{"version":"1.0.0","segments":[{"speaker":"Matt Wolach","startTime":10.68,"endTime":13.77,"body":"From zero to 100"},{"speaker":"Matt Wolach","startTime":10.68,"endTime":13.77,"body":"million in revenue, can you"},{"speaker":"Matt Wolach","startTime":13.8,"endTime":17.04,"body":"imagine what that path might be"},{"speaker":"Matt Wolach","startTime":13.8,"endTime":17.04,"body":"like? Can you imagine all the"},{"speaker":"Matt Wolach","startTime":17.04,"endTime":19.59,"body":"different stages of what you"},{"speaker":"Matt Wolach","startTime":17.04,"endTime":19.59,"body":"would be doing and what the"},{"speaker":"Matt Wolach","startTime":19.59,"endTime":21.93,"body":"company would be doing? You"},{"speaker":"Matt Wolach","startTime":19.59,"endTime":21.93,"body":"imagine the different price"},{"speaker":"Matt Wolach","startTime":21.93,"endTime":24.24,"body":"points you might be at along"},{"speaker":"Matt Wolach","startTime":21.93,"endTime":24.24,"body":"that journey. You don't have to"},{"speaker":"Matt Wolach","startTime":24.24,"endTime":27.93,"body":"imagine it. Kaz Ohta came in,"},{"speaker":"Matt Wolach","startTime":24.24,"endTime":27.93,"body":"he's a CEO of Treasure Data. And"},{"speaker":"Matt Wolach","startTime":27.93,"endTime":31.02,"body":"when he started, he was just the"},{"speaker":"Matt Wolach","startTime":27.93,"endTime":31.02,"body":"technical co founder. But he"},{"speaker":"Matt Wolach","startTime":31.02,"endTime":34.14,"body":"moved and pivoted and changed"},{"speaker":"Matt Wolach","startTime":31.02,"endTime":34.14,"body":"and helped the company grow and"},{"speaker":"Matt Wolach","startTime":34.14,"endTime":37.41,"body":"help a company change and it's"},{"speaker":"Matt Wolach","startTime":34.14,"endTime":37.41,"body":"really inspiring to hear his"},{"speaker":"Matt Wolach","startTime":37.41,"endTime":39.72,"body":"story. So you're gonna want to"},{"speaker":"Matt Wolach","startTime":37.41,"endTime":39.72,"body":"hear this if you're wanting to"},{"speaker":"Matt Wolach","startTime":39.72,"endTime":42.6,"body":"grow your company to be super"},{"speaker":"Matt Wolach","startTime":39.72,"endTime":42.6,"body":"big, he is going to share with"},{"speaker":"Matt Wolach","startTime":42.6,"endTime":44.04,"body":"you exactly how he did it."},{"speaker":"Intro/ Outro","startTime":44.58,"endTime":47.79,"body":"Welcome to Scale"},{"speaker":"Intro/ Outro","startTime":44.58,"endTime":47.79,"body":"Your SaaS, the podcast that"},{"speaker":"Intro/ Outro","startTime":47.79,"endTime":50.91,"body":"gives you proven techniques and"},{"speaker":"Intro/ Outro","startTime":47.79,"endTime":50.91,"body":"formulas for boosting your"},{"speaker":"Intro/ Outro","startTime":50.91,"endTime":54.87,"body":"revenue and achieving your dream"},{"speaker":"Intro/ Outro","startTime":50.91,"endTime":54.87,"body":"exit brought to you by a guy"},{"speaker":"Intro/ Outro","startTime":54.87,"endTime":59.73,"body":"who's done just that multiple"},{"speaker":"Intro/ Outro","startTime":54.87,"endTime":59.73,"body":"times. Here's your host, Matt"},{"speaker":"Intro/ Outro","startTime":59.76,"endTime":60.24,"body":"Wolach."},{"speaker":"Matt Wolach","startTime":60.81,"endTime":63.42,"body":"Hello, and welcome"},{"speaker":"Matt Wolach","startTime":60.81,"endTime":63.42,"body":"to Scale Your SaaS Thank you"},{"speaker":"Matt Wolach","startTime":63.42,"endTime":65.82,"body":"very much for coming. This is"},{"speaker":"Matt Wolach","startTime":63.42,"endTime":65.82,"body":"gonna be a really fun episode."},{"speaker":"Matt Wolach","startTime":65.82,"endTime":68.16,"body":"I'm excited for it. But before"},{"speaker":"Matt Wolach","startTime":65.82,"endTime":68.16,"body":"we get into it, make sure you"},{"speaker":"Matt Wolach","startTime":68.16,"endTime":70.86,"body":"are subscribed to the show. You"},{"speaker":"Matt Wolach","startTime":68.16,"endTime":70.86,"body":"do not want to miss on any of"},{"speaker":"Matt Wolach","startTime":70.86,"endTime":74.46,"body":"the upcoming amazing guests that"},{"speaker":"Matt Wolach","startTime":70.86,"endTime":74.46,"body":"we have lots of cool topics to"},{"speaker":"Matt Wolach","startTime":74.46,"endTime":77.01,"body":"help you scale your SaaS and get"},{"speaker":"Matt Wolach","startTime":74.46,"endTime":77.01,"body":"your company where it's got to"},{"speaker":"Matt Wolach","startTime":77.01,"endTime":80.52,"body":"be. Today is going to be a lot"},{"speaker":"Matt Wolach","startTime":77.01,"endTime":80.52,"body":"of fun. I've got Kaz Ohta with"},{"speaker":"Matt Wolach","startTime":80.52,"endTime":81.51,"body":"me. Kaz How you doing?"},{"speaker":"Kaz Ohta","startTime":82.319,"endTime":83.759,"body":"Great. Thanks for"},{"speaker":"Kaz Ohta","startTime":82.319,"endTime":83.759,"body":"having me, Matt."},{"speaker":"Matt Wolach","startTime":84.539,"endTime":86.489,"body":"Absolutely. So glad"},{"speaker":"Matt Wolach","startTime":84.539,"endTime":86.489,"body":"to have you here. Let me make"},{"speaker":"Matt Wolach","startTime":86.489,"endTime":89.669,"body":"sure nobody knows who you are."},{"speaker":"Matt Wolach","startTime":86.489,"endTime":89.669,"body":"Kaz is the CEO and co founder at"},{"speaker":"Matt Wolach","startTime":89.669,"endTime":92.999,"body":"treasure data. Treasure data is"},{"speaker":"Matt Wolach","startTime":89.669,"endTime":92.999,"body":"an enterprise customer data"},{"speaker":"Matt Wolach","startTime":92.999,"endTime":96.809,"body":"platform that powers the entire"},{"speaker":"Matt Wolach","startTime":92.999,"endTime":96.809,"body":"business to accelerate customer"},{"speaker":"Matt Wolach","startTime":96.809,"endTime":99.959,"body":"centricity in the age of the"},{"speaker":"Matt Wolach","startTime":96.809,"endTime":99.959,"body":"digital customer across all"},{"speaker":"Matt Wolach","startTime":99.989,"endTime":103.319,"body":"engagement channels, including"},{"speaker":"Matt Wolach","startTime":99.989,"endTime":103.319,"body":"marketing, sales and service"},{"speaker":"Matt Wolach","startTime":103.559,"endTime":106.889,"body":"cars moved to the US without"},{"speaker":"Matt Wolach","startTime":103.559,"endTime":106.889,"body":"even knowing how to speak"},{"speaker":"Matt Wolach","startTime":106.919,"endTime":110.129,"body":"English. super impressive. After"},{"speaker":"Matt Wolach","startTime":106.919,"endTime":110.129,"body":"majoring in computer science and"},{"speaker":"Matt Wolach","startTime":110.369,"endTime":113.609,"body":"contributing to several open"},{"speaker":"Matt Wolach","startTime":110.369,"endTime":113.609,"body":"source projects, Kaz found a"},{"speaker":"Matt Wolach","startTime":113.609,"endTime":118.409,"body":"treasure data 100 million plus"},{"speaker":"Matt Wolach","startTime":113.609,"endTime":118.409,"body":"ARR company Kaz once again,"},{"speaker":"Matt Wolach","startTime":118.409,"endTime":119.549,"body":"thanks for coming on the show."},{"speaker":"Kaz Ohta","startTime":119.97,"endTime":122.7,"body":"Of course, thanks for"},{"speaker":"Kaz Ohta","startTime":119.97,"endTime":122.7,"body":"having me, you know, excited to"},{"speaker":"Kaz Ohta","startTime":122.7,"endTime":125.7,"body":"share our story and failures and"},{"speaker":"Kaz Ohta","startTime":122.7,"endTime":125.7,"body":"success and all these."},{"speaker":"Matt Wolach","startTime":126.659,"endTime":128.489,"body":"I can't wait."},{"speaker":"Matt Wolach","startTime":126.659,"endTime":128.489,"body":"Before we get into all that."},{"speaker":"Matt Wolach","startTime":128.489,"endTime":130.679,"body":"Tell me what's been going on"},{"speaker":"Matt Wolach","startTime":128.489,"endTime":130.679,"body":"with you lately? And what's"},{"speaker":"Matt Wolach","startTime":130.679,"endTime":131.369,"body":"coming up?"},{"speaker":"Kaz Ohta","startTime":132.209,"endTime":136.199,"body":"Yeah, so as you know,"},{"speaker":"Kaz Ohta","startTime":132.209,"endTime":136.199,"body":"a lot of sass company is having"},{"speaker":"Kaz Ohta","startTime":136.199,"endTime":139.709,"body":"a tough time right now. Right?"},{"speaker":"Kaz Ohta","startTime":136.199,"endTime":139.709,"body":"So that interest going up, and"},{"speaker":"Kaz Ohta","startTime":139.709,"endTime":142.799,"body":"then you know, stock market"},{"speaker":"Kaz Ohta","startTime":139.709,"endTime":142.799,"body":"going down. So a lot of"},{"speaker":"Kaz Ohta","startTime":142.799,"endTime":147.599,"body":"valuation got compressed. It"},{"speaker":"Kaz Ohta","startTime":142.799,"endTime":147.599,"body":"used to be around 15x to 20x,"},{"speaker":"Kaz Ohta","startTime":147.599,"endTime":151.589,"body":"Arr, sometimes, like hundreds,"},{"speaker":"Kaz Ohta","startTime":147.599,"endTime":151.589,"body":"okay, 100 times ARR was a"},{"speaker":"Kaz Ohta","startTime":151.589,"endTime":155.849,"body":"validation. Now as a medium,"},{"speaker":"Kaz Ohta","startTime":151.589,"endTime":155.849,"body":"it's like five to six, right?"