Munich Startup: How can startups work with a large consulting firm like PwC? Your services are hardly affordable for young companies?
Maresa Schleich: Startups are the engine of our economy and the innovation drivers of the future. That's why PwC established the "Next Level" team several years ago, which focuses on various innovation topics, particularly collaboration between startups and established companies.
We are naturally aware that startups have different needs and challenges than established companies. Therefore, we have specifically tailored our offerings and pricing to this target group. Topics such as investor readiness, employee participation, pricing, funding, and corporate sales readiness—to name just a fraction of our support options—play a major role for startups in their growth phase. And this is precisely where the advantage of working with a "major consulting firm like PwC" comes into play: PwC has a comprehensive network of experts across a wide range of industries and disciplines, allowing us to advise on most topics.
Nöll: “Networking between startups and corporates plays a crucial role”
Munich Startup: Pilot projects with well-known companies are often a door-opener, especially for B2B startups. How can you support them?
Florian Nöll: In addition to advising startups, supporting established companies is also a pillar of PwC's "Next Level" service. We support medium-sized companies and corporations in gaining access to the innovation ecosystem, connecting with interesting startups, and finding innovative solutions to current challenges. Accordingly, networking between startups and corporates plays a crucial role. In our startup program, "Scale"This is precisely the core component. We understand the challenges our corporate clients face and can place suitable startups from our community accordingly. Our success rate for such projects is 88 percent.
Munich Startup: You mention an 88 percent success rate for venture clienting projects for startups and corporates. How do you measure this success? And can you name any best practices?
Florian Nöll: For us, a collaboration project between startups and corporates is successful when, through our support, a business relationship develops between the two parties – this can range from a customer relationship to a jointly developed product to an investment. For example, in the past, investments from scale corporate partners in startups have been made. Customer relationships are the most common result of our networking. This is where my many years of experience as a founder in collaborating with corporates helps.
Munich Startup: Are there any industries or technologies with which you are increasingly collaborating?
Maresa Schleich: We generally focus on B2B solutions to deliver the greatest added value for our customers. Furthermore, we operate industry-agnostically—from deep tech to agriculture to the automotive sector, we have a very broad presence.
What does the Accelerator at PwC offer?
Munich Startup: Also your own Accelerator was launched by PwC. How exactly does participation work?
Maresa Schleich: "Scale" is a three- to six-month program that supports startups in many areas related to growth. Core elements of the program are
1. Masterclasses on topics such as investor readiness, pricing, digital marketing, corporate sales readiness or hiring;
2. Exchange with exciting personalities such as serial founders, investors or companies;
3. Sparring with PwC startup experts on the individual challenges of the startup and
4. Pitch opportunities in front of the PwC network.
Our target group is B2B tech-focused startups in the Seed to Series A phase. Participants have completed the proof of concept and are now focusing on scaling. The goal of the program is to optimally prepare the founders for the upcoming scaling and to support them with our expertise and network.
Since we see a particular need for support in raising capital among many startups, we also offer the program “Raise". Here, we help startups become investor-ready within three months. This means we support them in all key steps of approaching investors – from the pitch deck and preparing relevant documents to the big Investor Day, where startups have the opportunity to demonstrate what they've learned to investors from the PwC network.
Special edition for female founders and startups with a migration background
Munich Startup: You also offer a support option specifically aimed at founders who are underrepresented in the startup sector—for example, women, people with a migration background, or people with disabilities. How did this come about, and how do participants benefit?
Florian Nöll: Unfortunately, the startup scene remains largely devoid of diversity. This year's German Startup Monitor has again demonstrated this, despite the fact that startups benefit from diverse founding teams. To promote greater diversity in the startup scene, we launched a "special edition" of the Scale program for female founders in 2022 with one of our Scale partners. In 2023 and 2024, we want to further expand the spectrum and enable participation not only for female founders but also for founders with a migration background or disabilities. With the program,Underrepresented Founders“ we want to provide this group with more support, visibility and access to relevant contacts.
Munich Startup: You're also an individual sparring partner for startups. What was the coolest experience you've had here?
Maresa Schleich: Since I originally come from a human resources background and worked for several years in a startup's people team, I'm excited to continue supporting startups in my current role with the challenges surrounding recruiting, employee retention, employer branding, and HR processes. The most rewarding experience is the positive feedback from startups and learning that the insights and perspectives provide direct added value for the founders. But the best part of my job is definitely being in direct contact with the startup ecosystem and enabling successful networking between stakeholders!
Potential for improvement in cross-networking in the ecosystem
Munich Startup: In your opinion, what could be improved at the Munich startup location?
Maresa Schleich: Munich already offers a great environment for startups – be it in terms of start-up consulting, coworking spaces, startup events, and many other funding opportunities.
I currently see room for improvement in the area of networking. It seems to me that the ecosystem is still viewed and used in a very differentiated manner. Startups, investors, and established companies still remain among themselves. Yet the interaction between these three players holds the greatest potential!
Therefore, I have set myself the goal of supporting and strengthening this networking in my work at PwC. For example, we are hosting a major event in Munich in December on the topic of "Development of the Startup Ecosystem in Bavaria." Here, we will bring the entire ecosystem together and encourage exchange among each other.
Munich Startup: What is the best way for a startup to get in touch with you?
Maresa Schleich: It's very easy. Feel free to contact me or my colleagues, either by e-mail, phone, LinkedIn or, of course, in person at events. Together we'll find out how we can best support you in reaching the next level!
