The contrarian customer choice is the whole story with Harvey. Everyone told them to start small - solo practitioners, SMBs, the easy wins. They walked straight into Allen & Overy with four people and no office.

That's an understanding of something most tech founders never figure out: in professional services, trust doesn't flow up from the bottom. It cascades down from the top. Get the firm everyone else watches and the rest of the market comes to you.

The seat-to-work shift is what angels should be paying attention to right now. This isn't a pricing tweak. The budget moves from tech spend to professional services spend. Those are completely different numbers and completely different buying committees. Very informative piece as we always get from Ivan Landabaso