Pick My Brain with Alan Jones 
About Elena Tsalanidis
Elena Tsalanidis is co-founder and Chief Revenue Officer of Deeligence, a deal due diligence platform that combines AI contract review and red-flag detection with project management for law firms, in-house legal teams and funds.
A lawyer by background, she worked on M&A transactions at large Australian law firms and in operations at a UK-based legal tech company before co-founding Deeligence with chief executive Justin Hansky. In 2024 the company raised an A$1 million pre-seed round backed by LaunchVic's Alice Anderson Fund for female founders.
She has appeared twice on Day One: pitching Deeligence on Pick My Brain with Alan Jones, and, with Hansky, discussing how to build legal AI that lawyers can rely on, on In The Blink Of AI with Georgie Healy.
- Talks about
- AI, Product, Sales & GTM
In conversation.
2 episodes
Start hereHow to Stand Out in a Sea of AI Wrappers: Elena Tsalanidis on Selling B2B SaaS into Law FirmsShe leads it alone, pitching Deeligence and explaining how it sells into law firms, which matches her revenue role.
Pick My Brain with Alan Jones 
In The Blink Of AI with Georgie Healy Building Legal AI That Lawyers Can Actually Rely On (ft. Deeligence)
With Justin Hansky
Go straight to the good bits.
Key moments from How to Stand Out in a Sea of AI Wrappers: Elena Tsalanidis on Selling B2B SaaS into Law Firms.
- 1:40What is Deeligence? AI-powered legal due diligence for M&A lawyers
- 3:05Elena’s background: ex-lawyer, ex-legal tech startup operator
- 4:15Childhood ambitions: politics and leadership
- 6:00The challenge: how do AI startups prove real product differentiation?
- 8:30Alan on “thin wrappers” vs customer experience as a moat
- 10:10Building trust in professional services: security, UX, and reliability
- 11:40Why distribution beats tech in B2B AI
- 14:10What makes a moat in the era of fast, AI-powered software
- 16:05How deal size affects sales cycles in enterprise SaaS
- 17:15Selling into law firms: why Hobart offices can be a strategic wedge
In their own words.
“Good luck trying to get a bot to figure out how to do due diligence effectively in a way that lawyers would be happy and confident using.”
Deeligence on Day One
Deeligence is a Melbourne legal technology startup that uses AI to automate due diligence workflows for law firms and in-house legal teams, co-founded by lawyers Elena…
2 people · 2 episodes
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Spot something wrong? Suggest a correctionUpdated 29 October 2026
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