Munich Startup: Tobias, you’ve been CEO of Chargex for about half a year now and have thus taken over the baton from co-founder Tobias Wagner. Previously, you were CSO of the Austrian company Has-to-be, provider of a charge point management system that was sold to the US company Chargepoint for 250 million euros in 2021. After that, you founded your own consulting firm Forward Concept focusing on startups in the e-mobility and energy sector, and also launched the industry conference “Charging Night”. What plans did you bring with you for Chargex?
Tobias Scharfen, CEO Chargex: First of all, I should say that the fascination I had alongside one or another plan when I started at Chargex was mainly based on the fact that Chargex has an uncomplicated and easily scalable product for real estate, specifically for residential and commercial properties. I am firmly convinced that the breakthrough of the electric car depends massively on whether the consumer can combine dwell time with charging time and charge accordingly where he lives or works. Chargex has the solutions to overcome the obstacles that prevent the development of charging infrastructure in the real estate industry.
Returning to the plans – these essentially revolve around how to get this superior product into broad distribution channels that have direct access to potential customers or buildings. Multipliers are necessary to move quickly in this fragmented market. As a startup, growth is always priority one.
Munich Startup: What have you been able to change and implement in this regard and generally?
Tobias Scharfen: After very intensive onboarding and extensive discussion with the two founders, it was about adjusting the first organizational and structural levers. One example is the establishment of a management framework that Michael Masnitza (co-founder and COO) and I quickly put in place.
Changes primarily in sales and marketing
The main changes are currently in sales and marketing. The previous communication addressed end customers directly, primarily in the small and medium enterprise segment. Now we are addressing multipliers from the areas of electrical companies, facility companies and the real estate industry in general. It’s a shift to indirect sales with the “CPO-as-a-Service” concept. We enable our partner companies with direct market access to act as charging infrastructure operators (= Charge Point Operator = CPO), even if they don’t have an appropriate solution to complex challenges. But together with the Chargex solution portfolio, they have all the tools at hand to meet any customer requirements in the field of electric car charging in the commercial and real estate sectors.
Munich Startup: How is Chargex currently doing? How are you doing financially?
Tobias Scharfen: Times of change always create excitement in the team. Accordingly, we are very pleased that the motivation and performance of the team remain unbroken. At Chargex, a team of unique experts works together who deliver top performance even in more turbulent phases.
Financially, the company is also stable. Our investors believe in the new go-to-market and give us the corresponding budgetary support for implementing the transformation.
The electric car market from Chargex’s perspective
Munich Startup: Electric car sales are currently falling again. What does that mean for Chargex?
Tobias Scharfen: I can’t downplay the fact that the situation for us and for the entire industry is a challenge. The sale of charging infrastructure is directly dependent on the spread of electric cars. We continue to be very successful in our “core niche” of SME commercial real estate in Germany, but growth must come from new distribution approaches and possibly from new markets. With internationally operating partners from the facility and real estate industry, there is the possibility to internationalize quickly, which is also part of the new distribution strategy.
Munich Startup: And how do you assess the long-term development of the market?
Tobias Scharfen: For me it’s undisputed that every form of mobility on the road will be electric in the future. Accordingly, we are about to see the wave and the transformation will pick up speed again shortly.
Tips for a successful transition
Munich Startup: A change in leadership is something special for startups, especially when founders step back. What tips can you give startups based on your current experience to make the transition work?
Tobias Scharfen: Crucial for the transition that went very well for me is first the behavior of the founders. Tobias and Michael shaped the transition in an exceptionally constructive manner and completely free of any touchy feelings, had critical discussions with me, and spoke honestly and openly about the company’s strengths and weaknesses.
Furthermore, in my view, it’s advisable to respectfully and carefully review the previous course together with the team and work out the changes together. A company like Chargex can only emerge on the basis of a great product, a highly performing team, and very many right decisions.
Unsurprising and yet often underestimated: communication is key. Only with transparency and an open feedback culture can a new course be set quickly and efficiently during such a phase of change.
