The Ledger
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A Treasure Data VP tried to fire CEO Kazuki Ohta over pivot
“One VP were not convinced of this direction. So he came to the board and trying to fire me.”
96% of Treasure Data's early ARR came from two founder-led deals
“Ah, but in reality, we closed 3.6 1000001.2 million ARR deal led by founders. So if you look at this, 96% comes from these like two gigantic deals led by founders.”
Top 5 customers represented 95-97% of Treasure Data's Series B revenue
“Top five customers consist of more than 95 to 97% of the revenue, so that was a huge concern from series A and series B investors, of course, right?”
Treasure Data shut down a $1M ARR enterprise product to pivot
“And also, we had a really good traction on the open source side, which is Fluentd, so I built the enterprise open source Fluentd product, and we also spent a lot of sales and marketing data to this product, and this line of business went from zero to one milli…”
Treasure Data grew from $25M to $100M ARR in three years
“Again, we grew from 25 to a hundred million dollars in three years.
Our growth rate got accelerated from 20 to 30% to 70% plus.
Our gross margin got hugely improved to late seventies.”
Treasure Data scaled from zero to $5M ARR in two years
“We grew from zero to five million ARR in two years.”
Treasure Data open-sourced its log collector to drive proprietary cloud adoption
“We decided to use open source as a way to get more adoption initially, because once you install this log collector, using treasure data was instant, right? So using open source as a way to generate the lead initially, but we keep our differentiation as a propr…”
Treasure Data scaled from $0 to over $100M ARR in 10 years
“And we grew from zero to a hundred million ARR plus in last 10 years.”
90% of Treasure Data's early customer workloads came from marketing
“Based on our observation and then interview with the customer, turned out on top of our data platform, 90% of our customers were analyzing customer data, including the data coming from web and mobile and social and CRM. And even though our counterpart was a te…”
20% of Treasure Data's ARR remained in its legacy platform
“And in fact, we have 20% of our ARR still coming from big data product, but we're not, of course, adding new customer for that segment, right?”
Treasure Data reached $10M ARR in three years
“And we grew from zero to three million five million that are in two years, and then we became ten million dollar in three years.”
Ohta: Only One Early Treasure Data AE Hit Quota Consistently
“All of the account executives we hired, only one of them could have consistently hit the target, but of course, with the help from the founders.”