IPO: Game Over for Founders?! Patrick Andrae on Marketplace Development and the Transformation from Founder to CEO

About this episode

With over 800 employees, more than 15 million listings, and a market capitalization exceeding 240 million euros, HomeToGo ranks among Germany's largest marketplace startups. Patrick Andrae has evolved the company from a simple metasearch engine into a complex software enterprise – while undergoing a remarkable personal transformation himself.

From Metasearch to Software Company

HomeToGo began as a vacation rental metasearch engine and evolved through various phases to become what it is today: alongside operating different B2C booking platforms, HomeToGo offers various B2B software solutions for owners and managers of vacation properties through HomeToGo Pro.

This evolution wasn't coincidental but resulted from strategic decisions and the willingness to continuously question and adapt the business model. Patrick Andrae demonstrates how crucial it is to remain flexible when scaling a marketplace startup and to develop new business areas.

Mastering Marketplace Challenges

One of the biggest challenges in marketplace business models lies in balancing Customer Acquisition Costs (CAC) and Customer Lifetime Value (CLV). Patrick explains how HomeToGo optimized these metrics throughout different development phases and which strategic decisions were made along the way.

Particularly interesting is his approach to product strategy: instead of relying exclusively on data-driven decisions, he employs a "data-informed" approach. The difference? Data informs the decision but doesn't make it alone. Iteration and continuous product development remain central.

The Transformation from Founder to CEO

One of the most valuable insights from the conversation concerns Patrick Andrae's personal development. The journey from lawyer to founder and finally to CEO of a publicly traded company required fundamental changes in how to lead and think.

"From founder to CEO" doesn't just mean changing a title, but completely redefining one's role. Where founders often remain stuck in operational details, a CEO must think strategically and enable others to achieve operational excellence.

Situational Leadership in Practice

Patrick's leadership philosophy is based on Situational Leadership – the idea that different situations and employees require different leadership styles. Instead of a "one-size-fits-all" approach, he adapts his leadership style:

• –For new employees or complex projects: More guidance and closer supervision
• –For experienced teams: More autonomy and strategic support
• –In crisis situations: More direct communication and faster decision-making

The key lies in setting the right framework for different employees and topics without losing sight of overarching company goals.

Structures for Sustainable Growth

As HomeToGo grew, internal structures had to scale as well. Patrick provides insights into the communication and planning processes that carried the company through various stages of business development.

Particularly interesting is HomeToGo's meeting structure: instead of endless alignment rounds, the company focuses on targeted, results-oriented meetings with clear decision-making authority. Alignment across different departments is ensured through regular, structured communication.

Why Chaos Isn't Problematic

A surprising insight: Patrick doesn't see chaos as a problem, but as a natural component of rapidly growing companies. The key lies in finding the right amount of structure without stifling innovation and agility.

For founders facing similar challenges, Patrick Andrae's experience offers valuable guidance. His journey shows that the path from startup to publicly traded company requires not only the right strategy, but also the willingness for continuous personal development.

Strategy development and planning at HomeToGo follows clear principles while remaining flexible enough to respond to market changes. An approach that can prove valuable for marketplace startups at any stage.