Appfarm is a Norwegian AI-based visual development platform that helps enterprise companies build business-critical digital solutions — fast. Working with household names like Skanska, ABB, and Ahlsell, Appfarm enables organisations to solve complex operational challenges without traditional coding.
Emil Gustafsson, Expansion Manager Nordics, leads Appfarm’s Nordic expansion with a particular focus on Finland and Sweden, Emil says the role is built around one thing: getting in front of the right people in new markets.
When Appfarm set its sights on Finland, they were starting from scratch. No network, no pipeline, no meetings. The challenge was clear: get in front of the right decision-makers quickly, and do it with enough quality that it could fuel a real sales process.
The ideal partner wasn’t just someone who could book meetings - it was someone who could understand the business deeply enough to qualify well, handle prospecting independently, and generate conversations that actually convert.
It was clear early on that the fit was right - both in terms of personality and way of working.
The onboarding was thorough: Appfarm introduced the company, defined the ICP and reviewed prospect lists before outreach began. From there, The Nordic Group took ownership: handling all prospecting, building lists, and booking one-to-one meetings with relevant decision-makers ready to enter a sales process.
Beyond the core outreach, the collaboration also included smaller opportunistic initiatives - targeting specific individuals of strategic interest as they emerged.
“What stood out was how self-driven the team was, and how well they listened to our challenges so we could adapt as we went.” - Emil
Appfarm went from zero presence in Finland to an active pipeline with multiple qualified contacts in dialogue. The collaboration delivered a significantly deeper understanding of the Finnish market: who the right buyers are, how they think, and what messaging resonates.
For the day-to-day, the biggest win has been focus. With The Nordic Group owning the prospecting end-to-end, Emil and the team can spend their time where it matters most: running sales processes, building partnerships, and driving other market activities forward.
Emil recommends The Nordic Group to any company starting out or already active in Finland that needs to build a network from the ground up - whether the goal is direct sales, event attendance, or simply getting in front of the right people.
Finally, Emil sums up the partnership in three words: “Accountable, attentive, and adaptable.”
