The legal technology industry has some significant hurdles to overcome in its increased push to sell into legal departments, general counsel say. And GCs admit that they are part of the problem.

On the one hand, technology companies aren’t doing themselves any favors by flooding the market with, at times, dozens of the same offerings, few of which solve specific problems the in-house community has, GCs say. But at the same time, general counsel admit to being distracted, budget-constrained and often unfamiliar with the capabilities of the products they are being pitched.

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