},{"speaker":"Kaz Ohta","startTime":156.389,"endTime":162.269,"body":"And lucky for us, we actually"},{"speaker":"Kaz Ohta","startTime":156.389,"endTime":162.269,"body":"raised 234,000,002 years ago. So"},{"speaker":"Kaz Ohta","startTime":162.269,"endTime":166.649,"body":"we're actually fully funded. And"},{"speaker":"Kaz Ohta","startTime":162.269,"endTime":166.649,"body":"we didn't have a crazy"},{"speaker":"Kaz Ohta","startTime":166.649,"endTime":172.799,"body":"valuation. So we were in the"},{"speaker":"Kaz Ohta","startTime":166.649,"endTime":172.799,"body":"sense, like, really lucky. But"},{"speaker":"Kaz Ohta","startTime":172.799,"endTime":177.029,"body":"for me, what? Shareholders value"},{"speaker":"Kaz Ohta","startTime":172.799,"endTime":177.029,"body":"creation, the rule is changed."},{"speaker":"Kaz Ohta","startTime":177.059,"endTime":181.379,"body":"It was gross at all costs. Now"},{"speaker":"Kaz Ohta","startTime":177.059,"endTime":181.379,"body":"it's more efficiency. So we're"},{"speaker":"Kaz Ohta","startTime":181.379,"endTime":185.039,"body":"driving towards the efficiency,"},{"speaker":"Kaz Ohta","startTime":181.379,"endTime":185.039,"body":"which means like the"},{"speaker":"Kaz Ohta","startTime":185.039,"endTime":186.329,"body":"profitability of this company."},{"speaker":"Matt Wolach","startTime":187.41,"endTime":189.24,"body":"Yeah, I'm super"},{"speaker":"Matt Wolach","startTime":187.41,"endTime":189.24,"body":"glad you guys are going that"},{"speaker":"Matt Wolach","startTime":189.24,"endTime":191.25,"body":"way. It's super important. You"},{"speaker":"Matt Wolach","startTime":189.24,"endTime":191.25,"body":"can see this kind of happening"},{"speaker":"Matt Wolach","startTime":191.25,"endTime":194.16,"body":"all across tech, as we see a"},{"speaker":"Matt Wolach","startTime":191.25,"endTime":194.16,"body":"bunch of layoffs happening and"},{"speaker":"Matt Wolach","startTime":194.16,"endTime":197.07,"body":"people trying to get more and"},{"speaker":"Matt Wolach","startTime":194.16,"endTime":197.07,"body":"more efficient. But I want to go"},{"speaker":"Matt Wolach","startTime":197.07,"endTime":200.1,"body":"back into kind of where this"},{"speaker":"Matt Wolach","startTime":197.07,"endTime":200.1,"body":"thing started. How did you come"},{"speaker":"Matt Wolach","startTime":200.1,"endTime":201.75,"body":"up with the idea for treasure"},{"speaker":"Matt Wolach","startTime":200.1,"endTime":201.75,"body":"data?"},{"speaker":"Kaz Ohta","startTime":202.2,"endTime":205.47,"body":"Sure. When I started"},{"speaker":"Kaz Ohta","startTime":202.2,"endTime":205.47,"body":"this company, I was CTO Chief"},{"speaker":"Kaz Ohta","startTime":205.47,"endTime":209.52,"body":"Technology Officer. And I"},{"speaker":"Kaz Ohta","startTime":205.47,"endTime":209.52,"body":"majored in computer science. And"},{"speaker":"Kaz Ohta","startTime":209.52,"endTime":214.23,"body":"my research area was HPC, high"},{"speaker":"Kaz Ohta","startTime":209.52,"endTime":214.23,"body":"performance computing. And at"},{"speaker":"Kaz Ohta","startTime":214.23,"endTime":217.44,"body":"that time, my professor has"},{"speaker":"Kaz Ohta","startTime":214.23,"endTime":217.44,"body":"built the world's fastest"},{"speaker":"Kaz Ohta","startTime":217.44,"endTime":222.33,"body":"supercomputer. And basically"},{"speaker":"Kaz Ohta","startTime":217.44,"endTime":222.33,"body":"combining half a million"},{"speaker":"Kaz Ohta","startTime":222.33,"endTime":225.99,"body":"computers into one system."},{"speaker":"Kaz Ohta","startTime":222.33,"endTime":225.99,"body":"Right, wow. And I was a part of"},{"speaker":"Kaz Ohta","startTime":225.99,"endTime":229.29,"body":"the team to build the file"},{"speaker":"Kaz Ohta","startTime":225.99,"endTime":229.29,"body":"system for that. So the computer"},{"speaker":"Kaz Ohta","startTime":229.5,"endTime":233.1,"body":"just basically handling a lot of"},{"speaker":"Kaz Ohta","startTime":229.5,"endTime":233.1,"body":"data coming out from this"},{"speaker":"Kaz Ohta","startTime":233.1,"endTime":237.48,"body":"gigantic supercomputer, right?"},{"speaker":"Kaz Ohta","startTime":233.1,"endTime":237.48,"body":"So that gave me an opportunity"},{"speaker":"Kaz Ohta","startTime":237.54,"endTime":242.79,"body":"to handle large amount of data"},{"speaker":"Kaz Ohta","startTime":237.54,"endTime":242.79,"body":"set. And that created the basic"},{"speaker":"Kaz Ohta","startTime":242.79,"endTime":245.52,"body":"idea of CDP customer data"},{"speaker":"Kaz Ohta","startTime":242.79,"endTime":245.52,"body":"platform."},{"speaker":"Matt Wolach","startTime":246.93,"endTime":249.06,"body":"So how does"},{"speaker":"Matt Wolach","startTime":246.93,"endTime":249.06,"body":"treasure data help its"},{"speaker":"Matt Wolach","startTime":249.06,"endTime":249.72,"body":"customers?"},{"speaker":"Kaz Ohta","startTime":250.59,"endTime":254.67,"body":"Yeah, so you can"},{"speaker":"Kaz Ohta","startTime":250.59,"endTime":254.67,"body":"relate to your I would say"},{"speaker":"Kaz Ohta","startTime":254.67,"endTime":258.75,"body":"consumer experience, okay, one"},{"speaker":"Kaz Ohta","startTime":254.67,"endTime":258.75,"body":"day, I'm living in Palo Alto,"},{"speaker":"Kaz Ohta","startTime":258.78,"endTime":264.21,"body":"California. And I got this email"},{"speaker":"Kaz Ohta","startTime":258.78,"endTime":264.21,"body":"saying, Hey, you finally have a"},{"speaker":"Kaz Ohta","startTime":264.21,"endTime":267.51,"body":"fiber coming into your house"},{"speaker":"Kaz Ohta","startTime":264.21,"endTime":267.51,"body":"from my internet provider."},{"speaker":"Kaz Ohta","startTime":267.57,"endTime":271.8,"body":"Right? And I was so excited. So"},{"speaker":"Kaz Ohta","startTime":267.57,"endTime":271.8,"body":"I called them, but I need to"},{"speaker":"Kaz Ohta","startTime":271.8,"endTime":275.22,"body":"wait like 30 minutes. They're"},{"speaker":"Kaz Ohta","startTime":271.8,"endTime":275.22,"body":"asking my phone number I'm"},{"speaker":"Kaz Ohta","startTime":275.25,"endTime":279.0,"body":"calling from my phone, right? I"},{"speaker":"Kaz Ohta","startTime":275.25,"endTime":279.0,"body":"use their service for 12 years."},{"speaker":"Kaz Ohta","startTime":279.03,"endTime":282.09,"body":"They didn't know my plan. And of"},{"speaker":"Kaz Ohta","startTime":279.03,"endTime":282.09,"body":"course, the service agent didn't"},{"speaker":"Kaz Ohta","startTime":282.09,"endTime":287.37,"body":"know about that Viva plan. So I"},{"speaker":"Kaz Ohta","startTime":282.09,"endTime":287.37,"body":"went to retail shop, and I need"},{"speaker":"Kaz Ohta","startTime":287.37,"endTime":290.28,"body":"to wait 20 minutes to talk with"},{"speaker":"Kaz Ohta","startTime":287.37,"endTime":290.28,"body":"salespeople. And they the same"},{"speaker":"Kaz Ohta","startTime":290.28,"endTime":292.8,"body":"thing happened. They're asking"},{"speaker":"Kaz Ohta","startTime":290.28,"endTime":292.8,"body":"my phone number. They don't know"},{"speaker":"Kaz Ohta","startTime":292.8,"endTime":295.23,"body":"my plan. They didn't even know"},{"speaker":"Kaz Ohta","startTime":292.8,"endTime":295.23,"body":"about Fiverr and few weeks"},{"speaker":"Kaz Ohta","startTime":295.23,"endTime":299.04,"body":"later, I got this email Hey"},{"speaker":"Kaz Ohta","startTime":295.23,"endTime":299.04,"body":"Fiverr is actually not coming to"},{"speaker":"Kaz Ohta","startTime":299.04,"endTime":301.68,"body":"your house from this Service"},{"speaker":"Kaz Ohta","startTime":299.04,"endTime":301.68,"body":"Asia, right? That's just"},{"speaker":"Kaz Ohta","startTime":301.68,"endTime":306.09,"body":"horrible experience. No. So"},{"speaker":"Kaz Ohta","startTime":301.68,"endTime":306.09,"body":"those things are happening"},{"speaker":"Kaz Ohta","startTime":306.21,"endTime":309.72,"body":"everywhere, every brand right"},{"speaker":"Kaz Ohta","startTime":306.21,"endTime":309.72,"body":"now, right? So the way we're"},{"speaker":"Kaz Ohta","startTime":309.75,"endTime":316.47,"body":"fixing is, every single customer"},{"speaker":"Kaz Ohta","startTime":309.75,"endTime":316.47,"body":"facing Asian person in system"},{"speaker":"Kaz Ohta","startTime":316.86,"endTime":319.89,"body":"will look up consistent single"},{"speaker":"Kaz Ohta","startTime":316.86,"endTime":319.89,"body":"source of truth about the"},{"speaker":"Kaz Ohta","startTime":319.89,"endTime":324.18,"body":"customer. And that system is"},{"speaker":"Kaz Ohta","startTime":319.89,"endTime":324.18,"body":"called CDP customer data"},{"speaker":"Kaz Ohta","startTime":324.18,"endTime":329.1,"body":"platform. And there are 150 CDP"},{"speaker":"Kaz Ohta","startTime":324.18,"endTime":329.1,"body":"vendors available in the market."