Min-Liang Tan: How Razer weathered the pandemic and hit $1.2B in gross sales

Razer reported final week that it hit $1.2 billion in 2020 revenues, up 48% from a yr earlier. It additionally turned a slim revenue forward of plan, and it introduced its the way it needs to turn into a carbon-neutral sustainable firm within the subsequent decade.

These are some large milestones for Min-Liang Tan, cofounder, chairman, and CEO of the gaming peripherals maker that has reworked itself right into a “international way of life model for players.” I spoke with Tan in regards to the previous yr, which began with the corporate saying that it will use its contractors to make 1,000,000 masks to assist with pandemic aid. That was an odd transfer for a corporation whose motto is “by players, for players.”

Nothing in regards to the previous yr turned out as anticipated. The masks manufacturing really drove Razer to develop a wiser masks for players. And whereas the transition was troublesome, Razer noticed a lift in demand, very like different recreation corporations noticed as folks turned to video games for distractions whereas sheltering in place. The corporate closed the yr with 123 million person accounts, up 54% from a yr earlier. Tan expects additional development in 2021, as he believes that extra individuals are choosing up the gaming behavior.

We talked about whether or not Razer is a tech firm, a recreation firm, or a vogue firm. And given its give attention to mice, keyboards, and headsets, I additionally requested if it was a boring firm or an thrilling one. I additionally requested Tan if the pandemic made him take into consideration what sort of boss he needed to be. We additionally talked about whether or not Razer will transfer additional into fintech and cryptocurrency, given the craze round non-fungible tokens (NFTs) and associated classes. Tan, who favors black T-shirts for his concept of gamer stylish, had some attention-grabbing solutions.

Right here’s an edited transcript of our interview.

Above: Min-Liang Tan favors black T-shirts.

Picture Credit score: Razer

GamesBeat: Your earnings turned out very effectively for the final yr. You hit the profitability mark. That’s very vital. What’s your takeaway about that?

Min-Liang Tan: The very first thing was, hitting the $1 billion milestone in phrases income was large. By way of scaling the corporate, as I used to be telling a board member of ours — plenty of corporations get billion-dollar valuations, however the billion-dollar income mark is a brand new milestone, scaling towards that. That’s been a giant factor for the corporate.

Over and above, scaling up by way of the underside line — usually we hear about tech corporations needing to burn plenty of money to scale the outsized development. Non-tech corporations, whereas they don’t have the outsized development, they’ve the profitability. At Razer we’re happy with having the ability to ship a little bit of each. It’s about outsized development and continued profitability transferring ahead. We proceed to see that within the enterprise.

The pandemic has introduced a number of latest players into the demographic. It’s accelerated all of that. Over the previous 10 years, most likely yearly somebody says, “Is the expansion maxed out? How a lot greater can gaming get?” We’re at all times seeing new players come by means of. Digital leisure is on the rise. Even immediately, I’m extra optimistic than earlier than in regards to the variety of players and the expansion of the entire demographic. We’re proud of how 2020 turned out for us. It was a unprecedented yr at Razer. Trying forward, we see sustained exercise. We’re fairly optimistic about that.

Speedy development

GamesBeat: Your forecast is for extra development. I questioned, as we went into this era of adverse comparisons, just like the second or third quarters of the calendar yr, will it’s laborious to beat final yr, as a result of final yr was so distinctive, so completely different?

Tan: From our perspective, the distinction at Razer is that we’re not only a {hardware} firm. We do {hardware}. We promote a billion {dollars} price of {hardware} proper now. However we’re a complete ecosystem. We’ve a software program facet and a providers facet, which makes us distinctive in comparison with a lot of the different {hardware} performs on the market. On the software program facet, we’ve about 123 million customers on our software program platform immediately. That permits us to do a few issues. It gives us an perception on the gamer. What sort of video games you play, how lengthy you play them. It additionally permits us to design higher merchandise. That’s the place we use plenty of the information, to design higher merchandise for ourselves.

We had the identical ideas. When the pandemic began, the lockdowns began coming by means of, we noticed gaming exercise on our software program platform undergo the roof. Our 123 million customers are unfold out globally. We might see when lockdowns occurred on the very day. Gaming exercise would spike that day and stay sustained. The query we had was, whereas we’re now gunning towards delivering software program, providers, and {hardware}, would development taper off put up the pandemic?

Razer's Project Hazel smart masks.

Above: Razer’s Venture Hazel sensible masks.

Picture Credit score: Razer

We began taking a look at markets that had opened up previous to the remainder of the world. China is an effective instance. There’s a way of normalcy there at this level. We noticed gaming exercise come down a bit, however the state it’s at continues to be much more elevated than the place it was in the beginning of the pandemic. What we’ve realized is that the COVID pandemic has introduced collectively a complete bunch of latest players, for one, and it’s modified plenty of habits. Digital leisure is now the linchpin, the middle of leisure for lots of people. Even when issues open up, it’s going to stay one of many prime types of leisure. That’s why we’re nonetheless bullish transferring ahead.

