Multichannel in a complex world

The proliferation of devices and channels has brought new challenges to just about every organisation in delivering consistently good customer experiences and effectively joining up service provision with marketing activity, data and content. A good multichannel strategy and execution is increasingly becoming essential to marketers and customer experience professionals from every sector. This report seeks to identify the key issues, challenges and opportunities that surround multichannel and provide some best practice insight and principles on the elements that are key to multichannel success. As part of the research for this report, we spoke to six experienced customer experience and marketing practitioners from large organisations across different sectors. In Multichannel Marketing: Metrics and Methods for On and Offline Success, Akin Arikan (2008) said: ‘Because customers are multichannel beings and demand relevant, consistent experiences across all channels, businesses need to adopt a multichannel mind-set when listening to their customers.’ It was clear from the companies interviewed for this report that it remains challenging for many organisations to maintain consistency across so many customer touchpoints. Not only that, but the ability to balance consistency with the capability to fully exploit the unique attributes of each channel remains an aspiration for many. The proliferation of devices and digital channels has added complexity to customer journeys, making issues around the joining up of customer experience and the attribution of value of key importance to many. Whilst senior leaders within the organisations spoken to seem to be bought in to multichannel, this buy-in was not always replicated across the rest of the organisation and did not always translate into a cohesive multichannel strategy. A number of companies were undertaking work around customer journey mapping and customer segmentation, using a variety of passive and actively collected data in order to identify specific areas of poor customer experience and create action plans for improvement. Others were undertaking projects using sophisticated tracking and tagging technologies to develop an understanding of the value and role of specific channels and to provide better intelligence to the business on attribution that might be used to inform future investment decisions. A consistent barrier to improving customer experience is the ability to join up many different legacy systems and data in order to provide a single customer view and form the basis for delivery of a more consistent and cohesive multichannel approach. Whilst there remain significant challenges around multichannel, there are some useful technologies allowing businesses to develop better insight into customer motivation and activity. Nonetheless, delivery of seamless multichannel experience remains a work-inprogress for many

Business Case and Technology Analysis for 5G Low Latency Applications

A large number of new consumer and industrial applications are likely to change the classic operator's business models and provide a wide range of new markets to enter. This article analyses the most relevant 5G use cases that require ultra-low latency, from both technical and business perspectives. Low latency services pose challenging requirements to the network, and to fulfill them operators need to invest in costly changes in their network. In this sense, it is not clear whether such investments are going to be amortized with these new business models. In light of this, specific applications and requirements are described and the potential market benefits for operators are analysed. Conclusions show that operators have clear opportunities to add value and position themselves strongly with the increasing number of services to be provided by 5G.Comment: 18 pages, 5 figure

Exploring the benefits of integrating business model research within living lab projects

Business model and living lab research both have similar objectives – to maximize the probability of successful market introduction of innovative solutions – be it through different means. Yet, there are still only few studies or reports discussing both, with those studies that do touch the subject staying at a high level. iMinds Living Labs has gained a lot of experience in combined living lab and business model innovation projects and, rather than being competing approaches, our results have shown that these two research methodologies can be complementary, where the combined approach turns out to be more powerful than each individual approach used alone. The goal of this article is to promote the inclusion of business model research in a model of "a living lab as a service" (and vice versa) by explaining the benefits and by introducing a practical framework to implement such combined research tracks based on the experience at iMinds Living Labs over the past few years

The Digital Transformation of Automotive Businesses: THREE ARTEFACTS TO SUPPORT DIGITAL SERVICE PROVISION AND INNOVATION

