Success Story DILO x HTM
As an open innovation platform connecting top entrepreneurs, corporate innovators and investors, we’re proud to share the successes stories from our #HYDROVERSE. One such story comes from the collaboration between our corporate partner DILO and HTM, a start-up from our acceleration program. In the following, Christian Scheller (DILO) and Maximilian Wack (HTM) share insights into their joint efforts.
How did your collaboration begin?
Maximilian Wack: While other players on the market approached us before, this was the first time an established German company showed genuine interest in working together with us. As a start-up, we were more used to talking to VCs than industry players like DILO. After an initial online meeting, we presented on site at DILO’s headquarter in Babenhausen and quickly saw the strong potential for collaboration.
What challenges or opportunities led to the decision to partner?
Christian Scheller: We wanted to enter the hydrogen market because emission-free handling is crucial. We knew from the start that we wanted to collaborate with a selected group of partners.
Maximilian: We were impressed by DILO’s straightforward approach and the team’s drive. Moreover, the potential for collaboration – from product development to production – stood out. We saw the chance to build a network where every joint solution with DILO could lead to new partnerships. As the H2UB motto says: hydrogen is teamwork and success depends on working together.
Were there any significant milestones from the collaboration?
Maximilian: Absolutely. Together, we’ve improved production and gas-handling products for both in-vehicle and in-machine use. We’ve also developed prototypes and conducted real-world tests, with more milestones ahead.
Christian: A key milestone was jointly developing the prototype of a mobile fueling station. It complements HTM’s hydrogen-powered luggage truck by providing 24/7 refueling – an essential fallback since the limited hydrogen network in Germany remains a significant hurdle for achieving full hydrogen mobility.
Maximilian: This project really is a game-changer. It enables us to offer powertrain solutions and supports the growing hydrogen infrastructure. We’re currently negotiating with suppliers to integrate our mobility applications, DILO’s mobile refueling stations and direct hydrogen delivery. Our solutions benefit not only airports but also off-road sites such as construction sites, tapping into a broader market that is eager to decarbonize quickly.
How does the partnership benefit each of you?
Maximilian: It’s a win on multiple fronts. First, Christian and Klaus, as Advisory Board members, offer strategic guidance – from risk assessments to supplier issues. Second, we can tap into their wealth of expertise. If we have production questions or encounter unfamiliar materials, their engineers and mechanics are always ready to help. We also co-develop products and integrate each other’s technologies.
Christian: DILO brings industry experience, while HTM offers deep hydrogen know-how – from market dynamics to key players. HTM even developed a new hydrogen product for us. The partnership also resonates internally: younger employees feel more engaged and valued, especially seeing us work with a start-up whose C-level is close to their age. A recent employee survey showed they see hydrogen as a promising path to DILO’s future success.
Please tell us more about your joint plans and objectives.
Maximilian: We have an exciting pipeline of products and ideas. For now, we’re focusing on how the market responds to our airport solutions, which were presented in March this year.
What are the key lessons learned from the collaboration so far?
Maximilian: We’ve learned a great deal from Christian and Klaus. Their mentorship – even on Sundays – has been invaluable. They’ve helped us navigate partnerships, sharpen our go-to-market strategy and improve how we communicate with customers. Thanks to DILO’s support, we’re now better prepared and more experienced for future challenges.
Christian: We’ve learned to let go of assumptions about younger generations and discovered new ways to collaborate effectively. Working with HTM gave us insight into how young professionals view business, technology and climate change – lessons we now apply to motivate and engage our younger employees.
In what ways has H2UB helped you form the collaboration?
Christian: Our consultants had already identified HTM through the H2UB network, but personal meetings with H2UB members made all the difference. You gave us deeper insights into HTM’s operations and shared your strong impression of their team, which helped confirm they were a solid investment.
Maximilian: H2UB has consistently boosted our visibility, connecting us with key industry players like DILO. Its programs help ensure we’re on the radar of the right people.
What advice would you give to others considering a similar partnership?
Christian: Treat each other as equal partners – age doesn’t matter. As an Advisory Board member, your role is to guide, not control. Founders, no matter how young, make the final decisions.
Maximilian: My advice to start-ups: don’t be afraid to partner with established companies, even if it feels intimidating. Many founders, especially those coming straight out of a university spin-off, try to do everything alone, but working with experienced industry players like DILO brings insights you can’t get elsewhere – especially in areas like scaling, problem-solving and building robust networks. Industry veterans can help tailor proven strategies to your specific needs for long-term success.
Christian: And diverse perspectives are key – especially when it comes to funding. Industrial partners think differently than VCs or private equity. For example, our investment in HTM isn’t about chasing a quick 10X return, but about co-developing new products and driving long-term growth through collaboration rather than short-term profit maximization.
Hydro Technology Motors (HTM)
HTM develops hydrogen hybrid powertrain solutions to decarbonize diesel-engine vehicles through retrofitting kits. Currently focusing on low to medium-duty vehicles (up to 100 kW), HTM’s core expertise lies in engine technology, powertrain innovation, and advanced control algorithms. With a team of 10, HTM is a spin-off from the Technical University of Darmstadt. Learn more on their website: https://hydrotechnologymotors.de/en/
DILO
DILO focuses on the emission free handling of industrial gases, particularly greenhouse gases and precious gases. DILO is located in Babenhausen, a town in Bavaria, Germany, with about 400 employees. In the emission free handling of SF6, which is the most potent greenhouse gas, DILO is the world market leader with a market share of up to 50%. For more information, visit their website at https://dilo.eu/en/