IT has never been the end-goal in and of itself, has it? As IT professionals, we are enablers. One could say, IT enables employees of most companies to do their jobs, and therefore IT enables those companies to reach their maximum potential.

This blog is part of our book: The Digital Sales Handbook for leaders in IT. Be sure to claim your own free copy of the book.

Author introduction:

Lauri Eurén, General Manager
Lauri is passionate about all things related to ecommerce, and currently runs Columbia Road’s Swedish business as the General Manager. …


We recently sat down with Scott Brinker, co-founder of Ion Interactive and current Vice President of Platform Ecosystem at HubSpot, to get his take on Customer Data Platforms (CDPs). As the editor of the chiefmartec.com marketing technologist blog and best-selling author, Scott is a leading voice and renowned figure around the world when it comes to marketing technology. In this interview, he shares some of his industry reflections and offers some brilliant CDP tidbits to keep in mind.

This blog is part of our book: The Digital Sales Handbook for leaders in IT. …


How can we naturally integrate sales as an essential part of IT? The organisational set up can be fashioned in several different ways. There is no one size fits all. And in the end, what matters is not how it is done but that it is done. Successful integration happens when you think it through and then do something to make it a reality. It will not happen by itself.

This blog is part of our book: The Digital Sales Handbook for leaders in IT. Be sure to claim your own free copy of the book.

Author introductions:

Elli Pyykkö…


Looking into setting up a new web shop for your business or organisation? Not sure whether to go full steam ahead with a ready-made platform or to develop a custom solution? Or something in between? How do you make that choice? The quick answer is that it depends. The key questions are whether your ecommerce offering fits the standard template and which steps of the customer journey you intend to support with the solution.

This blog is part of our book: The Digital Sales Handbook for leaders in IT. Be sure to claim your own free copy of the book.


Mikko and Rory bridge the gaps when it comes to unifying IT and developers with digital sales and marketing teams. Here they delve deep into several topics around DevOps — specifically something they call full-cycle DevOps — and share their experiences, thoughts and perspectives about what it means as a way of working in digital sales.

This blog is part of our book: The Digital Sales Handbook for leaders in IT. Be sure to claim your own free copy of the book.

Author introductions:

Mikko Karjalainen, Managing Consultant Mikko splits his time between thinking about how to create effective software…


Before joining Columbia Road, I had worked only as an in house designer. Now, three years later, I thought it might be a good idea to reflect on the things I’ve learnt working as a consultant. If you are an in-house designer, or a developer, and have been wondering how green the grass is in the consultancy world, I think this blog post is definitely worth reading!

Being a good consultant is not only about the design craft

By craft I mean the work designers are usually associated with — visuals, interfaces and prototypes. Knowing your way around hands-on design is definitely a must-have skill — but solely, it’s not enough.


It seems that all major CIO and IT research conducted in the aftermath of 2020 point in the same direction: IT and its ability to support businesses’ digital transformation is more important than ever.

CIOs’ influence has grown, their relationship with the CEO has strengthened and demand for customer- and employee-facing new digital services is at its peak. At the same time, the IT department needs to keep taps of the technical debt accumulated during rapid service development and respond to ever-increasing cybersecurity threats.

Indeed, CIOs have a lot on their mind at the moment — but what should be…


This blog is part of our upcoming book: The Digital Sales Handbook for leaders in IT. Be sure to register to the book launch on March 26th, 2021, and receive your own copy of the book.

It seems everyone these days is talking about how business is becoming digital. True enough. But what we discuss with our clients is not only the digital future of sales, but also how it affects businesses and their sales teams.

COVID-19 has changed EVERYTHING

Change is inevitable in every area of life. Often it is slow and predictable, but sometimes the unexpected happens. During the COVID-19 pandemic, we…


This blog has been co-written with my amazing colleague Niina Reponen, thank you!

The beauty of marketing automation is that it allows you to create and automate marketing campaigns and activities. With modern marketing automation tools, you can tailor truly remarkable customer experiences. The recipe for success is the same across industries, both B2C and B2B: sending the right message, to the right person, at the right time. However, many companies get stuck using marketing automation as an email sending tool focusing on monthly newsletters and doing ad hoc campaigns without further thinking.

While technology enables implementing nurturing campaigns, it’s…


This is the story we all know: B2B companies spend a significant amount of money on lead generation and marketing generates a great number of leads with whitepapers, webinars and other inbound content. However, the forever-busy salespeople don’t often have the time to follow up on those leads: they prioritise their time by focusing on warmer leads and in the worst case, totally ignore the leads generated by marketing.

One of the ways to close the gap between marketing and sales is setting up a sales development function.

Sales development is shaking the world of B2B sales by the shoulders…

Columbia Road

Nordic digital sales consultancy. We help companies get more revenue and more customers in the digital era.

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