},{"speaker":"Kaz Ohta","startTime":329.22,"endTime":332.07,"body":"But we're the number one"},{"speaker":"Kaz Ohta","startTime":329.22,"endTime":332.07,"body":"independent vendor in terms of"},{"speaker":"Kaz Ohta","startTime":332.1,"endTime":333.6,"body":"market share and revenue size."},{"speaker":"Matt Wolach","startTime":334.74,"endTime":337.17,"body":"That's amazing. So"},{"speaker":"Matt Wolach","startTime":334.74,"endTime":337.17,"body":"really, your platform is just"},{"speaker":"Matt Wolach","startTime":337.17,"endTime":339.45,"body":"data and everybody else kind of"},{"speaker":"Matt Wolach","startTime":337.17,"endTime":339.45,"body":"just links into is that how that"},{"speaker":"Matt Wolach","startTime":339.45,"endTime":339.9,"body":"works?"},{"speaker":"Kaz Ohta","startTime":340.23,"endTime":346.05,"body":"Yeah, so a lot of, I'd"},{"speaker":"Kaz Ohta","startTime":340.23,"endTime":346.05,"body":"say consumer data is siloed in"},{"speaker":"Kaz Ohta","startTime":346.05,"endTime":349.86,"body":"the company, right? So if you"},{"speaker":"Kaz Ohta","startTime":346.05,"endTime":349.86,"body":"talk with like, large major"},{"speaker":"Kaz Ohta","startTime":349.86,"endTime":355.41,"body":"brands, they typically have 190"},{"speaker":"Kaz Ohta","startTime":349.86,"endTime":355.41,"body":"applications, storing customer"},{"speaker":"Kaz Ohta","startTime":355.41,"endTime":359.97,"body":"data here and there, right. And"},{"speaker":"Kaz Ohta","startTime":355.41,"endTime":359.97,"body":"then you have legacy databases,"},{"speaker":"Kaz Ohta","startTime":360.3,"endTime":363.87,"body":"you know, sometimes IBM's,"},{"speaker":"Kaz Ohta","startTime":360.3,"endTime":363.87,"body":"Legacy Z series, you know,"},{"speaker":"Kaz Ohta","startTime":363.9,"endTime":368.76,"body":"mainframes, and you have a cloud"},{"speaker":"Kaz Ohta","startTime":363.9,"endTime":368.76,"body":"systems and you have more epic"},{"speaker":"Kaz Ohta","startTime":368.76,"endTime":372.57,"body":"systems, you have advertisements"},{"speaker":"Kaz Ohta","startTime":368.76,"endTime":372.57,"body":"systems, you have CRM, so"},{"speaker":"Kaz Ohta","startTime":372.6,"endTime":376.14,"body":"everywhere you store a piece of"},{"speaker":"Kaz Ohta","startTime":372.6,"endTime":376.14,"body":"information about your consumers"},{"speaker":"Kaz Ohta","startTime":376.14,"endTime":379.77,"body":"and customers, right? So we're"},{"speaker":"Kaz Ohta","startTime":376.14,"endTime":379.77,"body":"at a system of aggregation,"},{"speaker":"Kaz Ohta","startTime":379.77,"endTime":383.88,"body":"where you aggregate everything,"},{"speaker":"Kaz Ohta","startTime":379.77,"endTime":383.88,"body":"and we unify the data and create"},{"speaker":"Kaz Ohta","startTime":383.88,"endTime":387.96,"body":"a real customers 360 view so"},{"speaker":"Kaz Ohta","startTime":383.88,"endTime":387.96,"body":"that the business can rely on"},{"speaker":"Kaz Ohta","startTime":387.96,"endTime":388.8,"body":"and execute."},{"speaker":"Matt Wolach","startTime":390.27,"endTime":392.55,"body":"I love it. So it"},{"speaker":"Matt Wolach","startTime":390.27,"endTime":392.55,"body":"feels like it's that that data"},{"speaker":"Matt Wolach","startTime":392.55,"endTime":395.49,"body":"is kind of creating more, you"},{"speaker":"Matt Wolach","startTime":392.55,"endTime":395.49,"body":"know, connected customer"},{"speaker":"Matt Wolach","startTime":395.49,"endTime":396.15,"body":"experiences, it"},{"speaker":"Kaz Ohta","startTime":396.15,"endTime":399.0,"body":"feels exactly. Wow,"},{"speaker":"Kaz Ohta","startTime":396.15,"endTime":399.0,"body":"that's"},{"speaker":"Matt Wolach","startTime":399.0,"endTime":401.52,"body":"pretty slick. So"},{"speaker":"Matt Wolach","startTime":399.0,"endTime":401.52,"body":"what should businesses be"},{"speaker":"Matt Wolach","startTime":401.52,"endTime":403.86,"body":"thinking? How can they"},{"speaker":"Matt Wolach","startTime":401.52,"endTime":403.86,"body":"determine, Okay, we need this,"},{"speaker":"Matt Wolach","startTime":403.86,"endTime":405.42,"body":"we're ready for this. Where does"},{"speaker":"Matt Wolach","startTime":403.86,"endTime":405.42,"body":"that happen?"},{"speaker":"Kaz Ohta","startTime":406.08,"endTime":409.8,"body":"Yeah, it's all about"},{"speaker":"Kaz Ohta","startTime":406.08,"endTime":409.8,"body":"customers. Right? You know, I,"},{"speaker":"Kaz Ohta","startTime":410.1,"endTime":413.85,"body":"this, this business is really"},{"speaker":"Kaz Ohta","startTime":410.1,"endTime":413.85,"body":"interesting. We specifically"},{"speaker":"Kaz Ohta","startTime":413.85,"endTime":420.36,"body":"target for the large enterprise."},{"speaker":"Kaz Ohta","startTime":413.85,"endTime":420.36,"body":"We don't do any SMB. So a lot of"},{"speaker":"Kaz Ohta","startTime":420.36,"endTime":425.04,"body":"people talking about PLD. And"},{"speaker":"Kaz Ohta","startTime":420.36,"endTime":425.04,"body":"all these were 100, person SLG,"},{"speaker":"Kaz Ohta","startTime":425.07,"endTime":429.6,"body":"Sales Lead motion, right?"},{"speaker":"Kaz Ohta","startTime":425.07,"endTime":429.6,"body":"Because our product price is"},{"speaker":"Kaz Ohta","startTime":429.6,"endTime":433.47,"body":"more than half a million a year"},{"speaker":"Kaz Ohta","startTime":429.6,"endTime":433.47,"body":"arr. Right? No one will buy a"},{"speaker":"Kaz Ohta","startTime":433.47,"endTime":436.35,"body":"credit card with more than a"},{"speaker":"Kaz Ohta","startTime":433.47,"endTime":436.35,"body":"half million products. Right?"},{"speaker":"Matt Wolach","startTime":436.859,"endTime":439.199,"body":"I say that exact"},{"speaker":"Matt Wolach","startTime":436.859,"endTime":439.199,"body":"thing. By the way, all the time,"},{"speaker":"Matt Wolach","startTime":439.199,"endTime":441.569,"body":"I have clients come to me"},{"speaker":"Matt Wolach","startTime":439.199,"endTime":441.569,"body":"because I help. Obviously, a lot"},{"speaker":"Matt Wolach","startTime":441.569,"endTime":443.819,"body":"of people out there know that I"},{"speaker":"Matt Wolach","startTime":441.569,"endTime":443.819,"body":"help people take their company"},{"speaker":"Matt Wolach","startTime":443.819,"endTime":446.819,"body":"and grow it and scale it and"},{"speaker":"Matt Wolach","startTime":443.819,"endTime":446.819,"body":"become awesome at sales. And"},{"speaker":"Matt Wolach","startTime":446.819,"endTime":449.069,"body":"they come to me and they're say,"},{"speaker":"Matt Wolach","startTime":446.819,"endTime":449.069,"body":"hey, we want to do plg. And I"},{"speaker":"Matt Wolach","startTime":449.069,"endTime":453.149,"body":"say okay, what is your price"},{"speaker":"Matt Wolach","startTime":449.069,"endTime":453.149,"body":"point? And they'll say 5000 A"},{"speaker":"Matt Wolach","startTime":453.149,"endTime":456.419,"body":"month or 1000? A month even or"},{"speaker":"Matt Wolach","startTime":453.149,"endTime":456.419,"body":"even 500 a month? I say, if"},{"speaker":"Matt Wolach","startTime":456.419,"endTime":460.169,"body":"you're over $100 a month, it is"},{"speaker":"Matt Wolach","startTime":456.419,"endTime":460.169,"body":"so hard. I mean, obviously, you"},{"speaker":"Matt Wolach","startTime":460.169,"endTime":462.689,"body":"guys had a half million, but you"},{"speaker":"Matt Wolach","startTime":460.169,"endTime":462.689,"body":"can't do it. It's not gonna"},{"speaker":"Matt Wolach","startTime":462.689,"endTime":463.019,"body":"work."},{"speaker":"Kaz Ohta","startTime":463.68,"endTime":467.55,"body":"Yeah, exactly. So you"},{"speaker":"Kaz Ohta","startTime":463.68,"endTime":467.55,"body":"know, the way I figured out this"},{"speaker":"Kaz Ohta","startTime":467.55,"endTime":471.18,"body":"idea is just like, you know, to"},{"speaker":"Kaz Ohta","startTime":467.55,"endTime":471.18,"body":"pick up the airplane and meet"},{"speaker":"Kaz Ohta","startTime":471.18,"endTime":474.21,"body":"the customers. And that's what"},{"speaker":"Kaz Ohta","startTime":471.18,"endTime":474.21,"body":"I'm doing. Right. I took three"},{"speaker":"Kaz Ohta","startTime":474.21,"endTime":477.75,"body":"flights last time last week and"},{"speaker":"Kaz Ohta","startTime":474.21,"endTime":477.75,"body":"meet all the customers and that"},{"speaker":"Kaz Ohta","startTime":477.84,"endTime":480.03,"body":"that has been a consistent"},{"speaker":"Kaz Ohta","startTime":477.84,"endTime":480.03,"body":"source of learning."