Introduction

You never hear the names of some of the world's best SaaS startups. Why waste money building awareness among consumers when you can quickly and steadily grow your B2B business across Japan then across Asia? Today Yu Taniguchi founder of TableCheck returns to the show and answers that question. TableCheck is rapidly expanding their table-management system business by throwing out a lot of the traditional SaaS playbook, and Yu lays out a model for sustainable, scalable SaaS startups. It's a great conversation, and I think you'll enjoy it. Show Notes How the TMS market has changed in the last five years Why the first mover advantage is not really an advantage Maintaining differentiation in an increasingly competitive market The huge flaw in the current generation of SaaS "best practices" Demand-side vs supply-side startups Why you should only take the VC investment that you actually (desperately) need Why Japanese (and otter) startups need to be thinking about global markets from day 1 Concrete (and sad) examples of what's wrong with Japan's education system Links from the Founder Everything you ever wanted to know about TableCheck TableCheck Twitter @tablecheck LinkedIn Page TableCheck on Facebook Follow Yu on Instagram Friend him on Facebook Connect on LinkedIn Transcript Welcome to Disrupting Japan, straight talk from Japan’s most successful entrepreneurs. I’m Tim Romero and thanks for joining me. Some of the most important and successful B2B startups fly under the radar. And that makes sense when you think about it.  When success depends on dominating a specific business niche, who really cares if most consumers have never heard of you? In fact, as we'll see, that can actually put your whole startup at risk. Today, Yu Taniguchi, old friend and founder of TableCheck joins us again on Disrupting Japan.  Now, TableCheck makes a table management solution for restaurants, and Yu and the team have taken a very different approach than most of the competition in this space.  The last time Yu came on the show, we talked about his business model and how to expand globally with very little capital. There's a link to the episode in the show notes, and I strongly recommend you listen to it because it was really a good one and we'll be covering a hundred percent new ground today. Today, as we catch up with Yu, we find his strategy has worked with some refinements, and TableCheck is expanding rapidly across APAC.  This is a great real world case study of how Japanese startups can go global. Yu and I also talk about how the current generation of SaaS business models is broken, how to protect your startup from market downturns, and some really good advice about the two kinds of fundraising plans you need to have to survive.  But you know, Yu tells that story much better than I can, so let's get right to the interview.  Interview  Tim: We're sitting here with Yu Taniguchi of TableCheck, who is making integrated reservations, CRM billing and more for restaurants. Yu, it is so good to have you back again. Thanks for sitting down with us. Yu: Thank you so much for inviting me. I'm very honored and excited to be here. Tim: It's been four and a half years since you were last on the show and so much has changed since then. You were growing fast then, you've continued to, so tell me about your customers today. Who's using TableCheck and how many are there now? Yu: We have roughly 7,000 restaurants using our solution both in Japan and overseas. Back then when we did the interview, I think it was around 2,000 restaurants. Roughly we've more than tripled since then and taking in consideration that out of the four years, two years have been during the COVID. Tim: Let's talk about what's changed in the market. Four and a half years ago, you were saying that your biggest competition was paper and pencil. Most of your customers were using these manual processes,