On the product thesis
Q: You have resisted the AI lawyer framing more than most of your peers. Why?
A: Because it is a lie that erodes trust. We do not replace lawyers. We replace the boring sixty percent of contract work, the redlines that any senior associate would mark up the same way every time. The cognitive work is what lawyers should be doing. We just want them to start at minute thirty instead of minute zero.
On selling to BigLaw
Q: You have said partners are easier to sell to than associates. Why?
A: Partners care about leverage. They care about whether their team can do twice the work. Associates, especially junior ones, care about whether the tool makes them look like they are cutting corners. That tension shows up in every deployment.
The way through it is to make the tool make associates look smarter, not faster. That sounds like a small distinction. It is the entire distinction.
On the feature he will not ship
Q: Is there a feature your customers want that you have refused to build?
A: One-click contract generation from a description. The temptation is enormous. Every PM internally wants it. Every customer asks for it. We will not do it because the failure mode is too quiet, the tool produces a document that looks complete and is not. That is a class of error we will not introduce into the legal workflow.