Welcome to Tosa Partners site!
Japan GTM Professional Helping U.S. Early-Stage Cybersecurity Startups Scale in the Japanese Market
Our Mission
Tosa Partners helps U.S. early-stage cybersecurity startups successfully enter and scale in the Japanese market.
We deliver hands-on execution across go-to-market strategy—driving sales, building channel and strategic partnerships, leading marketing and demand generation, and establishing high-performing local teams.
Our team brings decades of industry experience, with deep expertise in cybersecurity, SaaS, and go-to-market strategy.
Japan Go-to-Market (GTM) Services
We help early-stage U.S. cybersecurity startups successfully enter and scale in the Japanese market through end-to-end support, including business development, market development, customer acquisition, and Japan country management.
① Japan Market Entry Plan
A plan designed to assess and validate the potential of the Japanese market and determine whether Japan is truly a market where your business can succeed.
② Japan Sales Development Plan
We take over sales and business development activities in Japan on your behalf—from identifying and developing prospective customers and partners to conducting meetings, follow-ups, and closing deals.
③ Japan Business Growth Plan
We comprehensively manage your Japan business on your behalf, covering everything from launching the Japan business to sales and business development, organizational setup, and ongoing business
| Plan | Key Services Provided |
|---|---|
| ① Japan Market Entry Plan | ・Research on the Japanese market and competitive landscape ・Analysis of target customers and market opportunities ・Research and identification of potential customers and channel partners |
| ② Japan Sales Development Plan | ・Identification and development of local distributors and channel partners ・Lead generation, follow-up, opportunity development, and deal closing ・Support for exhibiting at trade shows, conferences, and business matching events in Japan |
| ③ Japan Business Growth Plan | ・Management of Japan business operations ・Support for hiring and building a local Japan team ・Management of sales, pipeline, and KPIs |
Service Fees and Term
| Fees | Term |
|---|---|
| We provide a tailored quote based on your budget and requirements. | 6–12 months, depending on the scope of the project. |
Industry Expertise
We bring deep domain expertise across cybersecurity and modern cloud technologies:
- AI & Emerging Technologies – MCP Gateway, LLM Gateway
- Cybersecurity – IAM, Zero Trust, XDR
- Identity & Cloud Security – IDaaS, CNAPP, AI TRiSM
- SaaS & Cloud Platforms – B2B SaaS solutions
Our Team
Our team brings decades of industry experience, with deep expertise in cybersecurity, SaaS, and go-to-market strategy.
Mak Fukumi / Founder CEO
With over 20 years of experience in the IT and cybersecurity industry, he brings specialized expertise in the Japanese market. Prior to founding Tosa Partners, he served as Country Manager for Japan at several U.S. startups, where he built their Japan businesses from the ground up by developing strategic local partnerships. He holds an M.S. in Computer Science from the University of Pennsylvania and an MBA from the University of Southern California. His LinkedIn profile is available here.
Kazu Ohno / Advisor
He is the founder and CEO of Global Advance, based in Tokyo, Japan, and has led the company for over 20 years. He focuses on bringing international security products and solutions such as FIDO, biometric authentication, and server monitoring to the Japanese market.
Marty Matsuo / Advisor
He lived in the United States for over 45 years, primarily in New York and California. He worked at Bell Labs and later served as an executive for a major Japanese enterprise, where he contributed to business development and market expansion in the United States. He also served as President of the California office of Kyushu University, one of Japan’s leading universities. In addition, he serves as a Special Advisor to the Faculty of Engineering at Kyushu University. He holds a Ph.D. from Kyushu University.
Taka Yamagami / Emeritus Advisor
With over 30 years of experience across the IT and venture capital industries, he has built a distinguished career spanning both corporate and investment roles. He served as a U.S. office representative for a major Japanese enterprise and as a Managing Director at a venture capital firm, where he successfully led and invested in numerous startup companies. He holds a Master of Science in Management from the Massachusetts Institute of Technology (MIT).
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