The Center for Industrial Sales Excellence (CISE) is a Tampere University initiative focused on advancing research, education, and industry collaboration in industrial sales.
CISE addresses a key challenge in technology-intensive industries: many companies have strong technical expertise, but their ability to convert complex solutions, investment products, and technology services into commercial success often needs further development.
The group brings together researchers, students, and industry partners to build knowledge and capabilities in areas such as value-based selling, customer value communication, sales processes, commercialization of technology services, lifecycle-oriented business models, and business network interaction.
CISE operates as a collaborative platform rather than a traditional research group. Its aim is to strengthen both academic understanding and practical competence in industrial sales, with a particular focus on international, project-based, and manufacturing business environments.
Research focus and goals
The Center for Industrial Sales Excellence (CISE) focuses on industrial sales, commercialization, and customer value in technology-intensive business environments. Its research addresses the sales of complex industrial solutions, investment products, and technology services, particularly in project-based and international business contexts.
CISE aims to produce high-quality, industry-driven research that supports companies in strengthening their commercial capabilities. The research focuses on topics such as value-based selling, customer value measurement and communication, lifecycle-oriented business models, sales processes in manufacturing industries, digitalization in industrial sales, and the development of sales organization maturity.
The goal of CISE is to connect academic research with real industrial challenges. By working closely with industry partners, CISE seeks to develop new knowledge, practical tools, and research-based approaches that help firms translate technical expertise into stronger commercial success.
Impact
The Center for Industrial Sales Excellence (CISE) aims to strengthen the role, capability, and recognition of industrial sales in technology-intensive business.
CISE supports companies in improving their ability to commercialize complex industrial solutions, investment products, and technology services, especially in international and project-based environments. By connecting research, teaching, and industry collaboration, CISE helps firms turn technical expertise into stronger commercial success.
The initiative also contributes to higher education by developing teaching in industrial sales and commercialization. Its broader impact is to build stronger industrial sales competence among students, researchers, and companies, while supporting the competitiveness of Finnish technology industries.
