Impacts of Digital Twins: Significance from Sales Perspective

Tuija Rantala (Corresponding author), Kirsi Kokkonen, Lea Hannola

Research output: Chapter in Book/Report/Conference proceedingConference article in proceedingsScientific


Disruptive innovations, data utilization and digital twins have received significant attention in scientific publications in recent years. Complex data-based solutions, for example digital twins, require understanding of the customer’s business and the technological solution. This paper presents a framework for understanding the impacts of digital twins and discusses the sales perspective based on the interview findings. The qualitative interview data included altogether 16 semi-structured interviews from six case companies from the areas of intelligent machine control systems, software solutions, real-time simulation and machine engineering. As a result, the impact of digital twins can be classified in four categories: process change, competition environment change, role chain in value chain, and significant turning point in the market and emerging ecosystems. For example, when the impacts of complex digital twins are for the ecosystem, the importance of customer and ecosystem understanding and generated value is growing.
Original languageEnglish
Title of host publicationThe ISPIM Innovation Conference
Subtitle of host publicationInnovating in Times of Crises
PublisherLappeenranta University of Technology
Number of pages8
ISBN (Electronic)978-952-335-467-8
Publication statusPublished - 10 Jun 2020
MoE publication typeB3 Non-refereed article in conference proceedings
EventXXXI ISPIM Innovation Conference - Online: Innovating in Times of Crises - Virtual, Germany
Duration: 7 Jun 202010 Jun 2020

Publication series

SeriesLUT Scientific and Expertise Publications: Reports


ConferenceXXXI ISPIM Innovation Conference - Online
Abbreviated titleISPIM Virtual 2020
Internet address


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