Digitalisation and increasing competitive pressure drive original equipment manufacturers (OEMs) to switch their focus towards the provision of digital services and open-up towards increased collaboration and customer integration. This shift implies a significant transformational change from product to product-service providers, where OEMs realign themselves within strategic, business and procedural dimensions. Thus, OEMs must manage digital transformation (DT) processes in order to stay competitive and remain adaptable to changing customer demands. However, OEMs aspiring to become participants or leaders in their domain, struggle to initiate activities as there is a lack of applicable instruments that can guide and support them during this process. Compared to the practical importance of DT, empirical studies are not comprehensive. This study proposes three artefacts, validated within case companies that intend to support automotive OEMs in digital service provisioning. Artefact one, a layered conceptual model for a digital automotive ecosystem, was developed by means of 26 expert interviews. It can serve as a useful instrument for decision makers to strategically plan and outline digital ecosystems. Artefact two is a conceptual reference framework for automotive service systems. The artefact was developed based on an extensive literature review, and the mapping of the business model canvas to the service system domain. The artefact intends to assist OEMs in the efficient conception of digital services under consideration of relevant stakeholders and the necessary infrastructures. Finally, artefact three proposes a methodology by which to transform software readiness assessment processes to fit into the agile software development approach with consideration of the existing operational infrastructure. Overall, the findings contribute to the empirical body of knowledge about the digital transformation of manufacturing industries. The results suggest value creation for digital automotive services occurs in networks among interdependent stakeholders in which customers play an integral role during the services’ life-cycle. The findings further indicate the artefacts as being useful instruments, however, success is dependent on the integration and collaboration of all contributing departments.:Table of Contents Bibliographic Description II Acknowledgment III Table of Contents IV List of Figures VI List of Tables VII List of Abbreviations VIII 1 Introduction 1 1.1 Motivation and Problem Statement 1 1.2 Objective and Research Questions 6 1.3 Research Methodology 7 1.4 Contributions 10 1.5 Outline 12 2 Background 13 2.1 From Interdependent Value Creation to Digital Ecosystems 13 2.1.1 Digitalisation Drives Collaboration 13 2.1.2 Pursuing an Ecosystem Strategy 13 2.1.3 Research Gaps and Strategy Formulation Obstacles 20 2.2 From Products to Product-Service Solutions 22 2.2.1 Digital Service Fulfilment Requires Co-Creational Networks 22 2.2.2 Enhancing Business Models with Digital Services 28 2.2.3 Research Gaps and Service Conception Obstacles 30 2.3 From Linear Development to Continuous Innovation 32 2.3.1 Digital Innovation Demands Digital Transformation 32 2.3.2 Assessing Digital Products 36 2.3.3 Research Gaps and Implementation Obstacles 38 3 Artefact 1: Digital Automotive Ecosystems 41 3.1 Meta Data 41 3.2 Summary 42 3.3 Designing a Layered Conceptual Model of a Digital Ecosystem 45 4 Artefact 2: Conceptual Reference Framework 79 4.1 Meta Data 79 4.2 Summary 80 4.3 On the Move Towards Customer-Centric Automotive Business Models 83 5 Artefact 3: Agile Software Readiness Assessment Procedures 121 5.1 Meta Data 121 5.2 Meta Data 122 5.3 Summary 123 5.4 Adding Agility to Software Readiness Assessment Procedures 126 5.5 Continuous Software Readiness Assessments for Agile Development 147 6 Conclusion and Future Work 158 6.1 Contributions 158 6.1.1 Strategic Dimension: Artefact 1 158 6.1.2 Business Dimension: Artefact 2 159 6.1.3 Process Dimension: Artefact 3 161 6.1.4 Synthesis of Contributions 163 6.2 Implications 167 6.2.1 Scientific Implications 167 6.2.2 Managerial Implications 168 6.2.3 Intelligent Parking Service Example (ParkSpotHelp) 171 6.3 Concluding Remarks 174 6.3.1 Threats to Validity 174 6.3.2 Outlook and Future Research Recommendations 174 Appendix VII Bibliography XX Wissenschaftlicher Werdegang XXXVII Selbständigkeitserklärung XXXVII

Improving customer experience through utilization of the digital marketing ecosystem

