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Managing Next Generation Revenues

Managing Next Generation Revenues. An Interconnect Case Study. Graham Carey, Portal and Csaba Hazay, Invitel. Agenda. Market Landscape Enterprise Solutions Lifestyle billing Interconn ect case study Pricing simulations. Service Provider Challenges. Customer Pressure

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Managing Next Generation Revenues

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  1. Managing Next Generation Revenues An Interconnect Case Study Graham Carey, Portal and Csaba Hazay, Invitel

  2. Agenda Market Landscape Enterprise Solutions Lifestyle billing Interconnect case study Pricing simulations PORTAL CONFIDENTIAL

  3. Service Provider Challenges Customer Pressure • Demand for new services • Personalized experience • Customer satisfaction Service Provider Internal Pressure • Operational complexity • Decreasing margins • Time to market • Industry Pressure • New entrants • Cross-border competition • Commoditization • Technical Pressure • Network Interoperability • Advanced hardwarecapabilities PORTAL CONFIDENTIAL

  4. Service Provider Business GoalsSummary Optimize Value of Customers • Attract and retain the right customers • Offer high-margin, high-value services • Maximize customer lifetime value • Optimise interconnect costs Service Provider Enable Business Agility • Introduce new services quickly and cost effectively • Real-time response to market pressures • Be prepared for the unexpected – future-proof your business • Maximize Profitability • Improve revenue assurance • Reduce total cost of ownership • Consolidate business processes and systems PORTAL CONFIDENTIAL

  5. CustomerManagement RevenueManagement FinancialManagement Generation Capture Collection Assurance Sales Force Automation Service Automation Marketing Manufacturing Financials HR Evolution of Enterprise Solutions Disparate applications across the enterprise have consolidated around three areas of management: Customers, Financials and Revenues PORTAL CONFIDENTIAL

  6. EnterpriseTransformation • Transition to a customer-focused business • Build a global reach • Integrated customer experience • Convergence of business systems • Need one view of customer • Optimize operational efficiencies • Consolidation of revenue management solutions • To maximize revenue, profitability and customer satisfaction, the market is evolving toward a unified approach to revenue management FinancialManagement CustomerManagement RevenueManagement PORTAL CONFIDENTIAL

  7. Service Provider Business Goals Optimize Value of Customers • Attract and retain the right customers • Offer high-margin, high-value services • Maximize customer lifetime value (CLV) • Optimise interconnect costs Service Provider Enable Business Agility • Introduce new services quickly and cost effectively • Real-time response to market pressures • Be prepared for the unexpected – future-proof your business • Maximize Profitability • Improve revenue assurance • Reduce total cost of ownership • Consolidate business processes and systems PORTAL CONFIDENTIAL

  8. Agenda Market Landscape Enterprise Solutions Lifestyle billing Interconnect case study Pricing simulations PORTAL CONFIDENTIAL

  9. Order taxi Find me nearestlive band Purchase meal Reserve tickets Scenario 1:converged voice and data services PORTAL CONFIDENTIAL

  10. Business Goals • Maximise • Revenues • Margins • Customer satisfaction • Grow • Customer base • Lifetime value • Deliver • Relevant services Know your customers ! PORTAL CONFIDENTIAL

  11. Dreamingof mobility < 6 16 - 25 56+ 7 – 15 25 - 55 Credit rich… time starved… Fixed allowance Cash rich… credit poor… highly mobile Disposable income… and a distributed family Lifetime value and lifestyle billing How do we keep our customersas their lifestyles evolve? PORTAL CONFIDENTIAL

  12. Agenda Market Landscape Enterprise Solutions Lifestyle billing Interconnect case study Pricing simulations PORTAL CONFIDENTIAL

  13. Invitel’s contribution PORTAL CONFIDENTIAL

  14. Agenda Market Landscape Enterprise Solutions Lifestyle billing Interconnect case study Pricing simulations PORTAL CONFIDENTIAL

  15. What else can we do? an example from today! • How do we know what is the right tariff for our subscribers? • One of our existing tariffs • One from our competitors • One of our new tariffs ? PORTAL CONFIDENTIAL

  16. Scenario - illustration: an example from today! • How do we know what is the most attractive tariff for our subscribers (or subscriber segments)? • One of our existing tariffs • One from our competitors • One of our new tariffs • Which tariffs would your subscribers move to if they had full knowledge of all the prices and options available from within your tariffs and those of your competitors? ? PORTAL CONFIDENTIAL

  17. Scenario: ARPU comparisons 60% better off with competitor Only 4% would be better off staying on current tariff! EXCEL GUI! PORTAL CONFIDENTIAL PORTAL CONFIDENTIAL

  18. Segmenting the Customer base • Targeting the right subscriber segment • Making multiple segments PORTAL CONFIDENTIAL

  19. Scenario 2: Avg margin & revenue per user Valuable customers Low value customers PORTAL CONFIDENTIAL

  20. Revenue Intelligence Use customer behaviour to analyse market, maximise Customer Lifetime Value (CLV), and optimise IC costs • Deliver value orientated view of each customer • Analyse Customer Behaviour • Propose tariff migrations, eg prepaid to postpaid • Calculate current & future CLV • Increase campaign efficiency PORTAL CONFIDENTIAL

  21. Summary: Customer Distribution Plots Margin $ • Lifetime and margin position for each customer • Identify ‘best’ and ‘worst’ subscribers • ‘Best’ contribute high margin with no risk of churn • Deliver targeted / segmented action plans Lifetime PORTAL CONFIDENTIAL

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