Legora联合创始人兼首席执行官Max Junestrand表示，呼吁在软件领域实现欧洲主权的说法，不过是那些缺乏勇气走向全球市场的公司的借口。他于周四在都灵举行的Wave by Vento活动上发表了上述言论。
Legora co-founder and chief executive Max Junestrand says calls for European sovereignty in software are an excuse for companies that are not bold enough to go global. He spoke at Wave by Vento in Turin on Thursday.
“我认为，无论是企业级应用、消费者应用，还是软件层面的主权，其实都是那些缺乏勇气参与全球竞争的公司找的借口。因为企业级和软件层面本身就是全球市场，”Junestrand说道。
“I think sovereignty in enterprise applications, or sovereignty in consumer apps, or sovereignty at the software layer is kind of an excuse for companies who are not bold enough to compete globally. Because the enterprise layer and the software layer is the global market,” Junestrand said.
该环节的标题为“复利赌注”。Legora的投资者General Catalyst的总裁兼首席执行官Jeannette zu Fürstenberg主持了此次讨论。总部位于斯德哥尔摩的Legora为律师开发人工智能工具。
The session was titled “The Compounding Bet”. Jeannette zu Fürstenberg, president and managing director of General Catalyst, an investor in Legora, led the conversation. Legora, based in Stockholm, builds AI tools for lawyers.
Junestrand表示，主权在能源、国防和基础设施领域至关重要。但购买企业软件的公司往往在欧洲、美国和亚洲都设有办事处。对他们而言，所谓“主权产品”“完全没有任何意义”。而Legora自成立之初就面向全球市场。
Sovereignty matters for energy, defence and infrastructure, Junestrand said. But companies that buy enterprise software have offices in Europe, the US and Asia. For them, a sovereign product “doesn’t really make any sense at all”, he said. Legora’s market was global from day one.
关于价值流向问题，Zu Fürstenberg主张在技术栈的更底层实现主权。她表示，服务业占欧洲GDP的70%，而人工智能正开始取代部分相关工作。欧洲需要建立自己的能源和计算集群，否则价值将被转移出去。
Where the value goes Zu Fürstenberg made the case for sovereignty lower down the stack. Services make up 70% of Europe’s GDP, she said, and AI is starting to replace some of that work. Europe needs its own energy and compute clusters, she said, or the value will leave.
“这样我们才能真正锁定一部分原本会从欧洲流向美国或其他地区的非自愿财富转移，”Zu Fürstenberg说道。
“We are able to then really sort of lock down part of what otherwise would look like the involuntary transfer of wealth from Europe to the US or elsewhere in the world,” zu Fürstenberg said.
周三在同一活动上，阿里巴巴的Joe Tsai表示，开源是欧洲实现人工智能独立的唯一途径。今年9月，Junestrand曾表示，欧洲不应自行建立前沿实验室。
On Wednesday at the same event, Alibaba’s Joe Tsai said open source is Europe’s only way to AI independence. In September, Junestrand said Europe should not build a frontier lab of its own.
全球单一赢家 Junestrand指出，在软件行业，头部玩家通常会占据约90%的市场份额，其余参与者则瓜分剩下的部分。他表示，法律人工智能领域不会出现每个地区一个赢家的情况，而是只有一个全球性的赢家。其最接近的竞争对手Harvey于9月完成了一轮5.5亿美元融资，估值达到156亿美元。
One global winner In software, the top player tends to take about 90% of a market, Junestrand said, and the rest split what is left. Legal AI will not have one winner per region, he said, but one worldwide. Its closest rival, Harvey, closed a $550m round at a $15.6bn valuation in September.
律师们只会给一个产品一次机会，Junestrand 表示。2024 年中期，Legora 暂停了销售推广，以确保产品足够优秀。
Lawyers give a product only one chance, Junestrand said. In mid-2024, Legora paused its sales push to make sure the product was good enough.
他表示，如今律师事务所正面临压力。原本需要 10 小时完成的工作，现在只需 1 小时，这对按小时收费的律所造成了影响。一旦改变收费方式，它们还必须进行重组。
Law firms are now under pressure, he said. Work that took 10 hours now takes one, which hurts firms that bill by the hour. Once they change how they charge, they also have to reorganise.
他表示，Legora 使用了多个 AI 模型，因为每个模型在不同方面都有优势。他说，Claude 模型在起草文本方面非常出色，而 OpenAI 模型则擅长事实核查。
Legora uses several AI models, because each is strong at different things, he said. A Claude model is very good at drafting, he said, and an OpenAI model at fact-checking.
Junestrand 表示，在四年四个季度内，Legora 在 2024 年 10 月实现了约 100 万美元的收入。公司用了不到 18 个月时间实现 1 亿美元收入，又用了不到六个月时间达到 2 亿美元。他说，在连续两年每个季度增长超过 50% 之后，公司收入将达到 3 亿美元。
Four years in four quarters Legora had about $1m in revenue in October 2024, Junestrand said. It took under 18 months to reach $100m in revenue and under six more to reach $200m. He said it will reach $300m, after more than 50% growth each quarter for about two years.
他表示，公司年初时有 200 名员工和 22 名销售人员，计划到年底将销售人员扩充至 300 人。员工在公司工作的中位时间为三到四个月。
The company started the year with 200 people and 22 sales staff, he said. It plans to have 300 sales staff by the end of the year. The median time people have been at the company is three to four months.
他表示，每位新员工都需要获得招聘团队之外的一位“文化传承者”的批准，这一理念是 Legora 从亚马逊借鉴而来的。Junestrand 说，Legora 的新首席财务官曾见证一家公司在四年内从 3000 万美元增长到 3 亿美元，而 Legora 将在四个季度内完成这一目标。
Each hire needs sign-off from a “culture carrier” outside the hiring team, an idea Legora took from Amazon. Legora’s new chief financial officer had seen a company grow from $30m to $300m in four years, Junestrand said. Legora is doing that in four quarters.
他还对 Legora 的投资者进行了排名。每两个月，他都会向他们发送一份排行榜，显示每位投资者带来了多少客户引荐。他说，一位曾在一轮融资中投资 1.5 亿美元的投资者最初排名倒数第二，但随后在两周内带来了 50 次客户引荐。
He also ranks Legora’s investors. Every two months, he sends them a leaderboard of how many customer introductions each has made. One investor that had put $150m into a round came second to last, he said. It then made 50 introductions in two weeks.
Legora 刚刚在米兰开设了一间办公室。Junestrand 表示，意大利的人均律师数量高于欧洲任何其他国家。
Legora has just opened an office in Milan. Italy has more lawyers per person than anywhere else in Europe, Junestrand said.