The buyer should be the hero of the story

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