Loe Systemhouse’i intervjuud Pristise juhi Andres Kiiliga
1.Andres, could you, in short, tell me about the history of the Pristis companies?
Started in 1993 in Tartu, Estonia, Pristis roots are in the security and low voltage solutions’ business. Operating in Pan-Baltic since 2001, we are regionally present throughout the territories of Estonia, Latvia and Lithuania.
Today Pristis provides its customers with solutions and maintenance of advanced building technologies: low voltage and security; building automation and electricity; ventilation, heating and cooling. Pristis promises its customers a “best investment-protected value” in the market for buildings’ technologies, after-sales maintenance and engineering support. To guarantee this, we co-operate with internationally acknowledged manufacturers of these solutions.
2.The Baltic countries have quite different markets; can you tell me about these differences and how Pristis attacks these markets?
If you mean by spoken languages; the markets are different. The basic needs of our customers are yet quite similar. Firstly, while not all Baltic countries have the euro as a currency, they all are in the EU. EU legal framework provide materially similar regulatory and standardizes environments. This helps us to operate in the same manner in all the countries. And as long as you remember the Finnish saying “maassa maan tavalla” – in free translation: “respect local habits”, one can rely on relative success.
Being a B2B company, our main marketing tool is active sales. Consistency and recognition of customers needs are primary tools that help us to be successful in all markets and deliver solutions, tailored to our customers’ needs.
3. Pristis has trained over 15 people in the last half year on Niagara Ax and Sedona advanced software for the EasyIO products. How did this affect your people and your business?
Once a building is properly insulated, building automation becomes the most important tool for energy conservation & building control. The knowledge from these trainings has expanded our toolbox in how we can help customers to achieve their goals in saving energy costs or increasing operational reliability of their businesses. Without training we would be unable to deliver our promises to customers – providing customers professional, investment-protected best value in the market for buildings’ technologies.
SystemHouse solutions have helped us to offer competitive & flexible solutions for building controls, valued by professional customers.
4. You became SystemHouse's partner in Eastern Europe last year. What advantages do you see with this partnership?
For Pristis SystemHouse is a good partner, providing us with necessary support quickly, both on sales & technical issues. While with remarkable geographical coverage, SystemHouse still acts very quickly and flexible, a value usually attributed to smaller companies.
While growing, customer-service-wize Pristis wants to remain “a small company”; flexible and close to its customers. Besides the reliable solutions, I see this type of flexibility as the greatest advantage in our co-operation.
5.How do you see our industry develop in the near future? What will be the best way to meet the demand of the end-user?
Efficiently operating of real estate will remain in focus for our customers, both on energy & human resource. Another set of issues are related to detecting problems that threat operational continuity of business / manufacturing / service process & reacting quickly in a professional manner to prevent or minimize damage.
To address those, reliable and user-friendly systems are required. I think people will be looking for scalable open-ended solutions that can be integrated with response or communication solutions using IP as mean of data transport.
6. You also invested a lot of time and effort in sales trainings. What are the main issues your sales team has to tackle and did this training benefit you?
It is essential to stay on track with progress and development of products & solutions. Sales training has provided that and improved skills to better combine product functions and features with each customer’s needs.