Selling Data to Doubters: Michelle Katz on Marketing to the Legal World

Michelle Katz built From Prospects to do something unconventional: inject real data intelligence into legal recruiting, an industry built on relationships and handshakes. On Margins and Mandates, she explores the distinct challenges of selling to risk-averse industries where legacy processes run deep and skepticism about new tools runs deeper. Her B2B SaaS sales strategy reveals how pioneering companies navigate selling innovation to legacy markets, earning trust one data point at a time.

Show Notes

Selling Data

In this episode of Margins and Mandates, host Jeff Lortz sits down with Michelle Katz, founder of From Prospects — a data-driven intelligence platform shaking up the traditional world of legal recruiting and firm research.

Michelle shares how her team is arming law firms and search partners with deeper insights, sharper profiles, and better data to make smarter hires. They dive into the challenges of selling innovation to risk-averse clients, what it takes to pioneer change in an old-school industry, and why being the ‘guinea pig’ sometimes pays off big.

If you’ve ever wondered how data can transform even the most opaque markets — this one’s for you.