The purpose of this study is to explore and identify those marketing activities in digital marketing ecosystems that have an effect on the customer experience. There is a research gap on how digital marketing ecosystems affect the customer experience in B2B context. The aim of this study is to create a framework that highlights the connections between functions of digital marketing ecosystem and improving of customer experience. These connections will be useful for marketers who decide on which marketing tools they need to invest in when they want to focus on customer experience. Digital marketing ecosystems were found to offer several business benefits. These benefits include elements such as marketing automation, improved collaboration between sales and marketing, reduced costs and increased efficiency and profits, and improved customer experience. The research purpose was explored with a qualitative research method. Expert interviews were conducted to gain insights of the digital marketing ecosystems and customer experience, and a connection between the phenomena was found. The ecosystem improves customer experience through building trust, helping with communication and improving the usability and interactivity. Thorough knowledge of the customer allows the company to properly target and personalize content for their customers automatically. This increases the relevance for the customer, which in turn improves their customer experience. Companies do realize the benefits and even the connection between digital marketing ecosystems and customer experience, but they were not able to fully capitalize on the systems just yet due to lack of organizational resources. The systems in the digital marketing ecosystems are capable of much more than what is currently done, and they will keep improving the effectiveness of marketing in the future. One of the shortcomings was the need for high volume of high quality content for proper targeting and lead nurturing

DIGITAL CO-CREATION Digitalization within Service Design : Transformation from analog thinking towards digital doing

The German automotive industry has accelerated its digital transformation as OEMs (Original Equipment Manufacturers) moving from car manufacturers towards becoming mobility providers, striving for new mobility solutions like offering Mobility as a Service (MaaS), Electric Vehicles (EVs) and Self-Driving-System (SDS). OEMs focus on expanding their core product-driven businesses to access service-orientated business models, the transformation from ownership towards shared mobility. Considering internal and external factors, this requires a new set of expertise, capabilities and an underlying approach to fulfill the demands in the complexity of human-centered development and front- and backstage alignment within the organization. At the same time, Service Design as a practice has risen in attraction by industry, being recognized and increasingly requested for its integration in the functions and divisions of the organization. The scale of Service Design in influence and impact has reached professional practice, making its way from a trendy buzzword to professional practice of turning complex problems collaboratively into tangible solutions. It is seen as a powerful opportunity for combining Business, Human-Centered Design and Engineering. Service Design establishes new ways of exploring business opportunities towards agile problem-solving but focuses on the ‘doing’ side towards further implementation. The contribution of this industrial-based doctoral thesis shall define how Service Design can be deployed and implemented in the field of organizational transformation and mobility development in the era of digital transformation (Digitalization). This research approach seeks to acquire new knowledge on how the Service Design practice can be applied and executed to be perceived as a practical approach to improve the enterprise’s processes and operating procedures and also provide a strategy to grow Service Design within the organization. This research has followed developing a pilot in a lean start-up approach of build, measure, learn with various business units and brands within the Volkswagen Group, this also implies that this research case study consisted of analyzing the Volkswagen Group needs for Service Design. The ‘10X-Service Design Lab’ (10X-SDL) has been designed as the framework of a combination of modular lab space, facilitation enhanced process, methodological driven tool box, operational model in alignment with a digital workflow and workspace striving for accelerated decision making. It is based on the hypothesis that the proposed framework enhances Service Design practice and, at the same time, it increases its attractiveness for business purposes. The 10X-SDL is designed to accelerate project development in a human-centered and holistic way by an open workspace platform lead by facilitators on which project developers, participants, and stakeholders can digitally co-create products, services, systems, and strategies. This research has been conducted as a case study within the Volkswagen Group from 2015 to 2019 in cooperation with the main partners of Service Innovation Corner (SINCO) of the University of Lapland and visual collaboration software company DEON

Design Dynamics. Navigating the new Complex Landscape of Omnichannel Fashion Retail

The fashion industry is entering the dynamic global competitive market, promoting various actions prioritising design, creativity, sustainability, and technological advancement as pivotal factors. At the same time, it is reimagining its business models to adapt to the changing landscape. The rise of pervasive connectivity, intuitive interfaces and innovative interaction channels has triggered a revolution in fashion retail, reshaping customer behaviour and expectations. The traditional retail framework has evolved into a fully interconnected omnichannel system. This transformation is characterised by the proliferation of physical and virtual channels and touch points and by the adoption of a more flexible and integrated approach. In this dynamic context, design plays a central role, possessing the ability to impart meaning to the production and distribution system. Design-led innovation represents an incremental form of innovation that injects a nuanced range of meaning into the marketplace, extending beyond tangible objects, including discourses, expressions, narratives, visual images, symbols, metaphors, and spaces. The book analyses the multifaceted nature of the fashion retail experience through the lens of the design discipline, aiming to contextualise the evolution of retail within increasingly complex processes, networks and interconnections, both theoretically and practically. The focus is on retail design, delving into the new skills required and the valuable tools needed to apply them in inherently multidisciplinary contexts. Ultimately, the aim is to navigate the intricate terrain of retail evolution and shed light on the evolving role of design in this multifaceted sector

