The buyer should be the hero of the story
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The buyer should be the hero of the story
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Narrated by:
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By:
Tim Kenney sat down with Alex Coupe, Global Head of Sales at LegalTechnologyHub.com, for a conversation unpacking one of the most overlooked dynamics in legal tech:
👉 how vendors sell
👉 how law firms buy
👉 and why so many technology projects struggle before implementation even begins
With experience spanning Practical Law, Thomson Reuters, and now LegalTechnologyHub.com, Alex brought a rare perspective from both sides of the table.
💡 𝗞𝗲𝘆 𝘁𝗮𝗸𝗲𝗮𝘄𝗮𝘀:
↳ Great salespeople spend more time listening than pitching
↳ Buyers should approach legal tech with a clear use case — not just shiny features
↳ Procurement, security, and implementation expectations should be discussed early
↳ AI may accelerate legal tech rapidly, but workflow and integrations still matter deeply
↳ The best vendor relationships feel more like partnerships than transactions
One insight that stood out:
“Salespeople don’t sell. They solve problems.”
#PeopleInLegal #LegalTech #AIinLaw #GoToMarket #Sales #LegalInnovation #FutureOfLaw #LegalTechnologyHub #LegalIndustry