Those seeking success in the startup ecosystem often look to clear patterns: strong teams, scalable business models, convincing pitches. But this very logic poses a problem. Klaus Sailer question. The head of the Strascheg Center for Entrepreneurship (SCE) in Munich has been observing a completely different dynamic for years and sums it up in our videocast Pitch & People:
Pitch & People Episodes
PITCH & PEOPLE Episode 30: Klaus Sailer
"We've found that many startups that nobody believed in turn out to be the best. So we can't know at the beginning whether the startup will be successful or not."
This perspective forms the basis of Sailer's work and is a clear counter-proposal to an ecosystem that attempts to predict and standardize success as early as possible.
Uncertainty as a principle
For Sailer, uncertainty is not a problem, but a prerequisite for innovation. His own background as a physicist taught him precisely this – and this way of thinking continues to influence his work with founders today.
"As a physicist, you learn quickly; sometimes things are different than you expect. You live with uncertainty, but this state of uncertainty naturally also brings many opportunities."
This attitude fundamentally changes the way startups are viewed. Instead of minimizing risks, the focus shifts to working with them. Instead of forcing quick results, the focus is on allowing development to unfold. Especially in the early stages, this means one thing above all: patience and a willingness to give even imperfect ideas space.
Europe's missing USP
While the SCE While Sailer consciously emphasizes openness and diversity, he sees a structural problem on a broader scale – particularly in Europe. In his view, a clear positioning is lacking in a global comparison.
"The US has found its USP. They say, 'We focus on the individual entrepreneur.' China has also found its way; they think very differently. And I think here in Europe we always waver between the US – we need more venture capital – and the question of whether we should control it more strongly through state intervention."
According to Sailer, this very oscillation prevents the development of an independent model. Instead of leveraging its own strengths, Europe orients itself towards existing systems – without fully possessing their prerequisites. His demand is therefore clear: Europe needs its own unique selling proposition (USP) in entrepreneurship.
And this strength could lie precisely where Europe has traditionally excelled – in the interplay of diverse actors. Sailer envisions a system in which startups, established companies, policymakers, and universities are more closely intertwined and jointly drive innovation. Entrepreneurship It thus becomes not only an economic instrument, but also a social lever.
Professor Dr. Klaus Sailer is Professor of Entrepreneurship at Munich University of Applied Sciences and Managing Director of Strascheg Center for Entrepreneurship (SCE). The physicist, who holds a doctorate, began his career in industry at Infineon before founding and managing several companies himself. For approximately two decades, he has been a key figure in promoting entrepreneurship in Munich. In addition to his work at the SCE, Sailer is involved in various initiatives and networks aimed at strengthening entrepreneurship and is considered one of the central players in Munich's startup ecosystem.
Responsibility for the future
For Sailer, entrepreneurship doesn't end with economic success. It's always about impact – and responsibility. Especially in times of major challenges like climate change, he sees entrepreneurship as a crucial factor in developing sustainable solutions.
"If you have such a powerful tool as entrepreneurship, you also have to take responsibility. What can you change in society? Is it something good or something bad?"
This perspective also connects the two seemingly opposing worlds of deep tech and social entrepreneurship. For Sailer, they are not opposites, but two sides of the same coin – technological progress and societal benefit must be considered together.
Ultimately, it all boils down to one key insight: neither startup success nor the economic future can be fully planned. Those who want innovation must embrace uncertainty – and those who want to thrive as a continent need more than just copies of existing models. Europe's opportunity lies in finding its own path. And perhaps also in giving a chance to precisely those ideas that no one believes in today.
