Two partners. Two direct customers. Two new markets. Six decisions.

Partner · Risk

Iver

Find an executive sponsor at Iver before the vendor review

Karl Andersson: ask the publicly named team managers for a route to the new finance leadership. Confirm who holds the executive relationship before assuming the renewal is covered.

Proposed Nimblr owner: Karl Andersson · Partner Program Manager

Partner → end customers

Solna City: Iver delivery relationship from the companion; Nimblr deployment and personal introduction path unconfirmed.

IVO: Iver delivery relationship from the companion; Nimblr deployment and personal introduction path unconfirmed.

• Karl Andersson: validate the route through Emil Rafstedt or Jesper Sjögren
• Karl Andersson: map the executive sponsor and agree the next introduction

To validate: Public case-study contacts are not proof of an active champion or an executive sponsor. Owner assignment is modelled.

Partner · Expansion

Fujitsu Finland

Prepare the Tampere opportunity; hold Finland outreach until channel ownership is agreed

Mostafa Morsi: prepare the partner-led Tampere case with Marko Leppänen. HOLD external outreach until Karl Andersson and Marcus Örvén confirm the direct-versus-partner rule for Finnish municipalities.

Proposed Nimblr owner: Mostafa Morsi · Channel Sales Executive

Partner → end customers

Tampere city region: Nine municipalities in the public ICT award. Nimblr training scope, licence count and personal route are unconfirmed.

HOLD · Finland outreach. Karl Andersson and Marcus Örvén must confirm direct-versus-partner ownership. Preparation only; no sending or execution.

• Mostafa Morsi: prepare a brief for Joni Tiainen and a meeting outline for Mika Hoikkala; do not send
• Mostafa Morsi: build the Tampere seat hypothesis without converting devices into users
• Karl Andersson and Marcus Örvén: confirm ownership before releasing the Finland outreach hold

To validate: Possible direct sales into Finnish municipalities are unverified. About 55,500 devices is not a Nimblr user count. Owner assignment and routes are modelled.

Direct · Risk

Oatly

Map Oatly’s security director and validate seats before the true-up

Marcus Örvén: have the CSM validate licensed headcount and identify the security director behind the Malmö hiring. Prepare a seat plan before the next true-up; its date is not known.

Proposed Nimblr owner: Marcus Örvén · Head of Customer Success and Support

Direct route · no partner: Nimblr · Marcus Örvén → Oatly · Name not yet found (Director of Information Security and Cyber Security).

• Marcus Örvén: assign the CSM to validate licensed users and the true-up date
• CSM, assignment to confirm: identify the Director of Information Security and Cyber Security

To validate: Company headcount is not licensed seat count. The director’s name, renewal timing and CSM assignment are unconfirmed.

Direct · Risk + expansion

DERTOUR Group

Confirm the buying entity and map central IT at DERTOUR

Marcus Örvén: confirm which DERTOUR entity buys Nimblr, then map the route to central IT and Group CTO Boris Raoul. Evaluate consolidation as both expansion and vendor-review risk.

Proposed Nimblr owner: Marcus Örvén · Head of Customer Success and Support

Direct route · no partner: Nimblr · Marcus Örvén → DERTOUR Group · Boris Raoul (Group CTO; proposed target, relationship unconfirmed).

• Marcus Örvén: verify the contracting entity with Nimblr before scoping group expansion
• Marcus Örvén: map the central IT route and request an executive sponsor if needed

To validate: The homepage logo does not establish the buying entity or group-wide coverage. Executive route and owner assignment are modelled.

Prospect partner · Poland · Rule before the hire

Techfinity Studio

Set the Poland rule before the Warsaw hire starts: Techfinity already sells NIS2 to the SMEs your rep will call

Lukas Landgren: Poland is a direct hunter seat, so decide now whether Techfinity Studio is a referral partner, a reseller or left alone, before the new Sales Executive cold calls the same Polish SMEs. Then hand the rep a scored first list with the rule already applied.

Proposed Nimblr owner: Lukas Landgren · Head of Sales

Not yet a partner · route to build: Nimblr · Lukas Landgren → Techfinity Studio · Contact not yet identified (partnerships or managed services lead).

• Lukas Landgren: decide the Poland rule for IT providers selling NIS2 (refer, resell or compete) before the start date
• Lukas Landgren: give the Warsaw Sales Executive a scored first list of Polish accounts in NIS2 scope, with the rule applied

To validate: One vendor press release (May 2025) is the only source on Techfinity’s NIS2 offer. Whether they already resell awareness training is unknown. The Polish role is direct per the live job ad; whether partners also sell in Poland is not known. Owner and route are modelled.

Prospect partner · Lithuania · Partner or competitor

Centric IT Solutions

Qualify Centric IT Solutions: already delivering NIS2 awareness training in Lithuania

Lukas Landgren: have the Lithuania channel seat find out whose platform runs the awareness training Centric delivers with Lynx Legal. No platform named: open a partner conversation. A competitor’s platform: log it as a displacement target for the training renewal cycle.

Proposed Nimblr owner: Lukas Landgren · Head of Sales

Not yet a partner · route to build: Nimblr · Lukas Landgren → Centric IT Solutions · Contact not yet identified (managed services or security lead).

• Lukas Landgren: assign the Lithuania channel seat to qualify Centric
• Lithuania channel seat: confirm the platform behind the Lynx Legal and Centric training offer before any pitch

To validate: The source is a partner law firm’s page; the platform behind the training is not named. Whether the Lithuania channel seat is filled is not confirmed. Owner and route are modelled.