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Page © Vaisala
Presenter
Jonni Junkkari
 Globally in charge of Vaisala's online store and of propelling strategic
developments of Vaisala's customer facing digitalization
 15 years of experience in managing and advising technology companies in
a number of countries
 Earlier positions include several corporate development roles at Vaisala,
general operational manager of BSI, management consultant with Monitor-
Deloitte, and co-founder of Urbane.
 B.S. from Brigham Young University, M.Sc. from Aalto University, M.Sc. and
MIM (CEMS) from Wirtschaftsuniversität Wien and the London School of
Economics.
 An occasional guest lecturer, with an interest in the use of strategy tools in
managerial practice
Page © Vaisala
Vaisala
Page © Vaisala
Vaisala Offering
Feb 20164
Page © Vaisala5
Vaisala in Weather
Observation Instruments
Measurement Systems
Decision Support Solutions
Project & Maintenance Services
Sep 2015
Page © Vaisala
We’ve even gone to Mars
Page © Vaisala
Industrial Measurement
Examples of industries we serve
 Power Generation and Transmission
 Life Sciences
 Industrial Drying (e.g. paper)
 Electronics
 Building Automation, e.g demand
controlled ventilation
 Automotive Industry
 Agriculture and Food Industry
5/12/20167
TÄHÄN MARS-kuva
Page © Vaisala
Mona Lisa is protected by Vaisala instruments
5/12/20168
Page © Vaisala
Vaisala Online Store Beginning
 In 2011 by the Controlled Environments Business
B2B & B2G store
 Convenient buying experience
 Efficient purchasing
 A range of customers
Page © Vaisala
Online Store - hurdles
 Investment magnitude & pay back
 e.g. integration to ERP
 Strategic business choices
Page © Vaisala
Online Store – overcoming hurdles
 Open communication with stakeholders
 Good enough technical solution:
 Limited integration
 No product configurator
 No language versions
Page © Vaisala
Growth by Geographic Expansion
- All the countries where the online store is open
Page © Vaisala
Success by Selling Services
 Success breeds success
 Online store offered an opportunity to
improve repair and calibration service
 Required/enabled fundamental changes in
processes
 Great results for customers and Vaisala
 Faster service
 Better results
Page © Vaisala
Basics: Calibration and Repair Services
1. Customer has a Vaisala product 
What is this?
What do I need to do?
How much does it cost?
2. Communication 
VaisalaCustomer
3. Problems
How do I send this? What
else do I need?
What exactly did we
agree? Whose terms are
we following?
Who sent this package?
What should be done to
the product?
Has it been paid? VaisalaCustomer
What exactly did we
agree? Did we agree?
Whose terms are we
following?
Page © Vaisala
Calibration and Repair Services
1. Customer has a Vaisala product 
What is this?
What do I need to do?
How much does it cost?
2. Communication 
VaisalaCustomer
3. Problems
How do I send this? What
else do I need?
What exactly did we
agree? Whose terms are
we following?
Who sent this package?
What should be done to
the product?
Has it been paid?
What exactly did we
agree? Did we agree?
Whose terms are we
following?
Customer VaisalaCustomer
Page © Vaisala
Benefits – faster, better and more efficient service
Customer:
Unnecessary hustle in communication eliminated (
customer can still contact Vaisala at any point, e.g.
through chat, phone, email etc)
Many times faster turn-around at depot as the process
is more efficient
Customers can order 24/7
Customers see the offering and price already before
ordering
Customers receives “return slips” & other documents
which makes returning the units easier
Log-in allows customers to see their order history,
and/or effortlessly reorder - thanks to pre-filled
customer info
Vaisala Corporation Interim Report January-March 2016
April 26, 2016
Vaisala
Unnecessary customer service work is reduced
Vaisala terms and conditions are always used
Legally binding contract is formed and documented
Vaisala knows what to expect and when
 Packets come with necessary info to make receiving
and processing faster
Page © Vaisala 5/12/201617
Vaisala Online Store - Next
Page © Vaisala
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Vaisalan kasvutarina

  • 1.
