YouSaid · the spoken record

Patrick Forquer

lines on the record: 98
first: 2026-05-11
most recent: 2026-05-11
sittings or episodes: 1
sources: podcast

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“That's a good question. When we move on from sales folks, we do it typically within the first quarter. And we actually have really high retention rates relative to the market.”
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
“So we have a cross functional sort of education program focused on everything from this is our sales stages, this is our opportunity cycle, this is the entry and exit criteria. We do a full day of demo work. We have a huge library, yes, of like gong and sort of video content from a demo perspective. But we also do a lot of role plays. And we do a lot of education on the market generally because we're sort of, we hire a lot of lawyers. We also hire a lot of technologists. So the lawyer is you have to sort of train up on like how the tech stuff sort of works.”
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
“So I was sort of there for guidance, but we expect productivity to happen very quickly. So we do an immersive first week within 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
“Yes Very quick, yeah. I had a guy do in his second week do a demo with one of the biggest companies in the world and he killed it. I mean, obviously I joined because, you know, the nature of it was.”
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
“No. So, this is actually something we've really elevated and something I'm really proud of. So when I first joined, Vill Gott told me to go to Best Buy and buy an Apple computer. And then I went and had a couple videos of Max doing a demo. Now, every two weeks, we have a new hire class. And at this point, it's between 40 and 50 people joining every two weeks. We send everyone to Stockholm doing immersive five days. And this is not like something where you're just going to go do a couple video things and then go walk around Stockholm. Like, this is intense, immersive. We expect GTMs and LEs to come out of that week to be ready to go. From a ramp perspective, it's a straight line up. We expect people, we expect to drop people in and see them be very productive very quickly.”
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
“Well, yes, but in the SaaS world, it's much more predictable and on this very sort of clear, slow operating model. So you had a quarterly releases with some monthly sort of shipping in between ahead of the quarterly release. You've got all this documentation. You do a big certification. Like you go through all these programs with Legora, we do big, huge product things like every week. And the team has to stay on top of that. And there's no way you could do a global certification program for every big feature we launch in real time all the time. And so we have to do a lot at a team level, regional level, and we do a lot async with video content. We use Notion really heavily. The product teams really embed with the individual sales and legal engineering teams and engagement folks to make sure that we're all up to speed. But you can't do it all centrally. You have to really distribute through both async video and notion content as well as like team level.”
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
“Like, absolutely. Exactly. That's a hard one, and I don't want to give, I don't know if I want to give an inch at all, but certainly the strength of their brand is something that is hard to deny. They've done a great job. They were the first inchant and they've sort of built this amazing brand. And, you know, kudos to them.”
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
“100%. I mean, the cool thing about the space that we're occupying is because the VCs themselves, like if you think about iconic, general catalyst, Bessemer, they have huge legal networks themselves. They're big spenders on legal services more broadly. And so they definitely have big networks and are advocating for us whenever they have the opportunity. And certainly our competition do the same thing. And that's definitely an element of these sort of opportunities.”
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
“Yeah, even in Scandinavia, but I try not to think about it too much. And obviously we've got, you know, Chaitan and others really advocating for us in the public sphere. We really appreciate that. But I leave that stuff to them. I'm not on Twitter.”
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
“I don't know how much it impacts the team. We definitely hear about it when PG tweeted that my phone blew up. Shout out to him, by the way. That was awesome.”
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
“Me both for sure. I mean, they know who we work with. We know who they work with. We're both trying to get in. We're very aware that they know who our customers are. We know who theirs are. We're both going aggressively after it and also scaling up quickly to go after the next 50 or whatever the number is. So we've got to play defense and offense at the same time. And that's what makes it 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
“We were definitely not last year. I think at this point, you know, working with the firms that we work with, DevOps and Linklaters and other big firms advocating for us really goes a long way. And I think we have that stamp now. But that's been a journey that we've been on.”
