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Home > Business/Finance > Diversified Services > Accounting & Finance
Revenue Assurance - Identifying Leakage & Implementing Solutions
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Executive Summary
1. Introduction
2. Evaluate Current Market Position
3. Identify and Quantify Leakages
4. Identify and Select Solutions
5. Implement Solutions
6. Monitor and Control
7. Critical Success Factors
8. Case Studies
9. Forecasts and RA Profitability
10. Appendices
List of Figures
List of Tables
List of Forecasts
Mobile Subscribers
Revenue Loss Figures
Mobile Data Revenues
Revenue Assurance Market
Glossary
Executive Summary
1. INTRODUCTION
1.1 What is Revenue Assurance?
1.1.1 Defining RA
1.1.2 Where do Revenue Leakages Occur?
Figure 1: Revenue Assurance Value Chain
1.2 Why is RA becoming increasingly Important?
1.3 Aim of the Report
1.3.1 Purpose
1.3.2 Analysis Framework
Figure 2: RA Framework
Figure 3: Elements of a RA Programme
1.3.3 Framework Elements
1.3.3.1 Evaluate Current Market Position
1.3.3.2 Identify and Quantify Leakages
1.3.3.3 Identify and Select Solutions
1.3.3.4 Implement Solutions
1.3.3.5 Monitor and Control
1.3.4 Benefits that Operators can Derive from our Holistic Framework
1.3.5 Report Structure
2. EVALUATE CURRENT MARKET POSITION
2.1 Introduction
Figure 4: The Environment
2.2 Macro Environment
Figure 5: Global Mobile Penetration
2.2.1 Analysing the Region of Operation
2.2.1.1 The US
2.2.1.2 Saturated Markets
2.2.1.3 Emerging Markets
2.3 Economic Cycle & Sector Analysis
2.3.1 Company Economic Cycle
2.3.2 National Economic Cycle
2.3.3 Sector Analysis
2.3.3.1 GSM/3G
2.3.3.2 MVNO
2.3.3.3 Incumbent
2.4 Resources and Capabilities
2.4.1 Infrastructure
2.4.2 Legacy Systems
2.4.3 Knowledge Base
2.4.4 Culture
2.4.5 Company's RA Experience
2.5 RA Positioning Rating Tool
Table 1: Rating Guidelines
Table 2: Typical Rating Benchmarks for Telco's in Different Markets
Figure 6: Typical Spider Chart for a US Telco
Figure 7: Typical Spider Chart for a Telco in a Saturated Market
Figure 8: Typical Spider Chart for a Telco in an Emerging Market
3. IDENTIFY AND QUANTIFY LEAKAGES
3.1 Revenue Leakages
3.1.1 High Level View of Leakages
3.1.1.1 Why do Leaks Occur?
3.1.1.2 Where do Leaks Occur?
3.1.2 Predicting Leakages
Figure 9: Importance of Key Elements of Revenue Loss
3.1.3 Traditional Leakage Areas
3.1.3.1 Fraud
3.1.3.2 Rating
3.1.3.3 Billing
3.1.3.4 Network Management
3.1.3.5 Data Loss
3.1.3.6 Roaming
3.1.3.7 New Product Development and New Service Roll Outs
3.1.4 New Leakage Areas
3.1.4.1 Operator to Operator Fraud
3.1.4.2 Third Party Solutions
3.1.4.3 Settlement
3.1.4.4 Quality of Service
3.1.4.5 Customer Retention
3.1.4.6 Optimised Call Routing
3.1.4.7 Marketing
3.1.4.8 IP Fraud
3.1.4.9 Bulk SMS
3.1.4.10 Premium Rate Calls
3.1.4.11 Mobile Content
3.1.4.12 Migration to New Technologies
Table 3: Leaks in 3G/2.5G Networks
3.1.4.13 Industry-wide Consolidation
3.1.4.14 IPv6
3.1.4.15 Convergence and Next Generation Networks
3.2 How to Track and Identify Key Leakages in the Company?
Figure 10: RA Value Chain and Key Drivers
3.2.1 Scorecard
Table 4: Scoring the Existing Leaks
Functions
Leakage Areas
Key Drivers