},{"speaker":"Matt Wolach","startTime":481.41,"endTime":482.82,"body":"I think that's"},{"speaker":"Matt Wolach","startTime":481.41,"endTime":482.82,"body":"important. I think a lot of"},{"speaker":"Matt Wolach","startTime":482.82,"endTime":485.64,"body":"people think of okay, we need to"},{"speaker":"Matt Wolach","startTime":482.82,"endTime":485.64,"body":"sell, sell, sell. But I mean,"},{"speaker":"Matt Wolach","startTime":485.64,"endTime":487.71,"body":"here you are, you've already"},{"speaker":"Matt Wolach","startTime":485.64,"endTime":487.71,"body":"achieved some good success. And"},{"speaker":"Matt Wolach","startTime":487.71,"endTime":490.92,"body":"you're still trying to learn"},{"speaker":"Matt Wolach","startTime":487.71,"endTime":490.92,"body":"from your customers that right?"},{"speaker":"Kaz Ohta","startTime":491.22,"endTime":493.68,"body":"Yeah, exactly."},{"speaker":"Kaz Ohta","startTime":491.22,"endTime":493.68,"body":"Because, you know, a lot of"},{"speaker":"Kaz Ohta","startTime":493.68,"endTime":498.06,"body":"people also talk about product"},{"speaker":"Kaz Ohta","startTime":493.68,"endTime":498.06,"body":"market fit. But the product"},{"speaker":"Kaz Ohta","startTime":498.06,"endTime":502.02,"body":"market fit needs to happen more"},{"speaker":"Kaz Ohta","startTime":498.06,"endTime":502.02,"body":"consistently, right? There will"},{"speaker":"Kaz Ohta","startTime":502.02,"endTime":505.83,"body":"be a product market fit. But"},{"speaker":"Kaz Ohta","startTime":502.02,"endTime":505.83,"body":"that segment of customer will be"},{"speaker":"Kaz Ohta","startTime":505.83,"endTime":509.37,"body":"saturated at some point. So you"},{"speaker":"Kaz Ohta","startTime":505.83,"endTime":509.37,"body":"need to find out next segment or"},{"speaker":"Kaz Ohta","startTime":509.37,"endTime":512.04,"body":"the customer, next segment of"},{"speaker":"Kaz Ohta","startTime":509.37,"endTime":512.04,"body":"the customer. And then you just"},{"speaker":"Kaz Ohta","startTime":512.04,"endTime":517.23,"body":"create these layers of customer"},{"speaker":"Kaz Ohta","startTime":512.04,"endTime":517.23,"body":"segments, where you have as a"},{"speaker":"Kaz Ohta","startTime":517.23,"endTime":521.52,"body":"customer base, and that's how"},{"speaker":"Kaz Ohta","startTime":517.23,"endTime":521.52,"body":"you grow. Right. So that's why"},{"speaker":"Kaz Ohta","startTime":521.55,"endTime":524.25,"body":"always learning from new"},{"speaker":"Kaz Ohta","startTime":521.55,"endTime":524.25,"body":"industry in particular, and"},{"speaker":"Kaz Ohta","startTime":524.25,"endTime":526.98,"body":"customers are important. And"},{"speaker":"Kaz Ohta","startTime":524.25,"endTime":526.98,"body":"that's why I'm spending a lot of"},{"speaker":"Kaz Ohta","startTime":526.98,"endTime":529.41,"body":"time visiting and talking with"},{"speaker":"Kaz Ohta","startTime":526.98,"endTime":529.41,"body":"customers and partners."},{"speaker":"Matt Wolach","startTime":530.49,"endTime":532.05,"body":"A lot. I think"},{"speaker":"Matt Wolach","startTime":530.49,"endTime":532.05,"body":"that's super important thing."},{"speaker":"Matt Wolach","startTime":532.05,"endTime":535.41,"body":"Sometimes we forget it at that"},{"speaker":"Matt Wolach","startTime":532.05,"endTime":535.41,"body":"stage. When you launch was that"},{"speaker":"Matt Wolach","startTime":535.41,"endTime":537.93,"body":"a big thing as you launched, you"},{"speaker":"Matt Wolach","startTime":535.41,"endTime":537.93,"body":"say, Okay, we need to go out and"},{"speaker":"Matt Wolach","startTime":537.93,"endTime":539.88,"body":"meet people, and we need to"},{"speaker":"Matt Wolach","startTime":537.93,"endTime":539.88,"body":"learn from our customers or"},{"speaker":"Matt Wolach","startTime":539.88,"endTime":540.84,"body":"potential customers."},{"speaker":"Kaz Ohta","startTime":541.44,"endTime":546.33,"body":"Yeah, I mean, you keep"},{"speaker":"Kaz Ohta","startTime":541.44,"endTime":546.33,"body":"doing it. That's the way to"},{"speaker":"Kaz Ohta","startTime":546.33,"endTime":546.93,"body":"success."},{"speaker":"Matt Wolach","startTime":547.86,"endTime":550.38,"body":"I love that. Yeah,"},{"speaker":"Matt Wolach","startTime":547.86,"endTime":550.38,"body":"you can't stop. How did you? How"},{"speaker":"Matt Wolach","startTime":550.38,"endTime":553.62,"body":"did when you started? How did"},{"speaker":"Matt Wolach","startTime":550.38,"endTime":553.62,"body":"you get some of those early"},{"speaker":"Matt Wolach","startTime":553.65,"endTime":556.71,"body":"clients just to get you know,"},{"speaker":"Matt Wolach","startTime":553.65,"endTime":556.71,"body":"some of the initial trust? And"},{"speaker":"Matt Wolach","startTime":556.71,"endTime":557.64,"body":"how'd you get them on board?"},{"speaker":"Kaz Ohta","startTime":558.269,"endTime":561.929,"body":"Yeah, we're a little"},{"speaker":"Kaz Ohta","startTime":558.269,"endTime":561.929,"body":"bit of Lackey and also some of"},{"speaker":"Kaz Ohta","startTime":561.929,"endTime":565.169,"body":"the connection we have, you"},{"speaker":"Kaz Ohta","startTime":561.929,"endTime":565.169,"body":"know, first of all, you know, as"},{"speaker":"Kaz Ohta","startTime":565.169,"endTime":570.449,"body":"you mentioned, we all have three"},{"speaker":"Kaz Ohta","startTime":565.169,"endTime":570.449,"body":"founders we have was Japanese."},{"speaker":"Kaz Ohta","startTime":570.719,"endTime":575.039,"body":"So we didn't have deep network"},{"speaker":"Kaz Ohta","startTime":570.719,"endTime":575.039,"body":"in Silicon Valley. Right. So"},{"speaker":"Kaz Ohta","startTime":575.039,"endTime":578.399,"body":"obviously, we leverage our"},{"speaker":"Kaz Ohta","startTime":575.039,"endTime":578.399,"body":"existing network in the home"},{"speaker":"Kaz Ohta","startTime":578.399,"endTime":582.449,"body":"countries, right? So we were"},{"speaker":"Kaz Ohta","startTime":578.399,"endTime":582.449,"body":"running some of the big data"},{"speaker":"Kaz Ohta","startTime":582.479,"endTime":585.479,"body":"data analytics community"},{"speaker":"Kaz Ohta","startTime":582.479,"endTime":585.479,"body":"together, and then there were"},{"speaker":"Kaz Ohta","startTime":585.479,"endTime":590.489,"body":"2000 people around so we just,"},{"speaker":"Kaz Ohta","startTime":585.479,"endTime":590.489,"body":"you know, talk with all these"},{"speaker":"Kaz Ohta","startTime":590.489,"endTime":593.669,"body":"people and then see what are the"},{"speaker":"Kaz Ohta","startTime":590.489,"endTime":593.669,"body":"challenges and pain points and"},{"speaker":"Kaz Ohta","startTime":593.669,"endTime":596.849,"body":"then come up with the, you know,"},{"speaker":"Kaz Ohta","startTime":593.669,"endTime":596.849,"body":"product idea we can solve those"},{"speaker":"Kaz Ohta","startTime":596.849,"endTime":602.189,"body":"challenges in Silicon Valley."},{"speaker":"Kaz Ohta","startTime":596.849,"endTime":602.189,"body":"Um, we, you know, fortunately"},{"speaker":"Kaz Ohta","startTime":602.189,"endTime":607.769,"body":"got a really good angel investor"},{"speaker":"Kaz Ohta","startTime":602.189,"endTime":607.769,"body":"called Bill Thai. You know, he,"},{"speaker":"Kaz Ohta","startTime":608.099,"endTime":611.339,"body":"you know, he invested into"},{"speaker":"Kaz Ohta","startTime":608.099,"endTime":611.339,"body":"treasure data, while I can't"},{"speaker":"Kaz Ohta","startTime":611.369,"endTime":616.169,"body":"even speak English. So that's a"},{"speaker":"Kaz Ohta","startTime":611.369,"endTime":616.169,"body":"funny story now for him. But at"},{"speaker":"Kaz Ohta","startTime":616.169,"endTime":621.269,"body":"the same similar timeframe, he"},{"speaker":"Kaz Ohta","startTime":616.169,"endTime":621.269,"body":"invested into this like, remote"},{"speaker":"Kaz Ohta","startTime":621.299,"endTime":625.289,"body":"video conference company called"},{"speaker":"Kaz Ohta","startTime":621.299,"endTime":625.289,"body":"Zoom. I still remember like,"},{"speaker":"Kaz Ohta","startTime":625.319,"endTime":629.999,"body":"when I met Eric, you're on the"},{"speaker":"Kaz Ohta","startTime":625.319,"endTime":629.999,"body":"CEO of zoom, and he's struggling"},{"speaker":"Kaz Ohta","startTime":629.999,"endTime":635.129,"body":"to find out tester. And then I"},{"speaker":"Kaz Ohta","startTime":629.999,"endTime":635.129,"body":"became a one, right? He invested"},{"speaker":"Kaz Ohta","startTime":635.129,"endTime":639.869,"body":"in this company called Canva,"},{"speaker":"Kaz Ohta","startTime":635.129,"endTime":639.869,"body":"like a solo female founder come"},{"speaker":"Kaz Ohta","startTime":639.869,"endTime":642.659,"body":"to Silicon Valley and saying,"},{"speaker":"Kaz Ohta","startTime":639.869,"endTime":642.659,"body":"you know, Bill, I want to find a"},{"speaker":"Kaz Ohta","startTime":642.659,"endTime":646.529,"body":"co founder and Bill introduced"},{"speaker":"Kaz Ohta","startTime":642.659,"endTime":646.529,"body":"Google's engineer, and then that"},{"speaker":"Kaz Ohta","startTime":646.529,"endTime":651.569,"body":"became a $30 billion company,"},{"speaker":"Kaz Ohta","startTime":646.529,"endTime":651.569,"body":"right? So Bill has really"},{"speaker":"Kaz Ohta","startTime":651.569,"endTime":655.259,"body":"magical network of entrepreneur"},{"speaker":"Kaz Ohta","startTime":651.569,"endTime":655.259,"body":"and and then we were lucky to"},{"speaker":"Kaz Ohta","startTime":655.259,"endTime":658.799,"body":"have him and and then, like,"},{"speaker":"Kaz Ohta","startTime":655.259,"endTime":658.799,"body":"using his network, we have a,"},{"speaker":"Kaz Ohta","startTime":658.829,"endTime":662.339,"body":"you know, couple of, you know,"},{"speaker":"Kaz Ohta","startTime":658.829,"endTime":662.339,"body":"early testers in it."