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

Tuija Rantala; Tiina Valjakka; Kirsi Kokkonen; Lea Hannola; Mira Timperi; Leo Torvikoski

doi:10.1007/978-3-030-85969-5_31

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

Tuija Rantala^*
, Tiina Valjakka
, Kirsi Kokkonen
, Lea Hannola
, Mira Timperi
, Leo Torvikoski

^*Corresponding author for this work

BA5607 Data-driven sustainability

Lappeenranta-Lahti University of Technology LUT
Eurostep Oy

Research output: Chapter in Book/Report/Conference proceeding › Conference article in proceedings › Scientific › peer-review

2 Citations (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 language	English
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	https://doi.org/10.1007/978-3-030-85969-5_31
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
ISSN	1868-4238

Conference

Conference	22nd IFIP/SoColnet Working Conference on Virtual Enterprises, PRO-VE 2021
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.

UN SDGs

This output contributes to the following UN Sustainable Development Goals (SDGs)

SDG 9 Industry, Innovation, and Infrastructure

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

Access to Document

10.1007/978-3-030-85969-5_31

Cite this

Rantala, T., Valjakka, T., Kokkonen, K., Hannola, L., Timperi, M., & Torvikoski, L. (2021). Selling the Value of Complex Data-based Solution for Industrial Customers. In L. M. Camarinha-Matos, X. Boucher, & H. Afsarmanesh (Eds.), Smart and Sustainable Collaborative Networks 4.0: Proceedings of the 22nd IFIP WG 5.5 Working Conference on Virtual Enterprises, PRO-VE 2021 (pp. 345-353). Springer. https://doi.org/10.1007/978-3-030-85969-5_31

Rantala, Tuija ; Valjakka, Tiina ; Kokkonen, Kirsi et al. / Selling the Value of Complex Data-based Solution for Industrial Customers. Smart and Sustainable Collaborative Networks 4.0: Proceedings of the 22nd IFIP WG 5.5 Working Conference on Virtual Enterprises, PRO-VE 2021. editor / Luis M. Camarinha-Matos ; Xavier Boucher ; Hamideh Afsarmanesh. Springer, 2021. pp. 345-353 (IFIP Advances in Information and Communication Technology).

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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.",

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author = "Tuija Rantala and Tiina Valjakka and Kirsi Kokkonen and Lea Hannola and Mira Timperi and Leo Torvikoski",

year = "2021",

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booktitle = "Smart and Sustainable Collaborative Networks 4.0",

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Rantala, T, Valjakka, T, Kokkonen, K, Hannola, L, Timperi, M & Torvikoski, L 2021, Selling the Value of Complex Data-based Solution for Industrial Customers. in LM Camarinha-Matos, X Boucher & H Afsarmanesh (eds), Smart and Sustainable Collaborative Networks 4.0: Proceedings of the 22nd IFIP WG 5.5 Working Conference on Virtual Enterprises, PRO-VE 2021. Springer, IFIP Advances in Information and Communication Technology, pp. 345-353, 22nd IFIP/SoColnet Working Conference on Virtual Enterprises, PRO-VE 2021, Saint Etienne, France, 22/11/21. https://doi.org/10.1007/978-3-030-85969-5_31

Selling the Value of Complex Data-based Solution for Industrial Customers. / Rantala, Tuija; Valjakka, Tiina; Kokkonen, Kirsi et al.
Smart and Sustainable Collaborative Networks 4.0: Proceedings of the 22nd IFIP WG 5.5 Working Conference on Virtual Enterprises, PRO-VE 2021. ed. / Luis M. Camarinha-Matos; Xavier Boucher; Hamideh Afsarmanesh. Springer, 2021. p. 345-353 (IFIP Advances in Information and Communication Technology).

Research output: Chapter in Book/Report/Conference proceeding › Conference article in proceedings › Scientific › peer-review

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AU - Rantala, Tuija

AU - Valjakka, Tiina

AU - Kokkonen, Kirsi

AU - Hannola, Lea

AU - Timperi, Mira

AU - Torvikoski, Leo

PY - 2021/11

Y1 - 2021/11

N2 - 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.

AB - 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.

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KW - Business ecosystem

KW - Data-based solution

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SN - 978-3-030-85971-8

T3 - IFIP Advances in Information and Communication Technology

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BT - Smart and Sustainable Collaborative Networks 4.0

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PB - Springer

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Y2 - 22 November 2021 through 24 November 2021

ER -

Rantala T, Valjakka T, Kokkonen K, Hannola L, Timperi M, Torvikoski L. Selling the Value of Complex Data-based Solution for Industrial Customers. In Camarinha-Matos LM, Boucher X, Afsarmanesh H, editors, Smart and Sustainable Collaborative Networks 4.0: Proceedings of the 22nd IFIP WG 5.5 Working Conference on Virtual Enterprises, PRO-VE 2021. Springer. 2021. p. 345-353. (IFIP Advances in Information and Communication Technology). doi: 10.1007/978-3-030-85969-5_31

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

Abstract

Publication series

Conference

Funding

UN SDGs

Keywords

Access to Document

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