What resonates
- Time savings measured in billable hours
- Confidentiality guarantees with legal weight
- Referenceable firm names of any size
What sinks the deal
Overpromising accuracy on legal reasoning. Casual data handling. Lack of a signed NDA before demo.
Sales cycle reality
Longer than SaaS average. Budget prioritized by partners, so ROI framing must land at the partner level, not the paralegal.