},{"speaker":"Matt Wolach","startTime":663.45,"endTime":664.98,"body":"I think that's"},{"speaker":"Matt Wolach","startTime":663.45,"endTime":664.98,"body":"important, because a lot of"},{"speaker":"Matt Wolach","startTime":664.98,"endTime":668.01,"body":"times as we're getting started,"},{"speaker":"Matt Wolach","startTime":664.98,"endTime":668.01,"body":"we start thinking, Okay, should"},{"speaker":"Matt Wolach","startTime":668.01,"endTime":670.56,"body":"we do this? Or should we do"},{"speaker":"Matt Wolach","startTime":668.01,"endTime":670.56,"body":"that, or I'm not sure about"},{"speaker":"Matt Wolach","startTime":670.56,"endTime":673.83,"body":"this. I'm not confident about"},{"speaker":"Matt Wolach","startTime":670.56,"endTime":673.83,"body":"that. And sometimes just having"},{"speaker":"Matt Wolach","startTime":673.83,"endTime":677.19,"body":"someone there who's been there"},{"speaker":"Matt Wolach","startTime":673.83,"endTime":677.19,"body":"and done that, and can kind of"},{"speaker":"Matt Wolach","startTime":677.19,"endTime":679.35,"body":"point you in the right direction"},{"speaker":"Matt Wolach","startTime":677.19,"endTime":679.35,"body":"or introduce you to the right"},{"speaker":"Matt Wolach","startTime":679.35,"endTime":682.74,"body":"people is so critical. It sounds"},{"speaker":"Matt Wolach","startTime":679.35,"endTime":682.74,"body":"like that worked out really well"},{"speaker":"Matt Wolach","startTime":682.74,"endTime":683.19,"body":"for you."},{"speaker":"Kaz Ohta","startTime":683.46,"endTime":687.21,"body":"Yeah, I mean, again,"},{"speaker":"Kaz Ohta","startTime":683.46,"endTime":687.21,"body":"same, you know, we're having"},{"speaker":"Kaz Ohta","startTime":687.21,"endTime":691.29,"body":"this constant product market"},{"speaker":"Kaz Ohta","startTime":687.21,"endTime":691.29,"body":"fit, right. Okay, satisfy first"},{"speaker":"Kaz Ohta","startTime":691.29,"endTime":695.37,"body":"five customers, and then 10, and"},{"speaker":"Kaz Ohta","startTime":691.29,"endTime":695.37,"body":"then 20, and 30. So that's the"},{"speaker":"Kaz Ohta","startTime":695.37,"endTime":698.01,"body":"only way subscription business"},{"speaker":"Kaz Ohta","startTime":695.37,"endTime":698.01,"body":"can grow."},{"speaker":"Matt Wolach","startTime":699.119,"endTime":701.009,"body":"I totally agree."},{"speaker":"Matt Wolach","startTime":699.119,"endTime":701.009,"body":"And over that time, were you"},{"speaker":"Matt Wolach","startTime":701.009,"endTime":703.679,"body":"able to increase prices and"},{"speaker":"Matt Wolach","startTime":701.009,"endTime":703.679,"body":"continually get to that price"},{"speaker":"Matt Wolach","startTime":703.679,"endTime":704.609,"body":"point you were looking for?"},{"speaker":"Kaz Ohta","startTime":704.82,"endTime":709.05,"body":"Yeah, going up market"},{"speaker":"Kaz Ohta","startTime":704.82,"endTime":709.05,"body":"right now, you know, I think our"},{"speaker":"Kaz Ohta","startTime":709.05,"endTime":714.99,"body":"initial product is like 30 per"},{"speaker":"Kaz Ohta","startTime":709.05,"endTime":714.99,"body":"month. And we're now sitting at"},{"speaker":"Kaz Ohta","startTime":714.99,"endTime":717.51,"body":"the point of like, half a"},{"speaker":"Kaz Ohta","startTime":714.99,"endTime":717.51,"body":"million on average, right? It's"},{"speaker":"Kaz Ohta","startTime":717.51,"endTime":718.38,"body":"quite a journey."},{"speaker":"Matt Wolach","startTime":719.25,"endTime":722.25,"body":"That is quite a"},{"speaker":"Matt Wolach","startTime":719.25,"endTime":722.25,"body":"journey. That's pretty fun. Now,"},{"speaker":"Matt Wolach","startTime":722.25,"endTime":724.98,"body":"English is a lot different than"},{"speaker":"Matt Wolach","startTime":722.25,"endTime":724.98,"body":"Japanese, how did you learn it?"},{"speaker":"Kaz Ohta","startTime":726.21,"endTime":730.32,"body":"We spend a lot of time"},{"speaker":"Kaz Ohta","startTime":726.21,"endTime":730.32,"body":"so the first two years. So as a"},{"speaker":"Kaz Ohta","startTime":730.32,"endTime":734.43,"body":"foreign founder, we struggle to"},{"speaker":"Kaz Ohta","startTime":730.32,"endTime":734.43,"body":"get the visa, enforceable,"},{"speaker":"Kaz Ohta","startTime":734.46,"endTime":737.85,"body":"right. Coming to the States."},{"speaker":"Kaz Ohta","startTime":734.46,"endTime":737.85,"body":"It's just really, really hard."},{"speaker":"Kaz Ohta","startTime":738.45,"endTime":741.33,"body":"And then there's this like a"},{"speaker":"Kaz Ohta","startTime":738.45,"endTime":741.33,"body":"language barrier. So for the"},{"speaker":"Kaz Ohta","startTime":741.33,"endTime":744.93,"body":"first two years, three of our"},{"speaker":"Kaz Ohta","startTime":741.33,"endTime":744.93,"body":"founders, including myself,"},{"speaker":"Kaz Ohta","startTime":745.23,"endTime":749.04,"body":"takes like 90 minutes, English"},{"speaker":"Kaz Ohta","startTime":745.23,"endTime":749.04,"body":"calls every single day. So"},{"speaker":"Kaz Ohta","startTime":749.04,"endTime":750.03,"body":"that's how we learn."},{"speaker":"Matt Wolach","startTime":751.2,"endTime":752.7,"body":"Congrats, your"},{"speaker":"Matt Wolach","startTime":751.2,"endTime":752.7,"body":"English is awesome."},{"speaker":"Kaz Ohta","startTime":753.48,"endTime":757.11,"body":"Thank you, after 12"},{"speaker":"Kaz Ohta","startTime":753.48,"endTime":757.11,"body":"years, have some confidence."},{"speaker":"Matt Wolach","startTime":757.8,"endTime":761.49,"body":"Yeah, that's so"},{"speaker":"Matt Wolach","startTime":757.8,"endTime":761.49,"body":"cool. That's super cool. So I"},{"speaker":"Matt Wolach","startTime":761.49,"endTime":763.95,"body":"want to know, your company's"},{"speaker":"Matt Wolach","startTime":761.49,"endTime":763.95,"body":"taken off, what would you say?"},{"speaker":"Matt Wolach","startTime":763.95,"endTime":767.31,"body":"Were some of the best moves you"},{"speaker":"Matt Wolach","startTime":763.95,"endTime":767.31,"body":"guys made along the way to get"},{"speaker":"Matt Wolach","startTime":767.31,"endTime":767.94,"body":"you where you are?"},{"speaker":"Kaz Ohta","startTime":768.84,"endTime":773.97,"body":"Yeah, I gave a talk at"},{"speaker":"Kaz Ohta","startTime":768.84,"endTime":773.97,"body":"the, you know, some of the"},{"speaker":"Kaz Ohta","startTime":773.97,"endTime":780.12,"body":"conferences too. But we had a"},{"speaker":"Kaz Ohta","startTime":773.97,"endTime":780.12,"body":"huge people around maybe four"},{"speaker":"Kaz Ohta","startTime":780.12,"endTime":785.13,"body":"years, five years time. So when"},{"speaker":"Kaz Ohta","startTime":780.12,"endTime":785.13,"body":"we started, we're trying to sell"},{"speaker":"Kaz Ohta","startTime":785.13,"endTime":790.53,"body":"this data platform to more like"},{"speaker":"Kaz Ohta","startTime":785.13,"endTime":790.53,"body":"technical it buyers, right? So"},{"speaker":"Kaz Ohta","startTime":790.56,"endTime":793.98,"body":"we talked about PLCs, and all"},{"speaker":"Kaz Ohta","startTime":790.56,"endTime":793.98,"body":"these. So we're like, Okay, why"},{"speaker":"Kaz Ohta","startTime":793.98,"endTime":796.44,"body":"don't we have a data warehouse"},{"speaker":"Kaz Ohta","startTime":793.98,"endTime":796.44,"body":"and data analytics"},{"speaker":"Kaz Ohta","startTime":796.44,"endTime":800.07,"body":"infrastructure, people can come"},{"speaker":"Kaz Ohta","startTime":796.44,"endTime":800.07,"body":"in and swipe and buy, right?"