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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
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Vaisala
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Vaisala Offering
Feb 20164
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Vaisala in Weather
Observation InstrumentsMeasurement Systems Decision Support SolutionsProject & Maintenance Services
Sep 2015
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We’ve even gone to Mars
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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
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TÄHÄN MARS-kuva
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Mona Lisa is protected by Vaisala instruments
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Vaisala Online Store Beginning
In 2011 by the Controlled Environments BusinessB2B & B2G storeConvenient buying experienceEfficient purchasingA range of customers
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Online Store - hurdles
Investment magnitude & pay back e.g. integration to ERP
Strategic business choices
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Online Store – overcoming hurdles
Open communication with stakeholdersGood enough technical solution: Limited integration No product configurator No language versions
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Growth by Geographic Expansion- All the countries where the online store is open
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Success by Selling Services
Success breeds successOnline store offered an opportunity to
improve repair and calibration serviceRequired/enabled fundamental changes in
processesGreat results for customers and Vaisala Faster service Better results
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Basics: Calibration and Repair Services1. 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?
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Calibration and Repair Services1. 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
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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 efficientCustomers can order 24/7Customers see the offering and price already before
orderingCustomers receives “return slips” & other documents
which makes returning the units easierLog-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
VaisalaUnnecessary customer service work is reducedVaisala terms and conditions are always usedLegally binding contract is formed and documentedVaisala knows what to expect and when Packets come with necessary info to make receiving
and processing faster
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Vaisala Online Store - Next
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Questions / Takeaways