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
“In terms of following others There's certainly an aspect of a flight to safety during these sort of category creation moments because this is all new, the sort of general understanding of how agents work and how AI works and how to think about use case design is still being developed and the executive buyers at the firms and at the companies generally aren't as up to speed on that. Some of them are, but broadly probably not. And so there is this flight to safety. And I think generally people want to feel like you never got fired for hiring IBM. And I at the end of the day, there's an aspect. There is definitely an element of 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
“I have to say, one of the things about Lagora that's like floored me at Brez, we had this problem. So Brees, the executive buyer was the CMO. And getting access to a CMO was so hard and we would get it done very, very rarely. And we always sort of bend over backwards to get this done. With Legora, because there's so much chatter in the market about AI and the firms and corporates both want to understand what others are doing, we actually get access to power pretty easily. And people want to learn because on a law firm side, they're getting asked by their clients, how are you using AI and what tools are you using? Like, what are the use cases and where are we going to see this value in our bill, for example? And on the corporate side, they're getting a ton of pressure from the board and the CEO of like, hey, go figure this shit out. Like, you know, we need to optimize XYZ process and AI, everything. And so we get access to senior stakeholders who want to lean in and learn from us.”
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
“For us, it's a couple things going back to the pilot example. One thing that we've learned is we've had some firms who say, oh, we have this really onerous Infosec process. So we want to do a pilot, but we don't want to go through Infosec. So we're just going to do it on like test documents or like publicly available things. That's a recipe for, again, low engagement, low excitement, and just generally doesn't work out well. You've got to have a little bit of give get. Like there is a little bit of pain on the front end of identifying the use cases that you want to test, identifying the stakeholders that you want to be involved in the pilot to go through, yeah, some pretty, as you can imagine, working with Deloyd and these big law firms and EY, the Infosec process is non-trivial. So if you can get buy-in on identifying the success criteria for the pilot, who's going to be involved, what use cases we're going to test, what metrics are involved, and you can go through 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
“Yeah, and if you miss something or something gets dropped and this happens to everyone, then your chances of converting that go way down. And that's remains true. And I don't think we have any big insights on 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
“The one thing that remains true is that the longer you let a lead sit, the worse the conversion rate is, right? And so we just try to optimize for the highest intense signal with the fastest response time. And so we automate a lot of that from like sending out the calendar invite for the initial call on the right system with the right person. We just try and be as fast and as accurate as possible at that. I don't think we have any like.”
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
“I think it depends on the firm and depends on the PA company for sure. But there's definitely a lot of interconnectivity. And one of the most fun things about selling into this market is that every deal is very different. Like selling to a law firm, there's a lot of personalities, stakeholder management is very different from firm to firm. So there's innovation teams, there's knowledge management, but there's also partners. And the degree to which partners want to lean in and get involved, and then there's AI committees, and there's all these subcommittees and all these different things. It's very intricate the decision making processes in one client of a firm might have an outsized voice at the table for or against you as an example. You have to be very mindful of that sort of map is very complex.”
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
“Yeah, that's definitely an angle. And certainly within the sort of legal services ecosystem more broadly, you look at the influence in decision making on tooling, for example. It's like if you're selling to a corporate, they're going to ask all their law firm panel, what tools are they using? If you're selling to a law firm, they're going to ask their big corporate clients and the tools they're using. And certainly private equity.”
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
“Exactly. Yeah, exactly. Exactly. And you have to have value, it plays value on your partners, and we find that to be true.”
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
“Well, there's one way to look at it, but the way I think about it is, first of all, if a company's not spending any money on a product, it doesn't matter, then they're not going to put the resources and attention into it that they need to. And we really need our customers to lean in and want to change. Because at the end of the day, we can have the best team that we want. We can have the best team focused on all the right things. But if the customers aren't leaning in, then it's going to be tough. And so I think from going to zero is not helpful in that sort of dynamic. But I see what you're saying, and we do try to be easy to work with. And so from that perspective, we try and be as flexible as we can be.”
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
“They have, and certainly from our perspective, I always make the joke when I'm talking to folks in a competitive dynamic when you're getting down to the decision-making process, you're focusing on the product score from the pilot, you're focusing on the commercial model, you're focusing on the roadmap. One thing we do is we have what we call the eight-mile talk track. And, you know, at the end of eight mile where he just sort of says everything that's wrong with him about him and his family, we just sort of say, like, this is exactly what's going to happen. If you pick us, like this is what the counter is going to be, like this is what they're going to go to this point, and we have a pretty good point of view on what will happen. And it usually does. And so from that perspective, we just try to stay ahead of it.”
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
“Yeah, we don't give Legora away for free. So we try and have price integrity. We try and be very transparent around what our pricing model is and how we go after things. But in a competitive dynamic, we do face that from various competitors.”