Relative Importance to Strategy
Figure 11: Prioritising Leakages
4. IDENTIFY AND SELECT SOLUTIONS
4.1 Introduction
Figure 12: RA Actions
4.2 RA Tools Available on the Market
4.2.1 Reporting Tools
4.2.2 Testing Tools
4.2.3 Analysis Tools
4.3 Identify Solutions
4.3.1 A Simple (Pen and Paper) Approach
4.3.2 Vendors
4.3.2.1 Criterion for Selecting the Right Software/Tool
4.3.2.2 Analysing the Key Services Offered by Vendors
4.3.2.3 Vendor Evaluation Criteria
4.3.2.4 Vendor Pricing Models
4.3.2.5 Vendor Profiles
Table 5: Vendors/Product Details
4.3.2.6 Juniper Research's Advice to Vendors
4.3.3 Consultants
Table 6: Areas of Expertise of Key RA Consultants
4.3.3.1 Accenture
4.3.3.2 Azure
4.3.3.3 IBM
4.3.3.4 WeDo Consulting: Case Study
Figure 13: WeDo Consulting's Approach to RA
Figure 14: Integrity Assurance Module
Figure 15: WeDo's Revenue Control Module
Figure 16: WeDo's Events Control Module
4.3.4 Outsourcing
4.3.4.1 Drivers and Inhibitors of Outsourcing
4.3.5 A Comparison Among Vendor/Consultant/ Outsourcing Options
4.4 New RA Tools Available on the Market
4.4.1 Billing
4.4.1.1 Usage-Based Billing
4.4.1.2 Billing Management
4.4.1.3 Billing System
4.4.2 Collection Mediation
4.4.3 Traffic Rating
4.4.4 Pricing Models
4.4.5 Electronic Bill Payment and Presentation
4.4.6 Billing Software
4.4.7 Rating Engine
4.4.8 Internet Billing Platform
4.5 Selecting Solutions
Figure 17: Impact of Cost vs. Revenue
Table 7: RA Issues, Solutions and Vendors
5. IMPLEMENT SOLUTIONS
5.1 Introduction
5.2 Define Clearly the Programme's Scope and Objectives
5.2.1 Scope
5.2.2 Objectives
5.3 Getting Top level Management Approval
5.3.1 Underline the Easy Wins
5.3.2 Emphasis on Bottom Line
5.3.3 Involve CFO
5.3.4 Demonstrate High Return on Investment (ROI)
5.3.5 Sarbanes-Oxley
5.4 First Cycle: Quick Wins and Low Hanging Fruits
5.5 Second Cycle: Medium to Long-term Leakages
5.6 Long-term RA Strategy
Figure 18: Time Frames for RA Programme
6. MONITOR AND CONTROL
6.1 Introduction
6.1.1 Regular Cleaning Cycle
Figure 19: RA Performance Scorecard
6.1.2 Conduct Internal Analysis
6.1.3 Day-to-Day Processes
7. CRITICAL SUCCESS FACTORS
7.1 Ensuring Success from RA Programme
7.1.1 Identifying the Key Strategies and Developing a Solid Business Case
7.1.1.1 Identifying the Key Strategic Objectives
7.1.1.2 Cost Benefit Analysis and Business Case Development
Figure 20: Cost Benefit Analysis
7.1.2 Senior Level Buy-in/Support
7.1.3 Set-Up Dedicated Internal RA Team
7.1.4 Allocating P&L Responsibility to RA Departments
7.1.5 Ensuring Disparate Functional Areas Work Together
7.1.6 Effective Communication Within and Outside the Organisation
7.1.7 Ensuring QoS
7.1.8 Setting-up Appropriate Time Frames for each Phase of the Programme
Figure 21: Time Frames for RA Programme
7.1.9 Training
7.1.10 Developing a Culture that Values RA
8. CASE STUDIES
8.1 KPN, Netherlands
Figure 22: Components in KPN's Network
8.1.1 Scope of Project
8.1.2 Project Deliverables
8.1.2.1 Technical Level
8.1.2.2 Application Level
8.1.2.3 Detect and Correct Level
8.1.2.4 Organisation and Process Level
8.1.2.5 Operational level
8.1.3 KPN's Approach to RA: A Three Phase Approach
Figure 23: KPN's Approach to RA
8.1.4 Critical Success Factors for KPN's RA Programme
