Pencil sketch of Lars Kirste

Lars Kirste

Operator, commercial leader, builder. Based in Oslo, Norway.

I've run a Nordic health-tech software company, led business transformations as a strategy consultant and sold enterprise software and data science projects at IBM. These days I also build with AI, hands on.

LinkedIn · Instagram

Selected work

Modernized the market leader in Nordic dental software

Opus Systemer · CEO · 2024–2026

A comprehensive modernization and scaling of the company; rebuilt the leadership team, commercial, technical and product teams, in total about a third of the company replaced over two years. Re-established relationships with key customers, cutting churn in Sweden, and P&L kept on budget throughout. Results include substantially increased delivery throughput, product stability, security, customer satisfaction and profitability.

3,000+ clinics · ~90% market share · NOK 75M revenue · 40 people · Norway, Sweden, Iceland

Designed the transformation of a NOK 1.4bn, 2,000-person company

Beyond Strategy · Engagement Manager · 2020–2023

Led the discovery and design phase and set a company-wide transformation in motion; the company went on to turn revenue decline into growth. Also delivered pricing strategy in raw materials, integrated a four-company merger in oil & gas, and ran sales for the firm’s four partners.

Decline turned to growth · Pricing client: profitability up 16x in four years

Closed 2x quota, multiple years

IBM · Senior Sales Specialist, Cloud and Analytics · 2014–2019

Sold enterprise cloud and analytics software to large Nordic companies, including the largest stand-alone IBM Cloud deal in Norway in 2018. Spearheaded IBM’s Big Data portfolio in the Nordics in 2016.

200%+ of quota in 2017 and 2018 · USD 1.8M deal

Projects

Min forsikring · Prototype

Collect, benchmark and compare coverage for all your household's insurance in one place.

Check it out

Orden · Prototype

Get your personal IT security sorted, with a guide so simple your grandmother can follow.

Writing - thoughts and ideas i've shared

Coming soon

Bookshelf - Memorable books I've read

Strategy, leadership and product

Rumelt

Good Strategy Bad Strategy · One of the top books on strategy, no bullshit.

Rumelt

The Crux · The practical companion to Good Strategy Bad Strategy, with concrete frameworks for doing strategy.

Thiel, Masters

Zero to One · A must-read for founders. Memorable question: what important truth do few people agree with you on?

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Willink, Babin

Extreme Ownership · No excuses, full ownership: a core foundation for a healthy leadership culture.

Gerstner

Who Says Elephants Can't Dance? · A must-read for any IBMer. Core theme is about how to create change and urgency in a large enterprise.

Voss

Never Split the Difference · The art of negotiation rather than the tidy theoretical school of thought. Read about both to get the full toolbox.

Klaff

Pitch Anything · A fresh approach to pitching and winning deals.

Kim et al.

The Phoenix Project · A software transformation disguised as a crime novel, taught Mr. Miyagi style. A page-turner with lots of good lessons.

Kim et al.

The DevOps Handbook · The "how to" companion to The Phoenix Project.

Cagan

Inspired · Packed with lessons on building products and product teams, focussing on solving customer needs.

Markets, luck and risk

Tetlock, Gardner

Superforecasting · A brilliant, easy read on how to make better predictions. What works and why.

Taleb

The Black Swan · Completely changed how I see financial markets. Funny, and contrarian thinking at its best.

Taleb

Fooled by Randomness · The Black Swan's companion, and just as good on how often luck passes for skill.

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Zuckerman

The Man Who Solved the Market · A fascinating story about the GOAT of investing.

Lewis

Moneyball · Applying data science to baseball, made famous by Brad Pitt as a movie. The book is naturally more comprehensive and recommended for anyone interested in analytics and data science.

Lewis

Liar's Poker · A brilliantly written, entertaining look inside Wall Street in the 1980s.

Lewis

The Big Short · A front-row seat to the 2008 financial crisis.

Lewis

Flash Boys · How parts of the investment game were (and are) rigged by high-frequency traders, uncovered piece by piece. Brilliantly told.

Lewis

Going Infinite · A fascinating, in-depth portrait of SBF and the madness around FTX and Alameda Research.

Burrough, Helyar

Barbarians at the Gate · A must-read. The greed and sheer craziness of the RJR Nabisco deal.

Mind and practice

Harris

Waking Up · Spirituality without religion: a hopeful book if you don't believe in traditional faith, and also if you do.

Harris

Lying · A strong case for never lying, not even white lies.

Harris

Free Will · Convincingly argues free will doesn't exist, and why that should make you have more empathy.

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Manson

The Subtle Art of Not Giving a F*ck · Gentle, sensible thinking about mental health, without self-help preachiness.

Goggins

Can't Hurt Me · Pure no-excuses motivation. Goggins is such a character! This book will pull you out of any motivational slump.

Colvin

Talent Is Overrated · Deliberate practice, and "proof" that if you put your mind to it, you can get very good at almost anything.

Foer

Moonwalking with Einstein · Useful memory techniques, and a great story showing that practice, not savant talent, drives extraordinary memory.

True stories

Knight

Shoe Dog · A true entrepreneurship story about how Knight used pure grit to build Nike while keeping his day job as an accountant.

Branson

Losing My Virginity · The biography I remember best. Risk-taking, music and culture, told with funny, disarming honesty.

