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

Abstract : Selling complex data-based solutionsis 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 ninerecent interviews withmanufacturing industryprofessionals. The results are demonstrated intwo 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 solutionsand value formulation for different actorsin an ecosystem. Theoretical contributions provide important aspects for the gap betweenbusiness and sales research of data-based solutions,as current literature mainly focuseson the technical aspects.
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Conference papers
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Contributor : Florent Breuil <>
Submitted on : Thursday, September 9, 2021 - 2:15:19 PM
Last modification on : Thursday, September 9, 2021 - 2:16:38 PM


  • HAL Id : emse-03339413, version 1



Tuija Rantala, Tiina Valjakka, Kirsi Kokkonen, Lea Hannola, Mira Timperi, et al.. Selling the Value of Complex Data-based Solution for Industrial Customers. 22nd IFIP WG 5.5 Working Conference on VIRTUAL ENTERPRISES, PRO-VE 2021, Nov 2021, Saint-Etienne, France. 10p. ⟨emse-03339413⟩



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