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Revenue Assurance Industry Update - Webinar by Dr. Gadi Solotorevsky, cVidya's CTO

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The Revenue Assurance arena is going through significant changes. To learn more, see this webinar presentation by Dr. Gadi Solotorevsky, cVidya’s CTO and Chair of the Revenue Assurance Modeling Team of the TM Forum. Find out more about those changes, the reasons behind them, and how they come into play in the daily activities of Revenue Assurance departments.

For more information on revenue assurance: http://www.cvidya.com/

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Revenue Assurance Industry Update - Webinar by Dr. Gadi Solotorevsky, cVidya's CTO

  1. 1. BUSINESS PROTECTION © 2014 – PROPRIETARY AND CONFIDENTIAL INFORMATION OF CVIDYA Revenue Assurance Industry Update Webinar, December, 2014 Dr. Gadi Solotorevsky CTO – cVidya Networks Ambassador, Distinguished Fellow and RA Team Leader – TM Forum
  2. 2. 2 What's New  Statistics & Surveys  RA best practices  New Businesses Models
  3. 3. 3 What do you estimate your revenue and fraud leakage to be? Source: Global revenue assurance survey 2013, E&Y
  4. 4. 4 Leakage as a Percentage of Revenue Source: KMPG Global Revenue Assurance Survey, 2012, 101 respondents Source, TM Forum, Revenue Assurance Survey 2012
  5. 5. 5 TM Forum Revenue Assurance KPI Study - 2011 98% 2% Detected Leakage % of revenues Revenues Leakage detected 31% 69% Recovered % Recovered Unrecovered 43% 57% Recoverable and Unrecoverable % of un-recovered revenues Recoverable Unrecoverable
  6. 6. 6 Percentage of Leakage Recovered Source: Global revenue assurance survey 2013, E&Y
  7. 7. 7 The RA Department Source, TM Forum, Revenue Assurance Survey 2013
  8. 8. 8 FTE in the RA Department Source, TM Forum, Revenue Assurance Survey 2013
  9. 9. 9 Main objective of RA functions Source: KMPG Global Revenue Assurance Survey, 2012, 89 respondents
  10. 10. 10 RA Activity Distribution Source, TM Forum, Revenue Assurance Survey 2012
  11. 11. 11 RA Involvement in Change Processes
  12. 12. 12 Use of Best Practices1 Use of RA Best Practices Documents by TM Forum Members 20 Respondents, 180 Indications less 38 N/A = 142 13% 19% 19% 19% 25% 27% 33% 44% 38% 44% 50% 38% 33% 47% 63% 56% 44% 44% 38% 31% 38% 40% 20% 6% 6% 31% 38% (16) (16) (16) (16) (16) (16) (16) (15) (15) 0% 100% GB941-B (RAMM) GB941 Guidebook TR131 GB941-E [1] GB941-D GB941-A (RASK) GB941-E [3] GB941-E [2] GB941-C RFX Not familiar with it and not using it Familiar with it but not using it Familiar with it and using it 1: Source, TM Forum, Revenue Assurance Survey 2012
  13. 13. 13 TM Forum RA Best Practices
  14. 14. 14 RA Maturity Model (RAMM) Use of RA Best Practices Documents by TM Forum Members 20 Respondents, 180 Indications less 38 N/A = 142 13% 19% 19% 19% 25% 27% 33% 44% 38% 44% 50% 38% 33% 47% 63% 56% 44% 44% 38% 31% 38% 40% 20% 6% 6% 31% 38% (16) (16) (16) (16) (16) (16) (16) (15) (15) 0% 100% GB941-B (RAMM) GB941 Guidebook TR131 GB941-E [1] GB941-D GB941-A (RASK) GB941-E [3] GB941-E [2] GB941-C RFX Not familiar with it and not using it Familiar with it but not using it Familiar with it and using it  Widely used by the industry  A blueprint to improve RA operations  Internal and external benchmarking  Based on Capability Maturity Model (CMM) principles
  15. 15. 15 Revenue Assurance Maturity Model Organization Process Measurement Technology RA strategy RA objectives, goals & incentives Organizational fit Sponsorship, ownership, accountability and responsibility of RA Skill set of RA team Business knowledge Relationship with other departments Staffing levels Communications RA planning & review Use of risk management techniques Change management involvement & sign-off In-life product reviews Operation of primary controls Operation of secondary controls Investigation of discrepancies Correction of identified issues RA reporting Adoption & sharing of industry best practice Measurement framework RA control structure Risk mitigation RA control coverage & data quality Leakage & benefits RA control efficiency RA control effectiveness RA productivity metrics Unmeasured leakage Technology strategy Technology acquisition Functionality of RA toolset Access to information Data analysis Use of RA technology Ease of use Degree of automation Revenue coverage Supplier management Provides a method to assess the maturity of business activities that should deliver revenue assurance objectives based on a quantitative maturity model Maturity Model Assessment Areas:
  16. 16. 16 The TM Forum RAMM2
  17. 17. 17 The TM Forum RAMM2
  18. 18. 18 TM Forum - Revenue Assurance Metrics Data Quality Revenue Leakage RA Process Effectiveness Percentage of validated data Percentage of customer bills adjusted in a bill cycle Percentage of the recovered revenue value Percentage of customers included to reconciliation Percentage of Unbilled and Underbilled Revenue over Total Revenue Quantitative description of the recovered revenue value Percentage of misaligned data records Value of Unbilled and Underbilled Revenue over Total Revenue Quantitative description of the recoverable revenue value Percentage of misaligned customers Percentage of Billable xDRs suspended or errored/Total xDRs Percentage of the recoverable revenue value Ratio of Billing xDRs Records to Network xDRs Records Quantitative description of the average time for recovery of revenue Percentage of errors on Fulfillment orders Percentage of xDRs successfully recovered, processed and billed after recycling over Total xDRs Quantitative description of the cost of assets that were unused or stranded Percentage of Recovered and Recoverable Customer Revenue over Total Revenue Percentage of Verified and Accepted 3rd Party Settlement Reports over Total S/P Settlement Reports Quantitative description of the unfilled error fixes orders
