“The ecosystem itself isn’t broken – it’s going to have a glow up,” suggests Elena Folkes, veteran legal tech strategist, during a recent Platforum9 session. Drawing from over 20 years in the sector, Folkes and Adam Roney from Calls9 share insights on the evolving legal technology landscape.
The Trust Challenge
A key issue lies in the ecosystem dynamics. “Poor salespeople have massive targets, and they’re trying to convince a room of millionaires their business model is flawed,” Folkes explains. This creates friction between vendors and law firms, often resulting in procurement without proper adoption. Despite high investment levels, many firms struggle with implementation.
Beyond Procurement
“There’s a distinction between procurement and adoption,” notes Roney, former practicing lawyer turned tech consultant. “Firms do procure tech, but does it get adopted properly? The answer is no.” This highlights a critical gap between buying technology and implementing it effectively, with many solutions remaining underutilised.
The AI Impact
While generative AI has transformed the landscape, both experts caution against viewing it as a universal solution. “The unit economics of Gen AI are quite different,” Roney emphasises. “But I would encourage firms to look beyond things like Microsoft Copilot – it’s not going to deliver the results they want in a detailed legal setting.”
Vendor Excellence
Folkes highlights standout vendors who approach the market differently: “Some vendors you never feel sold to – I would say Syncly and Jigsaw. Their products do what they say on the tin. They’ve got incredible boards and expertise, and customers love them.” This customer-centric approach stands in contrast to more aggressive sales tactics prevalent in the industry.
Data Readiness
“If your data is not in place, if you don’t have a proper data strategy, you’re going to be in trouble,” Folkes warns. She cites examples of smaller firms successfully implementing data-first strategies while some larger firms lag behind, demonstrating that size doesn’t determine technological maturity.
Implementation Strategy
For successful innovation, the experts recommend:
- Starting with a foundational data strategy
- Taking incremental steps rather than firm-wide rollouts
- Engaging clients in the transformation journey
- Accepting that perfection shouldn’t prevent progress
- Building meaningful relationships beyond sales cycles
- Creating environments where teams feel empowered to innovate
Generational Shift
“The demographic of senior decision-makers is changing,” Folkes notes. “The younger generation will demand a very different tech experience.” This shift is driving change from multiple directions:
- Rising associates expecting modern tools and workflows
- New equity partners more open to technological investment
- Corporate clients increasingly demanding tech-enabled services
Client-Driven Evolution
“Corporate legal teams will vote with their feet, and they will vote with their hands in their pockets,” Folkes predicts. This client pressure is compelling firms to:
- Adopt more efficient service delivery models
- Implement client-facing technology solutions
- Develop innovative billing approaches
- Create direct-to-client AI solutions
As Roney concludes: “Don’t widget your way out of this. Stay aligned to what it means to be a firm, what it means to be a client, and how technology brings that together.” The future of legal tech isn’t about perfect solutions, but about creating meaningful progress through thoughtful implementation and genuine client engagement.
