%0 Journal Article %J Technology Innovation Management Review %D 2020 %T Editorial: Insights (January 2020) %A Stoyan Tanev %A Gregory Sandstrom %K AI %K artificial intelligence %K B2B sales %K big data %K business-to-business sales %K data-based value %K digital solutions %K ecosystem %K ecosystems %K Ethics %K Gujarat State %K Indian IT industry %K innovation %K IT clusters %K Knowledge Innovation clusters %K Networks Analysis %K regional development %K Roboethics %K Smart robot %K strategy %K Systematic literature review %K technology %K value capture %K value creation %K value sales %B Technology Innovation Management Review %I Talent First Network %C Ottawa %V 10 %P 3-4 %8 01/2020 %G eng %U timreview.ca/article/1298 %N 1 %1 Technology Innovation Management Review Stoyan Tanev, PhD, MSc, MEng, MA, is Associate Professor of Technology Entrepreneurship and Innovation Management associated with the Technology Innovation Management (TIM) Program, Sprott School of Business, Carleton University, Ottawa, ON, Canada. Before re-joining Carleton University, Dr. Tanev was part of the Innovation and Design Engineering Section, Faculty of Engineering, University of Southern Denmark (SDU), Odense, Denmark. Dr. Tanev has a multidisciplinary background including MSc in Physics (Sofia University, Bulgaria), PhD in Physics (1995, University Pierre and Marie Curie, Paris, France, co-awarded by Sofia University, Bulgaria), MEng in Technology Management (2005, Carleton University, Ottawa, Canada), MA in Orthodox Theology (2009, University of Sherbrooke, Montreal Campus, QC, Canada) and PhD in Theology (2012, Sofia University, Bulgaria). Dr. Stoyan Tanev has published multiple articles in several research domains. His current research interests are in the fields of technology entrepreneurship and innovation management, design principles and growth modes of global technology start-ups, business analytics, topic modeling and text mining. He has also an interest in interdisciplinary issues on the interface of the natural and social sciences. %2 Technology Innovation Management Review Gregory Sandstrom is Managing Editor of the Technology Innovation Management Review. Former Associate Professor of Mass Media and Communications at the European Humanities University and Affiliated Associate Professor at the Social Innovations Laboratory, Mykolas Romeris University in Vilnius, Lithuania. PhD from St. Petersburg State University and the Sociological Institute of the Russian Academy of Sciences, sector on Sociology of Science. Postdoctoral Research Fellow at the Lithuanian Science Council and Autonomous National University of Mexico's Institute for Applied Mathematics and Systems. Promoter and builder of blockchain distributed ledger technology systems and digital extension services. %& 3 %R http://doi.org/10.22215/timreview/1298 %0 Journal Article %J Technology Innovation Management Review %D 2020 %T Selling Data-Based Value in Business-to-Business Markets %A Tuija Rantala %A Tiina Apilo %A Katariina Palomäki %A Katri Valkokari %K B2B sales %K big data %K business-to-business sales %K data-based value %K digital solutions %K value sales %X 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. %B Technology Innovation Management Review %I Talent First Network %C Ottawa %V 10 %P 45-53 %8 01/2020 %G eng %U timreview.ca/article/1313 %N 1 %1 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. %2 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. %3 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. %4 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. %& 45 %R http://doi.org/10.22215/timreview/1313