I’m thrilled to sit down with Desiree Sainthrope, a distinguished legal expert whose deep expertise in drafting and analyzing trade agreements has made her a trusted authority in global compliance. With a keen interest in the intersection of law and technology, particularly the transformative potential of AI in the legal field, Desiree offers a unique perspective on how innovations like AI-powered tools are reshaping the industry. In our conversation, we explore the origins and mission of cutting-edge legaltech solutions, the fierce competition within the market, the impressive growth of AI-driven platforms, the role of tailored workflows in enhancing legal practice, and the critical importance of data security in this rapidly evolving space.
How did your journey with AI in the legaltech space begin, and what sparked your passion for this area?
My journey started when I saw firsthand how much time and effort legal professionals were spending on repetitive tasks like research and document drafting. Back in 2017, when AI was just starting to make waves in various industries, I realized it could be a game-changer for law. I was inspired by the idea of freeing up lawyers to focus on strategy and client relationships rather than getting bogged down in routine work. That vision drove me to dive into legaltech, and it’s been incredible to see how far we’ve come in just a few years.
Can you sum up the core mission of using AI in legaltech in a nutshell?
Absolutely. It’s about empowering legal professionals with tools that save time, boost accuracy, and let them focus on what truly matters—delivering value to their clients. It’s not just about technology; it’s about transforming the way law is practiced.
You’ve likened the legaltech landscape to a “war.” Can you unpack that metaphor and share a specific challenge you’ve encountered in this battle?
Sure, calling it a “war” reflects the intense competition and high stakes in this space. Everyone is racing to innovate faster, capture market share, and prove their solution is the best. A specific challenge has been differentiating our AI tools in a crowded field. For instance, early on, we had to convince mid-sized firms that our platform wasn’t just a shiny toy but a practical tool that could handle their complex needs. That took a lot of education and trust-building, especially against competitors with bigger marketing budgets.
What do you think has been the biggest factor behind the explosive user growth in AI legaltech platforms, like the 3,000-percent increase some have reported?
I think it’s a combination of timing and necessity. The legal industry was ripe for disruption—lawyers were overwhelmed with workloads, and clients started demanding faster, more cost-effective services. AI tools that could automate research or draft memos in minutes instead of hours hit the sweet spot. Plus, word-of-mouth from early adopters who saw real results spread quickly, fueling that kind of massive growth.
As platforms approach significant revenue milestones, such as $10 million annually, what kinds of firms or services do you see driving that financial success?
It’s largely mid-market to enterprise law firms that are driving this. These firms have the volume of work and the budget to invest in AI tools, especially for services like research automation and case analysis. We’re also seeing a lot of traction with specialized practices—think personal injury or family law—where tailored workflows can make a huge difference in efficiency. That’s where the bulk of the revenue is coming from.
How do the needs of legal clients vary between markets like Canada and the US, and are there unique hurdles in serving one over the other?
There’s definitely a difference. In Canada, there’s a stronger emphasis on data sovereignty and privacy due to stricter regulations, so firms often demand localized solutions. In the US, the market is larger and more fragmented, with a bigger focus on scalability and integration with existing systems. The challenge in Canada is navigating those tight compliance rules, while in the US, it’s about standing out in a saturated market with fierce competition.
In a competitive “three-company race” within legaltech, what sets your approach apart from other major players?
What makes us unique is our laser focus on customization and user experience. While others might offer broad, one-size-fits-all tools, we’ve prioritized building workflows that firms can adapt to their specific needs. We also put a lot of effort into making the tech intuitive—lawyers aren’t always tech-savvy, so our platform feels like a natural extension of their work rather than a steep learning curve.
With competitors securing massive valuations and funding rounds, does that create pressure to keep up financially, and how do you handle that?
It’s impossible not to feel the heat when you see those huge numbers, but I believe it’s more about strategy than just money. We focus on sustainable growth and delivering real value rather than chasing the next big funding round. That said, we’re always open to capital that aligns with our vision. The pressure isn’t to match their dollars but to outpace their innovation and customer satisfaction.
With industry giants rolling out their own AI tools, how do you plan to stay ahead of the curve?
Staying ahead means being nimble and customer-focused. Big players have resources, but they often move slowly. We listen closely to what law firms need right now—whether it’s a new feature or better security—and we iterate quickly. We’re also doubling down on niche areas like custom workflows, where we can offer something the giants can’t replicate overnight.
Can you walk us through how AI software transforms tasks like drafting research memos or spotting legal issues, maybe with a real-world example?
Absolutely. Imagine a lawyer at a mid-sized firm working on a complex contract dispute. Normally, they’d spend hours, if not days, combing through case law to build a memo. With AI, they input the key details, and the system generates a draft memo in minutes, pulling relevant precedents and flagging potential issues—like a missed statute of limitations. I’ve seen firms cut their research time by 70 percent on cases like this, which lets them take on more clients without sacrificing quality.
Custom workflow creation seems to be a big focus lately. How do these workflows benefit law firms, and what’s the feedback been like?
Custom workflows are all about streamlining repetitive processes. For example, a firm handling personal injury cases can set up a workflow that automatically gathers client intake data, pulls relevant templates, and flags key deadlines. It’s a huge time-saver. The feedback has been overwhelmingly positive—firms tell us it’s like having an extra team member who never sleeps. Some have even said it’s helped them standardize processes across offices, which boosts consistency.
What excites you most about the future of product development in legaltech AI tools?
I’m really excited about deeper integration with how lawyers think and work. We’re exploring ways to make the AI more predictive—think anticipating legal arguments before a lawyer even asks. We’re also looking at expanding into areas like client-facing tools, where firms can offer AI-powered insights directly to their clients. The potential to keep pushing boundaries in this space is endless.
Data privacy and security are major concerns for legal professionals. How do you address those fears in your AI solutions?
We take privacy and security incredibly seriously. From day one, we’ve built our systems with encryption and strict access controls to protect client data. We also educate our users on best practices to minimize risks. Addressing ethical concerns, like bias in AI outputs, is another priority—we’re constantly refining our algorithms to ensure fairness and transparency. It’s about building trust as much as building tech.
Can you explain the significance of options like private cloud deployment for law firms, and how it impacts their willingness to adopt AI?
Private cloud deployment, especially with a single-tenant setup, is a game-changer because it gives firms control over their data. Unlike shared environments, where data might mingle with others, this ensures their information stays isolated and secure. It’s particularly appealing to firms worried about compliance or data breaches. I’ve seen this option tip the scales for hesitant adopters—they feel safer knowing they’re investing in a platform that prioritizes their security needs.
What is your forecast for the future of AI in the legaltech industry over the next five to ten years?
I think we’re just scratching the surface. Over the next decade, I expect AI to become as ubiquitous in law as email is today. We’ll see it handling not just backend tasks but also playing a bigger role in strategy—think AI assisting in real-time during negotiations or predicting case outcomes with uncanny accuracy. The challenge will be balancing innovation with ethics and ensuring smaller firms aren’t left behind. It’s going to be a transformative era, and I can’t wait to see how it unfolds.
