IP InterviewPublished November 10, 2025
Blackline Safety: Distribution Economics & Finnish Market
inpractise.com/articles/blackline-safety-distriibution-economics-and-finish-market
Executive Bio
Current Gas Detection Sales Manager at a Blackline Safety Distributor
Interview Transcript
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How has the number of devices with them evolved? Did you initially sell them a few? Or has it grown?
Yes, initially for Stora Enso, it was about 20 devices, then 40 more, then another 40. Now it's approximately 150 devices. Terrafame was similar. Initially, it was a few devices, but then they bought approximately 250 devices.
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And that's revenue to you, right? How is that invoiced to the client? If the software cost is $100, how much do you take as a percentage, and how much goes to Blackline?
We always take a 25% margin on the software from what we pay to Blackline and what we invoice from the customer.
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