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Enhance the return from your subscribers with Revenue Maximisation
The telecoms sector continues to evolve: changing industry dynamics and commercial models and challenging economic conditions offset opportunities for growth and innovation. In such an environment, cost reductions contribute to maintaining the short-term financial health of your organisation - leaving you ready to embrace new markets and products when they emerge.
BT's Revenue Maximisation solutions can help you identify and reduce revenue leakage and maximise the return from your subscriber base. In the long term, these solutions can help you to improve your base line.
Leakage: the scale of the problem
A survey in 2007 by Analysys, Operator Attitudes to Revenue Management 2007, found that global revenue leakage for fixed and mobile operators had increased every year since 2004 - in 2007, it amounted to 13.6 per cent of turnover. The figure below shows the percentages of revenue lost as a result of a range of causes.
Figure: Causes of lost revenue
The increase in leakage is driven mainly by fraud (internal, external and by other operators), while other causes of revenue loss - for example, relating to credit management, incomplete or incorrect usage data, or errors in pricing, charging and/or invoicing - have remained steady (but significant).
Revenue Maximisation: the solution
BT's Revenue Maximisation solutions leverage BT's extensive understanding of revenue leakage among fixed and mobile operators. The solutions help you prevent leakage in the end-to-end process, both usage and subscription, through:
- Fraud prevention
- Revenue assurance
- Assuring interconnect revenues
- Managing credit risk
- Interparty management
BT tailors each Revenue Maximisation solution to the operator’s specific requirements. This ensures that you focus on the areas where you stand to gain the most benefit.
A centralised operational infrastructure enables you to monitor, control and assure the integrity of your revenue chain. Revenue Maximisation solutions also help you recover revenue that would otherwise be lost.
BT experience
BT has more than 20 years' experience in revenue maximisation. With its partner Subex, BT can reduce your revenue leakage and achieve a significant return on investment, ranging from 40 to 800 per cent. Industry analysis reveals that you can potentially recover as much as 30 per cent of the ‘leaking’ revenue.
Half of the world's top 72 operators successfully use Subex solutions, and there are more than 300 installations across 70 countries.
For example, a major telecoms operator with over half a million subscribers had inadequate processes and controls to deal with fraud in the network. Subscribers were gaining repeated entry into the network with different identities, thus bleeding the company of revenue. Some customers also had multiple connections and unpaid bills on earlier connections. The revenue maximisation solution identified the causes of most of the losses - internal fraud, configuration errors in the network elements and operational errors - so that the company could take appropriate action.
BT has benefited by deploying the solutions to manage its own revenue chain. The solutions that BT uses helped to recover over £6 billion of revenue in the first year and to stop further leakage.
The approach
The Revenue Maximisation methodology includes the following phases:- Data gathering
- Environment preparation
- Configuration and development
- Solution testing
- End user and system administrator training
- User acceptance testing
BT provides comprehensive helpdesk support and dedicated relationship managers to enable a swift resolution of any issues, so that you obtain maximum benefit from your solution.
Find out more
BT's Revenue Maximisation solutions are applicable to any network type - fixed or mobile, 21st century or otherwise.
For further information about how Revenue Maximisation solutions may help you to reduce revenue leakage, please contact your account manager and/or see our website.
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