8.2 Optimus, Portugal
8.2.1 Optimus' Revenue Leakages
8.2.2 The End-to-End Solution
Figure 24: Architecture of Optimus RA System
8.2.3 Ongoing Developments
8.2.4 Advice from Optimus' IT Billing & RA Manager
8.3 Western European Operator
8.4 Best Practice Case Studies
8.4.1 SMS Prepaid Top-Up
8.4.2 Subscriber Refunds
8.4.3 Interconnect Partnerships and Settlement Assurance
8.4.4 Business Requirements Acceptance Testing
9. FORECASTS AND RA PROFITABILITY
9.1 Maximising Profits and Revenues
9.1.1 Figures and Facts about Revenue Leakages
Figure 25: % Companies within Revenue Leakage Range
Table 8: Companies within Revenue Leakage Range
9.1.2 How Revenue Leakages Affect Operators?
Figure 26: Mobile Subscriber Growth Worldwide (m) (2005-2010)
Figure 27: Total Global Revenue Loss ($m) Forecast (2005-2010)
9.1.3 Is RA Worth it?
Figure 28: Global Revenue Loss (%) of Total Revenue (2002-2004)
Table 9: Global Revenue Loss (%) of Total Revenue (2002-2004)
9.1.4 Revenue Recovery Opportunity
Figure 29: Revenue Recovery Opportunities as Predicted by Key Players in RA Market
Table 10: Revenue Recovery Opportunities (%) as Predicted by Key Players in RA Market
Figure 30: Percentage of Revenue Recovered by Successive Projects
Figure 31: Revenue Recovery Illustrative by Project
9.1.5 Differences in Revenue Leakage by Region
Figure 32: % Revenue Loss of Total Revenue by Market (2005)
Figure 33: Average and Acceptable Loss
Table 11: Average and Acceptable Loss
9.1.6 Differences in Revenue Leakages by Operator Type
Figure 34: Acceptable Revenue Loss (%) by Operator Type
Table 12: Acceptable Revenue Loss (%) by Operator Type
Figure 35: Mobile and Average Operator Revenue Losses (%) (2002-2010)
Table 13: Global Mobile and Average Operator Revenue Losses (%) (2002-2010)
Figure 36: Global Mobile Data Revenues ($m) (2004-2010)
Table 14: Global Mobile Data Revenues ($m) (2004-2010)
Figure 37: Expected and Realised Global Data Revenues (2004-2010) ($m)
Table 15: Expected and Realised Global Data Revenues (2004-2010) ($m)
9.1.7 Forecasts
9.1.7.1 Global Market for RA
Figure 38: Potential RA Market Value ($m) for Vendors/Consultants (2004/2010)
Table 16: RA Market Opportunity for Vendors ($m) (2004/2010)
Figure 39: Global Market for RA and Mediation ($m) (2003-2010)
Table 17: Global Market for RA and Mediation ($m) (2003-2010)
Figure 40: Operator Approach to RA (2004/2008)
9.1.7.2 RA Market Segmentation by Region
Figure 41: RA Market Segmentation by Region (2005 and 2010)
Figure 42: RA Market Value by Region ($m) 2005-2010
Table 18: RA Market Value by Region ($m) 2005-2010
9.1.7.3 RA Market Segmentation by Operator Type
Figure 43: RA Market Segmentation by Operator Type ( %) (2005/2010)
9.1.7.4 Key Software for RA Initiatives
Figure 44: Global % Leakage caused at Various Points in Revenue Generation Value Chain (2005/2010)
Table 19: Global % Leakage caused at Various Points in Revenue Generation Value Chain (2005/2010)
Figure 45: CAGR for RA Solutions/Software (2005-2010)
9.1.7.5 Forecast of Change in Revenue Loss Elements
Table 20: Elements Affecting the Revenue Loss
Figure 46: Total Revenue Loss
Figure 47: Changes in Value of Elements Contributing to Revenue Loss/Plugging in US Market (2005-2010)
