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Tag Archives: digital

Digital Transformation: The Art of War!

Straight from the Board Room

15th Jan, 16:00 Hours: The Board Room at the Telco HQ

The silence is deafening, and the breathing heavy. Everyone is waiting with heavy anticipation. The top comes off the Mont Blanc, and the only sound is of the pen on the paper. The VP-Sales surreptitiously pulls out his iPhone, and drafts a text “Deal Done! Congrats…”. The finger is playing near the send button, with every passing second feeling like an eon.

The last dot underneath the signature is placed, and without missing a beat, the send button is pressed. The room is filled with a sense of relief, and the muted claps soon turn into backslaps and congratulations…The multi-million $ deal for Digital Transformation is now underway….

15th Jan, 22:05 Hours: The Conference Room at the Vendor HQ

1000s of miles away, the CEO phone beeps discretely. All the weary eyes turn towards the CEO. A faint smile emerges. With the “Yes” and the fist-pump, the room erupts. Years of arduous work has come to fruition. The clinking of the glasses, and the pops of champagne bottles could not drown the enthusiasm, and the spirit of the crowd.

The Chief Marketing Manager sneaks out, to work the PR lines. Minutes left before the item makes into tomorrows’ news.

16th Jan, 06:00 Hours: Leading Media Publications

“Vendor X inks a multi-million $ Digital Transformation deal with Telco Y”

Telco Y, one of the leading telecommunications services providers, has signed a multi-million $ partnership with Vendor-Y, for Digital Transformation. Digital Transformation is a strategic initiative of the Telco Y and is aimed at offering an extensive portfolio of services to its customers, enhance customer experience & engagement, and quality of services delivery.

01st Jul, 10:00 Hours: The Board Room at the Telco HQ

The silence is deafening, and the breathing heavy. Everyone is waiting with heavy anticipation. The Head of Billing is pouring through the recent twitter reactions to the Digital Transformation.

twitter-reactions

The VP-Sales surreptitiously pulls out his iPhone, and sends a text “Bad, looks very bad…”. 1000s of miles away, the exasperation sets in …

Let’s look at one of the major transformation challenges faced by telcos

Digital transformation has become the norm now, and it is nothing short of a war – the war to win over customers, to stay profitable, and survive amongst the fiercest competition. However, studies indicate that most of the migration attempts have resulted in an increase in revenue leakages and has negatively impacted the brand and customer experience.

The unfortunate reality is that a majority of telcos are currently seeing issues in their transformation process leading to negative impact aspects around revenue and non-revenue. Reasons for this vulnerability are quite straightforward – the controls that existed with a set process get disrupted, and start to diminish once the transformation begins, thus leaving the operators in a bit of a handicap.

As per the recent reports, a leading telecom operator was fined for serious breaches of consumer rule due to inconsistencies in the new billing system and incurred a financial loss of close 4.6 Million Euros. There are also reports of operators losing up to 50 million due to migration failures.

“Victorious warriors win first and then go to war, while defeated warriors go to war first and then seek to win”.

– Sun Tzu, the famous Chinese general, military strategist, philosopher, and the writer

Which side are you on? The Victorious warrior or the Defeated warrior? Download the datasheet to find ways of becoming proactive in your transformation, and being a victorious warrior.

Vijay has 18+ years of experience in the Telecom, Fintech and the IT industry, in various Techno-Commercial roles. Currently, Vijay Heads the Business Solution & Consulting group for the Emerging Markets. Vijay is a technology enthusiast and a prolific blogger.

Why Telcos Need Real-Time Revenue Assurance?

Revenue leakage is one of the major worries affecting telcos around the world.  The number says it all. The 2017 Global Fraud Loss Survey by CFCA says telcos lose $29.2 Billion (USD) annually, equivalent to 1.27% of global telecom revenues, to several revenue frauds. For telcos, who are also aggrieved by the declining margins from traditional voice business, safeguarding the existing revenue sources thus becomes critical. The rising concerns over revenue loss have brought the discussion around a new approach to revenue assurance (RA). While the revenue assurance solutions in the market address some of the possible threats in revenue leakage, they lag behind in delivering a faster detection and reconciliation capabilities.

Why Real-Time Revenue Assurance?

