eBrevia CEO and client Norton Rose Fulbright speak on how vendor-firm relationships drive innovation and ROI
“The market is great, it’s dynamic, and it’s really exciting. There is a lot of opportunity for us as law firms to work with our vendors and new vendors to help our businesses and our clients have a better experience in their work,” Charlotte Hillyard, senior innovation lawyer at Norton Rose Fulbright and eBrevia client, noted at LegalTechTalk in London.
Hillyard shared the stage with eBrevia co-founder and CEO Adam Nguyen on June 27 for a conversation titled, "When to Stay, When to Switch: A Smarter Way to Evaluate Legal Tech."
eBrevia co-founder and CEO Adam Nguyen and Norton Rose Fulbright senior innovation lawyer Charlotte Hillyard speak on, "When to Stay, When to Switch: A Smarter Way to Evaluate Legal Tech" at LegalTechTalk in London on June 27, 2025.
Although the opportunity is significant, the state of the market also leads to difficult decisions about whether to keep or purchase a solution. Nguyen and Hillyard discussed how to evaluate existing and new technology and agreed that strong ROI and solid vendor/firm relationships are critical.
Referencing sophisticated eBrevia buyers, including Baker McKenzie and DLA as well as Norton Rose Fulbright, Nguyen said, “They’re looking at solutions through a lens of ROI: return on investment. And they do a very methodical calculus.”
Addressing Hillyard, he asked: “Maybe we can unpack a little bit how your firm goes about thinking about — not just with eBrevia, because you’ve been with eBrevia for a long time — but all the solutions here today. How do you evaluate them through the lens of ROI?”
She responded: “In a context of staying or switching, ROI isn’t just about money. So when you’re moving, you may be looking at switching for a lesser price point and it isn’t, for us, just about the money. It’s also about the opportunity cost, the capability, and being able to assess it in a real-type environment. And that’s when the partnering with vendors comes in.”
When the relationship between a firm and a vendor is ongoing, strong and includes a robust feedback component, meaningful product innovation takes place. During the session, Nguyen and Hillard shared details on how Norton Rose Fulbright lawyers influenced eBrevia Lens, a generative AI feature that allows users to pose a natural language question about data, and get it answered it across thousands of documents instantaneously.
“This partnering element, working together and collaborating is going to be hugely important for the future,” Hillyard said. “Where is the real value-add? It’s the relationship. It’s, ‘Hey, you’re giving us feedback, we’re able to help you solve that problem, let’s have a conversation, let’s have a workshop, let’s have a meet-up.’ It’s those additional value elements that are going to change the market.”
Drilling into the example of Lens, Nguyen continued: “eBrevia just recently introduced Lens in response to Norton Rose Fulbright’s request, as well as other law firms.”
“Lens uses gen AI to allow users to ask questions in natural language across thousands of documents. Your corpus of documents can reveal a lot of information. Using Lens, we’re able to help you with that in simple natural language. And that was a direct response to a request that lawyers from Norton Rose Fulbright had come to us with last year,” he said.
Hillyard concurred: “It’s that partnering. And I think what law firms really value is that relationship, and being heard.”
LegalTechTalk attracts more than 4,000 attendees from 1,900-plus companies, including corporate and law firm leaders, investors, and entrepreneurs. This year, it takes place June 26-27 at the Intercontinental.
To see eBrevia Lens in action or learn more about our other products and features —Contract Analyzer, eBrevia Connect, Prep, and DraftPro — contact the team at info@ebrevia.com.
About eBrevia
eBrevia is a leader in AI contract analysis and management with clients in the US, UK/Europe, and Asia. For over a decade, eBrevia has served law firms, corporations, audit/consulting companies, and financial institutions, such as Baker McKenzie, Norton Rose Fulbright, Kroll, SAP, Intel, PwC, EY, and MUFG.
