TY - JOUR T1 - Selling Data-Based Value in Business-to-Business Markets JF - Technology Innovation Management Review Y1 - 2020 A1 - Tuija Rantala A1 - Tiina Apilo A1 - Katariina Palomäki A1 - Katri Valkokari KW - B2B sales KW - big data KW - business-to-business sales KW - data-based value KW - digital solutions KW - value sales AB - The purpose of this paper is to study what aspects a sales function needs to consider when selling new data-based value in business-to-business (B2B) markets. The paper combines literature on the business-to-business sales process with data-based value. The study includes altogether 29 qualitative interviews from eight companies, representing seller companies at different stages in big data utilization. In addition, the study includes customer perspectives with six interviews from four customer companies. As a result, selling new data-based value is studied from several perspectives. First, we evaluate the impacts of the generated new data-based value from the seller and the market perspective. Secondly, we study what sales representatives need to understand, both from the customer’s perspective, and in relation to data and digital solutions during the sales process. Thirdly, on the customer side, we explore the roles of “digitalist” and old-school buyers, and their effect on the sales process. Our research findings highlight the crucial understanding of customer business and knowledge about real-time data management, digital twins, and artificial intelligence (AI) when selling data-based solutions that create real-time data, recommendations, and value for a customer’s business. PB - Talent First Network CY - Ottawa VL - 10 UR - timreview.ca/article/1313 IS - 1 U1 - VTT Technical Research Centre of Finland Tuija Rantala, M.Sc. (Tech.) works as Senior Scientist at the VTT Business, Innovation and Foresight research area. For several years, she has managed and worked in innovation and risk management projects with the B2B industry. She has applied and developed qualitative risk and opportunity management methods for different contexts. Her main research interests are related to new business creation, innovation management, open innovation, and risk management. Lately, she has studied the Internet of Things (IoT), social media, Mergers and Acquisitions (M&A), and intellectual property (IP) as enablers for new business and challenges they will pose to B2B companies. U2 - VTT Technical Research Centre of Finland Dr. Tiina Apilo is a Senior Scientist at the VTT Technical Research Centre of Finland. She joined VTT in 1994 where she has gained broad experience on corporate renewal and service business acceleration. She obtained her doctoral degree from the Lappeenranta University of Technology in 2010. The title of her dissertation was "A model for corporate renewal: requirements for innovation management". Her recent research interests have focused on AI as a booster of service business, innovation ecosystems, and future ecosystemic business. U3 - VTT Research Centre of Finland Katariina Palomäki has a M.Sc. (Tech.) degree in Industrial Management and Engineering and a BA (Hons) degree in Business and Management. She has worked as a research scientist at VTT Technical Research Centre of Finland since 2010. Katariina has worked in both commercial and research projects in national and international contexts. In the area of business development and research, the key topics she has dealt with during the last few years include business model development, service business development, management of business networks, and the perspectives of sustainability and circular business. U4 - VTT Research Centre of Finland Katri Valkokari is a Research Manager working in the business, innovation, and foresight research area at VTT Technical Research Centre of Finland. She has over 15 years of experience in both research and practical development work on business networks, ecosystems, and networked business operations. She has, for example, held the post of programme manager in the large FIMECC (GP4V) and DIMECC (REBUS) research programmes, and worked for many industrial companies, large and small. Katri has published several articles, managerial guidebooks and other publications related to collaboration models, innovation, and knowledge management as well as sustainability. When it comes to ecosystems and networks, Valkokari believes versatility is the key to creating true impact. When networks are formed openly, they can be a powerful tool for solving many of society’s problems. ER - TY - JOUR T1 - Innovation Ecosystems as Structures for Value Co-Creation JF - Technology Innovation Management Review Y1 - 2019 A1 - Sanna Ketonen-Oksi A1 - Katri Valkokari KW - ecosystems KW - innovation KW - platforms KW - value co-creation AB - Despite the many recent discussions on “innovation ecosystems” as well as on open innovation or other co-innovation models, a more in-depth understanding of the multi-actor processes of value co-creation remains rather scarce. Hence, in this case study, we provide significant novel insight about innovation ecosystems as structures enabling multi-actor value co-creation in real-life innovation ecosystems. Based on our empirical findings, we