Mika Moisio has worked at Frends as a Senior Sales Executive since 2021. An experienced sales professional, Mika sells our integration platform, Frends, and related services to customers of various sizes and industries. In this blog, he shares what it’s like to sell Frends, how companies benefit from the platform, and what it takes to succeed in the role.

A Week in My Life at Frends

Every week is a dynamic mix of planning, customer interactions, and collaboration. In new sales, it’s essential to plan your time carefully. To keep momentum, I structure my week to balance progressing ongoing deals with generating new leads. Without dedicated time for prospecting, it's easy to focus only on what's already in the pipeline — so I make sure to block time for that too.

A big part of my work involves meeting potential customers, understanding their needs, and showing how Frends can simplify and enhance their business operations. These discussions are always different, which keeps things interesting and rewarding.

In addition to customer meetings, I collaborate with colleagues to craft proposals, plan next steps, and ensure we stay aligned throughout the sales process. Once a deal is closed, I work closely with our Key Account Managers and Service Managers to ensure a smooth handover — making sure our customers feel supported from day one.

The Challenges and Rewards of My Role

Working in tech sales means there's a constant need to stay ahead of the curve. Technology evolves rapidly, and there are many competing solutions out there. To address our clients' needs effectively and convince new customers of the value an integration platform can bring, I need to stay on top of the game and well-informed.

The rewards, however, are highly motivating. There's nothing like the satisfaction of completing a complex sales process or securing a new client after weeks — or even months — of effort. Those moments make all the hard work worthwhile.

I also enjoy the fast-paced, dynamic nature of the role. I often have multiple cases running at the same time, and no two days are alike. Since customer needs and business cases vary widely, it's a real advantage to have a professional presales team supporting our sales work.

Our CRO has also implemented a new sales process built around the proven MEDDPICC framework. It brings consistency and clarity to every deal and gives us a strong foundation for navigating complex sales cycles while staying aligned with customer needs.

Why Frends iPaaS?

Frends iPaaS (Integration Platform as a Service) is our own Nordic-built platform. Our mission is to simplify the integration landscape for organizations — both from a development and operational perspective.

I believe any company, regardless of industry or size, can benefit from the value Frends provides. Integration use cases are often surprisingly similar at a high level. Many organizations today are looking to build Business Intelligence architectures, automate and streamline HR processes, or improve data visibility.

Implementing AI in business processes — while ensuring transparency and proper governance — is also a hot topic. Frends is well-suited for all of these scenarios.

The long-term need for integrations and APIs is only growing. We strongly encourage organizations to evaluate the benefits of building a scalable, centralized integration architecture with Frends, rather than relying on traditional point-to-point approaches.

Some of the key benefits include: 

All these benefits, among others, contribute to the best possible TCO.

The barrier to getting started is also low. If an organization wants to develop and operate integrations on Frends independently, we provide free self-service courses through our Frends Academy online environment.

Working at Frends

Working in sales at Frends has been an incredible journey, and it's undoubtedly the best job I've ever had. There are several reasons why I feel this way.

Supportive Culture and People

First and foremost, the people are fantastic. Everyone is extremely talented and supportive, which makes coming to work every day a pleasure. Whether it’s help from our presales team with demos and technical insights, or cross-functional collaboration, I feel supported every step of the way.

I also appreciate our culture and strong emphasis on employee well-being. Frends genuinely cares about its people — with benefits like massages and team sports that help us stay energized, focused, and happy. Our benefits package offers something for everyone, building motivation and high team spirit.

Clear Mission and Product Belief

I value the clear story we tell about who we are and what we offer. At Frends — unlike at some companies where I’ve worked before — our product offering is focused and easy to communicate. That clarity helps me manage multiple sales cases efficiently and optimize my time.

I also believe wholeheartedly in what we sell. The Frends platform isn’t just a product — it’s the best solution on the market. Everything surrounding it, from documentation to pricing, reflects our commitment to quality and ongoing development.

Being part of this growing Nordic company feels special. Every day is a good day to come to work, and I feel proud to be selling Frends, which I truly believe makes a difference to our customers.

What´s needed to succeed in the role?

In sales, particularly in the fast-paced tech field, success goes beyond just selling products. It’s about passion for what you do, genuinely connecting with people, and understanding their needs. It’s also about passion and belief in the products and services you sell. 

Being proactive, a good listener, and interested in solving problems are crucial to succeeding in this role. These qualities help me connect with customers and provide solutions that make a real difference in their businesses. 

From my experience, I would emphasize these areas:

Want to Learn More About Frends iPaaS?

Don´t hesitate to contact Mika and dive into the world of integrations (mika.moisio@frends.com) or book a Frends demo.