Remote monitoring in industrial services: need-to-have instead of nice-to-have
Journal of Business & Industrial Marketing
ISSN: 0885-8624
Article publication date: 11 September 2018
Issue publication date: 4 October 2018
Abstract
Purpose
The purpose of this paper is to better understand the efficient use of remote monitoring systems (RMS) to create business value for industrial services in manufacturing firms. A business view to RMS is a key prerequisite for the successful application of the Internet of Things (IoT) in industrial services.
Design/methodology/approach
A qualitative multiple-case study was conducted in six engineering companies. The main source of data was semi-structured interviews with 16 managers.
Findings
The findings highlight the role of RMS in enabling manufacturing firms to collect data from customers to complement their limited knowledge about their customers. The study demonstrates the business value of using RMS in industrial services and the necessity of capturing the business value through advanced IT technologies.
Research limitations/implications
The qualitative research design and choice of six target companies limit the findings to business-to-business manufacturing firms. Further, the focus is on the manager’s viewpoint. The findings imply new business value through an efficient use of RMS to complement direct customer contact.
Practical implications
The study draws attention to the skilled use of advanced RMS and information and communication technology as a prerequisite for the successful application of the IoT in manufacturing firms that provide services for complex solutions and customers dispersed globally.
Originality/value
The research shows that using information collected through RMS is an important factor in creating business value in a manufacturing firm’s customer relationships. The study contributes by integrating RMS into the customer information collection process to increase the amount, validity and quality of data.
Keywords
Acknowledgements
This research has been conducted as pre-study for the Service Solutions for Fleet Management (S4Fleet) research programme funded by the Finnish Technology and Innovation Agency Tekes, companies and research institutes, and coordinated by DIMECC (Digital, Internet, Materials and Engineering Co-Creation). The authors gratefully acknowledge the support of the companies that participated in this study.
Citation
Momeni, K. and Martinsuo, M. (2018), "Remote monitoring in industrial services: need-to-have instead of nice-to-have", Journal of Business & Industrial Marketing, Vol. 33 No. 6, pp. 792-803. https://doi.org/10.1108/JBIM-10-2015-0187
Publisher
:Emerald Publishing Limited
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