Whether you're a founder, an account executive, or an investor in legal tech, you've probably heard some variation of, "Yes, but selling to legal is different than traditional B2B tech." And it's true.
The traditional B2B enterprise sales model is built around organizational hierarchy, centralized decision-making, executive sponsorship, and relatively clear budget ownership. That is neither how law firms are structured nor how they operate—and that is not changing anytime soon. Here’s why.