Ignite Startups: Ignacio Viau on Finding Product-Market Fit and Scaling Hokali | Ep68

Ignite: Conversations on Startups, Venture Capital, Tech, Future, and Society

In this episode of the Ignite podcast, host Brian Bell interviews Ignacio Viau, co-founder and CEO of Hokali, a startup based in San Francisco. Ignacio, originally from Argentina, shares his journey from moving to the US nine years ago to falling in love with the entrepreneurial spirit of San Francisco. He recounts how Hokali started as a B2C sports lesson marketplace inspired by his own struggles finding a surf instructor in San Francisco. This experience led him and his co-founder to realize the need for a platform connecting sports enthusiasts with instructors, eventually focusing on surfing lessons as their first offering.

Ignacio details the evolution of Hokali, emphasizing a pivotal moment when they shifted their focus from adults to children after noticing higher retention and satisfaction among younger users. This realization prompted them to pivot to a B2B model, targeting after-school programs and schools needing sports, music, and art instructors. Ignacio highlights the significant impact of this pivot, noting their success in acquiring school clients without heavy reliance on ads, and the creation of the Hokali Academy to vet and train instructors. The academy ensures that instructors meet legal requirements and are well-prepared to teach, enhancing the value proposition for schools.

The conversation also touches on Ignacio’s personal background, including his transition from a legal career in Argentina to entrepreneurship in the US. He shares his initial struggles and the risks involved in making such a drastic career change. Ignacio’s story is one of perseverance and adaptability, illustrating the importance of listening to customer needs and being willing to pivot business strategies to achieve product-market fit. As Hokali continues to grow, Ignacio envisions expanding their services to more cities and reintroducing their B2C marketplace once they have solidified their B2B foundation.

Chapters

Introduction to Ignacio Viau and Hokali (00:00 - 02:59)

Falling in Love with San Francisco (03:00 - 04:19)

The Origins of Hokali (04:20 - 07:01)

Pivoting to Focus on Children (07:02 - 10:18)

Building the Hokali Academy (10:19 - 13:44)

Challenges in Consumer Marketplaces (13:45 - 17:21)

Expanding Beyond San Francisco (17:22 - 20:03)

Product-Market Fit and Business Strategy (20:04 - 24:39)

Entrepreneurial Lessons and Personal Growth (24:40 - 28:19)

Vision for the Future (28:20 - 32:58)

Closing Thoughts and Reflections (32:59 - 36:49) Rapid Fire and Q&A (36:50 - 51:58)