@inproceedings{bdb759e799cf492aa080774d66a3ec2d,
title = "Selling the Value of Complex Data-based Solution for Industrial Customers",
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.",
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",
author = "Tuija Rantala and Tiina Valjakka and Kirsi Kokkonen and Lea Hannola and Mira Timperi and Leo Torvikoski",
note = "Funding Information: 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.; 22nd IFIP/SoColnet Working Conference on Virtual Enterprises, PRO-VE 2021 : Smart and Sustainable Collaborative Networks 4.0 ; Conference date: 22-11-2021 Through 24-11-2021",
year = "2021",
month = nov,
doi = "10.1007/978-3-030-85969-5_31",
language = "English",
isbn = "978-3-030-85968-8",
series = "IFIP Advances in Information and Communication Technology",
publisher = "Springer",
number = "629",
pages = "345--353",
editor = "Camarinha-Matos, {Luis M.} and Xavier Boucher and Hamideh Afsarmanesh",
booktitle = "Smart and Sustainable Collaborative Networks 4.0",
address = "Germany",
}