  19. 19. 19 Revenue Assurance Metrics, 2015 planned changes Data Quality Revenue Leakage RA Process Effectiveness Percentage of validated data Percentage of customer bills adjusted in a bill cycle Percentage of the recovered revenue value Percentage of customers included to reconciliation Percentage of Unbilled and Underbilled Revenue over Total Revenue Quantitative description of the recovered revenue value Percentage of misaligned data records Value of Unbilled and Underbilled Revenue over Total Revenue Quantitative description of the recoverable revenue value Percentage of misaligned customers Percentage of Billable xDRs suspended or errored/Total xDRs Percentage of the recoverable revenue value Ratio of Billing xDRs Records to Network xDRs Records Quantitative description of the average time for recovery of revenue Percentage of errors on Fulfillment orders Percentage of xDRs successfully recovered, processed and billed after recycling over Total xDRs Quantitative description of the cost of assets that were unused or stranded Percentage of Recovered and Recoverable Customer Revenue over Total Revenue Percentage of Verified and Accepted 3rd Party Settlement Reports over Total S/P Settlement Reports Quantitative description of the unfilled error fixes orders
  20. 20. 20 Revenue Assurance Metrics, 2015 planned changes Cost Assurance Maturity and Risk Percentage of over payments to 3rd parties Maturity of Revenue Assurance operations as defined in GB941-B V.2. Percentage of over payments of commissions and incentives Change in the Maturity of Revenue Assurance operations Percentage of discounts, goodwill credits, adjustments RA residual risk level as defined in GB941-E Percentage of unjustified discounts, goodwill credits, adjustments value Risk reduction following RA controls as defined in GB941-E RA coverage as defined in GB941-E
  21. 21. 21 TM Forum - Big Data Analytics Catalyst 1. Harnessing the power of Big Data Analytics to improve customer experience and achieve business growth 2. Defining and implementing a new and innovative concept for a unified Analytics Big Data Repository (ABDR) 3. ABDR supporting multiple big data use cases and commercial data analytics systems, while avoiding data replications
  22. 22. 22 TM Forum - Analytics Big Data Repository (ABDR)  A new and innovative concept!  A unified layer that can supports multiple use-case and multiple analytics systems  Key Benefits: − Avoiding data replications − Saving in ETL costs/time − Savings in hardware (storage & processing power) − Faster time to implement new use-cases
  23. 23. 23 Future trends Revenue Assurance Area or Problem Space Traditional Focus Future Trend Mobile Billing Sophistication Relatively simple bills with bundled services to verify rating and usage. Complex mobile data plans with usage limits, shared family plans. Onus moves to optmize prices for specific lifestyle plans Charging Complexity Prepaid and charging require an inordinate amount of revenue assurance due to multiple platforms on the backend. Market adopts centrally managed, but distributed charging systems. Hybrid model allows postpaid subs to pay for certain content/services on the fly. Targeted Areas of Process Improvement Order-to-Provision & Bill-to-Cash End-to-end processes that assure the customer experience in niches the business chooses to be excellent in Customers to Assure Consumers and Small Business (single account) VIPs across Enterprise, Consumer and Partner Markets (including group and hierarchical accounts) RA Maturity Dimensions 1) Data Completeness & Accuracy 2) Rating Excellence 3) Margin Analysis 4) Cash Flow /Dispute Management 5) VIP Customer Synchronization Enterprise billing RA departments play limited role in enterprise business due to complexity of custom contracts and subaccount hierarchies Expanding enterprise portfolio in wireless, cloud and IT outsourcing will require assurance monitoring, particularly to mid-sized enterprises. Source, TRI, The Telecom Analytics & Big Data Solutions Market, 2014
  24. 24. 24  Business models and products are changing − Flat rates − LTE − Family plans − Sponsored data − Privileged data (?) − QoS on demand − Data exchange − M2M / IoT How does it affect RA? RA and New Business Models
  25. 25. 25 France – will LTE remain premium?
  26. 26. 26 Sponsored Data Source: http://www.att.com/gen/press-room?pid=25183&cdvn=news&newsarticleid=37366&mapcode=
  27. 27. 27 Data Exchange Source: http://www.telecomasia.net/content/china-mobile-hk-opens-data-exchange-platform
  28. 28. 28 Verizon “Share Everything” Data Plan 12/2013 Source: http://www.verizonwireless.com/b2c/plan-information/?page=share-everything
  29. 29. 29 Questions? Gadi@cVidya.com
  30. 30. THANK YOU! www.cvidya.com

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