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 they are part of the problem.

On the one hand, technology companies aren’t doing themselves any favours by flooding the market with, at times, dozens of the same offerings, few of which solve specific problems that 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.