There’s been some massive information in authorized tech circles lately. Harvey, a broad-based AI supplier to regulation corporations throughout apply areas and workflows, and LexisNexis introduced a strategic alliance that will allow Harvey customers to now have entry to and combine with the LexisNexis database. That is large since corporations utilizing Harvey to leverage inside information will now be capable of leverage the LexisNexis database for public authorized supplies throughout the Harvey platform. I’ve written before that that is akin to the holy grail because it means a one cease location for AI wants.
Right here’s why it issues: it implies that Harvey prospects can use the instrument to reply to pure language queries primarily based not solely on inside paperwork but in addition on case regulation within the LexisNexis intensive database. It means Harvey customers now not have to toggle between inside information bases and exterior analysis instruments. Every part can occur in a single place, accelerating workflows and lowering cognitive friction. For corporations evaluating AI instruments, that sort of seamless integration is an actual profit and incentive.
How Did Harvey Do It?
What’s fascinating although is how Harvey grew to become such an enormous participant in authorized AI so rapidly. The typical recreation plan for distributors within the authorized tech and AI discipline is to make an enormous announcement. Provide a whole lot of press releases to the media about what they’re doing. Invite media and potential prospects for product demos of something and the whole lot. Present up at authorized tech reveals like LegalWeek and host massive and elaborate events.
Harvey did little of this. Harvey representatives solely lately started displaying up on the massive reveals. They have offered little data to media representatives about their merchandise. Most of us reporting on authorized tech have had no demos of the Harvey product and solely get word-of-mouth data from customers concerning the product, what it does, and the way nicely it performs. Harvey representatives don’t commonly seem on authorized tech podcasts.
How did it get to the purpose that Zach Abramowitz, a well-known authorized tech commentator, final week proclaimed that the authorized AI competitors was over and Harvey received? I’ve to confess I laughed a bit once I first noticed Abramowitz’s publish since I wasn’t positive if he was critical or writing tongue in cheek. I’m not laughing now.
The Proper Query
So what did Harvey do? Harvey was based in 2022 by Winston Weinberg, a former O’Melveny & Meyers litigator, and Gabriel Pereyra, a former DeepMind researcher. A scant three years in the past. It constructed its product on ChatGPT and high-quality tuned it for authorized. Okay. So have a whole lot of others.
What was completely different? Harvey understood one thing that I knew however forgot. The one most-asked query by regulation agency representatives when confronted with a product gross sales pitch, notably in terms of new know-how like AI and tech in common is: What different corporations are utilizing this product?
To busy attorneys and authorized professionals, use by others is the talisman of a great product. Of a dependable product. Of a mainstream product. Not demos, though which will come later. Not what’s going to it do, though that’s later as nicely. The truth that different corporations are utilizing it is THE validation query. Having the ability to reply that query in a method that resonates will get you within the door. It gives credibility. It will get you to the subsequent degree. Sure, you should have a great product. However that’s desk stakes.
What set Harvey aside? It began by recruiting former Biglaw companions to hitch their staff who understood how Biglaw works, what it’s involved in, and the way it makes know-how selections.
Harvey then went to the Biglaw agency Allen & Overy with its some 3,500 attorneys and talked it into doing an in depth trial. That was the primary main hurdle. The second main hurdle: securing the Allen & Overy adoption in early 2023. That led to Harvey securing a trial and adoption at the Biglaw agency Paul Weiss. Then Harvey secured a strategic parentship with the Huge 4 accounting agency PwC.
The Proper Reply
Now Harvey might give a good reply to the basic and first query regulation corporations ask. It had commitments from well-known corporations and it was off to the races. It went from a stealth startup to a $5 billion valuation by following its personal playbook and understanding its prospects’ most basic concern.
As a substitute of making an attempt to dazzle with early demos or influencer endorsements, it targeted quietly on refining and testing the mannequin and constructing relationships with the proper individuals inside the proper corporations. And understanding its potential prospects.
Stephen Embry is a lawyer, speaker, blogger and author. He publishes TechLaw Crossroads, a weblog dedicated to the examination of the stress between know-how, the regulation, and the apply of regulation.
