Toucan Toco is going to make 12M€ in ARR in 2019, here is how !

If you guys don’t know Toucan Toco,  we are building a data storytelling software for fortune 500 companies. The past 4 years we went from 4 people to 75. We are a bootstrapped company and our goal is to become a billion dollar company.

Toucan Toco goals for 2019 are very ambitious

The following targets and objectives are set to inspire the different teams at Toucan Toco to build their own objectives.

We have set for ourselves the aligned autonomy principles. It means that each individual and team decides their own OKR with regards to the vision that we set as founders ??.

Today I am sharing the goals of Toucan Toco for 2019.

The success of some objectives are translated in terms of revenue. This doesn't mean that we have sales-only objectives, it is only an easy but incomplete proxy to measure our success.

For example when our objective is too "add elephants to our tally",  the success metric is measured by how much revenue is generated. But every team has to contribute. It can only happen with an alignment of different teams: support, on premise deployment, brand awareness, product reliability, excellence of delivery… It's not a sales accomplishment only.

For the past few years Toucan Toco has been following a billion dollar company trajectory.

What it means for 2019 is that we have to look behind us at 31/12/2019 and state the following truths.

Internationalisation and strategic accounts focus:

• Revenue is growing fast → 12M€ Annual Recurring Revenue (ARR) is signed. International development is established → international markets weights 15% of total ARR
• Add elephants to our tally → 4 strategic accounts weighting +500k€ ARR

Our clients are our best ambassadors:

• We help them to deliver data and insights to the neophyte end user  → +200 000 new users have been exposed to Toucan
• We help our users get ROI from their expensive but inefficient data investments and make them successful by reaching their targets → +75% of our clients can express a ROI directly generated by Toucan
• No client leaves the boat → 0% churn
• New deals are signed without any marketing nor outbound efforts → 20% of our new business comes from existing clients that recommend us to peers or colleagues

Toucan is at the heart of a powerful ecosystem:

• Resellers sell Toucan Toco’s offers → 360k€ ARR Sold Through Resellers directly (Toucan's Package offers, Embedded offers, SMB, ...)
• A partner's network helps us close deals → 1.5M€ ARR new business generated through Partner
• A qualified network of conceptors helps us execute deals → The number of conceptors triples and we don't have to take over projects because of poor execution
• Leads and Deals come directly from conceptors and end users that have tested the product → 720k€ ARR new business generated

How are we going to make that happen ?

The objectives are challenging. We will invest in organizational and structural moves to achieve them.

1. Internationalisation and strategic account focus

We are going to strengthen our commercial teams abroad. Increasing the number of salespeople and providing better sales training

We opened 3 European countries (Netherlands, Spain and Italy). We are training local partners to excel on execution and delivery.

We are opening a new office in New York and recruiting a team there to develop the USA market.

2. Clients = ambassadors

We are developing a new powerful function to support our clients: the Advocacy team. The mission of this team is the full client satisfaction and Toucan evangelisation within the company. Growing fast is great, it is better without churn and with happy clients.

3. Partners Network development

We add a Partners Relation Unit to our organization and we recruit a Head of Alliances to manage and structure the channel focus.

Our product development priority is to give even more autonomy to partners and technical clients through our studio platform.

We are reshaping our training format to allow our partners to always be up-to-date.

We need your help !

At Toucan Toco we want to create a new culture of data within companies.

But we need everyone’s help. If you are in our ecosystem and want to help us grow, here is what you can do:

If you are a client:

1. Give us feedbacks on our product, tell us when you are mad at us, this is helping us grow
2. Introduce us to other teams, talk about us within your company.
3. Share your happiness on G2crowd or Gartner Peer Insights

If you are not a client:

1. Visit our website, subscribe to our newsletter
2. Talk to us at [email protected] and ask us your questions

If you are a Toucan Toco partner:

1. Your presence is key in our events: breakfast, meet up, etc…
2. Keep on being on track on product update and excel on execution to exceed expectations of your clients’ satisfaction
3. Keep in touch with our Alliance & Partners Relation Team to screen opportunities, speak about the latest use case

If you are a team member:

Enjoy your work and have fun doing it, this is the only way we can achieve our targets.

This message is for the team, our partners, our clients and for anyone to see. We won't do it alone, we need your help ??Plus the extra help of 50 people that we are currently recruiting.

We want to provide the best experience to our end users while we focus on our growth. We want to achieve a 0% churn and have made it clear internally that this is one of the most important focus of 2019.

I have complete faith in the team of young and talented individuals that we had the luck to take onboard.

This year is going to be amazing !