A five-star customer experience – Joni Kontturi’s work is to enable the customer’s success

sales
people

19.11.2025

Joni Kontturi believes that the best customer experience is created when the customer truly succeeds. He focuses on deeply understanding the customer’s needs to ensure smooth and effortless collaboration. Joni sees himself above all as an enabler: his goal is to help customers achieve their targets and ensure that the benefits of Wapice’s solutions are clearly visible in their everyday operations, creating a genuinely five-star customer experience.

Learning the secrets of sales from an early age

“I grew up in an entrepreneurial family and have been involved in the everyday world of sales since childhood. The practices of commerce and customer interactions therefore became familiar to me early on. I began my actual career as a sales representative, traveling around Finland and learning the secrets of sales through hands-on experience. In my free time, I recharge best by fishing, spending time outdoors with my dog, doing home renovation projects, going to the gym, skiing, and occasionally just relaxing and taking it easy.

Academically, I hold a Master of Science in Engineering: I completed my M.Sc. degree in Knowledge Management at Tampere University of Technology. I wrote my thesis for Wapice, studying knowledge sharing during an organizational restructuring. One key insight from that research has stayed with me and still guides my daily work in sales: when information flows openly and at the right time, decisions improve, collaboration strengthens, and the customer’s everyday challenges are resolved more quickly.”

In my sales work, I still apply one key principle every day: when information flows openly and at the right time, decisions improve, collaboration strengthens, and the customer’s everyday challenges are resolved more quickly.

Joni Kontturi, Sales Director

“Solution and B2B sales have become most familiar to me at Wapice. Here, my work has revolved around customer outreach, identifying needs, and presenting solutions. While I have primarily focused on selling the IoT-TICKET platform, I essentially represent Wapice’s entire portfolio. What matters to me is listening to the customer, identifying the essential points, and building a story that leads to tangible value. I firmly believe that good sales is not about pushing but about collaboration — in other words, enabling the customer’s success.”

joni aula — Joni works at Wapice’s Tampere office but actively travels to trade shows and customer events both in Finland and internationally.

At Wapice, our sales approach is customer-centric and solution-driven

“Sales at Wapice has been built from the ground up as a strategic and long-term partnership with our customers. I believe the best results come when we deeply understand the customer’s business and work together to find solutions that deliver real value. B2B sales require a balance between quantity and quality — merely having many contacts is not enough, but without active engagement, sales will not happen.

That is why we maintain continuous contact with our customers, listening, asking questions, and learning. Every meeting is an opportunity to better understand the customer’s situation and build trust that lasts. Sales tools, such as CRM, help us make visible not only the progress of our own work but also the customer’s buying journey. This allows us to anticipate needs and ensure that the right information is in the right place at the right time.

Planning sales activities and clarifying our message are at the heart of our daily work. Every customer interaction is carefully planned, and presentations are tailored to the specific customer so that discussions stay focused on what matters. We leverage previous customer stories and references to demonstrate how our solutions have helped similar organizations succeed. In this way, our sales approach is not just about presenting a product or service — it is ongoing collaboration aimed at enabling the customer’s success and building lasting trust.”

Solutions that make our customers’ everyday work easier

“Wapice’s solutions help customers digitalize their business — quickly and effectively. Sometimes the solution is a small-scale consulting engagement, where we assist in creating a roadmap. Other times, it involves a multi-year partnership, where we build a new international service together.

Making the customer’s everyday work easier starts from the very first meeting: we conduct an initial assessment, create a buying-friendly atmosphere, and ensure that the customer can say ‘yes’ or ‘no’ clearly and confidently. The focus is on understanding the customer’s needs. Our goal is always to provide solutions that address real pain points and deliver measurable value, rather than just highlighting technical features. In the end, our goal is to deliver real business value to our customers.”

Collaboration, honesty, and learning — this is how Joni approaches sales

For Joni Kontturi, sales is not just about selling products or services — it’s about genuine collaboration with customers. He relies on honesty, listening, and continuous learning, seeing every meeting as an opportunity to understand the customer’s everyday challenges and find solutions that deliver real value. He approaches sales through four key pillars:

Buying atmosphere: Customers don’t ‘buy’ from us; we work together. This mindset guides everything I do.
Storytelling: Every customer case is a story: how it started, why we succeeded, and what the outcome was. A good story ties together insights, evidence, and next steps.
Honesty and boundaries: We can’t serve everyone. It’s important to know when to step back from a conversation and guide the customer elsewhere.
Learning and development: Sales is continuous learning. I believe every interaction teaches something new — about the customer, the market, and ourselves. My background in knowledge management reminds me that when learnings and successes are shared systematically, we succeed more often and more quickly.