Price to dominate with blended margins

SaaStr 837: 10 Things To Do Right Now to Become AI Native with Filevine's CEO & Founder

Ryan Anderson, Co-Founder and CEO of Filevine, shares the playbook for how his legal tech company successfully transitioned from a traditional SaaS business to an AI-native company, now generating more new revenue from AI products than their core SaaS platform.

With 6,000 customers, 700 employees, and $200M+ ARR growing at nearly 60%, Filevine has cracked the code on AI transformation. Ryan breaks down the strategic, technical, and cultural changes required to make the shift.

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Key Takeaways:

1. Nothing is Sacred – Be prepared to tear down working systems that don't serve your AI future. Use a simple framework: keep what's critical to your competitive moat and keeps you fast; eliminate what slows you down.
2. Content → Context – Your SaaS data becomes the competitive advantage when it serves as context for AI agents. Think Cher's closet in Clueless—you need both the organized system AND the AI.
3. Restructure Your Architecture – AI can't just be "sprinkled on top." Your ML team needs to own the AI data layer and iterate daily without bottlenecks.
4. Hire AI Natives – They want access to rich data and distribution. Sell them on what you have that AI-only startups don't.
5. Consider Acquisitions – Filevine acquired Parrot to jumpstart their ML capabilities. Speed matters.
6. Rebrand with Intent – Signal the change internally and externally. It's symbolic but powerful.
7. Obsess Over Usage – If you can't measure it, don't ship it. Track DAU/WAU/MAU religiously.
8. Leverage Your Data – Control API access, monitor AI traffic for product ideas, and don't give away your advantage for free.
9. Price to Dominate – Your high SaaS margins let you undercut AI-only competitors on blended gross margin.
10. Build One Product – Stop selling to customers who won't buy AI. Assume AI is implicit in everything you build.

About the Speaker: Ryan Anderson is the Co-Founder and CEO of Filevine, an AI-powered legal operating system. Under his leadership, Filevine has achieved 96% gross revenue retention and 124% net revenue retention while successfully pivoting to AI-native operations.

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