identified two key principles: 1) in order to encourage the active participation of ecosystem actors in the value co-creation process, efforts must be made to ensure a clear vision and a shared value base on which the ecosystem activities can be built and 2) facilitation is needed to support the ecosystem actors to make new connections and to share their knowledge and resources in concrete ways. Most importantly, the more diversity there is among the ecosystem actors, the greater the support for innovativeness within the value co-creation process. PB - Talent First Network CY - Ottawa VL - 9 UR - https://timreview.ca/article/1216 IS - 2 U1 - Talent Vectia Oy Sanna Ketonen-Oksi works as a futurist-in-residence at Talent Vectia Oy (Espoo, Finland), a company offering strategic consulting and training services for organizations interested in renewal and new growth. With broad experience in EU-funded research, development, and innovation projects, often in university-industry collaboration, and based on her PhD studies on the service-dominant logical view on value co-creation and innovation, she sees that more understanding about innovation as a process of multi-actor collaboration is still needed. The growing complexity and dynamism of the innovation ecosystems is also an integral part of developing organizational futures orientation. U2 - VTT Technical Research Centre of Finland Katri Valkokari is a Research Manager working in the business, innovation, and foresight research area at VTT Technical Research Centre of Finland. She has over 15 years of experience in both research and practical development work on business networks, ecosystems, and networked business operations. She has, for example, held the post of programme manager in the large FIMECC (GP4V) and DIMECC (REBUS) research programmes, and worked for many industry companies, large and small. Katri has published several articles, managerial guidebooks and other publications related to collaboration models, innovation, and knowledge management as well as sustainability. When it comes to ecosystems and networks, Valkokari believes versatility is the key to creating true impact. When networks are formed openly, they can be a powerful tool for solving many of society’s problems. ER - TY - JOUR T1 - The Core Interaction of Platforms: How Startups Connect Users and Producers JF - Technology Innovation Management Review Y1 - 2017 A1 - Heidi M. E. Korhonen A1 - Kaisa Still A1 - Marko Seppänen A1 - Miika Kumpulainen A1 - Arho Suominen A1 - Katri Valkokari KW - core interaction KW - digital platforms KW - multisided markets KW - platform business KW - platform canvas KW - slush event KW - startups KW - value creation AB - The platform economy is disrupting innovation while presenting both opportunities and challenges for startups. Platforms support value creation between multiple participant groups, and this operationalization of an ecosystem’s value co-creation represents the “core interaction” of a platform. This article focuses on that core interaction and studies how startups connect producers and users in value-creating core interaction through digital platforms. The study is based on an analysis of 29 cases of platform startups interviewed at a leading European startup event. The studied startups were envisioning even millions of users and hundreds or thousands of producers co-creating value on their platforms. In such platform businesses, our results highlight the importance of attracting a large user pool, providing novel services to those users, offering a new market for producers, supporting the core interaction in various ways, and utilizing elements of the platform canvas – an adaptation of the business model canvas, which we have accommodated for platform-based business models – to accomplish these goals. PB - Talent First Network CY - Ottawa VL - 7 UR - http://timreview.ca/article/1103 IS - 9 U1 - VTT Technical Research Centre of Finland Heidi M. E. Korhonen, PhD, works as a Senior Scientist at VTT Technical Research Centre of Finland, in the Business, Innovation, and Foresight research area. She is a professional in business development and research with a long experience of industrial and technology companies. Dr. Korhonen has a Doctor of Science (Tech.) degree from Aalto University School of Science, Finland. Her doctoral dissertation covers customer orientation in industrial service innovation and highlights ecosystems interaction and value co-creation in innovation. The recent work of Dr. Korhonen focuses on digitalization and supporting innovation and ecosystems development in the platform economy. Dr. Korhonen has published her research widely in international peer-reviewed journals, books, and conferences. U2 - VTT Technical Research Centre of Finland Kaisa Still is a Senior Scientist at VTT Technical Research Centre of Finland. She has extensive experience of innovation management gained within a research organization, a university, a business incubator, as well as in a startup and in a growth company. Supporting collaboration, co-creation, and innovation with technology continues to be at the core of her interests. Her current work concentrates on platforms and innovation ecosystems, accelerating innovation