There is a widespread belief among legal technology entrepreneurs that if you build a great and innovative product—and go through the what feels like the impossibly long and complex task of selling it to law firms—then you’ve achieved success. I’ll cop to it: at the start of Casetext, I was of this mindset. Oh, how young! How naive!

I want to use this column to impart to fellow legal tech entrepreneurs, as well as attorneys and law firm staff interested in using technology to better their firm’s practice, a bit of wisdom earned the hard way: Getting attorneys to use even great technology is really hard work, but there are ways to get there if you make it your central focus.