},{"speaker":"Kaz Ohta","startTime":800.07,"endTime":805.47,"body":"That was the original idea. But"},{"speaker":"Kaz Ohta","startTime":800.07,"endTime":805.47,"body":"then Microsoft, Google, Amazon"},{"speaker":"Kaz Ohta","startTime":805.47,"endTime":808.17,"body":"Web Services trying to come in"},{"speaker":"Kaz Ohta","startTime":805.47,"endTime":808.17,"body":"from the bottom, and then"},{"speaker":"Kaz Ohta","startTime":808.17,"endTime":813.03,"body":"they're trying to commoditize"},{"speaker":"Kaz Ohta","startTime":808.17,"endTime":813.03,"body":"everything, right? So we weren't"},{"speaker":"Kaz Ohta","startTime":813.03,"endTime":817.8,"body":"growing to maybe like 5 million"},{"speaker":"Kaz Ohta","startTime":813.03,"endTime":817.8,"body":"$10 million ARR range. But then"},{"speaker":"Kaz Ohta","startTime":817.83,"endTime":821.49,"body":"all of a sudden, after they"},{"speaker":"Kaz Ohta","startTime":817.83,"endTime":821.49,"body":"started releasing more product"},{"speaker":"Kaz Ohta","startTime":821.52,"endTime":825.72,"body":"around data analytics, we"},{"speaker":"Kaz Ohta","startTime":821.52,"endTime":825.72,"body":"started losing the customer. Our"},{"speaker":"Kaz Ohta","startTime":825.84,"endTime":828.9,"body":"pipeline is not converting, and"},{"speaker":"Kaz Ohta","startTime":825.84,"endTime":828.9,"body":"they're saying, oh, you know,"},{"speaker":"Kaz Ohta","startTime":828.9,"endTime":831.75,"body":"what I can try with for free?"},{"speaker":"Kaz Ohta","startTime":828.9,"endTime":831.75,"body":"Why would you pay for you?"},{"speaker":"Kaz Ohta","startTime":831.78,"endTime":836.73,"body":"Right? So I almost thought"},{"speaker":"Kaz Ohta","startTime":831.78,"endTime":836.73,"body":"company is going to bankrupt."},{"speaker":"Kaz Ohta","startTime":837.3,"endTime":841.95,"body":"But then, you know, we met one"},{"speaker":"Kaz Ohta","startTime":837.3,"endTime":841.95,"body":"of the angel investor, Jerry"},{"speaker":"Kaz Ohta","startTime":841.95,"endTime":846.78,"body":"Yang, who's the founder of"},{"speaker":"Kaz Ohta","startTime":841.95,"endTime":846.78,"body":"Yahoo. And he was at 30 minutes"},{"speaker":"Kaz Ohta","startTime":846.78,"endTime":851.46,"body":"where you know, cause there's"},{"speaker":"Kaz Ohta","startTime":846.78,"endTime":851.46,"body":"only two ways to survive. One is"},{"speaker":"Kaz Ohta","startTime":851.7,"endTime":855.51,"body":"you raise gigantic amount around"},{"speaker":"Kaz Ohta","startTime":851.7,"endTime":855.51,"body":"and fight against all these like"},{"speaker":"Kaz Ohta","startTime":855.54,"endTime":860.49,"body":"large giants, and competing"},{"speaker":"Kaz Ohta","startTime":855.54,"endTime":860.49,"body":"against performance per price,"},{"speaker":"Kaz Ohta","startTime":860.52,"endTime":864.99,"body":"but it's gonna be really hard"},{"speaker":"Kaz Ohta","startTime":860.52,"endTime":864.99,"body":"anyway. Or you build more"},{"speaker":"Kaz Ohta","startTime":864.99,"endTime":868.65,"body":"application on top of it, and"},{"speaker":"Kaz Ohta","startTime":864.99,"endTime":868.65,"body":"then selling into business"},{"speaker":"Kaz Ohta","startTime":868.65,"endTime":872.97,"body":"buyers or different personas,"},{"speaker":"Kaz Ohta","startTime":868.65,"endTime":872.97,"body":"right. And then what we found"},{"speaker":"Kaz Ohta","startTime":872.97,"endTime":879.3,"body":"out was a lot of a product is"},{"speaker":"Kaz Ohta","startTime":872.97,"endTime":879.3,"body":"used by marketing department to"},{"speaker":"Kaz Ohta","startTime":879.33,"endTime":884.4,"body":"analyze customer data, right?"},{"speaker":"Kaz Ohta","startTime":879.33,"endTime":884.4,"body":"And we're a general data"},{"speaker":"Kaz Ohta","startTime":884.4,"endTime":887.82,"body":"platform company, big data as a"},{"speaker":"Kaz Ohta","startTime":884.4,"endTime":887.82,"body":"SaaS platform company at that"},{"speaker":"Kaz Ohta","startTime":887.82,"endTime":893.04,"body":"time. But then we found out this"},{"speaker":"Kaz Ohta","startTime":887.82,"endTime":893.04,"body":"little category, where you know,"},{"speaker":"Kaz Ohta","startTime":893.07,"endTime":896.91,"body":"marketer is using our product,"},{"speaker":"Kaz Ohta","startTime":893.07,"endTime":896.91,"body":"you know, analyzing customer"},{"speaker":"Kaz Ohta","startTime":896.91,"endTime":900.81,"body":"data, we found out this little"},{"speaker":"Kaz Ohta","startTime":896.91,"endTime":900.81,"body":"category called Seed Ep customer"},{"speaker":"Kaz Ohta","startTime":900.81,"endTime":905.31,"body":"data platform around 2016. And"},{"speaker":"Kaz Ohta","startTime":900.81,"endTime":905.31,"body":"there's only eight vendors, you"},{"speaker":"Kaz Ohta","startTime":905.31,"endTime":908.37,"body":"know what, let's just like"},{"speaker":"Kaz Ohta","startTime":905.31,"endTime":908.37,"body":"people into that, you know,"},{"speaker":"Kaz Ohta","startTime":908.37,"endTime":913.32,"body":"category, and XQ. And there's a"},{"speaker":"Kaz Ohta","startTime":908.37,"endTime":913.32,"body":"lot of drama, and I was the head"},{"speaker":"Kaz Ohta","startTime":913.32,"endTime":917.1,"body":"of engineering and product. So I"},{"speaker":"Kaz Ohta","startTime":913.32,"endTime":917.1,"body":"needed to convince first on my"},{"speaker":"Kaz Ohta","startTime":917.1,"endTime":921.24,"body":"co founders, and some of the"},{"speaker":"Kaz Ohta","startTime":917.1,"endTime":921.24,"body":"people didn't believe in so they"},{"speaker":"Kaz Ohta","startTime":921.24,"endTime":923.91,"body":"are trying to fire me go to the"},{"speaker":"Kaz Ohta","startTime":921.24,"endTime":923.91,"body":"board, and there's a lot of"},{"speaker":"Kaz Ohta","startTime":923.91,"endTime":928.23,"body":"dramas happen. But, you know,"},{"speaker":"Kaz Ohta","startTime":923.91,"endTime":928.23,"body":"after that we grew from like, 50"},{"speaker":"Kaz Ohta","startTime":928.23,"endTime":932.19,"body":"million, 20 million, arr 200"},{"speaker":"Kaz Ohta","startTime":928.23,"endTime":932.19,"body":"million. So I'm glad we did that"},{"speaker":"Kaz Ohta","startTime":932.19,"endTime":932.79,"body":"change."},{"speaker":"Matt Wolach","startTime":934.74,"endTime":937.02,"body":"I will say, and I"},{"speaker":"Matt Wolach","startTime":934.74,"endTime":937.02,"body":"think that that's a testament"},{"speaker":"Matt Wolach","startTime":937.02,"endTime":940.86,"body":"sometimes we feel like there's"},{"speaker":"Matt Wolach","startTime":937.02,"endTime":940.86,"body":"people against us. And even"},{"speaker":"Matt Wolach","startTime":940.86,"endTime":943.86,"body":"there, in this case, there are"},{"speaker":"Matt Wolach","startTime":940.86,"endTime":943.86,"body":"people against us. And we just"},{"speaker":"Matt Wolach","startTime":943.86,"endTime":946.44,"body":"have to stick to our convictions"},{"speaker":"Matt Wolach","startTime":943.86,"endTime":946.44,"body":"and know that even though it's"},{"speaker":"Matt Wolach","startTime":946.44,"endTime":949.32,"body":"going to be a shift, we've got"},{"speaker":"Matt Wolach","startTime":946.44,"endTime":949.32,"body":"to make that change. It sounds"},{"speaker":"Matt Wolach","startTime":949.32,"endTime":953.61,"body":"like that was probably a very"},{"speaker":"Matt Wolach","startTime":949.32,"endTime":953.61,"body":"frustrating and maybe anxious"},{"speaker":"Matt Wolach","startTime":953.61,"endTime":957.42,"body":"time for you, but kudos to you"},{"speaker":"Matt Wolach","startTime":953.61,"endTime":957.42,"body":"for staying with it and making"},{"speaker":"Matt Wolach","startTime":957.42,"endTime":958.11,"body":"that change."},{"speaker":"Kaz Ohta","startTime":958.41,"endTime":962.67,"body":"Yeah, I was not"},{"speaker":"Kaz Ohta","startTime":958.41,"endTime":962.67,"body":"anxious, I would say, for me was"},{"speaker":"Kaz Ohta","startTime":962.67,"endTime":968.43,"body":"clear from based on the"},{"speaker":"Kaz Ohta","startTime":962.67,"endTime":968.43,"body":"customers feedbacks. But I was"},{"speaker":"Kaz Ohta","startTime":968.43,"endTime":972.24,"body":"the only one who met so many"},{"speaker":"Kaz Ohta","startTime":968.43,"endTime":972.24,"body":"customers, so I knew more data"},{"speaker":"Kaz Ohta","startTime":972.24,"endTime":976.23,"body":"points. So that way, I changed"},{"speaker":"Kaz Ohta","startTime":972.24,"endTime":976.23,"body":"and probably made a lot of"},{"speaker":"Kaz Ohta","startTime":976.23,"endTime":979.35,"body":"people anxious about it. But I"},{"speaker":"Kaz Ohta","startTime":976.23,"endTime":979.35,"body":"just didn't have time to"},{"speaker":"Kaz Ohta","startTime":979.35,"endTime":982.56,"body":"convince the entire company to"},{"speaker":"Kaz Ohta","startTime":979.35,"endTime":982.56,"body":"execute. Right, while that"},{"speaker":"Kaz Ohta","startTime":982.56,"endTime":984.6,"body":"business is almost collapsing."