Holistic Approach to Market Segmentation of Industrial Smart Services: What Is the True Value of Data?

Luis Prato

doi:10.4324/9781003226192-17

Holistic Approach to Market Segmentation of Industrial Smart Services: What Is the True Value of Data?

Luis Prato^*

^*Corresponding author for this work

Department of Technology and Operations Management

Research output: Chapter/Conference proceeding › Chapter › Academic

Abstract

This chapter presents an approach to segment industrial markets for smart services. It argues that the value of smart services depends not only on the digital maturity of organizations but also on the degree of buyer–supplier interdependencies and flexibility to make sense of data that has already been collected and processed. It concludes by discussing performance-based pricing mechanisms.

Original language	English
Title of host publication	Digital Pricing Strategy
Subtitle of host publication	Capturing Value from Digital Innovations
Publisher	Taylor and Francis AS
Pages	159-172
Number of pages	14
ISBN (Electronic)	9781000892819
ISBN (Print)	9781032127712
DOIs	https://doi.org/10.4324/9781003226192-17
Publication status	Published - 27 Jun 2023

Bibliographical note

Publisher Copyright:
© 2023 selection and editorial matter, Stephan M. Liozu and Andreas Hinterhuber; individual chapters, the contributors. All rights reserved.

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Holistic Approach to Market Segmentation of Industrial Smart Services: What Is the True Value of Data?

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