Table 21: Elements of Revenue Loss in the US Market (2005/2010)
Figure 48: Changes in Value of Elements Contributing to Revenue Loss/Plugging in Saturated Markets (2005-2010)
Table 22: Elements of Revenue Loss in Saturated Markets (2005/2010)
Table 23: Elements of Revenue Loss in Emerging Markets (2005/2010)
Figure 49: Changes in Value of Elements Contributing to Revenue Loss/Plugging for Emerging Markets (2005-2010)
Table 24: Average Market Revenue Loss (2005/2010)
9.2 Impact of Financials Over Time
9.2.1 Pay-back Period For RA Programme
Figure 50: Payback Evolution during an RA Programme
9.2.2 Return On Investments (ROI) From RA Programme
Table 25: Example (Effect on Bottom line through RA)
Figure 51: ROI from Traditional Approach to RA
Figure 52: ROI from Using Advanced RA Tools
9.2.3 Case Study: Tier 2 European Operator
Table 26: Programme Deliverables
Figure 53: Revenue Recovery Details
10. APPENDICES
Appendix 1: Companies Interviewed
Appendix 2: Web Addresses
LIST OF FORECASTS
Mobile Subscribers
Mobile Subscriber Growth Worldwide (m) (2005-2010)
Revenue Loss Figures
Total Global Revenue Loss ($m) Forecast (2005-2010)
Global Mobile and Average Operator Revenue Losses (%) (2002-2010)
Global % Leakage caused at Various Points in Revenue Generation Value Chain (2005/2010)
Changes in Value of Elements Contributing to Revenue Loss/Plugging in US Market (2005-2010)
Changes in Value of Elements Contributing to Revenue Loss/Plugging in Saturated Markets (2005-2010)
Changes in Value of Elements Contributing to Revenue Loss/Plugging for Emerging Markets (2005-2010)
Mobile Data Revenues
Global Mobile Data Revenues ($m) (2004-2010)
Expected and Realised Global Data Revenues (2004-2010) ($m)
Revenue Assurance Market
Potential RA Market Value ($m) for Vendors/Consultants (2004/2010)
Global Market for RA and Mediation ($m) (2003-2010)
Operator Approach to RA (2004/2008)
RA Market Segmentation by Region (2004 and 2010)
RA Market Value by Region ($m) 2005-2010
RA Market Segmentation by Operator Type (%) (2005/2010)
CAGR for RA Solutions/Software (2005-2010)
LIST OF TABLES
Table 1: Rating Guidelines
Table 2: Typical Rating Benchmarks for Telco's in Different Markets
Table 3: Leaks in 3G/2.5G Networks
Table 4: Scoring the Existing Leaks
Table 5: Vendors/Product Details
Table 6: Areas of Expertise of Key RA Consultants
Table 7: RA Issues, Solutions and Vendors
Table 8: Companies within Revenue Leakage Range
Table 9: Global Revenue Loss (%) of Total Revenue (2002-2004)
Table 10: Revenue Recovery Opportunities (%) as Predicted by Key Players in RA Market
Table 11: Average and Acceptable Loss
Table 12: Acceptable Revenue Loss (%) by Operator Type
Table 13: Global Mobile and Average Operator Revenue Losses (%) (2002-2010)
Table 14: Global Mobile Data Revenues ($m) (2004-2010)
Table 15: Expected and Realised Global Data Revenues (2004-2010) ($m)
Table 16: RA Market Opportunity for Vendors ($m) (2004/2010)
Table 17: Global Market for RA and Mediation ($m) (2003-2010)
Table 18: RA Market Value by Region ($m) 2005-2010
Table 19: Global % Leakage caused at Various Points in Revenue Generation Value Chain (2005/2010)
Table 20: Elements Affecting the Revenue Loss