As we see today, the main drawbacks associated with traditional RA solutions is the long gap between revenue leakage detection and revenue realization. Since these systems adopt conventional methods for data consolidation and streamlining, the process requires manual intervention in parsing and auditing. Considering the enormous volume of transaction generated in today’s customer-centric world, telcos cannot ignore such lapses in remediation. Thus, the need arises for an intelligent, automated RA platform that can reduce the gap between these processes to a minimum. Legacy systems also face challenge due to the rapid surge in user data generated from millions of transactions every day. In the wake of new challenges brought by IP networks and the sophisticated interconnection frauds, detecting and remediating the anomalies becomes even more challenging.

Real-Time Revenue Assurance: How?

Real-time revenue assurance focuses on minimizing the time gap between fault detection and reconciliation. With analytics at the core, the technology enables service providers to detect the threat as soon as it occurs and start the reconciliation process within hours of data inception. Let me elaborate the process a little. The files collected at the source will be pushed to the real-time RA system within a few minutes. The data is parsed and loaded within, say 30 minutes, and the reconciliation process starts within the next two hours, enabling the early revenue reconciliation than the traditional approaches.

Analytics plays a crucial role in ensuring real-time RA.  The complex algorithm segregates the data based on a set of parameters, so anomalies can be detected quickly and accurately. Advancements in real-time RA also promise near real-time and even real-time controls on revenue leakage. The output of RA controls can deliver additional insights on each transaction, which can be used to improve sub-optimal processes.

What Business Benefits Real-Time Revenue Assurance Bring to Telcos?

Since revenue assurance is the most crucial element in a telco business, the impact brought by real-time RA is huge. As mentioned in the beginning, the loss attributed to different types of fraud is incomparable, so a reduction in leakage exposure time results in significant savings. Also, revenue assurance in a telco business is linked to multiple processes including data collection, billing, settlement and operations. Thus real-time RA allows telcos to gain increased visibility into all aspects of subscriber data, which in turn helps them to improve Quality of Service (QoS).

Subscriber management is a key aspect of revenue assurance as it helps telcos to deal with customer attrition. The operators need to have visibility into subscriber’s usage and billing patterns. Such insights will help them to launch the right mix of services that enhance customer value and improve ARPU. Subscriber management, especially in IP-based systems, proves crucial to eliminate billing errors and disputes. Real-time revenue assurance scores in this context as it provides real-time visibility into customer behavior and capture anomalous activities before it impacts the network.

Watch this column to gain more insights on revenue assurance for telcos.

Neeraj leads digital marketing for Subex with focus on Website, Search, social media, mailer automation and MIS. In addition to this role, he also looks after product marketing for Revenue Assurance & fraud Management solutions for the company. He comes with over 8 years of experience spanning across sales, product and digital marketing.

My tale of the Mobile World Congress 2018

I attended the recently concluded Mobile World Congress 2018 in Barcelona, representing Subex. At Hall 5 Stand 5F10, Subex had put up an elegant booth focusing on analytics, insights and IoT security, and set the stage for many back to back meetings with customers, partners, media, new connects and more, over the span of four days. The Conversations we had focused around IoT, Analytics and Insights with discussions revolving around live honeypot attacks, IoT secure stack, B2B business models, web scale applications retail billing, Capex and Opex optimization, customer experience management with edge computing, network investment modeling, innovative analytics & insights offering, telecom frauds using machine learning, big data scale stacks and many more. Overall, it was an engaging, invigorating and truly a great learning experience.

Among the various keynotes, the one which stood out was by Turkcell CEO Kaan Terzioglu, who swept the audience with his inspiring speech making a strong pitch for the optimistic Telecom future. During his keynote, he shared all the stats about what he and his team were delivering on the digital frontline over the last year – music apps, cloud services, instant messenger, TV+ apps – all topping the charts on their own turf.

There were a lot of expectations on big OEM vendors to put up a jazzy 5G show. However, with exception to Huawei, and to some extent Ericsson, most OEM vendors pulled off monotonous exhibits. The remarkable thing was that many operators had come up with exceptional messaging to market. For instance, Orange had put up many 5G demo use cases on IoT, V2N2X, Ultra low latency use cases; Vodafone launched an out-of-the-world 4G lunar project in collaboration with Nokia labs and displayed demos on connected vehicles, IoT and edge computing use cases; Docomo showcased robotic arms; and China Mobile demonstrated use case around 5G manufacturing robots. This clearly shows that operators have started driving towards innovation and digital services.

The other set of players who left a deep impression were semiconductor players. Intel showcased its autonomous car, along with its machine learning capabilities and showcased its low latency automobile use cases. At the same time, it showcased its next-generation chipsets for 5G. Qualcomm showcased its AI chipset and an array of applications on automotive use cases. But the winner among all was Huawei, who came out with all guns blazing with all possible 4G/5G/Fiber access use cases including 4K/8K video streaming, array of innovations around small cells, cloud computing, network slicing, edge computing and the attention grabber 4G connected flying taxi (drone)!

