In modern organizations, integration is rarely just a technical exercise. When it doesn’t work, the business feels it immediately — it is, after all, the backbone that keeps systems, data, and people working together. At Frends, there is one role that sits right at an important intersection, helping customers understand the impact an iPaaS solution can have on mission-critical automation by turning complex integration challenges into something reliable, scalable, and easy to understand: Solution architects.

For Sebastian Dehman, who joined Frends as a Solution Architect, the role is about creating clarity where complexity usually dominates. “The most important thing is understanding what problem the customer is actually trying to solve,” he says. “If you understand that, then you can figure out where Frends fits — and also where it doesn’t.”

Turning customer needs into practical solutions

Sebastian’s background spans consulting, pre-sales, and years of hands-on integration work. That experience shapes how he approaches customer conversations today. “I’ve been working with integrations for about fifteen years in different shapes and forms,” he explains. “From building point-to-point integrations to working in pre-sales roles, I’ve seen what happens when integration becomes too complex or too fragile.”

That perspective matters in customer meetings. “I always try to put myself in the customer’s shoes,” Sebastian says. “What do they actually need? What pain are they trying to remove? And how can we help — or not help — in a way that makes sense for them?”

Rather than leading with features, the Solution Architect role focuses on outcomes. “It’s not about telling the customer everything Frends can do,” he adds. “It’s about understanding what they need and tailoring the conversation to fulfil that.”

Adapting to every audience

One of the strengths of the Solution Architect role is its flexibility. “You might be talking to very technical people, or to people who are not technical at all,” Sebastian explains. “With Frends, you can adapt the conversation. Even non-technical stakeholders can understand the value because of the low-code approach and the transparency of the platform.”

 That adaptability is especially important in Sweden, where Sebastian has been positively surprised by customer maturity. “Some leaders in municipalities and public-sector organizations are much more aware of their digitalization journey than I expected,” he says. “That leads to really good, concrete discussions about how integration supports their long-term goals.”

Working closely with sales and the product team

Solution Architects at Frends work hand in hand with account executives. “Before most customer meetings, we align closely,” Sebastian explains. “What’s been discussed already, what the goal of the meeting is, and what we want the next step to be.”

Internally, support is never far away. “If there’s a question no one in the team can answer, reaching out to the product team or even the CTO is very straightforward,” he says. “You get answers quickly, and you don’t feel any barriers asking for help.”

That closeness also means customer feedback doesn’t disappear into a void. “We have regular sessions where we share what we hear from customers,” Sebastian says. “You can actually influence the product — that’s something I really value.”

A role built on trust and curiosity

Asked what makes someone successful as a Solution Architect at Frends, Sebastian doesn’t hesitate. “Be customer-oriented and curious,” he says. “See yourself as a consultant, not someone trying to sell something.”

For him, the role is about impact. “When you help customers simplify something that’s been painful for years, that’s when you see why this work matters,” Sebastian says. “That’s what makes the Solution Architect role so rewarding.”