01178nas a2200445   4500008004100000022001400041245003900055210003600094260004200130300000800172490000700180653000700187653002800194653001400222653001300236653003100249653002100280653002200301653001400323653001500337653001100352653001800363653002300381653001500404653001600419653003400435653002200469653002500491653001500516653001600531653001300547653003300560653001500593653001800608653001900626653001600645100001800661700002300679856003000702       2020                        eng d  a1927-032100aEditorial: Insights (January 2020)0 aEditorial Insights January 2020  aOttawabTalent First Networkc01/2020  a3-40 v1010aAI10aartificial intelligence10aB2B sales10abig data10abusiness-to-business sales10adata-based value10adigital solutions10aecosystem10aecosystems10aEthics10aGujarat State10aIndian IT industry10ainnovation10aIT clusters10aKnowledge Innovation clusters10aNetworks Analysis10aregional development10aRoboethics10aSmart robot10astrategy10aSystematic literature review10atechnology10avalue capture10avalue creation10avalue sales1 aTanev, Stoyan1 aSandstrom, Gregory  utimreview.ca/article/129802028nas a2200253   4500008004100000022001400041245006100055210005800116260004200174300001000216490000700226520131200233653001401545653001301559653003101572653002101603653002201624653001601646100001901662700001701681700002501698700002101723856003001744       2020                        eng d  a1927-032100aSelling Data-Based Value in Business-to-Business Markets0 aSelling DataBased Value in BusinesstoBusiness Markets  aOttawabTalent First Networkc01/2020  a45-530 v103 aThe 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.10aB2B sales10abig data10abusiness-to-business sales10adata-based value10adigital solutions10avalue sales1 aRantala, Tuija1 aApilo, Tiina1 aPalomäki, Katariina1 aValkokari, Katri  utimreview.ca/article/1313