activities, and digital opportunities. Combined with the policy perspective, her work extends to private and public organizations in regional and global contexts. U3 - Tampere University of Technology Marko Seppänen, PhD, is a Full Professor in the field of Industrial Management at Tampere University of Technology, Finland. Prof. Seppänen is an expert in managing value creation in business ecosystems, business concept development, and innovation management. In his latest research, he has examined, for example, platform-based competition in business ecosystems and innovation management in business networks. His research has appeared in high-quality peer-reviewed journals such as the Journal of Product Innovation Management, Technological Forecasting and Social Change, the Journal of Systems and Software, and the International Journal of Physical Distribution & Logistics Management. U4 - Tampere University of Technology Miika Kumpulainen, MSc (Tech), is a doctoral candidate at Tampere University of Technology in Finland. His thesis will cover business relationships and digitalization, and his research interests are in interorganizational relationships and platform ecosystems. Kumpulainen has ten years’ work experience in purchasing functions in industry. U5 - VTT Technical Research Centre of Finland Arho Suominen, PhD, is Senior Scientist in the Innovations, Economy, and Policy unit at the VTT Technical Research Centre of Finland, and he also lectures at the Department of Information Technology at the University of Turku. Suominen is also the chairman of the board and co-founder of Teqmine Analytics Ltd, a patent and technology intelligence company. Dr. Suominen’s research focuses on qualitative and quantitative assessment of innovation systems. His research has been funded by the Academy of Finland, the Finnish Funding Agency for Technology, and the Fulbright Center Finland. Dr. Suominen has published work in several journals, including Technological Forecasting and Social Change, the Journal of the Association for Information Science and Technology, Science and Public Policy, Scientometrics, the Journal of Systems and Software, and Foresight. Dr. Suominen has a Doctor of Science (Tech.) degree from the University of Turku and holds an Officer’s basic degree from the National Defence University of Finland. ER - TY - JOUR T1 - Orchestrating Innovation Ecosystems: A Qualitative Analysis of Ecosystem Positioning Strategies JF - Technology Innovation Management Review Y1 - 2017 A1 - Katri Valkokari A1 - Marko Seppänen A1 - Maria Mäntylä A1 - Simo Jylhä-Ollila KW - actors KW - collaboration KW - ecosystems KW - innovation KW - orchestration KW - positioning KW - roles KW - strategy AB - This article explores how firms can orchestrate innovation ecosystems to enhance collaboration for innovation among different actors. Most previous research on ecosystems has focused on firm-level strategies to operate in an ecosystem rather than the composition or orchestration of an ecosystem as a whole. However, finding the balance between the self-interests of involved actors is critical in order to create collaborative settings that induce different parties to jointly develop and put their best efforts into a joint endeavour. Thus, we undertook a qualitative study with 35 case companies from the metal and engineering industries, each of whom was interested in developing their position in ecosystems and improving their relational business practices. The findings suggest that there is an essential ecosystem competence that is needed by all actors in an ecosystem, regardless of their position, and that is the ability to manage dynamic strategic interactions related to innovation. This competence enables them to ensure the future vitality of the ecosystem and their own business. These results highlight the need for managers to profile their own company’s role in an ecosystem in relation to the type of ecosystems, while simultaneously evaluating the ecosystem’s ability and potential to survive. PB - Talent First Network CY - Ottawa VL - 7 UR - http://timreview.ca/article/1061 IS - 3 U1 - VTT Technical Research Centre of Finland Katri Valkokari is a Research Manager at VTT Technical Research Centre of Finland in the Business, Innovation and Foresight research area. Over the past 15 years, she has carried out several development projects concerning different networked business arrangements (ecosystems, networks, partnerships, and firms). In 2009, Katri completed her doctoral thesis on business network development. She has published several international and national articles in the research areas of business network management, collaboration, organizational knowledge, and innovation management. U2 - Tampere University of Technology Marko Seppänen, PhD, is Vice Dean for Education at the Faculty of Business and Built Environment, and is a Full Professor in the field of industrial management at Tampere University of Technology, Finland. He is an expert in managing value creation in business ecosystems, business concept development, and innovation management. In his latest research, he has examined platform-based competition in business ecosystems and innovation management in business networks. His