Empirically Grounded Development of a Maturity Model for AI in B2B Sales

This paper addresses the growing prominence of Artificial Intelligence in B2B software investing and the pressing need for effective AI implementation. Despite the immense potential, evidence shows that most AI initiatives fail. To bridge this gap, this study introduces a B2B sales AI maturity model, leveraging the structured framework of maturity models to help firms prepare for AI adoption. Drawing from the Design Science Research process, the study elaborates on the development of the maturity model through iterative stages, encompassing, for example, a literature review, expert interviews, and case studies. The goal is to enable firms to assess their AI implementation maturity and identify areas for enhancement to effectively integrate AI into their sales functions. The paper highlights the need for a robust framework tailored to AI in B2B sales and highlights the contributions and potential impact of the research on reshaping B2B sales practices in the AI era

STRATEGIC FACTORS ENABLING DIGITAL MATURITY: AN EXTENDED SURVEY

Over the last decade, new opportunities enabled by digital technologies have become the center of attention of companies. In fact, not only digital technologies transform businesses, but they also influence the way people interact and work. Organizations need to adapt to the rapid advances in the digital environment and shift their focus from digital transformation to digital maturity. However, it is still not clear which are the main strategic factors affecting the level of digital maturity of businesses. Based on a survey of 153 digital leaders, this study identifies key strategic factors of digital transformation and examines the relationship between them and digital maturity. Our results indicate that digital maturity is higher when a digital vision is shared by top management, where the vision is adequately communicated within the company, with employees requiring training in digital skills

Maturity Models in Industrial Internet: a Review

The introduction of assembly lines in industrial plants marked the beginning of the third industrial revolution. The support of information technology has enabled continuous progresses, up to the digitalisation of the processes. In this context, the further innovation characterised by the introduction of Cyber-Physical Systems and other enabling technologies has allowed the fourth industrial revolution. Proposed by the German government, Industry 4.0 appealed to both researchers and practitioners. Since the appearance of the term Industry 4.0, the linked-term Industrial Internet has been introduced to indicate the technology stack and knowledge management required by Industry 4.0. Industrial Internet makes a factory smart by applying advanced information and communication systems and future-oriented technologies, as well as new principles of knowledge management. Undeniably, such a system introduces greater complexity in terms of technologies, knowledge and socio-cultural aspects. Companies are often unprepared to deal with innovation issues, because they lack knowledge and competences and they are not culturally prepared for the relative novelties, but especially because they lack the necessary technological pre-requisites to develop the appropriate technology stack. From this perspective, different models of maturity have been developed, both in academic and technical environments, to support companies in understanding their position within the paradigm of the Industrial Internet. Starting from a quantitative review of the maturity models designed in the general literature, this article develops a qualitative review of the models applied in Industry 4.0, characterising all relevant models and proposing future perspectives to improve existing models and develop new ones

Do Procedure Models Actually Guide Maturity Model Design? A Citation Analysis

More than a decade ago, guidelines for the development of maturity models were proposed in the form of procedure models. In theory, such procedure models provide scholars with guidance, but does the scientific community actually use them according to their intended purpose. This paper conducts a citation analysis and identifies an impressive number of citations. However, it is noteworthy that the publications are mainly cited for other reasons, such as the components or the general purposes of maturity models. The analysis also provides indications that many maturity models are developed without using a procedure model. Despite the fact that methodological rigor is considered a crucial criterion for publishing articles, maturity model designers might have concerns about using domain-specific procedure models. Future studies should address the reasons for this reluctance

Modelos de maturidade : do CMM aos modelos para indústria 4.0

Diante do contexto da quarta revolução industrial, ou Indústria 4.0, novos conceitos são criados, tornando fábricas inteligentes e alterando a forma como os produtos são manufaturados e processos são planejados, agregando mais valor ao produto e ao cliente. Considerando o impacto das tecnologias emergentes sobre toda a cadeia produtiva, diversos modelos de maturidade, capabilidade ou prontidão surgem com o objetivo de avaliar em que ponto a organização se encontra e quais passos são necessários para a melhoria de seus processos. Com isso, este trabalho visa analisar a evolução dos modelos de maturidade nos últimos anos, através de uma revisão bibliométrica, desde o CMM até o modelo desenvolvido para Indústria 4.0 pela Acatech

Industry 4.0 Readiness Factor Calculation and Process Planning: State-of-the-Art Review

Process planning is confronting changes in terms of Industry 4.0. If the strategy and the investment plan are not defined properly, changes might cause loss. This emphasizes the importance of the readiness factor calculation. The factor expresses the current stage of development and enables the definition of a plan of action with respect to a goal. This paper gives a state-of-the-art preview of existing readiness factor calculation methods both within scientific and commercial approaches. Relation between the Industry 4.0, process planning and readiness factor calculation methods is examined and the scientific gap in the field is detected. This has enabled to create a framework of the new readiness factor calculation method, specialized for process planning in Industry 4.0

A digital business ecosystem maturity model for personal service firms

Personal services can be found in sectors such as education, retail, hospitality, and craftsmanship. As of today, personal service firms lack the know-how and experience on how to implement processes and practices to effectively build digital business ecosystems. This becomes an obstacle for these kinds of firms to overcome the challenges of todays digital age. Based on the guidelines of Design Science Research (DSR), we address this gap by proposing a maturity model, which offers specific guidance for this sector to be able to achieve the transition from analog to digital. The design of the model is grounded in a systematic literature review, semi-structured interviews, and a validation test involving company representatives from the field of personal services, business ecosystems, and digitalization. Results revealed a series of dimensions, capabilities, and maturity stages indicating an evolutionary path towards digital maturity for personal service firms. Thus, leading them to achieve a digital business ecosystem.Comment: This is a draft chapter. The final version is available in Handbook on Digital Business Ecosystems edited by Sabine Baumann, published in 2022, Edward Elgar Publishing Ltd https://doi.org/10.4337/9781839107191.0002