Webel has disrupted the at-home services sector by placing a strategic focus on service professionals. Marketplace growth is achieved not just by captivating customers but by empowering the supply side with innovative tools and incentives. Led by Nacho Tejero, CEO and Co-founder, Webel's journey is a testament to resilience, strategic innovation, and sustainable market expansion. Discover how this Spanish startup transformed a university project into a thriving marketplace, generating millions in GMV across Spain and London.
From University Project to Market Leader
Webel's inception in 2018 was marked by slow growth and numerous challenges. Yet, Nacho Tejero's commitment to resilience and iterative learning paved the way for success. "Webel es la historia con más fracasos que he conocido en toda mi vida… de pura insistencia y resiliencia," he reflects. Today, Webel connects thousands of customers with vetted professionals, marking its place as a leader in the at-home services marketplace "App Store".
Aligning Marketplace Incentives: Focus on Professionals
One of Webel’s core strategies is prioritizing professionals over customers. Nacho emphasizes, "The customer is king, but everyone forgot about the professional. The professional is the one who decides where the transaction takes place—you want to repeat with the same person" source. By aligning incentives, Webel ensures professionals remain loyal, thereby naturally enhancing customer experience.
SaaS Tools for Professional Engagement
Webel's success hinges on its SaaS integration that enhances professional loyalty. Tools such as calendar syncing, automated billing, and pricing controls have made Webel indispensable to service providers. This approach minimizes churn as professionals find it inconvenient to leave the platform once their operations are deeply integrated "Google Play Store".
The Power of a Tiered Commission Model
To further engage professionals, Webel employs a tiered commission model. New professionals start with a 20% fee, decreasing to 6% as they demonstrate commitment and performance. "It’s about incentivizing the right behavior," explains Nacho. This rewards loyalty, enhances marketplace standards, and increases repeat customer rates "Webel Official".
Launching New Markets: Achieving Critical Mass
Expanding to new cities involves building strong professional networks before customer scaling. Webel focuses on activating top professionals to drive initial momentum: "When we give top professionals that initial boost, they become advocates and help pull in more providers and customers" source.
Embracing Resilience and Patience
Nacho's journey wasn't devoid of struggles. "Entrepreneurship is an endurance sport," he says, reflecting on years of micro-revenues and personal sacrifices. Success came through embracing resilience and patience, trusting foundational metrics over premature scaling source.
Optimizing Unit Economics for Sustainable Growth
Webel maintains financial sustainability by focusing on efficient unit economics. With a customer acquisition cost of approximately €12, Webel relies on organic growth and viral community effects. This strategy supports solid revenue generation and future profitability source.
Building Defensibility: Service Quality and Embedded SaaS
Unlike other marketplaces, Webel builds its defensibility through unique service quality and embedded SaaS capabilities. These elements create a sticky platform environment that professionals are reluctant to leave, solidifying Webel’s market position "App Store".
Founder Wellbeing: An Athlete’s Mindset
Nacho likens the entrepreneurial journey to that of an elite athlete, emphasizing the importance of mental and physical health for sustained success. "To perform at max, you have to take care of yourself—mental and physical balance" source. This mindset aids in enduring the long-haul nature of startup challenges.
Key Takeaways
- Focus on Professionals: Prioritize the supply side to enhance customer loyalty and transaction repeats.
- Integrate SaaS Tools: Use management tools to increase professional reliance on the platform.
- Utilize Tiered Commissions: Reward high performance with reduced fees and better visibility.
- Achieve Critical Supply Mass: Secure a robust professional network before launching customer acquisition campaigns.
- Practice Resilience: Success in marketplaces requires patience and iteration over rapid scaling attempts.
- Maintain Financial Discipline: Balance CAC with repeat business for sustainable economics.
- Ensure Founder Wellbeing: Uphold mental and physical health to support long-term entrepreneurial endeavors.
Frequently Asked Questions
What is Webel's primary strategy?
Webel focuses on empowering service professionals with SaaS tools and incentives to ensure loyalty, enhancing overall marketplace success.
Why prioritize supply-side focus in marketplaces?
Supply-side focus ensures professionals remain loyal, directly impacting service quality and customer retention.
How does Webel's commission model work?
Webel's tiered commission model starts high for newcomers and reduces as professionals demonstrate loyalty and increased transaction volume.
What makes Webel's SaaS integration unique?
Webel's SaaS tools seamlessly embed into provider workflows, minimizing churn by making operations more efficient.
How does Nacho Tejero manage founder burnout?
Nacho emphasizes a balanced workload and personal time, comparing entrepreneurship to elite athleticism for maintaining high performance.
Conclusion
Webel's remarkable journey is a lesson in rethinking marketplace dynamics by focusing on professional engagement and alignment. Nacho Tejero’s insights offer valuable lessons in resilience, strategic market design, and sustainable growth. As Webel continues its trajectory, these foundations ensure not just rapid gains but enduring success in the service marketplace landscape.
Watch the full video for more insights: La historia de Webel.
References
Webel Official - Webel's Path to Success - appwebel.com
Google Play Store - Webel Services App Review - Google Play Store
App Store - Webel App Details - Apple Store
EU-Startups - Growth Metrics and Insights - EU-Startups
Nacho Tejero - CEO Discussion on Webel Strategy - Webel Platform