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
“Yes. I encourage every GTM and every legal engineer. If you're not in their office by the second or third meeting, something's wrong. Now, certainly some companies, especially on the corporate side, maybe they're hybrid, maybe they're remote, you can't always do it. But in particular for a deal of really any size, because at the end of the day, for firms, this is sort of a bet the company type decision. Like this is an existential decision-making process. And so from that perspective, you're going to bet on the team just as much as you're betting on the product. And so at the end of the day, you're betting on a team that's going to meet you in the future with the solutions and sort of adoption frameworks that are going to help you get there.”
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
“Lot more tools. We have a lot more reporting. We have a lot more specialty in terms of implementation change management. So going back to the firm context as an example, you can't just have like a litigation attorney go talk to an M&A team. You got to have an M&A attorney go talk to an M&A team. And so as we've scaled out from just me to a much bigger team in the US right now, we've hired specialists who focus on different areas of the law who can get, again, sort of go in bed with our clients and the folks and pilots and sort of build those bespoke workflows for them. And we're able to do that. We're able to get on site, getting on site super critical because people don't pay attention on Zoom. We all know that, 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
“Exactly. And we try to stay in our lane and focus on ourselves. Now, obviously, as you mentioned, we have one big competitor and they come up on every, it's a death match on every deal. It's super competitive. We have a ton of respect for them. It's not like anyone over Legora is just like thinking that every deal we're going to is a cakewalk. It's the exact opposite. They're very good. They're very aggressive. And we take them extremely seriously. And so we screen for intelligence, we screen for effort, and we screen for competitiveness. Because at the end of the day, you got to really want to win. You got to go out, execute, not deliver and evolve your playbook. We run pilots very differently now than we did a quarter ago, a quarter before 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
“Yeah, exactly. So within a law firm context, for example, we'll segment out by practice area. And so let's say that they've got a big firm's got, let's say, 10 practice areas, and then you have, let's say, X number of people within each practice area, we can report out on consumption and usage by practice area. And also we track and create frameworks and use case banks for actual applications and workflows that we're building. So let's say within that example, we've got 10 practice areas, seven of them we see really high usage. We're creating and capturing new use cases. We're sharing that back with them on a regular basis, but maybe there's three where we're not. And you can start measuring things like did the quality of your work increase? Did you decrease the amount of non-billable work that your associates were doing? Were you able to attract more talent using a tool like Legorix, people get excited about using the latest and greatest in AI? And so if you take that and you apply to the three practice areas where maybe we're not doing as well, we can show them insights as to like who's really leaning in and who's not.”
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
“At the end of the day, it comes under preparation and execution. And one of the companies I really admire and try to model after his ramp, like you said. And we talk a lot about them internally in terms of how they've built the execution layer from a go-to-market perspective. If you've talked to anyone who's engaged with a ramp sales team, they're always prepared. They don't have to take things back to get answers. There's a degree of professionalism and preparation that goes into every conversation. And also so often in go to market, people talk about using AI to automate different processes. Like, oh, I want to update my opportunity notes or draft this email. And of course, we do all that stuff. But the other thing that people don't think enough about is like, how are you using AI to sort of deliver more, like differentiated from a services and insights perspective? We have a lot of data from pilot participants. How can we give insights into that data that are going to help the firms and companies that we work with make decisions around adoption frameworks, ROI?”
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
“And that's one thing that we report on to the board like Stuart and our marketing team have created a framework for how we score our brand sort of efficacy in different markets. And we track that. We're making big progress and we have a lot more coming.”
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
“It honestly wasn't even necessarily for the folks, the lawyers and the big markets know about us. It's more for the folks that don't. And we just want that sort of brand awareness because I can tell you when I started in the U.S. I was our first U.S. hire, the first office that we had in the U.S. was my apartment in Brooklyn. And we, you know, as I sort of was slowly building out the team over there, no one knew who we were outside of the people sort of in the know in the legal tech community. And so for us, we were late to a lot of deals. And when we get into a deal, when we get into a pilot, we convert pilots 78% of the time into a closed one opportunity. But the biggest challenge that we had was just not being in the room. And so for us, brand awareness is everything. And the strength of our brand is better than ever. And yeah, the Jew Law campaign wasn't for everyone. But overall, we got really positive feedback. And the biggest thing is just brand awareness for us.”