Table 21: Elements of Revenue Loss in the US Market (2005/2010)
Table 22: Elements of Revenue Loss in Saturated Markets (2005/2010)
Table 23: Elements of Revenue Loss in Emerging Markets (2005/2010)
Table 24: Average Market Revenue Loss (2005/2010)
Table 25: Example (Effect on Bottom line through RA)
Table 26: Programme Deliverables
LIST OF FIGURES
Figure 1: Revenue Assurance Value Chain
Figure 2: RA Framework
Figure 3: Elements of a RA Programme
Figure 4: The Environment
Figure 5: Global Mobile Penetration
Figure 6: Typical Spider Chart for a US Telco
Figure 7: Typical Spider Chart for a Telco in a Saturated Market
Figure 8: Typical Spider Chart for a Telco in an Emerging Market
Figure 9: Importance of Key Elements of Revenue Loss
Figure 10: RA Value Chain and Key Drivers
Figure 11: Prioritising Leakages
Figure 12: RA Actions
Figure 13: WeDo Consulting's Approach to RA
Figure 14: Integrity Assurance Module
Figure 15: WeDo's Revenue Control Module
Figure 16: WeDo's Events Control Module
Figure 17: Impact of Cost vs. Revenue
Figure 18: Time Frames for RA Programme
Figure 19: RA Performance Scorecard
Figure 20: Cost Benefit Analysis
Figure 21: Time Frames for RA Programme
Figure 22: Components in KPN's Network
Figure 23: KPN's Approach to RA
Figure 24: Architecture of Optimus RA System
Figure 25: % Companies within Revenue Leakage Range
Figure 26: Mobile Subscriber Growth Worldwide (m) (2005-2010)
Figure 27: Total Global Revenue Loss ($m) Forecast (2005-2010)
Figure 28: Global Revenue Loss (%) of Total Revenue (2002-2004)
Figure 29: Revenue Recovery Opportunities as Predicted by Key Players in RA Market
Figure 30: Percentage of Revenue Recovered by Successive Projects
Figure 31: Revenue Recovery Illustrative by Project
Figure 32: % Revenue Loss of Total Revenue by Market (2005)
Figure 33: Average and Acceptable Loss
Figure 34: Acceptable Revenue Loss (%) by Operator Type
Figure 35: Mobile and Average Operator Revenue Losses (%) (2002-2010)
Figure 36: Global Mobile Data Revenues ($m) (2004-2010)
Figure 37: Expected and Realised Global Data Revenues (2004-2010) ($m)
Figure 38: Potential RA Market Value ($m) for Vendors/Consultants (2004/2010)
Figure 39: Global Market for RA and Mediation ($m) (2003-2010)
Figure 40: Operator Approach to RA (2004/2008)
Figure 41: RA Market Segmentation by Region (2005 and 2010)
Figure 42: RA Market Value by Region ($m) 2005-2010
Figure 43: RA Market Segmentation by Operator Type ( %) (2005/2010)
Figure 44: Global % Leakage caused at Various Points in Revenue Generation Value Chain (2005/2010)
Figure 45: CAGR for RA Solutions/Software (2005-2010)
Figure 46: Total Revenue Loss
Figure 47: Changes in Value of Elements Contributing to Revenue Loss/Plugging in US Market (2005-2010)
Figure 48: Changes in Value of Elements Contributing to Revenue Loss/Plugging in Saturated Markets (2005-2010)
Figure 49: Changes in Value of Elements Contributing to Revenue Loss/Plugging for Emerging Markets (2005-2010)
Figure 50: Payback Evolution during an RA Programme
Figure 51: ROI from Traditional Approach to RA
Figure 52: ROI from Using Advanced RA Tools
Figure 53: Revenue Recovery Details |
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