Digital transformation and business model innovation : a multiple case study of retail chains in Germany

This thesis examines how the digital revolution has affected German grocery stores in particular and the country's retail sector as a whole. This study illuminates the connection between digital transformation and business model innovation in the retail industry using various qualitative research techniques, including expert interviews with Company A and Company B and a thorough literature analysis. The findings draw attention to the enabling elements, which include strong leadership commitment, successful change management, engagement with external partners, availability of resources and competencies, and a customer-centric emphasis. Legacy systems, talent shortages, poor IT infrastructure, and cultural barriers are a few of the reported difficulties. By evaluating these elements, the study offers valuable perceptions and suggestions for retail businesses seeking to negotiate the challenges and take advantage of the advantages of digital transformation and business model innovation. The study adds to the body of knowledge by providing actual data and case studies that deepen the comprehension of how business model innovation in the retail sector interacts with digital transformation. This thesis offers concrete solutions to improve operations and preserve competitiveness in the constantly changing consumer products industry. It is an invaluable resource for retail organizations looking to stimulate business model innovation and drive digital transformation.Esta tese analisa a forma como a revolução digital afectou as mercearias alemãs, em particular, e o sector retalhista do país como um todo. Este estudo ilustra a ligação entre a transformação digital e a inovação do modelo empresarial no sector do retalho, utilizando várias técnicas de investigação qualitativa, incluindo entrevistas a especialistas da Empresa A e da Empresa B e uma análise exaustiva da literatura. As conclusões chamam a atenção para os elementos facilitadores, que incluem um forte empenhamento da liderança, uma gestão da mudança bem sucedida, o envolvimento com parceiros externos, a disponibilidade de recursos e competências e uma ênfase centrada no cliente. Os sistemas herdados, a escassez de talentos, as deficientes infra-estruturas de TI e as barreiras culturais são algumas das dificuldades comunicadas. Ao avaliar estes elementos, o estudo oferece percepções e sugestões valiosas para as empresas de retalho que procuram enfrentar os desafios e tirar partido das vantagens da transformação digital e da inovação do modelo empresarial. O estudo contribui para o corpo de conhecimento ao fornecer dados reais e estudos de caso que aprofundam a compreensão de como a inovação do modelo de negócio no sector do retalho interage com a transformação digital. Esta tese oferece soluções concretas para melhorar as operações e preservar a competitividade na indústria de produtos de consumo em constante mudança. É um recurso inestimável para as organizações de retalho que procuram estimular a inovação do modelo empresarial e impulsionar a transformação digital

Service research priorities in a rapidly changing context

The context in which service is delivered and experienced has, in many respects, fundamentally changed. For instance, advances in technology, especially information technology, are leading to a proliferation of revolutionary services and changing how customers serve themselves before, during, and after purchase. To understand this changing landscape, the authors engaged in an international and interdisciplinary research effort to identify research priorities that have the potential to advance the service field and benefit customers, organizations, and society. The priority-setting process was informed by roundtable discussions with researchers affiliated with service research centers and networks located around the world and resulted in the following 12 service research priorities: • stimulating service innovation, • facilitating servitization, service infusion, and solutions, • understanding organization and employee issues relevant to successful service, • developing service networks and systems, • leveraging service design, • using big data to advance service, • understanding value creation, • enhancing the service experience, • improving well-being through transformative service, • measuring and optimizing service performance and impact, • understanding service in a global context, and • leveraging technology to advance service. For each priority, the authors identified important specific service topics and related research questions. Then, through an online survey, service researchers assessed the subtopics’ perceived importance and the service field’s extant knowledge about them. Although all the priorities and related topics were deemed important, the results show that topics related to transformative service and measuring and optimizing service performance are particularly important for advancing the service field along with big data, which had the largest gap between importance and current knowledge of the field. The authors present key challenges that should be addressed to move the field forward and conclude with a discussion of the need for additional interdisciplinary research