How Miitel CEO Takeshi Aida grew Miitel to $32.8M revenue and 1.6K customers in 2024.

guys me tell think of it like gong uh but for Asia Pacific plus extra things added on top of gong he's got over 1600 paying customers doing over 1.6 million a month in Revenue up from 800 000 a month just a year ago done this very Capital efficient they raised 15 million bucks in a series they had called 150 million valuation uh back in 2020 and hasn't raised since so very efficient growth 200 on the team 80 Engineers 30 sales reps 120 110 plus net dollar retention as he TK looks to scale hey folks my guest today is TK after joining Mitsubishi Corporation he was involved in automotive trading planning and executing sales and marketing initiatives and overseas markets cross-border investment deals and new company formations among many other things he founded a REV common July 2017 which provides the self-coaching tool called metel and me tell for Zoom a service that uses artificial intelligence to visualize sales calls call center operations and meetings companies expanded more than 40 000 users in four years among Japan Indonesia the Philippines and the ustk you ready to take us to the top yep all right how's it going good to meet you man so just be clear is is Rev come a parent company with a bunch of companies or is the main thing me tell uh anything detail it's uh the you know company name is revcom it's a revcom Inc and our services Mito and media for Zoom okay so the website if you want to follow along will be revcon revcom dot Co dot JP right yeah all right we have LP like you know meta.com that's great all right so let's talk about metel.com right so what does the product do and what kinds of customers are you selling to yeah it's um you know B2B sauce self-coaching tool um very simple service it analyzes it visualizes the sales and shares competition by audition intelligence in terms of what and how so in terms of how um we you know visualize took recent ratio number of silences overlaps overlaps means an interruption by the way um and number of silences rallies Raleigh's music composition back and forth and speech rate how many characters per second operator spoke um and customer did so for example in terms of uh Speech rate it is said that pacing is important in cell so she has pacing means you are supposed to talk plus minus 10 of the customer because there's a strong correlation between brain speed and speech rate so if you speak to us a customer can't understand and if you speak too slowly I think you're stupid right yeah so that's why you're supposed to talk plus minus ten percent of the customer in this way uh you can see how the communication was made and the way the issues are and in terms of what we transcribe the whole composition and summarize it and Order market and put it into crmsfa um so that's what we did Tiki can you do syntax in a syntax analysis you know happy sad things like this yeah uh we um you know analyze the emotional as well interesting okay very cool I mean have you been what this reminds me of I mean it feels like you're effectively gone but for Asia I mean is that a fair comparison or no yeah it's a fair comparison um so the difference between gong chorus and me tell is that very simple um you know the me tell Eco gong plus um you know Zenfone or diapod and reading Central which is IP form so me tell consists of two parts right IP phone Cloud iPhone plus conversation analytics since it's a One-Stop service and we provided with only 79 bucks and gone cost you know you know 100 240 bucks so yeah so so it's 70 I see you're very clear on your website it's 69 or 70 bucks per month is that per user per seat yeah per user per seat yeah okay per user per month yeah oh what's going on there YouTube good to see you guys now imagine this you love watching these interviews with SAS Founders but imagine if we took all of the valuation data out from over 2807 interviews I've done manually saves you a lot of time well we've done this we've built the into the beautiful interface inside of founder path check this out I'll show you how you can access this in a second but you log in you connect your stripe account you see your valuation real time you can see what it changed over the past 88 days and even set goals for evaluation this year now the secret valuation is there's many different ways to value a SAS business so the reason you're going to see three or four different valuations inside of your founder path dashboard this is all free by the way is because depending on who's doing the buying of your SAS company you're going to get a different valuation a VC is going to pay a different valuation private Equity Firm is different if you're going to do a minority sale that's different and if you sell the whole business that's a different valuation you can see all those when I hover over here here right so the teal is what a VC would pay yellow is what private equity and red is if you sold the whole thing outright now what's cool about this is this is not built off random data again you guys hear these interviews on YouTube all these datas are built from real-time valuation data points Founders share with us on the show so traction 1.2 million seed round 3.7 raise they sold 22 percent of their business go in here and filter by the event maybe you only want to see companies that have sold the whole business well here are a bunch that have been acquired the valuation and the multiple maybe you're going out right now and you're raising your seed round well go in here and look at all this recent seed deals that went down what they raised what valuation they raised at and what percent that they sold there's never been a larger data set of SAS valuation than what you can get now inside of founder path and we're thrilled to bring it to you all right we're gonna go back to the YouTube video here in a second but if you want to check this tool out if you want to jump in and sign up you can check it out for free to get your valuation at this link this link founderpath.com forward slash products forward slash evaluations or if you go to founderpath.com and hover over products click on get your valuation here and go ahead and sign up to give it a whirl again all that valuation data live right inside the platform I hope to see you there all right let's jump back into the interview what does the average sort of company pay per month this will be driven by obviously the number of seats they're paying for their team size um it totally depends um but in Japan um Enterprise customer pays us um usually like you know 140 bucks per a month per uh ID including you know cold charge and mobile um uh um you know um options and also storage options you know um so 69 box um it includes two months of recording um you know storage but Enterprise users usually um store um there's you know we call data we call it data more than you know 12 months yep so they have to pay the storage fee yep that makes no that makes a lot of sense to Smart upsell but if you look at your not just your Enterprise Court if you just look at all of your paying businesses today is it fair to say the average business is paying something like 500 to a thousand bucks a month yeah that'd be like four or five seats basically yeah yeah okay interesting it's uh you know industry uh diagnostic um from financial industry to manufacturer from listed company to SMB yeah um yeah it's a horizontal sauce this is great okay I understand what you charge I understand the product put this on a timeline for us when did you launch the business uh we launched a metel in 2018 um November so it's been about four years and uh three months or so and are you the only founder yeah I'm the uh solo Fonda that's that's the way to do it man right now are you already Super Rich you put up your own money or what well not really I mean um what what I'd like to do um in the future is like you know I'd like to spend my time and uh Network social network to the philanthophic um you know activity so most of the uh share is owned by um you know my um Foundation it's called a think act foundation and Takeshi Ida Foundation um so 90 of my share is owned by found that foundation and you also do that because of attack from attack strategy perspective that's smart tax planning um yes and no I willing to pay uh talks to the Japanese uh you know government for the you know Society um for the society right what is the average tax rate in Japan if you sell the business for a billion dollars and you own all the equity how much you're gonna pay the Japanese government yeah capital gain tax is 20 percent so it's not that much lower lower than that's lower than some spots in the U.S so right so you know the tax strategy is not that important right so yeah so you get going here in 2018. now did you write the original code or did you convince an engineer to write it for you um I I convinced engineer uh right for me yeah so you're very convincing that how did you do that um there's no you know secret sauce it's um keep communicating with a lot of uh Engineers um but my um findings um at Ali stage was that uh there are four types of engineers right um the engineer for all strength uh strong art um you know uh structure architecture an algorithm and application and management right and so what um Ali stage founder should find is architecture engine through a stronger architecture engineer because if the architecture is not well...