Selling the Value of Complex Data-based Solution for Industrial Customers

Tuija Rantala (Corresponding author), Tiina Valjakka, Kirsi Kokkonen, Lea Hannola, Mira Timperi, Leo Torvikoski

Research output: Chapter in Book/Report/Conference proceedingConference article in proceedingsScientificpeer-review

1 Citation (Scopus)

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 languageEnglish
Title of host publicationSmart and Sustainable Collaborative Networks 4.0
Subtitle of host publicationProceedings of the 22nd IFIP WG 5.5 Working Conference on Virtual Enterprises, PRO-VE 2021
EditorsLuis M. Camarinha-Matos, Xavier Boucher, Hamideh Afsarmanesh
PublisherSpringer
Pages345-353
Number of pages9
ISBN (Electronic)978-3-030-85969-5
ISBN (Print)978-3-030-85968-8, 978-3-030-85971-8
DOIs
Publication statusPublished - Nov 2021
MoE publication typeA4 Article in a conference publication
Event22nd IFIP/SoColnet Working Conference on Virtual Enterprises, PRO-VE 2021: Smart and Sustainable Collaborative Networks 4.0 - Saint Etienne, France
Duration: 22 Nov 202124 Nov 2021

Publication series

SeriesIFIP Advances in Information and Communication Technology
Number629
ISSN1868-4238

Conference

Conference22nd IFIP/SoColnet Working Conference on Virtual Enterprises, PRO-VE 2021
Country/TerritoryFrance
CitySaint Etienne
Period22/11/2124/11/21

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

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