},{"speaker":"Matt Wolach","startTime":985.86,"endTime":988.8,"body":"Yeah, that makes"},{"speaker":"Matt Wolach","startTime":985.86,"endTime":988.8,"body":"sense. So that's some of the"},{"speaker":"Matt Wolach","startTime":988.8,"endTime":990.66,"body":"good stuff that happened, what"},{"speaker":"Matt Wolach","startTime":988.8,"endTime":990.66,"body":"are some of the mistakes that"},{"speaker":"Matt Wolach","startTime":990.66,"endTime":992.64,"body":"you guys made that you wish you"},{"speaker":"Matt Wolach","startTime":990.66,"endTime":992.64,"body":"would have avoided?"},{"speaker":"Kaz Ohta","startTime":993.48,"endTime":997.5,"body":"I would say, hiring"},{"speaker":"Kaz Ohta","startTime":993.48,"endTime":997.5,"body":"the executive team has been a"},{"speaker":"Kaz Ohta","startTime":997.5,"endTime":1001.88,"body":"consistent challenge. Right? You"},{"speaker":"Kaz Ohta","startTime":997.5,"endTime":1001.88,"body":"know, you have to have the best"},{"speaker":"Kaz Ohta","startTime":1001.88,"endTime":1006.23,"body":"team in the industry. And right"},{"speaker":"Kaz Ohta","startTime":1001.88,"endTime":1006.23,"body":"now we're becoming a leader in"},{"speaker":"Kaz Ohta","startTime":1006.23,"endTime":1009.86,"body":"the category. So a lot of people"},{"speaker":"Kaz Ohta","startTime":1006.23,"endTime":1009.86,"body":"from computer actually wants to"},{"speaker":"Kaz Ohta","startTime":1009.86,"endTime":1014.3,"body":"join, and then you know, it's"},{"speaker":"Kaz Ohta","startTime":1009.86,"endTime":1014.3,"body":"ultimately about people, right?"},{"speaker":"Kaz Ohta","startTime":1014.75,"endTime":1017.96,"body":"If you have the best people, you"},{"speaker":"Kaz Ohta","startTime":1014.75,"endTime":1017.96,"body":"become the best company. Right?"},{"speaker":"Kaz Ohta","startTime":1018.02,"endTime":1022.34,"body":"Yeah. But, you know, you"},{"speaker":"Kaz Ohta","startTime":1018.02,"endTime":1022.34,"body":"sometimes, you know, Miss hired"},{"speaker":"Kaz Ohta","startTime":1022.34,"endTime":1025.88,"body":"some of the positions like,"},{"speaker":"Kaz Ohta","startTime":1022.34,"endTime":1025.88,"body":"Okay, well, this guy has scaled"},{"speaker":"Kaz Ohta","startTime":1025.88,"endTime":1029.42,"body":"the business from 100 million to"},{"speaker":"Kaz Ohta","startTime":1025.88,"endTime":1029.42,"body":"the billion dollar in some of"},{"speaker":"Kaz Ohta","startTime":1029.42,"endTime":1033.44,"body":"the large, you know, popular"},{"speaker":"Kaz Ohta","startTime":1029.42,"endTime":1033.44,"body":"SaaS company and then come in,"},{"speaker":"Kaz Ohta","startTime":1033.44,"endTime":1036.8,"body":"and they don't have any, I would"},{"speaker":"Kaz Ohta","startTime":1033.44,"endTime":1036.8,"body":"say, driver mindset in the"},{"speaker":"Kaz Ohta","startTime":1036.8,"endTime":1041.66,"body":"startup, for example, right? So"},{"speaker":"Kaz Ohta","startTime":1036.8,"endTime":1041.66,"body":"people nice, like, some of the"},{"speaker":"Kaz Ohta","startTime":1041.87,"endTime":1048.59,"body":"setup for them to succeed in"},{"speaker":"Kaz Ohta","startTime":1041.87,"endTime":1048.59,"body":"certain stages. And we're"},{"speaker":"Kaz Ohta","startTime":1048.59,"endTime":1053.6,"body":"learning those experiences, you"},{"speaker":"Kaz Ohta","startTime":1048.59,"endTime":1053.6,"body":"know, and, you know, it's, it's,"},{"speaker":"Kaz Ohta","startTime":1053.63,"endTime":1056.57,"body":"it's still a lot of challenge,"},{"speaker":"Kaz Ohta","startTime":1053.63,"endTime":1056.57,"body":"like, who to bring in, and then"},{"speaker":"Kaz Ohta","startTime":1056.72,"endTime":1059.93,"body":"how to create the best team for"},{"speaker":"Kaz Ohta","startTime":1056.72,"endTime":1059.93,"body":"this certain period of time."},{"speaker":"Matt Wolach","startTime":1060.98,"endTime":1063.89,"body":"Yeah, I've had that"},{"speaker":"Matt Wolach","startTime":1060.98,"endTime":1063.89,"body":"same experience, where you just"},{"speaker":"Matt Wolach","startTime":1063.89,"endTime":1068.12,"body":"need the right person at the"},{"speaker":"Matt Wolach","startTime":1063.89,"endTime":1068.12,"body":"right time. Sometimes they, they"},{"speaker":"Matt Wolach","startTime":1068.48,"endTime":1070.67,"body":"maybe have been the right"},{"speaker":"Matt Wolach","startTime":1068.48,"endTime":1070.67,"body":"person, but at the wrong time"},{"speaker":"Matt Wolach","startTime":1070.67,"endTime":1073.94,"body":"for your business growth cycle."},{"speaker":"Matt Wolach","startTime":1070.67,"endTime":1073.94,"body":"And it's, it can be a disaster,"},{"speaker":"Matt Wolach","startTime":1073.97,"endTime":1077.45,"body":"and I've I've done that as well."},{"speaker":"Matt Wolach","startTime":1073.97,"endTime":1077.45,"body":"It's just frustrating, because"},{"speaker":"Matt Wolach","startTime":1077.45,"endTime":1079.61,"body":"you think they're gonna be so"},{"speaker":"Matt Wolach","startTime":1077.45,"endTime":1079.61,"body":"perfect, and it doesn't work"},{"speaker":"Matt Wolach","startTime":1079.61,"endTime":1080.57,"body":"out. It's just annoying."},{"speaker":"Kaz Ohta","startTime":1080.93,"endTime":1083.6,"body":"Yeah. stop learning."},{"speaker":"Matt Wolach","startTime":1084.8,"endTime":1087.92,"body":"It is how has your"},{"speaker":"Matt Wolach","startTime":1084.8,"endTime":1087.92,"body":"role changed over this time"},{"speaker":"Matt Wolach","startTime":1087.92,"endTime":1091.07,"body":"going from launching and hoping"},{"speaker":"Matt Wolach","startTime":1087.92,"endTime":1091.07,"body":"you get some of your first"},{"speaker":"Matt Wolach","startTime":1091.07,"endTime":1093.35,"body":"customers to now where you are"},{"speaker":"Matt Wolach","startTime":1091.07,"endTime":1093.35,"body":"100 million plus?"},{"speaker":"Kaz Ohta","startTime":1093.98,"endTime":1098.63,"body":"Yeah, quite a lot. So"},{"speaker":"Kaz Ohta","startTime":1093.98,"endTime":1098.63,"body":"initially, I was CTO, so"},{"speaker":"Kaz Ohta","startTime":1098.63,"endTime":1103.85,"body":"technical co founder, right? So"},{"speaker":"Kaz Ohta","startTime":1098.63,"endTime":1103.85,"body":"my co founder was CEO. So my"},{"speaker":"Kaz Ohta","startTime":1103.85,"endTime":1109.13,"body":"focus is just to get the product"},{"speaker":"Kaz Ohta","startTime":1103.85,"endTime":1109.13,"body":"launched. So I have another co"},{"speaker":"Kaz Ohta","startTime":1109.13,"endTime":1113.54,"body":"founder, who is more like an"},{"speaker":"Kaz Ohta","startTime":1109.13,"endTime":1113.54,"body":"architect and coder. So I was a"},{"speaker":"Kaz Ohta","startTime":1113.54,"endTime":1118.79,"body":"product manager, I was a sales"},{"speaker":"Kaz Ohta","startTime":1113.54,"endTime":1118.79,"body":"engineer, I fundraise, right?"},{"speaker":"Kaz Ohta","startTime":1118.82,"endTime":1122.9,"body":"Those are the early stage of the"},{"speaker":"Kaz Ohta","startTime":1118.82,"endTime":1122.9,"body":"company. And I sometimes code,"},{"speaker":"Kaz Ohta","startTime":1122.99,"endTime":1127.34,"body":"right. And then we started"},{"speaker":"Kaz Ohta","startTime":1122.99,"endTime":1127.34,"body":"building more engineering team."},{"speaker":"Kaz Ohta","startTime":1127.34,"endTime":1131.87,"body":"So I started hiring, I don't"},{"speaker":"Kaz Ohta","startTime":1127.34,"endTime":1131.87,"body":"know, 2030 engineers from my"},{"speaker":"Kaz Ohta","startTime":1131.87,"endTime":1137.3,"body":"network, and then started having"},{"speaker":"Kaz Ohta","startTime":1131.87,"endTime":1137.3,"body":"some no lightweight of structure"},{"speaker":"Kaz Ohta","startTime":1137.3,"endTime":1142.25,"body":"in it, right? Implemented JIRAs"},{"speaker":"Kaz Ohta","startTime":1137.3,"endTime":1142.25,"body":"and QA processes and deploy and,"},{"speaker":"Kaz Ohta","startTime":1142.49,"endTime":1147.38,"body":"you know, security stuff, right?"