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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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Submitted on : Wednesday, November 24, 2021 - 3:06:26 PM
Last modification on : Friday, August 19, 2022 - 12:44:06 PM
Long-term archiving on: : Friday, February 25, 2022 - 7:27:18 PM


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Tuija Rantala, Tiina Valjakka, Kirsi Kokkonen, Lea Hannola, Mira Timperi, et al.. Selling the Value of Complex Data-based Solution for Industrial Customers. 22nd Working Conference on Virtual Enterprises (PRO-VE 2021), Nov 2021, Saint-Etienne, France. pp.345-353, ⟨10.1007/978-3-030-85969-5_31⟩. ⟨emse-03339413⟩



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