MWC-collage

One key takeaway for me, personally, is that MWC is an important networking event. You have a superb setting to meet your customers, network with potential clients, partners, media, competition and anyone who is remotely interested in your products! This opportunity is an unmatched and unbeatable one!!

If you look at this actioned packed event with an open mind you will be truly left with an assortment of emotions. The kind of competition in your space will spook you, the pace at which the technological landscape changes will awe you and the time, energy and money spent behind the bleeding edge / cutting edge technologies will simply numb you with a realization of your own relative position!

There is so much to experience here within such a limited time!!

Sai Thilak

Sai Thilak has 11+ years of experience in engineering management, product development, solution architecting and customer deliveries in Telecom OSS/BSS space. Sai currently leads product management for Network Asset Assurance & Data Integrity Management products. He’s passionate about new age products, a voracious reader, biography & history buff, financial market student, cricketer & active blogger.

The Future Success of Telecom Lies in Revenue Assurance

As the telecommunications industry anticipates the next wave of growth triggered by digital disruption, there are a few developments that demand critical attention from telcos. These trends have had a direct impact on the way telecom services are delivered, often impacting the revenue streams of operators. Let’s look at the top trends that impacted telecom revenue and see how the telcos needs to devise a revenue assurance strategy to deal with these changes.

Revenue Assurance in OTT Era

The IP revolution that swept the telecom industry over the past decade have brought in immense opportunities for OTT players; but for telcos, it was the beginning of a cataclysm marked by cut-throat competition and revenue loss. Since then, the journey of telcos has never been easy. As OTT players took away the bigger pie, operators had to redefine their business strategies to safeguard their revenue streams. Thus, their priority shifted from traditional services to the new digital offerings that largely rely on IP networks. As the journey commenced, a series of new challenges emerged in the service delivery.

With a large bouquet of offerings encompassing voice, data and video streaming, revenue management becomes a critical concern for telcos. The complexity associated with subscriber management and invoice management has created the need for a real-time revenue assurance (RA) platform designed around analytics capabilities. The automated RA capabilities ensure that the tariffs are implemented uniformly across all subscribers and that the billing system is free from all types of errors.

Technology Integration in OSS

One of the key challenges involved in a telecom provider’s transition to a digital service provider (DSP) is to integrate the transactions from different types of networks – say 3G, 4G or IP networks – to a common operations/business support system (OSS/BSS) system. Traditional systems at most telcos were purpose-designed for circuit switched networks and their revenue assurance use cases revolved around batch processing of data. To meet the complex demands created by the new digital offerings, the OSS/BSS needs to evolve to support multiple network topologies. They need to also possess the capabilities to handle large volume of data generated from disparate channels.

The modern approach to revenue assurance allows creation and maintenance of network inventory, network fault management, and automated provisioning of services through real-time analytics. This approach goes beyond the traditional way of analyzing the basic data for billing to identify aspects that impact quality of service (QoS) and customer experience.

Telecom Fraud and Revenue Assurance

The impact of telecom frauds such as international revenue share fraud and SIMbox cloning on telcos’ revenues is huge. Global Fraud loss estimate is about $29.2 Bn annually (Source: 2017 Global Fraud Loss Survey) for instance. The risk grows multifold as the telcos move to advanced networks like LTE. Due to the high bandwidth and the advanced capabilities of the devices connected to these networks, monitoring these activities becomes a real challenge.

Real-time revenue monitoring is the only way to address the revenue loss associated with call frauds. The telco should implement a robust fraud management practice that helps them analyze both expected and historical usage pattern to proactively address revenue leakage. With real-time analytics, usage can be monitored across different types of services – voice, data and video streaming. A comprehensive fraud management strategy must also encompass other aspects of providers’ environment including the sales channels, networks and the OSS.

In a nutshell : The digital journey of telcos has just begun. Considering the future opportunities, telcos cannot slacken their pace of digital transformation. As challenges around revenue assurance grow higher in the evolving technology landscape, priority should be given to safeguard the revenue across all channels.

Neeraj leads digital marketing for Subex with focus on Website, Search, social media, mailer automation and MIS. In addition to this role, he also looks after product marketing for Revenue Assurance & fraud Management solutions for the company. He comes with over 8 years of experience spanning across sales, product and digital marketing.

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