Abstract
Selling complex data-based solutions is multifaceted as ecosystem actors perceive the value differently during the product lifecycle. The purpose of this paper is to study data-based solution sales in business ecosystems by presenting findings from nine recent interviews with manufacturing industry professionals. The results are demonstrated in two categories: 1) challenges in sharing, selling and buying data, and 2) the value of data for different actors in an ecosystem-like business environment. The managerial implications consist of clarifying the scattered viewpoints for selling data-based solutions and value formulation for different actors in an ecosystem. Theoretical contributions provide important aspects for the gap between business and sales research of data-based solutions, as current literature mainly focuses on the technical aspects.
Original language | English |
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Title of host publication | Smart and Sustainable Collaborative Networks 4.0 |
Subtitle of host publication | Proceedings of the 22nd IFIP WG 5.5 Working Conference on Virtual Enterprises, PRO-VE 2021 |
Editors | Luis M. Camarinha-Matos, Xavier Boucher, Hamideh Afsarmanesh |
Publisher | Springer |
Pages | 345-353 |
ISBN (Electronic) | 978-3-030-85969-5 |
ISBN (Print) | 978-3-030-85968-8, 978-3-030-85971-8 |
DOIs | |
Publication status | Published - Nov 2021 |
MoE publication type | A4 Article in a conference publication |
Event | 22nd IFIP/SoColnet Working Conference on Virtual Enterprises, PRO-VE 2021: Smart and Sustainable Collaborative Networks 4.0 - Saint Etienne, France Duration: 22 Nov 2021 → 24 Nov 2021 |
Publication series
Series | IFIP Advances in Information and Communication Technology |
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Number | 629 |
ISSN | 1868-4238 |
Conference
Conference | 22nd IFIP/SoColnet Working Conference on Virtual Enterprises, PRO-VE 2021 |
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Country/Territory | France |
City | Saint Etienne |
Period | 22/11/21 → 24/11/21 |
Funding
The authors would like to thank the Digibuzz (Towards Commercial Exploitation of Digital Twins) project and all its parties, as well as Business Finland (the Finnish government organisation for innovation funding and trade, travel and investment promotion) for their support.
Keywords
- data-based service
- data-based solution
- business-to-business sales
- business ecosystem
- customer value
- manufacturing industry
- Business-to-business sales
- Customer value
- Data-based service
- Business ecosystem
- Data-based solution
- Manufacturing industry