Horowitz

The Hard Thing About Hard Things · Odd title, but the book that truly gets across how hard building a software company is.

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García Martínez

Chaos Monkeys · An entertaining startup story, and a look inside Facebook during high growth.

McConaughey

Greenlights · You either love or hate this book. It's a guide to life that's funny, feel-good and surprisingly moving.

Bourdain

Kitchen Confidential · Bourdain at his rock-star best. Read it with a glass of wine on a plane to somewhere new.

Troost

The Sex Lives of Cannibals · One of the funniest books I've ever read. Perfect vacation reading.

Troost

Getting Stoned with Savages · Every bit as funny as The Sex Lives of Cannibals, this time in Vanuatu and Fiji.

Adelstein

Tokyo Vice · A crime noir meets Lost in Translation. For anyone who has been to "the real Japan" this will bring you back.

Bonella

Snowing in Bali · A dark and entertaining picture of cocaine trafficking in Southeast Asia. Read it on a trip to Bali, which made the madness and horror of the drug trade feel uncomfortably close.

Non-true stories

Hayes

I Am Pilgrim · The best spy thriller. Period. Impossible to put down.

Crouch

Dark Matter · A mind-bending sci-fi thriller about the lives you didn't choose.

Roberts

Shantaram · Nearly a thousand pages that felt short. Unforgettable characters and written in a way that makes you feel you are actually in Bombay.

Nesbø

The Snowman · Nesbø has many great books, but this is his best, in my humble opinion. Read it during a dark Oslo winter.

Off screen - things I'm into

68 countries, 6 continents

I've travelled to 68 countries and lived in four. I believe that people from different cultures meeting face to face does more for global stability and human prosperity than any technology driven social media platforms ever will. It's also pretty fun.

Tanzania, ZanzibarCanadaUnited States of AmericaIndonesiaArgentinaChileRussiaNorwaySouth AfricaLesothoMexicoUruguayBrazilPanamaBelizeFrancePuerto RicoCubaZimbabweNamibiaZambiaMozambiqueIsraelPalestineJordanUnited Arab EmiratesQatarThailandVietnamSwedenPolandAustriaHungaryLatviaGermanyBulgariaGreeceTurkeyCroatiaSwitzerlandLuxembourgBelgiumNetherlandsPortugalSpainIrelandNew ZealandAustraliaChina (incl. Hong Kong)TaiwanItalyDenmarkUnited Kingdom (incl. England)IcelandPhilippinesMalaysiaFinlandCzechiaJapanCyprusMoroccoNorth MacedoniaBarbadosCyprusGibraltarJerseyLuxembourgPalestineSaint LuciaSingaporeYosemite: Yosemite Falls trailYosemiteJotunheimen: Fannaråken (both routes), Galdhøpiggen, Høgdebrotet, Besshøe and BitihornJotunheimen ×5Lofoten: ReinebringenLofotenDolomites: Tre Cime di LavaredoDolomitesCape Town: Lion's Head, Devil's Peak and Table MountainCape Town ×3Ambergris Caye: Belize, a night dive with sharksAmbergris CayeTofo: Bazaruto, MozambiqueTofoKoh Tao: ThailandKoh TaoCoron: Second World War wrecks, PhilippinesCoronMoalboal: The sardine run, PhilippinesMoalboalGreat Barrier Reef: AustraliaGreat Barrier Reef

Mountains and oceans

I enjoy hiking 2,000-metre summits in Norway's Jotunheimen, diving wrecks and coral reefs, and sailing oceans and fjords, when I get a chance to. Below are some of the more memorable ones thus far.

Half Dome, Yosemite, 2,694 mYosemite Falls trail, Yosemite, to about 1,990 mJotunheimen: Fannaråken 2,068 m, Galdhøpiggen 2,469 m, Høgdebrotet 2,226 m and Besshøe 2,258 mBitihorn, Jotunheimen, 1,607 mTre Cime di Lavaredo, Dolomites, 2,999 mReinebringen, Lofoten, 448 mCape Town: Devil's Peak 1,000 m, Table Mountain 1,085 m and Lion's Head 669 m3,000 m2,000 m1,000 m0 m−10 m−20 mWestEastYosemite Falls 1,990Half Dome 2,694Fannaråken 2,068Galdhøpiggen 2,469Høgdebrotet 2,226Besshøe 2,258Bitihorn 1,607Tre Cime di Lavaredo 2,999Reinebringen 448Devil's Peak 1,000Table Mountain 1,085Lion's Head 669Ambergris Caye, Belize: a night dive with sharksTofo, Bazaruto, Mozambique: a whale sharkKoh Tao, Thailand: a turtleCoron, Philippines: Second World War wrecksMoalboal, Philippines: the sardine runGreat Barrier Reef, AustraliaAmbergris CayeBelize · night diveTofo, BazarutoMozambiqueKoh TaoThailandCoron wrecksPhilippinesMoalboalPhilippinesGreat Barrier ReefAustralia

Ancient history

2014–2016

Skillsessions · co-founder & CEO

2013

Drive.SG · Biz dev intern

2012–2013

Storebrand · Analyst

2013-2014

ESADE · MSc International Management

2013

Gründerskolen · UiO & National University of Singapore

2009-2012

OsloMet · BSc Economics & Administration