Why Slow Legal Agreements are Costing Us Deals at G2 - Exposing Enterprise Challenges

Name: Why Slow Legal Agreements are Costing Us Deals at G2 - Exposing Enterprise Challenges
Uploaded: 2023-10-20T12:56:39+00:00
Duration: 39 s
Channel: Jason M. Lemkin
Description: In this segment, a G2 representative explains that the company moved from using external legal counsel to an internal legal team called Unison. They…

20 Oct 2023 · 1 min

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In this segment, a G2 representative explains that the company moved from using external legal counsel to an internal legal team called Unison. They highlight that the service‑level agreement (SLA) for reviewing a non‑standard agreement—typically a customer’s Master Services Agreement (MSA)—is five days. While five days may not seem excessive, the sales organization reports losing deals because the legal turnaround is too slow. The speaker also notes that rapid company growth, referenced alongside a colleague named Eunice, is contributing to the bottleneck, further slowing deal velocity.

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So when I joined G2, we had external legal counsel. That's why we hired Unison internally to run legal for us. The SLA turnaround time on an agreement that was not on our paper— and for those of you that work in the enterprise space, you know that by and large, that's what we're doing. We're signing a customer's MSA. The SLA turnaround time on an agreement was 5 days. Doesn't seem horrible, but it's all I heard from the sales team. Oh, we're losing deals because they're not moving fast enough. And I think one thing I would add here, so Eunice and I are a part of a company that's growing and feels like it's getting pretty big at times. And this is one of the things that's slowing deals down.