Don’t get me unsuitable. I’m certain that folks might be going out and purchasing and touring. I hope that occurs, as a result of I look ahead to it myself. However I do suppose that gaming has modified all over the world. It’s far more accepted. It’s a extra social exercise for therefore many individuals.

GamesBeat: Are you a tech firm, a recreation firm, or a vogue firm?

Tan: You already know, I ask myself that generally. Clearly, from a tech perspective, that’s the place plenty of our fundamentals are. Design, expertise, the quantity of R&D we do. You continuously see us at CES pushing out innovation. Thermal engineering, stuff like that for our Blades. We’re clearly a tech firm.

From a life-style, vogue form of perspective, it calls again to the model. We’ve a model that isn’t essentially simply centered on a selected class. Most tech corporations, in the event that they attempt to transfer out of their class, everybody pushes them again. Give attention to what you’re good at. For us, as a peripheral firm, to have the ability to lengthen to different types of {hardware}, the Blade for instance — going from peripherals to laptops ought to have been insanely troublesome, however for us we straddled that in a short time. Individuals assume that was the best way it ought to be.

Immediately, once we began our fintech enterprise — as a result of we shared the numbers with the IPO, it was solely about $5-$10 million in 2017. Many individuals mentioned, “You’re doing cost providers? You’re a {hardware} firm.” Now it’s grown 12 instances. It’s a $120 million enterprise. As a fintech firm, we’re one of many quickest rising fintechs on the planet. We course of $4.5 billion in digital funds. The model has helped us lengthen that.

Now we’ve folks saying, “We wish the Venture Hazel masks. That’s one thing I wish to put on.” We’re doing crossover collabs with Bathing Ape and all that. From the model perspective we’ve constructed a really distinctive way of life model. There aren’t many way of life manufacturers in tech. In actual fact I’d enterprise to say there are just one or two which have actually prolonged that. We’re positively a tech firm. We’re one hundred pc centered on the gamer. That’s possibly a little bit of a distinction. We’re not a gaming firm per se, however we’re a gamer firm. We give attention to this demographic as a result of that’s our motto. For players, by players.

Are keyboards boring?

The Razer Huntsman V2 Analog is an expensive keyboard, but also a feature-packed one.

Above: The Razer Huntsman V2 Analog is an costly keyboard, but additionally a feature-packed one.

Picture Credit score: Razer

GamesBeat: Are you a boring firm, or an thrilling firm? You bought to a billion {dollars} on mice, keyboards, and headsets. They’re not essentially the most thrilling merchandise generally. You’ve gotten the picture, however then you may have the fact of the place the income comes from.

Tan: We’re those who created this complete gaming peripherals business. We’re the pioneers. We made it horny, to a sure extent. However over and above, it’s been far more than that. It’s been the give attention to this demographic. Within the early days, Apple made the artistic skilled the middle and ignored everybody else. Everybody appeared on the artistic skilled again within the day as this quirky form of man. Why is that this fruit model so centered on that demographic? However that demographic has grown and made Apple one of many greatest tech way of life corporations on the planet.

We had been at all times centered on the gamer. Likewise, simply as after 30 years Apple did it with the artistic skilled — folks used to take a look at players as slightly quirky. Why would you spend all of your time with a PC? However that’s why we’re one hundred pc centered. We constructed {hardware} and software program across the gamer. Lots of these improvements go into the merchandise that we provide you with. Venture Christine, the modular PC, we launched that with the Tomahawk desktop. Most of our idea merchandise, we take key components of the expertise and put it into merchandise that we ship.

That’s the stuff like thermals, again within the day. After we first launched the Razer Blade, everybody mentioned that nobody needed a skinny, highly effective laptop computer. They needed thick, heavy, full-power stuff. However we pioneered each facet of it. We pioneered high-performance gaming peripherals. We pioneered gaming laptops. We’ve moved into sensible masks and chroma lighting. We’re chargeable for the entire RGB factor globally. Some folks have taken it to ranges I wouldn’t have considered, however we checked out utilizing gentle for design, and that’s nonetheless a giant a part of what we do.

For our demographic, we excite the gamer. For folks outdoors that demographic, they might not essentially admire it as a lot.

Razer's Project Brooklyn gaming chair.

Above: Razer’s Venture Brooklyn gaming chair is among the many firm’s way of life merchandise.

Picture Credit score: Razer

GamesBeat: What it did really feel like, in case you can keep in mind again to the start of the pandemic — you had been making masks. You weren’t as centered on the core enterprise. To return out of that yr with all this income development, it have to be very satisfying, however is it additionally sudden?