  • 2. Page © Vaisala Presenter Jonni Junkkari  Globally in charge of Vaisala's online store and of propelling strategic developments of Vaisala's customer facing digitalization  15 years of experience in managing and advising technology companies in a number of countries  Earlier positions include several corporate development roles at Vaisala, general operational manager of BSI, management consultant with Monitor- Deloitte, and co-founder of Urbane.  B.S. from Brigham Young University, M.Sc. from Aalto University, M.Sc. and MIM (CEMS) from Wirtschaftsuniversität Wien and the London School of Economics.  An occasional guest lecturer, with an interest in the use of strategy tools in managerial practice
  • 4. Page © Vaisala Vaisala Offering Feb 20164
  • 5. Page © Vaisala5 Vaisala in Weather Observation Instruments Measurement Systems Decision Support Solutions Project & Maintenance Services Sep 2015
  • 6. Page © Vaisala We’ve even gone to Mars
  • 7. Page © Vaisala Industrial Measurement Examples of industries we serve  Power Generation and Transmission  Life Sciences  Industrial Drying (e.g. paper)  Electronics  Building Automation, e.g demand controlled ventilation  Automotive Industry  Agriculture and Food Industry 5/12/20167 TÄHÄN MARS-kuva
  • 8. Page © Vaisala Mona Lisa is protected by Vaisala instruments 5/12/20168
  • 9. Page © Vaisala Vaisala Online Store Beginning  In 2011 by the Controlled Environments Business B2B & B2G store  Convenient buying experience  Efficient purchasing  A range of customers
  • 10. Page © Vaisala Online Store - hurdles  Investment magnitude & pay back  e.g. integration to ERP  Strategic business choices
  • 11. Page © Vaisala Online Store – overcoming hurdles  Open communication with stakeholders  Good enough technical solution:  Limited integration  No product configurator  No language versions
  • 12. Page © Vaisala Growth by Geographic Expansion - All the countries where the online store is open
  • 13. Page © Vaisala Success by Selling Services  Success breeds success  Online store offered an opportunity to improve repair and calibration service  Required/enabled fundamental changes in processes  Great results for customers and Vaisala  Faster service  Better results
  • 14. Page © Vaisala Basics: Calibration and Repair Services 1. Customer has a Vaisala product  What is this? What do I need to do? How much does it cost? 2. Communication  VaisalaCustomer 3. Problems How do I send this? What else do I need? What exactly did we agree? Whose terms are we following? Who sent this package? What should be done to the product? Has it been paid? VaisalaCustomer What exactly did we agree? Did we agree? Whose terms are we following?
  • 15. Page © Vaisala Calibration and Repair Services 1. Customer has a Vaisala product  What is this? What do I need to do? How much does it cost? 2. Communication  VaisalaCustomer 3. Problems How do I send this? What else do I need? What exactly did we agree? Whose terms are we following? Who sent this package? What should be done to the product? Has it been paid? What exactly did we agree? Did we agree? Whose terms are we following? Customer VaisalaCustomer
  • 16. Page © Vaisala Benefits – faster, better and more efficient service Customer: Unnecessary hustle in communication eliminated ( customer can still contact Vaisala at any point, e.g. through chat, phone, email etc) Many times faster turn-around at depot as the process is more efficient Customers can order 24/7 Customers see the offering and price already before ordering Customers receives “return slips” & other documents which makes returning the units easier Log-in allows customers to see their order history, and/or effortlessly reorder - thanks to pre-filled customer info Vaisala Corporation Interim Report January-March 2016 April 26, 2016 Vaisala Unnecessary customer service work is reduced Vaisala terms and conditions are always used Legally binding contract is formed and documented Vaisala knows what to expect and when  Packets come with necessary info to make receiving and processing faster
  • 17. Page © Vaisala 5/12/201617 Vaisala Online Store - Next