{"title": "Market leader in five years | Heikki Kaunisto | Negotiator 335", "titleOriginal": "Markkinajohtajaksi 5 vuodessa | Heikki Kaunisto | Neuvottelija 335", "episodeNumber": "335", "guest": "Heikki Kaunisto", "publishedAt": "2025-06-02", "duration": "52:29", "durationIso": "PT52M29S", "youtube": "https://www.youtube.com/watch?v=GNiPrdukQl0", "fiCanonical": "https://www.neuvottelija.fi/fi/episodes/632-markkinajohtajaksi-5-vuodessa-kaunisto-neuvottelija-335", "originalLanguage": "fi", "format": "full", "topics": ["finnish_economy_policy", "investing_markets", "leadership_governance"], "description": "A commercial collaboration with Valokuitunen Oy: the company's five-year rise to market leadership in Finnish fibre, told by its own chief executive. Heikki Kaunisto, a finance director before he took the top job, unpacks the pricing models better than almost anything else published on the industry — why a free fibre installation is a one-off fee spread into monthly charges, why bundling the connection with the data package moves the choice to the seller, and why infrastructure always produces a strong market position, the only question being how thin you can make it. His advice generalises: keep your future options in your own hands.", "chapters": [{"t": "00:00", "title": "Warren Buffett's 80-year run ended in Omaha", "seconds": 0}, {"t": "00:26", "title": "Heikki Kaunisto and Valokuitunen's five-year run", "seconds": 26}, {"t": "00:48", "title": "The long game and the owners on the way to market leadership", "seconds": 48}, {"t": "01:21", "title": "A fresh start in the fixed network", "seconds": 81}, {"t": "02:10", "title": "Making the data package optional as an edge in a slow-delivery market", "seconds": 130}, {"t": "03:04", "title": "Taking the market, building the organisation, earning customer trust", "seconds": 184}, {"t": "03:28", "title": "Building from nothing while growing at the same time", "seconds": 208}, {"t": "03:49", "title": "Antilooppi's billion-euro growth and the same logic", "seconds": 229}, {"t": "04:11", "title": "The leap in the balance sheet and strategic scaling", "seconds": 251}, {"t": "04:49", "title": "Infrastructure investment demands a robust business model", "seconds": 289}, {"t": "05:14", "title": "What the owners contributed to the foundation", "seconds": 314}, {"t": "06:39", "title": "Mobile subscription cycles and the logic of switching", "seconds": 399}, {"t": "08:14", "title": "The advantages of fibre and the threshold for going back to mobile", "seconds": 494}, {"t": "10:02", "title": "Technology neutrality and why the user experience is what counts", "seconds": 602}, {"t": "11:32", "title": "Bundled deals, price rises and consumer choice", "seconds": 692}, {"t": "13:15", "title": "Layered mobile backup against outages", "seconds": 795}, {"t": "16:05", "title": "Acquiring customers efficiently in sparsely populated areas", "seconds": 965}, {"t": "17:50", "title": "Valokuitunen as market leader", "seconds": 1070}, {"t": "19:11", "title": "Comparison with competitors — scale and EBITDA", "seconds": 1151}, {"t": "21:03", "title": "Switching to monthly pricing, and the transformation it required", "seconds": 1263}, {"t": "23:42", "title": "Faith in 5G fades, the value of fibre rises in sales", "seconds": 1422}, {"t": "25:03", "title": "Recruiting into a growth company, and the people it suits", "seconds": 1503}, {"t": "28:40", "title": "The effect of publicity and the media's lack of understanding", "seconds": 1720}, {"t": "32:02", "title": "Consumers build the infrastructure by their own choices", "seconds": 1922}, {"t": "35:58", "title": "Net present value, cash flows and the logic of the decision", "seconds": 2158}, {"t": "39:12", "title": "An open network prevents a monopoly position locking in", "seconds": 2352}, {"t": "40:44", "title": "The risk of an unused network and a change of owner", "seconds": 2444}, {"t": "42:24", "title": "Regulation, the EU's influence and national divergence", "seconds": 2544}, {"t": "44:03", "title": "A free market works without central planning", "seconds": 2643}, {"t": "45:22", "title": "What the five years achieved, and the next steps", "seconds": 2722}, {"t": "46:54", "title": "The rise of AI and growing demand for data transfer", "seconds": 2814}, {"t": "48:30", "title": "Fibre's scalability for future experiences", "seconds": 2910}, {"t": "50:17", "title": "Business and public customers, and enabling remote work", "seconds": 3017}, {"t": "51:52", "title": "Productivity and confidence resting on the connection", "seconds": 3112}], "sourceTranscriptType": "finnish-machine-asr-from-video", "subtitleMethod": "none", "provenance": "Owner page assembled from YouTube metadata, the neuvottelija.fi episode record and the publisher's own chapter marks, translated one for one; their spacing is irregular and matches the recording. The only Finnish subtitle track is YouTube's automatic one, so no transcript is published here and no English cues were produced. The episode was made in commercial collaboration with Valokuitunen Oy — the guest is the company's chief executive and the subject is his own company — which is disclosed in the episode itself and again in the long-form write-up in the Neuvottelija AI editions; every claim about competitors there comes from one side with nobody opposing.", "coreTheses": ["A free fibre installation is the original one-off fee converted into monthly charges over the coming years.", "Bundling the data package with the connection moves the freedom of choice to the seller, which matters most when fibre delivery takes years.", "Infrastructure worth building only once always produces a strong market position; an open network does not remove it but confines it to the buried fibre.", "Keep your future options in your own hands — the only way to avoid a hook you cannot get off."], "slug": "ep335-markkinajohtajaksi-5-vuodessa-heikki-kaunisto", "guestsCanonical": ["Heikki Kaunisto"], "guestPages": ["https://www.neuvottelija.com/podcast/guests/heikki-kaunisto/"], "page": "https://www.neuvottelija.com/podcast/episodes/ep335-markkinajohtajaksi-5-vuodessa-heikki-kaunisto/", "markdown": "https://www.neuvottelija.com/podcast/episodes/ep335-markkinajohtajaksi-5-vuodessa-heikki-kaunisto/index.md", "captions": null, "transcript": null, "videoId": "GNiPrdukQl0", "dbId": null, "qaCoveragePct": 0.0, "qaSemanticVerdict": "metadata_only", "aiArticleEn": "https://www.neuvottelija.com/ai/ep335-markkinajohtajaksi-5-vuodessa-heikki-kaunisto/", "aiArticleFi": "https://www.neuvottelija.fi/economy/ep335-markkinajohtajaksi-5-vuodessa-heikki-kaunisto/"}