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
“That was a pretty big jump month over month. I don't know the exact number. I don't want to misquote. But from that perspective, we're seeing a ton of interest in demand. And look, when I started”
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
“So last month alone, we generated over $50 million of qualified pipe. And that's not just inbound leads. That's pipeline that we talk to qualified and moved into like a sales conversation.”
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
“Exactly, exactly. I gotta be my ETS up on the way in. I can't say the exact number, but I can tell you it was worth every penny”
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
“Yeah, exactly. So we've got Leo, who runs our European business, and then under Leo, we've got a number of folks from a country perspective and a team behind them to go execute. So we have to be really cognizant of there's a lot of European data sovereignty, different sort of regulatory compliance things. So we have to have teams that are really specialized in 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
“Yeah, so we've got teams all over the place. So in Europe, we have pods looking after every major market. And, for example, in Germany, we're doing so well that we just opened an office in Munich.”
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
“Yeah, so right now you look at the size of the firm, you look at the number of attorneys and compliance workers internally, and then you look at where they're located and you're routed to the right 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
“I'm in venture and media. And The busiest guy in there picturing media right now. This has been a big point of evolution for us. So, for example, we just did a big brand campaign with Jude Law. But before you do something like that, you have to do a ton of work in terms of the plumbing, in terms of like what's our inbound lead scoring, how do we do data enrichment, how do we do lead routing and lead scoring from a probabilistic perspective. So there's a ton of infrastructure you have to put in place first before you can really sort of go big from an inbound perspective. So on that basis, we've done a ton of work leading up to that campaign, but like even last year of like getting our systems in place, getting the territory assignments in place, like all the rules and sort of SLAs around if we get a lead, you have to respond in this amount of time. And even last year, from an S&B perspective, we had so many leads that we weren't able to follow up with them as many as we wanted in a timely way. So the other thing was staffing.”
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
“Yeah, so if you look at the legal tech sort of market, I think it's like $40 billion is the number that I see sort of floating around. Depends on who you talk to. But legal tech generally is a $40 billion market. So then if you look at us, you look at our competitive set valuation, like that sort of doesn't add up. But then if you look at sort of legal services more broadly, that's a trillion dollar market. And certainly there's a bunch of work within that that's not work that's done by law firms, for example, but it's more sort of like rote, repeatable document extraction type of work. And that's where we see ourselves really sort of playing in the long term is not just the legal tech market, but there's an element of the services market as well where there's a high degree of application for Lagur.”
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
“I think it's a blend. There's certain things you have to throw out. So the traditional SaaS playbook is like you don't want to demo. For example, the old school SaaS thing is like the products weren't very good. You know, you want to hold the demo as long as possible, do discovery, build rapport, do all these things, and then you demo like the second or third meeting. That's what the old school guys would tell you with Legora and with Agentig tools, you have to still do discovery and still come with the point of view, but you have to use the product to sort of show what the future looks like. And especially for us in a category creation moment, you're dealing with what they call traditionally unrealized pain. We're not typically replacing a tool. I mean, occasionally what we will be, but more often than not, we're sort of the first tool of its kind sort of coming into the organization. And so you have to be able willing to be audible ready to ask questions and then be able to pivot really quickly into building like an a gentic workflow off the cuff as you're talking to someone. And that's quite.”
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
“Very, very low. And even when we're working with firms who have put a ton of investment and enablement into it, the models are developing. The capabilities are developing and staying on top of it is a big challenge. And we view part of our job as being that partner to help you stay up to speed with, you know, the cutting edge technology and everything you can do with it. So that part is quite different.”
