Just a few days after launching the company, Juan Pablo was already on a plane headed to Amsterdam for his first international conference. “There was no market in Uruguay; it was almost a necessity to go abroad, ”he recalls. The strategy was clear: specialize in video technology and build a global presence from the very beginning.
Learning to navigate other cultures
International expansion taught him a key lesson: understanding how large corporations operate outside of Uruguay. “Here, a single person handles purchasing, payments, and contracts; abroad, these are separate departments with different objectives. You have to learn how to navigate those structures,” he explains.
Community and Specialization
What set Qualabs apart was its decision to specialize in streaming. “We decided not to try to do everything. We focused on video technology and built a community.”
“Today we attend conferences and meet hundreds of people in the industry,” he says. That approach led them to join global networks, give talks at conferences, and take on key roles such as serving on the board of the Streaming Video Technology Alliance.
A Uruguayan company serving Fortune 500 clients
Contrary to what many people warned him, Qualabs kept its headquarters in Uruguay. They told him that setting up shop in Uruguay could hinder the company’s growth. Today, according to Juan Pablo, “the reality is that they sign contracts with us as a Uruguayan company and even appreciate our culture. On our business trips, we give out mate sets, alfajores, and thermoses, and they’ve embraced them as their own.”
Travel, trade shows, and building relationships with customers
Juan Pablo spends about half a month a year on airplanes. His trips are hectic: dozens of meetings a day, international trade shows, and client visits.
“Business is still very much face-to-face. Uruguay needs to improve its air connectivity if it wants to attract investment,” he notes.
The Impact of Artificial Intelligence
Although he doesn't yet see it as an immediate change, Juan Pablo acknowledges that artificial intelligence will shape the future of the industry.
“Right now, it’s having a bigger impact on expectations than on results. Our clients are exploring their options, but they’re still working with tight budgets.”
The Value of the MBA at ORT
In addition to his engineering background, Juan Pablo highlights what he gained from ORT’s MBA program.
“It gave me three key things: strategy, leadership, and a network.”
"I learned to understand the dynamics of the industry, to manage people and organizational structures, and I also built a network of contacts that was essential to my growth," he says.
Leading with Purpose
In a competitive market, what sets us apart is trust, a commitment to service, and excellence. “We can’t compete with India or Eastern Europe on cost. Our path lies in differentiation, focus, and service,” he says.
Tips for Future Engineers
For engineering students who dream of starting their own business, Juan Pablo advises them to start by addressing their customers' problems:
“Don’t fall in love with the technology—fall in love with the problem you want to solve. Staying close to the customer is the key.”