Bridging Law Firm Silos: How Law Firms Can Maximize AI-Driven Cross-Selling (James Barclay, CEO Passle)
Technically Legal - A Legal Technology and Innovation Podcast
Release Date: 01/08/2026
Bridging Law Firm Silos: How Law Firms Can Maximize AI-Driven Cross-Selling (James Barclay, CEO Passle)
Technically Legal - A Legal Technology and Innovation Podcast
In this episode, CEO of , discusses how legal technology is evolving to solve a big challenge in the legal industry: cross-selling. James shares the journey of Passle—from its roots in the early internet gold rush to becoming a leading thought leadership platform for the Am Law 200. The conversation covers Passle's new AI-driven tool, , which helps attorneys overcome the "trust and awareness" barriers that prevent internal collaboration and revenue. James explains that while content marketing is essential for lawyers to showcase expertise, the real value lies in how that expertise is shared...
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Best of 2025: Building a Modern IP Infrastructure and Protecting Creators in the AI Age (Andrea Muttoni - President Story Foundation)
Technically Legal - A Legal Technology and Innovation Podcast
One of the most listened to episodes in 2025 featured a conversation with Andrea Muttoni, President of . The discussion explores how blockchain technology is being used as a foundational infrastructure for intellectual property (IP), aiming to simplify and modernize the process of registration, licensing, and monetization for creators and IP owners. Muttoni details his journey from a bedroom music producer to a product manager at Amazon and eventually to a leader in the blockchain industry, driven by a passion for the intersection of technology and creativity. The conversation delves into the...
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Best of 2025 - From IP Lawyer to Investor to CEO to Legal Ecosystem Builder (Avaneesh Marwaha, Litera CEO)
Technically Legal - A Legal Technology and Innovation Podcast
Avaneesh Marwaha, the CEO of , visits the show to discuss his journey from IP lawyer to becoming a legal tech CEO and investor. He discusses the motivations behind his career pivot, including his desire to be a decision-maker and his passion for the business side of law. The conversation delves into the evolution of Litera, from its origins as a document-focused migration software company to its current role as a comprehensive legal tech ecosystem. Avaneesh highlights the company's strategic shift from acquiring to building new technologies. He also emphasizes the importance of Litera’s...
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Best of 2025 - Benchmarking Legal AI: Measuring the Delta Between Man and Machine (Anna Guo Legalbenchmarks.ai)
Technically Legal - A Legal Technology and Innovation Podcast
In one of the most popular episodes of the year, Founder discusses her organization's research that tests whether artificial intelligence custom-made for legal tasks better than general AI tools. Anna is a former BigLaw lawyer who left the practice to become an entrepreneur and now focuses her energies on quantifying the utility of AI in the legal industry. Anna's initial anecdotal research for colleagues quickly revealed a strong community interest in a systematic approach to evaluating legal AI tools. This led to the creation of Legalbenchmarks.AI, dedicated to finding out where...
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Technically Legal - A Legal Technology and Innovation Podcast
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Best of 2025: Building and Documenting Better Legal Workflows: Insights from Systemology Author David Jenyns
Technically Legal - A Legal Technology and Innovation Podcast
In the most listened to episode of 2025, author of "" and business systems expert, , discusses the importance of systemizing business processes, even in the nuanced field of law. Jenyns debunks the myth that legal work is too bespoke to be systemized, explaining how just like any other business, documenting legal workflows unlocks scalability and creativity. He shares his journey from digital SEO agency owner to becoming a systems expert and outlines the seven steps of his Systemology framework. Key Topics: The importance of documenting processes in any business, including legal services. ...
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Technically Legal - A Legal Technology and Innovation Podcast
Meredith Kildow, President of Consilio discusses her career path from finance to leading global operations and delivery for one of the largest companies in the legal and eDiscovery space. Meredith shares insights into building a revenue organization from the ground up and the shift to her current role overseeing operations and delivery for a highly acquisitive company. The conversation focuses on the practical, present-day applications of Artificial Intelligence (AI) in the legal industry, examining how it’s moving beyond "innovation theater" to drive ROI, efficiency, and cost reduction in...
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Beyond ChatGPT: Why In-House Counsel Need Purpose Built AI (Cecilia Ziniti, CEO - GC AI)
Technically Legal - A Legal Technology and Innovation Podcast
This episode features a conversation with , Co-Founder and CEO of . Cecilia traces her career from early the early days of the internet to founding an AI-driven legal platform for in-house counsel. Cecilia shares her journey, starting as a paralegal at Yahoo in the early 2000s, working on nascent legal issues related to the internet. She discusses her time at Morrison & Foerster and her role at Amazon, where she was an early member of the Alexa team, gaining deep insight into AI's potential before the rise of modern large language models (LLMs). The core discussion centers on the creation...
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From 'No' to 'Go': How AI Guardrails Drive Trust, Enabling Legal to be a Business Accelerant, Not Blocker (Sabastian Niles, Salesforce President & CLO)
Technically Legal - A Legal Technology and Innovation Podcast
In this episode, , President and Chief Legal Officer at , takes a deep dive into the intersection of corporate strategy, in-house legal careers, and the transformative power of Agentic AI. Sabastian shares his unique career path from a near two-decade tenure at a prestigious law firm before joining Salesforce. This conversation is essential for anyone interested in the evolving role of the Chief Legal Officer and the practical application of cutting-edge technology in legal operations. Things We Talk About in this Episode The In-House Career Journey: Sabastian’s path highlights an early...
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Benchmarking Legal AI: Measuring the Delta Between Man and Machine (Anna Guo Legalbenchmarks.ai)
Technically Legal - A Legal Technology and Innovation Podcast
Is artificial intelligence custom-made for legal tasks better than general AI tools like Google Gemini and ChatGPT? That is the topic of this episode featuring Founder . Anna is a former BigLaw lawyer who left the practice to become an entrepreneur and now focuses her energies on quantifying the utility of AI in the legal industry. Anna's initial anecdotal research for colleagues quickly revealed a strong community interest in a systematic approach to evaluating legal AI tools. This led to the creation of Legalbenchmarks.AI, dedicated to finding out where the promise of humans plus AI is...
info_outlineIn this episode, James Barclay, CEO of Passle, discusses how legal technology is evolving to solve a big challenge in the legal industry: cross-selling. James shares the journey of Passle—from its roots in the early internet gold rush to becoming a leading thought leadership platform for the Am Law 200.
The conversation covers Passle's new AI-driven tool, CrossPitch, which helps attorneys overcome the "trust and awareness" barriers that prevent internal collaboration and revenue.
James explains that while content marketing is essential for lawyers to showcase expertise, the real value lies in how that expertise is shared internally within a law firm. Research suggests that firms leave at least 10% of their revenue on the table due to ineffective cross-selling. To address this, Passle developed CrossPitch, an AI tool that analyzes attorney bios and firm-wide thought leadership to automate internal networking.
Key Takeaways:
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The Problem of Silos: Large firms often suffer from a lack of awareness; attorneys in different offices or practice groups are often unaware of their colleagues' specific expertise.
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AI-Powered Matching: Cross Pitch reads a firm’s thought leadership and matches it with the bios of attorneys whose clients would benefit from that specific knowledge.
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Data Visualization: The platform provides a "Cross-Selling Intelligence Map" to help managing partners visualize collaboration and identify "dark spots" where practice groups are not engaging.
Episode Credits
Editing and Production: Grant Blackstock
Theme Music: Home Base (Instrumental Version) by TA2MI