That is striking. And when you understand how most legal teams actually go about evaluating software, it makes complete sense.

THE PROBLEM

The Familiar (and Exhausting) Route

Picture this: a general counsel or legal ops manager is tasked with finding a contract management solution. The first instinct is reasonable enough: open a browser, type the tool category into Google, and start clicking through results.

Within an hour, they have seventeen browser tabs open, a growing list of vendor websites that all promise to be "the future of legal operations," and zero clarity on which one is actually worth a demo.

Then comes the demo request. And then another. And suddenly, the inbox fills up with eager account executives, automated follow-up sequences, and sales decks that all look remarkably similar.