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
“One area I still like to ground my team in is we want to be customer obsessed and you want to have there's a guy Brian Walsh of Forest Management taught me this phrase positive business intent So if you're there and you're showing up and you're genuinely like taking the point of view of I want to I'm here to help I'm here to help transform your business and make a big impact and help you win I think people can feel that and be prepared be professional you know come with a point of view understand their business do your homework all this stuff that you would do from a preparatory perspective like you still have to do you still have to prepare and and take the point of view of like understanding their business deeply so you can understand you know the impact that you can make sort of long term that's still the same but you know braise we never ran pilots in Lagora we just we run pilots all the time as an example so there's a tremendous amount of education you have to do because as we were talking before the show I think AI literacy generally in the market not just within the legal context but AI literacy generally is very”
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
“If you think about the news that comes out every week, the competitive set, the model capabilities, who's buying what. There's so much sort of hype around, even in just our space. Every time we win a deal or lose a deal, there's a PR announcement about it. So the level of pressure, the level of development, and then the product development specifically, like the product from Legora a year ago, I thought was incredible. You know, I quit my job and joined the company. I was so excited about it. But that versus what we have now is night and day. And so your ability to stay on top of it, to learn, and to like have that level of deep product expertise is really tough. And you've got to, like I said, you've got to take it very seriously in terms of enablement education.”
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
“Yeah, for sure. And I've become that person at Braze that people call when they're, oh, you know, I'm thinking about leaving. And how'd you think about it? And so I've had this talk a lot with friends and colleagues. And well, the first thing is always, it's what do you want to do? Because I can tell you working in this world is completely insane and unhinged. And it's all consuming. So you've really got to want to do it. You've got to want to lean in. And it's very different than traditional SAS. The pace of development, the pace of the market in terms of the competitive market, competitive dynamics, and things like that. It's very different. And you've got to really want to come in and build and figure stuff out and do things differently. Get a little uncomfortable. If you're okay with that, I'm always encouraging people to make the leap.”
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
“Well, it's a great question, and people keep asking me why we raise so much money. And I'm like, lawyers are expensive, man. You know, it's like we can afford to take this sort of human.”
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
“Business impact with an agent, it's like, what do you want it to do? And most people don't think about their work in terms of like systems thinking, in terms of what's the goal of what I'm doing, what are the steps I need to take to achieve the goal, and what are the tools, skills, and resources I need at each step and who's in the loop at each decision making inflection point, you know, sort of progress this to achieving the goal. Most businesses don't write things down like that. They don't think like that. And so having these four deploy folks, you can do two things. Integrate Legora into sort of the broader tech ecosystem. So we have access to all the various tools and resources that we need to accomplish the goal, but also leveraging these legal engineers to say, hey, we know how XYZ M&A workflow works in practice. This is how you do it before agents. This is how you do it in Legora. That's the sort of hard yards and where we spend a lot of time.”
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
“So there's a couple things that are still true, and I think some things that are different in an ageentic world. So, the things that are still true is you still need a tremendous amount of executive sponsorship and support. The joke we used to make when I worked in consulting was the two things people hate the most are the way things are and change. So you need top-down sponsorship, you need bottoms up sort of champion building, all this sort of normal adoption frameworks that you would use in traditional change management. I think the biggest thing with Agent Tech work and why FDEs are required. And we have both for deploy engineers, but we also have forward deploy legal engineers who are big law attorneys who understand how individual practice areas work within a law firm as well as how corporate legal departments work within that sort of broader context. And within Agentic tool like Legora, you log in and you see the agent. It's like the proverbial blank page. There's no sequential step of things that you click like in SaaS. And SAS, it was like you used to do things this way. And now you do things this way. And this is why this is better. And this is all those sort of.”
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
“I think the biggest thing that we did really well at Bray is that I've sort of taken over implementation change management. So Braze is really hard to implement. So you're on a legacy product, you're consolidating one, two, three, four, five different tools into one tool. Implementations take six to 12 months is a lot of effort. There's a lot of stakeholder management, technical work streams, all these different things. And for us at Legora, obviously we have an amazing product. But at the end of the day, our focus and our obsession is around helping our customers adopt those tools like the Lagoro tools into their workflows, which is really hard. So general change management strategies and take all the learnings I took from Braze and taking the Lagora is probably the biggest 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
“We generated over $50 million of qualified pipe. We had so many leads that we weren't able to follow up with them. When I started, we were at 40 people. Today we're over 500. When we get into a deal, when we get into a pilot, we convert pilots 78% of the time into a closed one opportunity. Death match on every deal. It's super competitive. We've got to play defense and offense at the same time, and that's what makes it fun. Every two weeks, we have a new hire class. And at this point, it's between 40 and 50 people joining every two weeks. This market is being made right now. This is one of the hottest markets of all time. Our average attainment last year was 280%. It's more about time than money right now. When you have momentum and you have an advantage, press the advantage.”
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