Company
Scrunch is an AI search optimization platform that helps businesses monitor, analyze, and optimize how they appear across AI tools like ChatGPT, Perplexity, and Meta AI. The company was founded on a simple but consequential insight: as billions of people shift from traditional search to AI-powered answers, brands are no longer defined by what they say about themselves, but by what AI says to their customers. In a world where AI is becoming the first stop for buying decisions, Scrunch is building the infrastructure that helps companies show up.
Challenge
Scrunch’s product was catching the attention of some of the largest companies in the world. But landing a Fortune 10 customer is a different game than closing a startup. Enterprise deals come with sophisticated legal teams, complex procurement processes, and contract terms designed to protect the buyer, often at the expense of the seller. As serial entrepreneurs, the founders knew this terrain well. They’d navigated it before with big law firms, where the expertise was never in question but the cost, pace, and personal attention often were. This time, they wanted something different. A legal partner that could match their ambition without the overhead, and show up as a true part of the team.
Solution
Westaway stepped in as Scrunch’s outside General Counsel, embedding ourselves in the business rather than parachuting in deal by deal. We learned how Scrunch sold, what their customers cared about, and where the recurring friction points were. That ongoing relationship meant we could review and negotiate enterprise agreements with increasing speed and precision, pushing back where needed on liability exposure, IP ownership, and data rights, while keeping deals moving at the pace a growth-stage startup requires.
Impact
With Westaway as their ongoing legal partner, Scrunch was able to punch well above their weight. A startup of their size rarely walks into Fortune 10 negotiations on equal footing, but deal after deal, they did exactly that. And because we were learning alongside them, the results kept getting better. faster closes, stronger terms, and a legal process that got sharper with every deal. Scrunch’s enterprise customers got a counterparty that felt buttoned-up and prepared at every stage, and Scrunch got to compete at the highest level without losing the speed and agility that made them compelling in the first place.
