From B2C marketplace to B2B SaaS selected by Mazda Spain

BuboCar started as a B2C after-sales marketplace connecting drivers with repair shops. I co-founded it and began on the growth and go-to-market side.

The B2C marketplace put the weight of the model on acquiring demand over and over. The real question was a different one: who gets more value from the platform — the driver who uses it occasionally, or the business that manages repairs every day?

Co-founder · Chief Product Officer, with end-to-end responsibility: product, technology, development, support, delivery, operations and product economics.

A startup funded through successive rounds: the product had to sustain both daily operations and the conversation with investors. I took part in six capital increases.

An end-to-end mandate also means product, support and operations compete for the same people and the same hours.

And a core built for a consumer marketplace now had to carry the intensive daily use of a professional customer.

Pivot from B2C to B2B. Stop selling transactions to drivers and start offering an after-sales management platform to the businesses running that after-sales operation. The customer changes, the sales cycle changes, and the product’s definition of success changes with them.

Build for a single professional user instead of keeping both markets. Keeping both sides would have preserved marketplace volume and doubled the product; focusing on B2B let real daily usage set the roadmap.

Refactor the core and migrate to AWS before scaling. Carrying a professional customer’s volume on a base designed for consumer traffic was not viable, so modernisation was treated as part of the product rather than debt to settle later.

Treat support and operations as part of the product. With end-to-end responsibility, operational friction is a product signal, not a cost absorbed somewhere else.

Development, support, delivery and operations under one mandate, with product economics as the decision criterion.

Migration to AWS and a core refactor on a product already in use.

Product and commercial work with the professional customer until BuboCar was selected as an after-sales platform by Mazda Spain.

BuboCar moved from B2C marketplace to B2B SaaS platform and was selected by Mazda Spain as an after-sales platform.

The platform came to handle more than 15,000 repairs per month.

The journey was funded through six capital increases, which I took part in.

A pivot is not about changing customer: it is about accepting that the product’s definition of success changes with them. What made this one work was treating the technical migration and daily operations as part of the product decision, not as later consequences.

What was direct responsibility and what was shared work.

Owned / accountable

Product, technology, development, support, delivery, operations and product economics within the CPO mandate.

Led

The B2C to B2B pivot, the core refactor and the migration to AWS.

Partnered

Co-founders and the leadership team on strategy and funding rounds.

Contributed

The relationship with the professional customer up to the platform being selected by Mazda Spain.