Tan: It’s gratifying for us, as a result of when the pandemic hit, everyone was in a state of confusion. I’ll be candid. We had been all questioning what was going to occur. Is it the top of the world? We received collectively and we went again to fundamental ideas or fundamentals. We’ve been a unique form of firm. We’ve at all times centered on our fundamentals and what we wish to do over a really long run. We wish to give attention to the gamer demographic. We didn’t wish to do stuff for short-term beneficial properties.

To that finish, we mentioned, “Look. We’ve a struggle chest. We’ve no debt.” The very first thing we dedicated to globally, and the remainder of the crew can inform you that, we made an announcement that we weren’t going to do any layoffs. “We manage to pay for to final for years. All people keep calm. We’re going to be okay.” That was the very first thing we did.

The second factor, we checked out our core enterprise. This was March. No items might come out of China. Every part was caught. We would have liked to do one thing. We reassured the workers that they didn’t have to fret, and it didn’t matter if our shops had been closed. Each worker could be taken care of. However the subsequent factor was, how can we ensure that we give one thing again, now that we’ve the sources to do this? I dropped a observe to the crew telling the story in regards to the grasshopper and the ants. “We’ve ready for today. What can we do now to offer again?”

We turned our manufacturing amenities in China instantly over to manufacturing masks. We had a associate that was in a position to do this. We had been in a position to ship them globally, and we dedicated greater than million masks to any frontliners on the market. We simply began transport them. That was what stored the group busy in a really quick period of time. As a substitute of worrying about enterprise, we had been fearful about what we might do for the world. We had been transport masks all over the place. Ryan Reynolds reached out and we shipped masks to Canada. There was a bunch of exercise happening. That received the crew over the hump of being concerned in regards to the early days of COVID. It was a loopy time for all of us.

Now that we knew make masks, although — we’re licensed to make medical masks, and we constructed manufacturing traces in Singapore in 24 days — we realized we might make a greater masks. In case you informed me a yr in the past that we’d be making masks, I’d have mentioned, “What?” However now we’re making licensed medical-grade masks, and we’re seeking to design a good higher masks. After a number of months we realized that among the masks on the market aren’t sustainable. Sustainability is a giant a part of what we do. We knew we needed to do one thing about it, and that’s what we’re doing at this cut-off date.

Powerful boss picture

GamesBeat: I’m wondering about some private reflections. What sort of boss do you wish to be? I keep in mind the Kotaku story, a reasonably robust story. It discovered that “Min is a tricky boss.” However you may have nearly a Steve Jobs-like need for perfection, which is an effective high quality, I feel. After which you may have the pandemic that got here alongside and put plenty of stress on the group. Has the previous yr made you concentrate on what sort of boss you wish to be?

Tan: We’re extremely robust, as a crew, on the subject of designing merchandise, doing the easiest merchandise there’s. We push ourselves to make it possible for issues are achieved effectively. Even throughout the pandemic, one of many issues that we thought and spoke about continuously, being robust on ourselves permits us to be ready for issues like this. In these instances we’re in a position to inform the crew, “We’re caring for everybody.” That’s due to all of the issues we’ve achieved earlier than. This was a continuing chorus.

The Razer Kiyo Pro webcam.

Above: The Razer Kiyo Professional webcam.

Picture Credit score: Razer

We continuously push ourselves. Even establishing issues in a really quick period of time, that’s robust. I’ll be candid. We had been attempting to arrange a line in 30 days, and other people had been working extremely laborious. Individuals had been staying on the premises, getting it examined. It’s made us very reflective. We’re pondering so much additional. However I don’t suppose it’s taken something away from us attempting to make nice merchandise. We proceed to do this.

What’s gotten us extra reflective as effectively, we’re a billion-dollar firm from a valuation perspective, and now by way of income. The subsequent large factor we’re centered on is how we will have an effect on or enhance the lives of a minimum of a billion folks on the market. That’s additionally one of many large issues, internally, that I’m very enthusiastic about. I’ve been pushing that fairly a bit, the entire sustainability facet. We’ve been robust on ourselves to say, “There’s plenty of speak about this, however we wish to put pen to paper, make correct targets, and drive ourselves to these targets, nevertheless laborious it’s.” It’s made us reflective, positively, however in lots of instances we additionally stay very centered on getting issues achieved, designing nice merchandise, and making them excellent.

GamesBeat: The sustainability targets appear very formidable, very laborious to achieve.

Tan: We needed to do among the targets from a short-term perspective in addition to mid-term and long-term. A few of them are very laborious, like being carbon impartial by 2030. The large one for us is to make sure on a product stage that the whole lot we ship is both with recycled materials or might be recyclable. That’s laborious for us to attain within the subsequent 10 years or so. However that is the form of factor we’ve already began doing.

