The Key to Success: Inside Keystone’s Sales Team
Meet the team working with customers around the world to ensure Keystone’s software delivers real operational value.
At Keystone, the sales team plays a central role in customer success, working closely with clients every day to ensure solutions perform in the field.
The small, agile group – Global Account Managers Camilla Riveland and Nicole Hellestø, Project Leader Truls Weibell and Operations Manager Odd Inge Nygård – bring shared energy and a diverse mix of skills that extend far beyond traditional account management.
“We take care of our customers, and we do it with a wide variety of skills,” says Truls. “We work together and help each other achieve that through our different strengths.”
From implementing software applications and managing development projects to training users, providing support and identifying new opportunities, the team helps refine workflows and improve operations for major clients including Aker BP, Equinor and ExxonMobil.
It’s a role that requires both technical understanding and strong relationship-building skills.
A Customised Approach
The team’s strength lies in the variety of backgrounds, skills and personalities each member brings to the table. Some come from project management and software development, others from operational experience in the oil and gas industry, while others bring expertise in sales and account management.
Together, this mix allows them to support customers from multiple angles, whether implementing a new system or troubleshooting day-to-day operational questions.
“The main feedback we get from customers is that we’re very attentive to their needs and willing to make changes that improve their operations,” explains Nicole. “Because we work so closely with them, we quickly understand what challenges they’re facing and how we can help solve them.”
Despite working across different clients and projects, collaboration within the team is constant. In a small company environment, supporting each other comes naturally.
Bridging the Digital Divide
Many operators around the world still rely heavily on spreadsheets – or even paper – for critical operational planning. Helping customers transition from these legacy processes to modern digital workflows is a key part of the team’s work.
Keystone’s intuitive and powerful tools often receive enthusiastic reactions when customers first see what’s possible.
“Our customers often thank us for responding quickly and helping solve their big problems,” says Camilla. “It makes their working day easier, gives them more control and they see the savings straight away.”
Responsive Personal Support
One of the things customers value most is accessibility. As a smaller company, Keystone’s clients don’t have to navigate layers of automated systems or support queues.
“If customers have a problem, they don’t have to go through a support email and wait weeks for a reply,” Nicole explains. “There are no barriers to reaching any of us.”
Odd Inge adds, “Customers are sometimes surprised there isn’t a bot answering our chat because they’re so used to that now.”
It’s a hands-on approach that builds strong relationships and keeps the team closely connected to the real operational challenges their customers face.
For the CSM team, success ultimately comes down to one thing: making sure Keystone’s solutions work exactly as customers need them to and doing it together.
Customer Success Without Borders
As Keystone continues to expand internationally, flexibility has become an essential part of the role. The sales team now works with customers across Norway, Europe and North America, meaning travel, workshops, on-site collaboration and meetings across time zones are all part of the job.
But that pace is also part of what makes the role exciting.
“There’s never a dull moment at Keystone,” says Odd Inge. “You don’t always know what next week will bring, but that’s part of the appeal.”
And when asked about their favourite part of working at Keystone, the team is unanimous: the people.
“Whatever challenge we face, I’m optimistic we’ll figure it out,” Truls says. “At the end of the day, it’s the people that make it work.”