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Case Studies / BHTC: Reverse Pitch
Startup Sourcing

How BHTC Widens Its Startup Search Radius With Reverse Pitches

When internal problem statements are posted publicly on SwitchPitch, BHTC's product teams receive qualified startup candidates they could never have discovered through a traditional, bounded search.

Company BHTC (Behr-Hella Thermocontrol)
Industry Automotive Technology
Use Case Reverse Pitch, Startup Sourcing
6-12
week pilots run on average after pairing
The Challenge

A restricted search radius limits what you can find

BHTC product teams identify specific pain points that require innovative solutions from the startup ecosystem. The problem: finding those solutions through conventional means is constrained by time, network access, and information availability.

A team searching manually can only reach the startups they already know of, or those they happen to encounter. The result is a restricted search radius that misses the majority of potentially relevant companies operating in any given space.

The Solution

Post the problem. Let the ecosystem respond.

SwitchPitch's reverse pitch model inverts the traditional sourcing dynamic. Instead of BHTC's teams searching for startups, a clearly defined problem statement is posted on the SwitchPitch platform, allowing qualified startups and ecosystem partners to self-identify and apply.

This approach dramatically expands the search surface. Ecosystem partners, including VCs and accelerators, can proactively suggest startups from their portfolios that are a strong match. The result is a broader, higher-quality candidate set assembled with far less internal effort.

How It Works

Seven steps from problem to pilot

1
Need Identification
A product team identifies a specific pain point where startup innovation could provide a solution, and brings it to the SwitchPitch liaison to develop into a structured challenge.
2
Reverse Pitch Creation
The liaison translates the problem into a reverse pitch, a structured brief that is published on the SwitchPitch platform for startups and ecosystem partners to view and respond to.
3
Ecosystem Response
Ecosystem partners, including accelerators and investors, can suggest startups from their portfolios that match the brief. Startups can also apply directly. This opens the search well beyond BHTC's existing network.
4
Screening
The liaison, working with the product team, screens the incoming candidates to identify the most promising matches for further evaluation.
5
Relationship Facilitation
When the team identifies a startup they want to pursue, the SwitchPitch liaison facilitates the initial connection and manages early relationship development between the product team and the startup.
6
Status Monitoring
SwitchPitch provides transparent tracking of the relationship between startup and company teams, making progress visible to all relevant stakeholders without requiring manual status updates.
7
Pilot Project
Once a relationship is established, the product team and startup run a focused pilot, typically six to twelve weeks, designed to validate the solution against the original pain point.
The Outcome

Every team gets a partner with the right technology

BHTC product teams are now paired with startups that have appropriate technology to address their specific pain points, drawn from a candidate pool that extends far beyond what internal research could surface. SwitchPitch's transparent monitoring layer keeps relationship progress visible across the organization, reducing coordination overhead throughout the pilot phase.

Key Outcome
By posting problems publicly, BHTC receives qualified startup candidates from across the global ecosystem, including recommendations from investors and accelerators who know which companies are ready for corporate pilots, and runs structured six-to-twelve-week pilots to validate the fit.