Abloy’s Segment Development Manager Risto-Matti Simontaival is the customer’s trusted advisor. It requires the ability to listen, analyse, and understand the perspective of the customer.
"I envision myself on the customer’s side because seeing things from their point of view is the best thing I can offer," Simontaival says.
"As a trusted advisor, my priority is not sales but understanding the customer’s needs and ensuring that chosen solutions are used to their full potential. In the best case scenario, the locking solutions provide value as cost-efficiently as possible," he continues.
The best solutions are discovered by listening and discussing
Teemu Saarikko, Segment Development Manager at Abloy, works with critical infrastructure among other areas of expertise. He uses an example from telecommunications where strict access management is necessary to protect people, property and business.
"Telecom operators have telecommunication masts and towers in remote areas. Implementing a keyless solution can streamline key logistics and the maintenance process of masts," Saarikko says.
However, full benefits are only found visiting different premises and figuring out the customer's wishes and needs.
"As we discuss, specific details emerge, like that operators share masts. A keyless solution has even more possibilities: an audit trail, identification technology, and integrations into task management systems. Thus, we can harness more benefits," Saarikko continues.
Security is the comfort of having peace of mind
When Saarikko and Simontaival think about what trust, safety and security are at their core, they both mention the feeling of having less to worry about.
"When the right locking products have been properly implemented, the customer has peace of mind in knowing that people, properties, and assets are protected. I perceive a customer's trust, for instance, when they reach out to me with security concerns”, Saarikko says.
"Security is a feeling. It's trusting that things will be done as agreed upon, transparently and punctually," Simontaival summarises.
