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We had the pleasure of talking to scaling up expert Pepe Villatoro, a co-founder of international networking phenomenon Fuckup Nights, who has also worked with some of the best-known brands in co-working and global hiring. Pepe recently joined the Serviap Global board of advisors.
SG: For anyone unfamiliar with Fuckup Nights, can you give some insight into the initial concept and how that evolved?
Fuckup Nights started as a monthly gathering in Mexico City where 3 or 4 speakers shared stories of business or professional failures. People loved it so we started replicating it in different cities around the world. It turned out that people craved a space and community where they could connect through vulnerability.
Today Fuckup Nights is a global social enterprise with events in more than 300 cities of more than 90 countries.
We work with the largest multinationals in the world to help them create cultures of innovation through our events, workshops, and content.
SG: At what point in the journey did it become apparent that Fuckup Nights could become the international phenomenon it is today?
In the beginning, we started replicating the events in other cities without having a business model or a scalable source of income to sustain the operations. As a bootstrapped organization, it was until we launched our B2B model working with companies that we understood how to scale with a predictable revenue stream and very healthy margins.
“Unfortunately, as entrepreneurs, it’s easy to make the mistake of trying to scale before it makes sense because we tend to be optimists and visionaries.”
– Pepe Villatoro
That has allowed us to reinvest in all the key areas and activities that enable us to have a global movement and brand that helps people live life to the fullest by breaking free from the taboo and stigma of failure.
SG: What, if any, was the most significant advice you received during your professional career?
In order to have the impact that I wanted to have, I should learn how to sell, to communicate, to build a team, and the basics of finance.
SG: As an expert in scaling businesses, how do you determine when a company is ready to rise, or what factors might tell you it is not yet the time?
It’s all about the degree of product-market fit and the model’s margins. As entrepreneurs, it’s easy to make the mistake of trying to scale before it makes sense because we tend to be optimists and visionaries.
I’m a big proponent of building companies like Serviap Global, that add so much value to its clients that they grow organically through word of mouth, as well as having healthy margins and a path to scale through cash flow so they don’t depend on venture capital to survive, but instead use it to accelerate.
SG: There is a lot of emphasis on company culture these days, and maintaining a good one can be critical to attracting top talent. Do you have any advice on how a company can maintain a strong and positive culture during rapid growth?
The key is to define what culture you want and be intentional about it. The common mistake is to try to please everyone and think that anybody should be able to thrive in your company, which is the same as not having any defined culture at all.
A well-defined culture attracts and retains only specific profiles and behaviors. For example, a fast-growth culture focusing on results, transparency, and accountability, is not a good match for people who don’t like to get outside their comfort zones.
Once we’re intentional about culture and communicate it clearly and often, we attract and retain the talent that flourishes in fast growth and generates it.
SG: Do you have any special tips for companies trying to scale up in a crowded market?
EOR and international payroll are not mature industries, so they are not overcrowded. Also, it’s an industry with fast growth due to digitalization, globalization, and remote work trends. So, my advice is to find a segment or niche where a company can be the best in the world or culture and grow from there.
Pepe Villatoro is the co-founder of Fuckup Nights, as well as being a public speaker and startup investor. He recently joined the Serviap Global board of advisors.
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