Forella Braun and Martel: 25+ Years of Innovation
A San Francisco-based midsize law firm that has successfully evolved from on-premises infrastructure to iManage Cloud on Azure, achieving universal adoption across all practice areas.
"My confidence in them as a company is pretty high, and I'm hoping to see that they continue to invest those resources and clearly leverage the thought leaders they have to keep iterating on the product."
— Jordan Flato, Director of Technology
📋 Advocacy Use Cases
🏆 100% user adoption - exceptional metric for competitive differentiation
🤝 25+ year relationship demonstrates customer loyalty and platform maturity
💬 Jordan is an excellent reference - technical depth, honest feedback, enthusiastic about future
🎯 Perfect for midsize firm prospects facing similar infrastructure challenges
Key Challenges Faced
Infrastructure Constraints
Common Pain Point
High Impact
Small IT team managing nearly 20M documents on-premises with security and disaster recovery concerns
"We're a mid-sized firm. So we're expected to deliver big, firm performance for our clients. But we don't necessarily have big, firm staffing."
Hybrid Work Model
Common Pain Point
High Impact
Office hoteling and remote work requiring flexible cloud-based access
"All hoteling model in our offices, meaning no one has their own office permanently. People come in and book offices and do a lot of remote work."
Email Management Crisis
Common Pain Point
Medium Impact
Attorneys handling more admin work with reduced secretary support
"Inbox management is one of the major crises of our generation when it comes to knowledge work... attorneys are expected to do much more of their own sort of admin work."
💡 Sales Talking Points
- These challenges resonate with most midsize firms we speak with
- Jordan's infrastructure concerns mirror typical IT director pain points
- Hybrid work model challenges are increasingly common post-2020
- Email management crisis affects 90%+ of legal professionals
iManage Suite Implementation
iManage Work
Core document management platform
Users:
All 250 employees
Key Benefit:
Universal document access and management
"iManage is one of the most critical elements of our technology stack... it's the bedrock of what we do."
Threat Manager
Machine learning-powered security monitoring
Users:
IT Security Team
Key Benefit:
Enhanced security posture and behavioral monitoring
"One of the things that helps me sleep better at night is threat manager... the machine learning in that tool to identify user behavior is really invaluable."
🎯 Customer Advocacy Notes
Perfect Reference Customer: Jordan is highly technical, articulate, and genuinely enthusiastic
Comprehensive Implementation: Using 5+ iManage solutions - shows platform breadth
Partnership Success: Stone Consulting mention validates our partner ecosystem
Early Adopter: Participating in Mailbox Assistant program - shows innovation leadership
AI-Powered Innovation
iManage Ask
Anticipated
Natural language querying against document repository
→
Impact: Game-changing potential for leveraging 25+ years of knowledge
Mailbox Assistant
Early Adopter Program
AI-powered email management and filing
→
Impact: Solution to "inbox overwhelm" crisis
"I think being able to query against our vast work product in ways that aren't as linear potentially opens up infinite new pathways for leveraging stuff that already exists."
🚀 Advocacy Opportunities
- AI Early Adopter: Perfect customer for AI product launches
- Reference Calls: Jordan excellent for prospect conversations
- Conference Speaker: Could present at iManage events
- Case Study Video: Compelling story for video testimonial