research has appeared in high-quality peer-reviewed journals such as the Journal of Product Innovation Management, Technological Forecasting and Social Change, the Journal of Systems and Software, and the International Journal of Physical Distribution & Logistics Management. U3 - VTT Technical Research Centre of Finland Maria Mäntylä (MSc Admin) is a Research Scientist at VTT Technical Research Centre of Finland in the Innovations, Economy & Policy team. She obtained her master’s degree in Local and Regional Governance from the University of Tampere, Finland, in 2015. She also studied Social Sciences of Sport in the University of Jyväskylä, Finland. Maria has been involved in various national and international research projects regarding innovation research, especially in the area of regional innovation systems. She is currently writing her doctoral thesis on sports technologies and innovation ecosystems at the University of Tampere. U4 - Elisa Corporation Simo Jylhä-Ollila (MSc Tech) is an Analyst in Elisa Corporation’s Industrial IoT department. He holds a master’s degree in Industrial Engineering and Management from Tampere University of Technology, Finland. Previously, he worked as a research assistant in Tampere University of Technology and worked in Elisa’s research team before moving into his current position in the company. ER - TY - JOUR T1 - A Framework for Sustainable Circular Business Model Innovation JF - Technology Innovation Management Review Y1 - 2016 A1 - Maria Antikainen A1 - Katri Valkokari KW - business canvas KW - business model KW - case study KW - circular economy KW - innovation KW - sustainability AB - The circular economy concept is a novel economic model aiming to foster sustainable economic growth, boost global competitiveness, and generate new jobs. In order to make the circular economy mainstream, radical and systemic innovation is needed. Currently, a majority of the business modelling tools and methods lack at least some of the identified and needed elements for innovating business models in a circular economy. In this article, we build a framework for sustainable circular business model innovation by adding important perspectives: recognizing trends and drivers at the ecosystem level; understanding value to partners and stakeholders within a business; and evaluating the impact of sustainability and circularity. We present the results of a case study with a startup company, which was designed to test the framework and provide a concrete example of its usage and future development needs. PB - Talent First Network CY - Ottawa VL - 6 UR - http://timreview.ca/article/1000 IS - 7 U1 - VTT (Technical Research Centre of Finland) Maria Antikainen is a Senior Scientist at VTT (Technical Research Centre of Finland) in the Business, Innovation and Foresight research area. She is also an Adjunct Professor in the Department of Industrial Management at Tampere University of Technology, where she specializes in innovation in business networks. Maria’s main research areas are the circular economy and sustainable business models and new business opportunities enabled by the Internet of Things. During her 14 years of experience in research, Maria has been initiating, conducting, and managing numerous research and development projects with research partners, companies, and public funding organizations such as Tekes and the European Union. Maria holds a PhD in Technology Management from the Tampere University of Technology (2011) and a PhD in Marketing from the University of Tampere (2007). U2 - VTT (Technical Research Centre of Finland) Katri Valkokari is a Principal Scientist at VTT (Technical Research Centre of Finland) in the Business, Innovation and Foresight research area. Over the past 15 years, she has carried out several development projects concerning different networked business arrangements (ecosystems, networks, partnerships, and firms). In 2009, Katri completed her doctoral thesis on business network development. She has published several international and national articles in the research areas of business network management, collaboration, organizational knowledge, innovation management, and sustainability. ER - TY - JOUR T1 - Business, Innovation, and Knowledge Ecosystems: How They Differ and How to Survive and Thrive within Them JF - Technology Innovation Management Review Y1 - 2015 A1 - Katri Valkokari KW - business ecosystem KW - communities KW - conceptual paper KW - ecosystem KW - innovation ecosystem KW - knowledge ecosystem KW - logic of action KW - man-made ecosystem KW - platforms AB - In management studies, the ecosystem metaphor is often utilized without clear definition and, thereby, several partially overlapping concepts such as industrial, business, service, innovation, and knowledge ecosystems have been introduced. The purpose of this conceptual article is to go beyond the confusion to define what is meant by different concepts regarding an ecosystem and especially describe the relationships between the three different ecosystem types: business, innovation, and knowledge ecosystems. The article contributes to the literature by describing how the ecosystem types differ in terms of their outcomes, interactions, logic of action, and