One commercial system for global log home manufacturing

Kontiotuote Oy is the world's largest manufacturer of log buildings. From its mill in Pudasjärvi, Finland, it has delivered more than 50,000 log buildings over five decades, exports to roughly 20 countries, employs around 200 people and generated €42 million in revenue in 2024. It sells to consumers and to businesses — construction companies, tourism operators, property developers, parishes and export dealers — across three distinct commercial motions: domestic B2C, domestic project sales and export.

The commercial stack had grown around that range rather than with it. CRM and customer service ran in Salesforce, marketing in Pardot, quotations in PiiMega and orders in SAP Business ByDesign — the last two already integrated to Salesforce over years of incremental work. The connections existed. The platform underneath them had run its course.

The objective was to:

• Run three different sales processes — B2C package, move-in ready and B2B — in one CRM without flattening them
  
  
• Move a decade of Salesforce and Pardot history without losing the customer record behind it
  
  
• Rebuild the existing PiiMega and SAP integrations on a new platform without losing a day of sales continuity
  
  
• Give sales, marketing and customer service a shared view of the same customer, from first lead to delivered building
  
  
• Do it on a tight schedule: production use from March 2026

Valve One led the programme end to end, from kickoff in December 2025 to production go-live in March 2026. The work began with three definition workshops — sales, marketing and customer service — that documented how Kontio actually operates before anything was built, and produced a migration plan that governed the implementation.

The build covered all three HubSpot hubs. B2C and B2B sales processes were configured as separate pipelines with their own required fields, sales areas and postal-code-based lead routing. Marketing tooling, segmentation lists and the newsletter audience moved across with their consent data intact. Customer service moved from Salesforce cases to a HubSpot ticketing system with complaint categories and a dedicated B2B pipeline.

The integrations to PiiMega and SAP Business ByDesign already existed against Salesforce; they were rebuilt on the Frends platform against HubSpot, first in a sandbox environment, then in production. A set of custom objects — quotation, calculation, sales order and activity — was created to hold the business data that standard CRM objects do not cover: log type, product range, delivery week, production phase. Custom UI components put those integrations inside the CRM record views themselves, so a seller creates a quotation in PiiMega, checks its status, wins it or generates a SAP customer number without leaving HubSpot.

The migration itself moved companies, contacts, deals and service cases, and reconnected years of email correspondence and attachments to the right records, so the customer history survived the platform change. The delivery closed with workshops and training for each team, a full documentation set — process specifications, integration test scenarios, field-level mapping tables, API specifications and an end-user guide — and a project close in May 2026.

The technology was substantial. The core change was structural.

Kontio now runs sales, marketing and customer service on one platform, with the quotation engine and ERP integrated into it and surfaced where the work happens.

• One customer record shared across sales, marketing and service, with history preserved

• Quotation, sales order and delivery data held as first-class CRM objects and actionable from the record view

• B2C, B2B and export sales processes modelled as distinct pipelines in a single system

• Marketing moved onto the same platform as the customer data it depends on

• A documented, tested foundation the team can extend without external dependency

In manufacturing, replatforming a CRM is never only a data move — the integrations, processes and habits built around the old system have to survive the transition intact. Migration preserves what a company had. Structure decides what it can do next.