspective that you have to keep in mind.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  26. “We typically follow the ball in terms of pipeline. From that perspective, we had a ton of initial interest. We have great interest in the Middle East. We have great interest in India. So it was a ton of inbound sort of signal.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  27. “Yes, it's different. And the speed at which we're doing it is very different. Going back to the Ray's experience, New York Tech, we had a London office that was like sort of the next move, but it took us a really long time, for example, to expand into Germany, which we eventually did, expanding into Japan and other places. Whereas all of, we just opened in Germany, we just opened in Spain. We've opened five offices, maybe six in the US, Sydney, Bangalore, like we've been all over the place.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  28. “The right weighting based on your sort of funnel progression historically, then you can get to a weighted forecast that's directly accurate.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  29. “Let's say in our sale, if you think about a sales process, there's sort of the two sided buyer journey, right? There's the funnel on the way in to close one, and then there's the funnel on the way out as you look for advocacy and adoption. On the way in, let's say we have five sales stages. For example, I mentioned the pipeline that we generated off of Jude Law. To get into a qualified pipe, you have to go through a discovery call where we ask questions around the buying process, what they're looking for, interested in things like that. And then to progress that to the next stage, certain things that they say have to be true, meaning like they have to be in a buying cycle, have to have budget, like think about Bant frameworks, like budget authority need time. And then as you move into the qualification criteria, it's like, okay, the next stage is the pilot. What do we need to do to get into the pilot? I sort of alluded to executive buy-in, Infosec, you know, budget allocation, things like that. If you get that right and you have consistency across the global teams, then typically the forecasting is right.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  30. “On the opportunities have to be really dialed and updated in real time. In last quarter, the rep reg regional rollout and what we call Lulu cast, which is the weighted, sort of what I call the math version of the forecast were the same. And we were pretty accurate on both.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  31. “Yeah, so you have, if you're a sales director at Legora, and let's say you have a team of eight people, you go all eight people, like bet your life how much AR you're going to close this quarter. That level of seriousness. And then that manager has to take the rep roll up and then they have to commit whatever number based on that sort of input from the reps. The directors take that to the VPs. The VPs take their director roll-ups, and then they commit like a regional number. And right now we have, you know, including India, we have five regions, so APJ, India, EU, the UK, and the US. I take the VP roll-up, and then I compare that to like the weighted forecasts. So then we've got this amazing woman, our RevOps team, Lulu, who I worked with to sort of create this sort of weighted version of what like a weekly, monthly quarterly forecast would look like based on the opportunity stages. So with that, you have to have really, really tight rigor around opportunity management. So the stages and the amounts.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  32. “It's really hard. And the first thing I say is, you got to have a little grace with yourself and set expectations appropriately. Because in this market, it's been relatively elastic so far. And that won't continue forever. But right now, that's sort of the experience that we're having. So I do two things. I do like a rep and manager commit roll up, like bet your life, rep, roll up, first line manager, second line manager.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  33. “Yeah, a three and a half. So then we're like, can we do 25? And I remember we were at like seven. We raised a series B. We had everyone to Stockholm and I'm giving a big rah speech to the global team at that point, which fit in the kitchen of our Stockholm office, basically. So we hit 25 in Q3, and then we went nuts in Q4 and like blew through every, you know, we ended the year at 70. And then obviously crossed 100 earlier this year. So the projections are very hard from our side from a forecast perspective at the beginning of the year. I only gave guidance to the board based on a six-month rolling six month basis. So at this point, based on the data that we have and the sort of pipe analysis that we have, we feel pretty good about our ability to forecast this sort of top line business. Individual productivity stuff can be a little all over the place because obviously there's like bluebird deals that happen and things like that. We also have a ton of inner quarter open and close. And so being able to forecast that is a little bit of a pin and tail in the dock.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  34. “Yeah Yeah, absolutely. I mean, he got me. That's how I got connected with Max through Logan. And he actually introduced me to Braze as well. So I'm always a big fan of the Redpoint team.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  35. “Yeah, that was a bad job by me. Yeah. Yeah, no, I mean, when I started, again, just going back for context, like we were three and a half million and Chaitanya and the Red Point guys were like, can we do 25? And that fell. I remember giving, we raised our series B. And I remember giving a big like rah-rah. We had everyone to Stockholm. We did a big rollout.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  36. “So, well, just to start it off the top, ours right now, it depends on the segment and the region, but ours right now are between sort of 8 and 12x is where we sort of landed. But we don't just take a multiple and apply that to the sort of competitive market OTE. You've got to really take like a bottoms up approach to it and look at all of the metrics we were just talking about before. So look at ramp time, productivity per head, ARR per head, pipe evolution within certain territories. We did a bottoms up approach of that last year and we got to those sort of range. But we also had a year last year where we absolutely blew out every metric that we put in front of the team. So I don't know how effectively we're doing that, but that's how we're doing it right now.