},{"speaker":"Kaz Ohta","startTime":1142.49,"endTime":1147.38,"body":"And then, you know, when you go"},{"speaker":"Kaz Ohta","startTime":1147.38,"endTime":1150.59,"body":"to like, 50 million and 80"},{"speaker":"Kaz Ohta","startTime":1147.38,"endTime":1150.59,"body":"million, you just started having"},{"speaker":"Kaz Ohta","startTime":1150.59,"endTime":1153.32,"body":"more middle layer and"},{"speaker":"Kaz Ohta","startTime":1150.59,"endTime":1153.32,"body":"management, you know, built"},{"speaker":"Kaz Ohta","startTime":1153.32,"endTime":1159.53,"body":"around, right? And 18 months"},{"speaker":"Kaz Ohta","startTime":1153.32,"endTime":1159.53,"body":"ago, I became a CEO, you know,"},{"speaker":"Kaz Ohta","startTime":1159.53,"endTime":1162.8,"body":"since then the role has been,"},{"speaker":"Kaz Ohta","startTime":1159.53,"endTime":1162.8,"body":"you know, of course, usually"},{"speaker":"Kaz Ohta","startTime":1162.8,"endTime":1168.89,"body":"expanded. And I usually think of"},{"speaker":"Kaz Ohta","startTime":1162.8,"endTime":1168.89,"body":"my time as, okay, I'm gonna"},{"speaker":"Kaz Ohta","startTime":1168.89,"endTime":1174.53,"body":"spend 30% of my time for the"},{"speaker":"Kaz Ohta","startTime":1168.89,"endTime":1174.53,"body":"investors to really understand,"},{"speaker":"Kaz Ohta","startTime":1174.56,"endTime":1177.44,"body":"you know, what they want and"},{"speaker":"Kaz Ohta","startTime":1174.56,"endTime":1177.44,"body":"then how can we maximize the,"},{"speaker":"Kaz Ohta","startTime":1177.47,"endTime":1181.64,"body":"you know, shareholder value, and"},{"speaker":"Kaz Ohta","startTime":1177.47,"endTime":1181.64,"body":"30% for the customer and then"},{"speaker":"Kaz Ohta","startTime":1181.64,"endTime":1186.71,"body":"30% of the people and then work"},{"speaker":"Kaz Ohta","startTime":1181.64,"endTime":1186.71,"body":"another 60% to do the rest of"},{"speaker":"Kaz Ohta","startTime":1186.71,"endTime":1189.62,"body":"the things. That's how I view"},{"speaker":"Kaz Ohta","startTime":1186.71,"endTime":1189.62,"body":"it."},{"speaker":"Matt Wolach","startTime":1191.15,"endTime":1193.64,"body":"I think that's why"},{"speaker":"Matt Wolach","startTime":1191.15,"endTime":1193.64,"body":"isn't it at whatever stage"},{"speaker":"Matt Wolach","startTime":1193.64,"endTime":1196.73,"body":"you're at hard work pays off,"},{"speaker":"Matt Wolach","startTime":1193.64,"endTime":1196.73,"body":"and I think you're showing that"},{"speaker":"Kaz Ohta","startTime":1196.94,"endTime":1199.97,"body":"hard work is the"},{"speaker":"Kaz Ohta","startTime":1196.94,"endTime":1199.97,"body":"bottom line expectation. So I"},{"speaker":"Kaz Ohta","startTime":1200.0,"endTime":1200.78,"body":"Work hard."},{"speaker":"Matt Wolach","startTime":1201.47,"endTime":1204.44,"body":"Yeah, I agree. So"},{"speaker":"Matt Wolach","startTime":1201.47,"endTime":1204.44,"body":"as we wrap up, what advice would"},{"speaker":"Matt Wolach","startTime":1204.44,"endTime":1206.75,"body":"you have for other software"},{"speaker":"Matt Wolach","startTime":1204.44,"endTime":1206.75,"body":"founders who are just getting"},{"speaker":"Matt Wolach","startTime":1206.75,"endTime":1207.29,"body":"started?"},{"speaker":"Kaz Ohta","startTime":1208.099,"endTime":1210.829,"body":"Yeah, you know, I"},{"speaker":"Kaz Ohta","startTime":1208.099,"endTime":1210.829,"body":"would say, you know, commit 10"},{"speaker":"Kaz Ohta","startTime":1210.829,"endTime":1215.299,"body":"years. Right. And, you know,"},{"speaker":"Kaz Ohta","startTime":1210.829,"endTime":1215.299,"body":"when we started the company,"},{"speaker":"Kaz Ohta","startTime":1215.539,"endTime":1219.649,"body":"there's a lot of startup in the"},{"speaker":"Kaz Ohta","startTime":1215.539,"endTime":1219.649,"body":"same category, you know, someone"},{"speaker":"Kaz Ohta","startTime":1219.649,"endTime":1223.099,"body":"could pop out from soundboard."},{"speaker":"Kaz Ohta","startTime":1219.649,"endTime":1223.099,"body":"You know, those engineering"},{"speaker":"Kaz Ohta","startTime":1223.099,"endTime":1227.689,"body":"group who came out from Google"},{"speaker":"Kaz Ohta","startTime":1223.099,"endTime":1227.689,"body":"started singing a product. Meta"},{"speaker":"Kaz Ohta","startTime":1227.719,"endTime":1232.729,"body":"Microsoft music lots, right?"},{"speaker":"Kaz Ohta","startTime":1227.719,"endTime":1232.729,"body":"After 10 years, we're the only"},{"speaker":"Kaz Ohta","startTime":1232.729,"endTime":1237.709,"body":"one who survived. Right? Wow. So"},{"speaker":"Kaz Ohta","startTime":1232.729,"endTime":1237.709,"body":"you know, we listen to the"},{"speaker":"Kaz Ohta","startTime":1237.709,"endTime":1243.139,"body":"customer. We had a grid, right?"},{"speaker":"Kaz Ohta","startTime":1237.709,"endTime":1243.139,"body":"So just keep going on. They know"},{"speaker":"Kaz Ohta","startTime":1243.139,"endTime":1246.949,"body":"this business is recurring and"},{"speaker":"Kaz Ohta","startTime":1243.139,"endTime":1246.949,"body":"subscription. Right? The more"},{"speaker":"Kaz Ohta","startTime":1246.949,"endTime":1250.669,"body":"you commit it, that's the"},{"speaker":"Kaz Ohta","startTime":1246.949,"endTime":1250.669,"body":"differentiation from all about"},{"speaker":"Kaz Ohta","startTime":1250.669,"endTime":1251.599,"body":"our competitors."},{"speaker":"Matt Wolach","startTime":1253.13,"endTime":1255.17,"body":"I agree. I think"},{"speaker":"Matt Wolach","startTime":1253.13,"endTime":1255.17,"body":"that's great advice. Just stay"},{"speaker":"Matt Wolach","startTime":1255.17,"endTime":1258.41,"body":"committed, and have that grit"},{"speaker":"Matt Wolach","startTime":1255.17,"endTime":1258.41,"body":"and know your customer. That's"},{"speaker":"Matt Wolach","startTime":1258.41,"endTime":1261.47,"body":"definitely something that people"},{"speaker":"Matt Wolach","startTime":1258.41,"endTime":1261.47,"body":"can do and, and learn to follow"},{"speaker":"Matt Wolach","startTime":1261.47,"endTime":1265.76,"body":"from you. Yeah, well, cause how"},{"speaker":"Matt Wolach","startTime":1261.47,"endTime":1265.76,"body":"can how can people learn more"},{"speaker":"Matt Wolach","startTime":1265.76,"endTime":1267.11,"body":"about you and treasure data?"},{"speaker":"Kaz Ohta","startTime":1267.619,"endTime":1272.449,"body":"Sure, for treasure"},{"speaker":"Kaz Ohta","startTime":1267.619,"endTime":1272.449,"body":"data product, go to www dot"},{"speaker":"Kaz Ohta","startTime":1272.449,"endTime":1276.019,"body":"treasure data.com sort of"},{"speaker":"Kaz Ohta","startTime":1272.449,"endTime":1276.019,"body":"website shows a lot of"},{"speaker":"Kaz Ohta","startTime":1276.319,"endTime":1280.579,"body":"information. And then to reach"},{"speaker":"Kaz Ohta","startTime":1276.319,"endTime":1280.579,"body":"out to me I have a LinkedIn. So"},{"speaker":"Kaz Ohta","startTime":1280.579,"endTime":1285.109,"body":"search console Keota, and then"},{"speaker":"Kaz Ohta","startTime":1280.579,"endTime":1285.109,"body":"send the Connect, invite and"},{"speaker":"Kaz Ohta","startTime":1285.109,"endTime":1288.259,"body":"say, Hey, we saw this podcast,"},{"speaker":"Kaz Ohta","startTime":1285.109,"endTime":1288.259,"body":"so thank you very much."},{"speaker":"Matt Wolach","startTime":1289.49,"endTime":1290.93,"body":"Okay, perfect."},{"speaker":"Matt Wolach","startTime":1289.49,"endTime":1290.93,"body":"We'll put all that in the show"},{"speaker":"Matt Wolach","startTime":1290.93,"endTime":1293.78,"body":"notes to make sure that"},{"speaker":"Matt Wolach","startTime":1290.93,"endTime":1293.78,"body":"everybody knows cause Domo"},{"speaker":"Matt Wolach","startTime":1293.78,"endTime":1296.0,"body":"arigato for coming on. I"},{"speaker":"Matt Wolach","startTime":1293.78,"endTime":1296.0,"body":"appreciate it."},{"speaker":"Kaz Ohta","startTime":1296.329,"endTime":1298.519,"body":"You got to it was"},{"speaker":"Kaz Ohta","startTime":1296.329,"endTime":1298.519,"body":"Amos. Thanks for having me,"},{"speaker":"Kaz Ohta","startTime":1298.519,"endTime":1298.939,"body":"Matt."},{"speaker":"Matt Wolach","startTime":1299.839,"endTime":1302.119,"body":"Absolutely, and"},{"speaker":"Matt Wolach","startTime":1299.839,"endTime":1302.119,"body":"everybody else out there. Thank"},{"speaker":"Matt Wolach","startTime":1302.119,"endTime":1304.369,"body":"you for being here. Really"},{"speaker":"Matt Wolach","startTime":1302.119,"endTime":1304.369,"body":"appreciate it. Make sure you're"},{"speaker":"Matt Wolach","startTime":1304.369,"endTime":1306.559,"body":"subscribed to the show so you"},{"speaker":"Matt Wolach","startTime":1304.369,"endTime":1306.559,"body":"don't miss any other awesome"},{"speaker":"Matt Wolach","startTime":1306.559,"endTime":1309.589,"body":"leaders like Kaz coming on."},{"speaker":"Matt Wolach","startTime":1306.559,"endTime":1309.589,"body":"We'll see you next time. Take"},{"speaker":"Matt Wolach","startTime":1309.589,"endTime":1310.609,"body":"care. Bye bye."},{"speaker":"Intro/ Outro","startTime":1313.6,"endTime":1316.15,"body":"Thanks for"},{"speaker":"Intro/ Outro","startTime":1313.6,"endTime":1316.15,"body":"listening to Scale Your SaaS."},{"speaker":"Intro/ Outro","startTime":1316.21,"endTime":1319.81,"body":"For more help on finding great"},{"speaker":"Intro/ Outro","startTime":1316.21,"endTime":1319.81,"body":"leads and closing more deals. Go"},{"speaker":"Intro/ Outro","startTime":1319.81,"endTime":1321.64,"body":"to Mattwolach.com"}]}