Our product packaging already went sustainable earlier than any of this occurred. The true cause is that plenty of our customers, our group, they’re enthusiastic about sustainability too. We’re one of many greatest youth and millennial manufacturers on the planet at this level. Players know who we’re. That’s stuff we give attention to.


GamesBeat: You talked about among the fintech initiatives. This class of nonfungible tokens [NFTs] has exploded and made blockchain standard once more. It’s an space the place you’re educated. Do you suppose there’s a chance there for Razer in a roundabout way?

Tan: I’ll watch out about this, as a result of I continuously get crypto and NFT fanatics pinging me on Twitter. I don’t wish to say the unsuitable factor and get everybody excited. However what I’ll say, from a tech individual’s perspective, I’m passionate and curious about blockchain. I spend plenty of time taking a look at blockchain and crypto and issues like that.

Razer Gold is a precursor to that. It’s a closed loop, so it’s not on the chain. It’s greater within the rising markets like Latin America and southeast Asia. However to provide the taste of Razer Gold, you should buy or choose up Razer Gold at about 5 million factors worldwide. It’s the de facto digital credit score — I’m being very cautious, as a result of we’re regulated all over the place for this. However we’re the de facto digital credit score for most of the video games on the market. We’re built-in with Tencent Video games, with EA and Activision. All of that is off the chain, on a non-public chain at this cut-off date. However we course of funds for PUBG Cellular, for Genshin Influence, issues like that. If we ever put it on the chain, it will turn into one of many greatest cryptocurrencies on the planet.

Razer is going green.

Above: Razer goes inexperienced.

Picture Credit score: Razer

I see the attract of the expertise behind the blockchain and crypto, however we additionally need to have the ability to steadiness it with the real-world necessities by way of economics. Economics is one thing folks don’t spend plenty of time with. I spent plenty of time taking a look at NFTs and issues like that. I understand that plenty of the blockchains, on a technical stage, it’s all about getting it examined. Whether or not the transactions per second will work. I can geek out about this for a very long time. However it’s one of many issues I take a look at.

The sustainability facet is one thing I’m involved about. The proof of labor, using electrical energy, stuff like that. I’d say that we at Razer are curious about what’s happening. We’ve a platform and a model that may resonate very effectively with youth and millennials. We’re already one of many greatest fintechs within the area, and one of many quickest rising. We are typically one of many few corporations which might be ready to take attention-grabbing steps from a expertise perspective. However we’re nonetheless evaluating what may be the perfect expertise to work with, the perfect blockchain associate to work with. We’re taking our time taking a look at that.

Cease Asian Hate

GamesBeat: On one other sober topic, have you ever had an opportunity to mirror on the “Cease Asian Hate” motion?

Tan: Provided that I used to remain in San Francisco fairly a bit — I watched the video of the girl who beat up that man. I’ve learn plenty of tales. I’ll be sincere. On a private foundation, I’ve began writing one thing about it, and I hold deleting it. I write one thing, I give it some thought, and I delete it. It’s a kind of issues the place I would like to have the ability to present a really measured, thought-out perspective, particularly since we do have a giant viewers. I hear different folks in the identical scenario. There’s a lot occurring and it’s troublesome to place the whole lot in a single put up.

I’ve been speaking to among the different guys within the Asian-American group, a bunch of men within the tech group that’s come collectively. I don’t know in case you’ve seen our Fb web page, however we’ve been chatting out our views. I’m very involved about it. We wish to have the ability to do one thing. In some unspecified time in the future I would like to have the ability to a minimum of, from a really private perspective, put my ideas down in an correct vogue. That’s the place I’m proper now. What do you suppose?

Razer Blade 15

Above: Razer Blade 15 is one other of the corporate’s merchandise for players.

Picture Credit score: Razer

GamesBeat: I wrote about that in a column final Friday. I felt like I discovered my voice on that topic, about higher illustration for Asian Individuals in video games.

Tan: I’ll must [read] it.

GamesBeat: Any closing ideas on the place you’re at proper now?

Tan: We’re very centered. We’ve at all times been centered on the gamer, even when the demographic wasn’t highly regarded, and now that lots of people are centered on the gamer, we nonetheless are. That’s one of many the explanation why we’re one of many greatest youth way of life manufacturers on the planet. We wish to proceed doing what we’re doing, proceed specializing in it.

By way of investments, we listed on the Hong Kong alternate. We’re getting much more consideration within the U.S. proper now, as a result of plenty of our friends are listed within the U.S. One of many large questions that was requested of me is that if we’d take a look at a twin itemizing. It’s one thing we’re exploring. There’s an enormous demand from institutional traders within the U.S. We’re conserving our choices open for shareholder worth. However we’ll hold doing what we’re good at. For players, by players. I at all times shut off with that.


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