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Managing Next Generation Revenues
An Interconnect Case Study
Graham Carey, Portal
and
Csaba Hazay, Invitel
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PORTAL CONFIDENTIAL 2
Agenda
Market Landscape
Enterprise Solutions
Lifestyle billing
Interconnect case study
Pricing simulations
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PORTAL CONFIDENTIAL 3
Service Provider Challenges
Customer Pressure Demand for new services Personalized experience Customer satisfaction
Industry Pressure New entrants Cross-border competition Commoditization
Internal Pressure Operational complexity Decreasing margins Time to market
Technical Pressure Network Interoperability Advanced hardware
capabilities
ServiceProvider
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PORTAL CONFIDENTIAL 4
ServiceProvider
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
Maximize Profitability Improve revenue
assurance Reduce total cost of
ownership Consolidate business
processes and systems
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
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PORTAL CONFIDENTIAL 5
Evolution of Enterprise Solutions
CustomerManagement
Sales Force AutomationService Automation
Marketing
FinancialManagement
ManufacturingFinancials
HR
RevenueManagement
GenerationCapture
CollectionAssurance
Disparate applications across the enterprise have consolidated around three areas of management:
Customers, Financials and Revenues
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PORTAL CONFIDENTIAL 6
Enterprise Transformation
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
CustomerManagement
RevenueManagement
FinancialManagement
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PORTAL CONFIDENTIAL 7
ServiceProvider
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
Maximize Profitability Improve revenue
assurance Reduce total cost of
ownership Consolidate business
processes and systems
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
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PORTAL CONFIDENTIAL 8
Agenda
Market Landscape
Enterprise Solutions
Lifestyle billing
Interconnect case study
Pricing simulations
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PORTAL CONFIDENTIAL 9
Scenario 1:converged voice and data services
Reserve tickets
Find me nearestlive band
Order taxi
Purchase meal
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PORTAL CONFIDENTIAL 10
Maximise RevenuesMarginsCustomer satisfaction
Grow Customer baseLifetime value
DeliverRelevant services
Find me nearestlive band
Find me nearestlive band
Order taxiOrder taxi
Purchase mealPurchase mealReserve ticketsReserve tickets
Sacha & JadeSacha & Jade
Business Goals
Know your customers !
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PORTAL CONFIDENTIAL 11
Lifetime value and lifestyle billing
< 6
Dreamingof
mobility
How do we keep our customersas their lifestyles evolve?
16 - 25
Cash rich… credit poor… highly mobile
25 - 55
Credit rich… time starved…
56+
Disposable income… and a distributed family
7 – 15
Fixed allowance
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PORTAL CONFIDENTIAL 12
Agenda
Market Landscape
Enterprise Solutions
Lifestyle billing
Interconnect case study
Pricing simulations
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PORTAL CONFIDENTIAL 13
Invitel’s contribution
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PORTAL CONFIDENTIAL 14
Agenda
Market Landscape
Enterprise Solutions
Lifestyle billing
Interconnect case study
Pricing simulations
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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
?
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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?
?
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PORTAL CONFIDENTIAL 17
Scenario: ARPU comparisons
60% better off withcompetitor
Only 4% would be better off staying on
current tariff!
PORTAL CONFIDENTIAL
EXCEL GUI!
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PORTAL CONFIDENTIAL 18
Segmenting the Customer base
Targeting the right subscriber segment
Making multiple segments
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PORTAL CONFIDENTIAL 19
Scenario 2: Avg margin & revenue per user
MARGIN vs Revenuey = 0,5864x + 1,0012
R2 = 0,7448
-10,00 €
10,00 €
30,00 €
50,00 €
70,00 €
90,00 €
Revenue (€)
Mar
gin
(€
)
Valuable customers
Low value customers
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PORTAL CONFIDENTIAL 20
Revenue Intelligence
Deliver value orientated view of each customer
Analyse Customer Behaviour Propose tariff migrations, eg prepaid to postpaid Calculate current & future CLV Increase campaign efficiency
Use customer behaviour to analyse market, maximise Customer Lifetime Value (CLV), and optimise IC costs
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PORTAL CONFIDENTIAL 21
Summary: Customer Distribution Plots
$
Lifetime
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
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