Sensor-based service enablers in engineering firms
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Service innovation has attracted the attention of several industries and researches. Progresses in information and communication technologies have provided the opportunities to create innovative service solutions. Sensor-based solution is one of the significant research areas in the service business that has gained considerable importance over the past decade. Previous researches which study the sensor-based service solutions usually do not cover multiple factors in different stages of the solution development and the opportunities in business to business (B2B) cooperation. Therefore, this research concentrates on sensor-based service enablers in B2B cooperation, particularly in the engineering firms. The goal is increased understanding on companies’ use of sensor-based solutions in enabling new service business. The research methodology was multiple case studies. Four engineering firms participated in this research. Semi-structured interviews were conducted, audio recorded and transcribed, and the data were content analyzed. A workshop was also held with case companies to discuss the results and verify the findings. The results of thesis showed that generating new turnover is the most important value driver of manufacturers and increasing the machine uptime is the main value driver of customers. The research explained the necessity of co-developing the solution with customers. The research studied opportunities in utilizing the collected data, especially for improving maintenance and product development. The importance of launch plan was another topic which showed that choosing the proper early adopters, involving sales people and informing them about all capacities and benefits of the new solution and providing after-sales support for customers can enhance the chance of success in commercializing the new solution. The thesis also studied how sensor-based solutions and the collected data enable the engineering firms to provide services efficiently.