Legora's VP of Engagement, Jillian Burnett, said at The Information's WTF Summit that the company gets legal teams to adopt AI by sitting beside lawyers while they work on live matters and showing them what the technology can do for those specific cases.
Go-to-market · Legal AI adoption
Legora gets lawyers to adopt AI by working beside them on live matters
At The Information's WTF Summit, Legora's VP of Engagement, Jillian Burnett, said adoption depends on relevance: the team sits with lawyers on the cases they are handling and shows what AI can do for that specific work.
The approach
From live matter to adoption, in four steps
STEP 1
Live matter
Work the lawyer is actually handling, with its deadlines and clients.
→
STEP 2
Sit beside the lawyer
The Legora team works alongside the practitioner, not in a detached session.
→
STEP 3
Case-specific view
Show what AI can unlock for this particular matter, in context.
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STEP 4
Concrete value
The value is tangible to the person using the tool, which is the stated route to adoption.
Core argument
Adoption is a problem of fit, not only of features
Legal work is matter-based
Organized around individual matters, deadlines, clients and confidentiality requirements.
Workflow matters as much as models
Vendors selling into professional services may need to invest as heavily in understanding workflows as in the underlying technology.
Why it may work
Value is shown on real work, not hypothetical examples.
Training is tied to daily tasks rather than detached sessions.
Embedded collaboration addresses the reasons rollouts stall after pilots.
What remains open
No adoption figures, customer counts, usage metrics or outcome data were given.
Results across firm sizes and practice areas are not described.
The approach is best read as a go-to-market philosophy, not a measured result.
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