Tools like Salesforce and GitHub first gained adoption
through “bottoms-up” sales. They marketed directly to employees, who fell in
love with the software, then lobbied their CTOs for company-wide adoption.
firms ensure that their employees cannot access any software that the
information security team has not reviewed and approved, making “bottoms-up”
sales impossible. But we see potential in an adapted version of this strategy:
built powerful collaboration and sharing tools in our application, enabling
Version Story to go viral within a law firm following approval by InfoSec. This
minimizes adoption risk for the CTO. And it provides us with long-term viral
growth as lawyers move between firms and recommend Version Story to their new
In this session, we will go
over case studies that prove the effectiveness of this approach. We will also
discuss other ways that legal tech can go viral.