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  37. “Going back to the conference thing, I think we averaged a conference a week last year. We showed up at every conference you could think of, and some of them we repeated this year, and some of them were like, we're never doing that again.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  38. “Lealotech right now is having this renaissance. There's so many new players, there's so much money coming in. But going back to the conference point, you can waste money on conferences and you can make money on conferences and it sort of depends. And so we've got a pretty good playbook for that.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  39. “Oh, not quite like that. But relationships are still really important. And certainly for us, it's actually conferences. There's so many conferences and so many events. And any chance we have to sort of show up and show.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  40. “It's not like it used to be. I mean, you know, back in the early days when I was first, I graduated college in 2008, and that was still in the era or steak lunch, steak dinner, a lot of entertainment in sales. I mean, it's definitely evolved. I think more so these days, people want to do like activities, you know, get out and maybe not go to a steak dinner or do something a little more fun.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  41. “I'm thinking about one right now, and as always with enterprise, it goes back to multithreading and who you get to and who you don't. And so within a law firm context in particular, the decision making is sometimes opaque. And there's oftentimes there's these panels. And sometimes, let's say there's five people on a panel. Sometimes you get to meet all five people. Sometimes you meet four to five. Sometimes you meet one in terms of like one-to-one engagement and relationship. And there was one key member of the panel that we never got time with and weren't able to build a relationship with. And they did. And oftentimes with panel making decisions, sort of the loudest voice gets what they want and we weren't able to get that. So that was really painful.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  42. “No, you want to know who you're betting on, and you want to have a deep level of understanding of who they are with the vision for the company is. Does that align with your vision? Does it align with your values? You know, the product strategy and execution. People really want to get in and get into the nitty gritty and understand not just Max myself, the team more broadly, the chops of the folks who are going to be delivering the services. Like they look at all of that. It's a really fine-tooth comb that they go through this stuff with.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  43. “It is, I mean, in my career, yes, but in terms of the Lagora experience, no. Because, again, these are such important decisions.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  44. “You sleep well on the night before. Honestly, the biggest thing we have going for us is that we have Max and no one else does. And so we feel he inspires a lot of confidence.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  45. “And it came down to this is how we knew how close it was, it came down to executive presentation of our CEO and their CEO in front of their executive panel. And that's how they ended up making the decision. And we won.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  46. “A sort of medium seven figure deal. For us, it was hyper hyper competitive. It was global. So we were using the full force of our global team in the U.S., Europe, and the UK and Australia. So we had all four regions activated working this from a pilot perspective. It was very close. There was influence on both sides.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  47. “Around that. It depends on the segment. But yeah, roughly. But we're doing a lot of seven big, high seven-figure deals. And a lot of legal tech companies were more niche. And so the ACVs and ARRs were not what ours are. We have hired some folks from legal tech, and some have done really well, but they're not used to sending a million dollar proposal across the line. And I'd much rather have someone who is really strong in understanding sort of organizational dynamics and change management and was really confident in sending large proposals and being able to work that sort of angle.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  48. “Much interest that you know quickly because the volume of opportunities that they're working is much higher than it would be in a traditional SaaS environment.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  49. “From a traditional SaaS perspective, that might still be true with us, even our enterprise folks, when they come in, they're going to be buried in deals within 60 days. Like our best people are closing deals, typically within 90 days, even on an enterprise team. So from that perspective, because we're very high right now, this market is being made right now. And so from an opportunity point of view, it's not like you have to go take your territory list, get your BDR, go do some account-based marketing, get the initial meetings. That's like sort of traditional. I've ramped cold territories before. I've managed teams that have done that in a SaaS perspective. This isn't that. This is one of the hottest markets of all time. When we drop GTMs into their book, they're into typically something like five pilots within their first quarter. And so we're asking people to get very productive very quickly because this is not something where we can go like do a bunch of hand holding for a long period of time. And we have so much inbound and so.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source

  50. “We scored demo quality using AI. We use Gong, and you can create like a scoring mechanism for how the call went, how is the discovery framework, what was the demo flow, et cetera. And then when we get a red flag on that, our team goes in and like our enablement team goes in and sort of looks at the call and does a playback with that person. So if you look at call quality scoring plus opportunity development from a pipeline perspective, you can see pretty quickly who's tracking. We know what good looks like. We know what good doesn't look like. And you can see pretty quickly within about 45 days.”

    2026-05-11 · The Twenty Minute VC · 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 · IDENTIFIED FROM THE TRANSCRIPT · source