actor roles. The results show that the three ecosystem types are interconnected from the viewpoint of the ecosystem actor. For practitioners, the article sheds more light on how the rules of the game (i.e., the logic of action) differ in the different types of ecosystems and demonstrates that different models are needed in order to operate in different ecosystems. PB - Talent First Network CY - Ottawa VL - 5 UR - http://timreview.ca/article/919 IS - 8 U1 - VTT (Technical Research Centre of Finland) Katri Valkokari works as a Principal Scientist at VTT (Technical Research Centre of Finland) in the Business Ecosystems, Value Chains and Foresight research area. Over the past 15 years, she has carried out several development projects concerning different networked business arrangements (ecosystems, networks, partnerships, and firms). In 2009, Katri completed her doctoral thesis on business network development. She has published several international and national articles in the research areas of business network management, collaboration, organizational knowledge, and innovation management. ER - TY - JOUR T1 - Q&A. In the Innovation Game, Why Do So Many Companies Stay on the Sidelines? JF - Technology Innovation Management Review Y1 - 2015 A1 - Katri Valkokari KW - co-creation KW - co-innovation KW - collaboration KW - innovation KW - lead users KW - Open innovation KW - open source PB - Talent First Network CY - Ottawa VL - 5 UR - http://timreview.ca/article/944 IS - 11 U1 - VTT (Technical Research Centre of Finland) Katri Valkokari works as a Principal Scientist at VTT (Technical Research Centre of Finland) in the Business Ecosystems, Value Chains and Foresight research area. Over the past 15 years, she has carried out several development projects concerning different networked business arrangements (ecosystems, networks, partnerships, and firms). In 2009, Katri completed her doctoral thesis on business network development. She has published several international and national articles in the research areas of business network management, collaboration, organizational knowledge, and innovation management. ER - TY - JOUR T1 - Renewal Through Co-Creation in Business Networks JF - Open Source Business Resource Y1 - 2011 A1 - Raimo Hyötyläinen A1 - Katri Valkokari A1 - Petri Kalliokoski AB - This article presents four models of business renewal within networks based on a theoretical framework developed from earlier literature. According to the typical dimensions of business development, our framework distinguishes between the exploitation of present knowledge for efficiency and the exploration of new knowledge for new business development. Furthermore, the two network development and governance types (i.e., hub-spoke and multiplex) form the other dimension of the framework. The framework was empirically tested with five case companies and their business networks. The framework of network models may help managers to structure the business network and its renewal based on the strategic targets of a firm. Furthermore, the theoretical contribution of the paper deepens the understanding of how co-creation and interaction between the participants differ according to business focus and complexity of networks. PB - Talent First Network CY - Ottawa UR - http://timreview.ca/article/426 IS - March 2011 U1 - VTT (Technical Research Centre of Finland) Dr. Raimo Hyötyläinen holds the position of Research Professor at VTT (Technical Research Centre of Finland) and his research theme is strategy and foresight in the manufacturing industry. He graduated in Industrial Management from Helsinki University of Technology and holds an M.Sc (Pol.Sc.) degree in sociology, economics, and economic and social history from Helsinki University. Raimo has researched hundreds of manufacturing companies since the beginning of 1985, when he came to VTT. U2 - VTT (Technical Research Centre of Finland) Dr. Katri Valkokari is a Senior Research Scientist and team manager at VTT (Technical Research Centre of Finland) in the Value Network Development research team. She has executed several development projects concerning strategic SME business networks. Katri recently completed her doctoral thesis on business network development. She has published several international and national articles in the research areas of strategic business networks, collaboration, organizational knowledge, and innovation management. U3 - VTT (Technical Research Centre of Finland) Mr. Petri Kalliokoski, M.Sc. (Tech.), holds the position of Senior Vice President of Strategy and Business Development at VTT (Technical Research Centre of Finland). He is responsible for VTT's strategy and business development activities and acts as a chairman of the strategic research steering group on business and innovation management. Petri has worked as a project director and researcher in several large international research and design projects. In addition, he has carried out consulting assignments in the area of business strategies and organizational development. His current research interests include innovation management, industrial services business development, and management of enterprise networks. He is also a board member in several companies. ER -