Patrick Forquer is the Chief Revenue Officer at Legora, the fastest growing enterprise business to ever hit $100M in ARR and now on track to hit over $250M in ARR by the end of the year. They recently raised a $550 million Series D at a $5.55 billion valuation, led by Accel, note 20VC did participate and is an investor in the company.
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Timestamps:
00:00 Intro
01:12 The Biggest Sales Lesson Carried From Braze to Legora
05:37 Should You Leave Traditional SaaS for an AI Company?
07:33 What Still Works From the Old SaaS Playbook and What’s Dead
09:00 Demo Early: How Selling AI Agents Changes the Sales Motion
10:22 Legora at $5.5B: How Do You Justify That Multiple?
11:52 How the Jude Law Brand Campaign Generated $50M of Qualified Pipe
27:59 How Legora Gets Access to Senior Stakeholders So Easily
33:53 How Legora Onboards 40-50 New Hires Every Two Weeks
46:48 Sales Comp Multiples: 8-12x vs the 20x at ElevenLabs
48:20 From $3.5M to $100M ARR: The Growth Story
50:33 How to Do Forecasting When the Market Is Elastic and Unpredictable
1:10:33 Why Investors Are as Important to Win as the Deals Themselves
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