Robert Ambrogi Blog
The law practice management company Clio has named Jenny Dingus, formerly a top sales executive with RingCentral, as its senior vice president of global sales.
In her new role, Dingus will oversee all facets of Clio’s global sales activities, including business development, closing sales, and solutions for supporting sales. Her focus will be on growing revenue by increasing market share, driving new and existing customer growth, and scaling the company’s sales team.
Since 2011, Dingus — who is based in Colorado — has served in a series of sales and leadership positions at RingCentral, most recently as vice president for SMB sales, where her group accounted for roughly half the company’s overall sales.
She is also a member of Chief, a private membership network focused on connecting and supporting women executive leaders.
Parallels Between Clio and RingCentral
In an interview yesterday, Dingus said that she was attracted to join Clio both by its leadership team, who she described as dynamic, and its stated mission to transform the legal experience for all.
“Ultimately, we have an incredible opportunity at Clio, and that is transforming the legal experience for all,” she said. “I’m really excited to be a part of that mission.”
Dingus said that she is familiar with the legal market through her work at RingCentral, where legal is among the top industries the company serves, along with health care, finance and accounting. In fact, she said, many RingCentral customers are also Clio customers.
She also sees parallels between Clio and RingCentral in their respective focuses on developing technology designed to disrupt their markets.
“There’s a lot of parallels between what we were selling at RingCentral, with next-level communication solutions, and what we’re doing at Clio, which is transforming the way that [lawyers] are running their entire business and servicing their clients.”
Opportunities and Challenges
When I spoke with Dingus yesterday afternoon, she had been on the job at Clio less than 72 hours, so she was, as she told me, just starting to scratch the surface on all the ways to grow the company’s sales and market.
But one clear opportunity for scaling the company, she said, is in continuing to layer on different technologies that are important to lawyers, so that Clio can solidify its position as a one-stop shop for servicing law firms’ needs.
“The reality is there are a lot of ways that we can continue to scale, especially when we think about layering on different technologies in the entire Clio ecosystem, so that we can really grow the total benefit of ownership when somebody becomes a Clio customer,” she said.
“So for me, it’s thinking about how do we become, or continue to become, a one-stop shop for a law firm to come to Clio and we service all of their business needs.”
She also sees opportunities for expanding the company internationally.
While Dingus sees opportunities for growth, she also acknowledges that she faces challenges, foremost among them that the slow pace of growth of the legal industry overall.
“In the competitive landscape, the law industry is one industry. And I’m not sure that it’s an industry that’s growing 50% year over year. So you have to figure out how we continue to create value and drive penetration strategy into a market that is not growing at a pace that we want this business to grow.”
Supporting Women in Leadership
In a statement about the hire, Clio said that Dingus is known for creating an electric team culture across global workforces and driving transformative strategies centered around customer success.
Dingus said that she personally has a passion for supporting women in leadership roles, and that her membership in Chief helps her both meet other women in senior executive roles across the country and learn ways to elevate women across the world.
Dingus is a 2011 graduate of the Daniels College of Business at the University of Denver, where she received a master’s degree in international business administration. She received her bachelor’s degree in international business in 2009 at the University of Georgia’s Terry College of Business.