Client Success Story: ClimaPri
About ClimaPri
ClimaPri is a Finnish technology company specializing in innovative HVAC and climate solutions. Known for their high-efficiency systems, ClimaPri focuses on providing sustainable and cost-effective climate control for modern construction and property development.
The Challenge
ClimaPri had identified significant growth potential in international markets, specifically Norway and Poland. However, Export Director Antti Kinnunen wanted to validate market demand and verify their Ideal Customer Profile (ICP) before committing to a full-scale expansion. They needed local expertise to navigate these new territories without the high risk of traditional hiring.
The Solution
Antti partnered with Sellai to find local sales freelancers who could act as the "boots on the ground." Sellai introduced Michael Ekman for the Norwegian market—a dual Finnish/Norwegian speaker with extensive SaaS experience—and Konrad Baszczyk for the Polish market.
In Norway, Michael was commissioned for a swift pilot to contact property developers and plumbing installers. In Poland, Konrad took a tech-forward approach, using Claude Code to build a localized landing page before moving into direct outreach and physical site visits.
The Results
The speed of validation exceeded all expectations. In Norway, Michael secured meetings with Technical Directors at Tier-1 companies, including OBOS, the country’s largest property developer, within just four weeks. In Poland, the strategy of face-to-face meetings at the offices of industry giants like YIT and Skanska led to a closed pilot deal in less than two months.
Following this successful validation, ClimaPri and Sellai have expanded their collaboration into Denmark and are now transitioning to full-time engagements in Poland and Norway.
Client’s Words
"I never thought things would move so fast. The usual time frame for things to start happening in a new market is six months, but we got ICP meetings in one month after kick-off. Face-to-face meetings yield significantly better results than Teams meetings—we closed the first pilot on the spot. It took less than two months from starting with Sellai to seeing real results."
Antti Kinnunen, Export Director, ClimaPri
