13:15Justin Kan | Hustle Con 2018
From My First Million · Published Jul 6, 2019 · Watch on YouTube
TL;DR
Justin Kan started Atrium (a startup-focused law firm) because he wanted a business where clients actually pay, after experiencing rising legal costs at Twitch. Atrium uses fixed pricing, role specialization, and technology to address common legal pain points (variable pricing, slow response, low transparency).
Key insights
- Legal billing felt like “playing Russian roulette” due to unpredictable costs and variable response times; mistakes were common because of manual processes.
- Startups may start small but can eventually spend heavily on legal (e.g., becoming the next Airbnb or Uber), making them a valuable long-term customer base.
- Hiring a co-founder with deep domain expertise (Augie Raco, a former Orrick partner) was essential to overcome the trust barrier against a new, unproven law firm.
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