As CEO of Briefpoint, Nathan Walter’s goal is to “eliminate discovery off the face of the earth.”
Discovery is the pre-trial phase of a lawsuit in which parties exchange information about the witnesses and evidence to be presented in court. At times, discovery can turn into a long-standing battle. As a litigator, Nathan was so frustrated with opposing counsel weaponizing discovery to bleed clients dry, a.k.a. “lawfare,” that he built Briefpoint to automate the discovery document drafting process, save fellow litigators time, and bring justice to clients.
In the beginning, Nathan simultaneously built Briefpoint and learned the business by selling technology to attorneys at Ironclad. He studied venture capital acronyms for investor meetings, cold-called attorneys from the California Bar website to establish his consumer base, and made vaporware programs for market research. He and his top salesman managed to close $20,000 deals hours before payroll was due to keep Briefpoint’s lights on! Nathan’s journey is a survival story filled with quick wit, slight sarcasm, and insightful entrepreneurial advice.
Watch the rest of the episode to deep dive into the four real moats of legal tech, how generic AI companies like Anthropic compete with their own legal tech consumers, and lessons learned from starting a business.
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