 Learn how to turn your revenue assurance
team into more than just a "clean up crew".
Learn how RA managers are helping
to increase revenues and protect profits through the application of
sound revenue assurance practices.
Use RA to add to the Top Line !
Revenue Maximization is what happens
when you take the fundamental concepts of revenue assurance and take
them to the MAX!!
Under a revenue maximization approach
revenue assurance managers become a proactive part of the management
team, searching for, finding and addresses risks to corporate
revenues in all of their forms.
This class provides the student with a
comprehensive review of the concepts and principles behind revenue
maximization based RA.
Duration:
2 days
Who Should Attend?
 | Revenue Assurance managers and
professionals interesting in learn new, proactive
techniques for the identification and addressing of
revenue risk exposures |
| I/T
Professionals interested in learning how to develop
systems that help identify and rectify risks to the
Telco's revenue streams |
Overview:
Revenue Maximization is the process
of utilizing good sound revenue assurance forensics, monitoring,
correction and compliance techniques to help the organization to
protect their revenues from losses in all of its many forms.
As the revenue
assurance profession matures and as the revenue assurance success
stories continue to grow, managers are counting on the RA team more
and more to tackle the really critical revenue risk problems that
they are facing.
*This is a
workshop class and students will be expected to make presentations,
discuss situations from their own environment or experience and work
out the details of how to best attain “maximum impact for minimum
cost” in their own organizations.
Key Concepts include:
Background, Terminology and History of Revenue Maximization
| Revenue Maximization has slowly
been expanded within the revenue assurance domain. We will take
a look at what it means and how this has happened. |
| The key terminology,
organizational and operational assumptions for revenue
maximization are considered |
| We will look at some case
studies and examples of successful revenue maximization projects
|
| The course will consider not
only how to do this kind of assurance but how to approach
management in order to "make the case" for RA involvement
|
Key
Components to Revenue Maximization Success
|
The key to revenue maximization
is the leveraging of all of the strengths of the revenue
assurance team. This includes:
 | Focus on revenue and
rationalization |
| Focus on operational and
organizational "consensus" |
| Quantification of Risks
|
|
Rationalized evaluation of alternatives
|
|
Integration of solutions into existing operational and
organizational environment |
| Compliance and Tracking
to make sure the solution is PERMANENT |
|
| Leveraging of RA skills,
personnel and disciplines
|
-
Forensics Analysis and its role in
Revenue Maximization
-
Corrections
-
Controls Design for Revenue
Maximization cases
-
Compliance
Revenue
Maximization Categories, Techniques and Case Studies
In this course
we will consider each of the major categories of revenue
maximization opportunity, and provide an in depth review of the
situation, the risks, the major concepts, issues and vocabulary
associated with the domain, key corrections, controls and compliance
issues.
Network
Utilization Assurance
Network utilization assurance is the
process of assuring that management is aware of any risks to revenue
based upon network downtime, that these outages are being measured
and tracked, that the full risk to revenue involved is understood
and that proper corrections and controls are put into place to
manage the risk to revenue.
Network
Utilization Assurance solutions are typically undertaken when new
technologies, or unstable network environments present management
with a credible risk of significant revenue loss.
Our coverage of this topic will
include:
| Review of the problem space,
issues and solutions |
| Consideration of the
architecture and design of most commonly applied controls
|
| Examples of solutions
|
Margin
Assurance
Margin assurance is the process of
making sure that the revenue received for different services are in
fact greater than the monies paid to partners and vendors who
support the business.
Margin losses
have occurred in many areas including:
|
Partnership arrangements where commissions are greater than
revenues |
|
Interconnect partnerships where rates paid (wholesale rates) are
higher than rates billed (retail rates) |
| Content
supplier relationships where content received and paid for is
not delivered or billed |
Rate Plan
and Bundling Assurance
The telecommunications industry has
relied upon "subsidy" based rationalization for complex bundles and
rate plans for many years. In these scenarios, marketers and product
developers build pricing models that incorporate a large number of
assumptions into their plans in order to convince management that a
scheme is sound. Unfortunately, many Telco's have discovered that
the best intended "assumptions" can turn out to be false, leading
the management team with little lex rate plans and bundles
understanding of what the actual net revenue associated with a rate
plan or bundling scheme might be.
Assurance of rate plans and bundles is
the process of applying sound financial analytics (forensic
analysis) to those plans, in order to determine an accurate,
revenue/risk and rationalized based view of the true effectiveness
of the campaign.
Revenue
Stream Assurance (Churn Assurance)
One of the biggest, most expensive and
most difficult to understand and manage aspects of telecoms is the
management of churn (or the severe loss of large numbers of
customers in a short amount of time due to competitive activity).
While responsibility for churn
management is usually relegated to the
marketing or customer service group,
the financial consequences, the risks to revenue and the needs of
management to assess and forecast revenue at risk, create controls
to monitor this, and corrections to repair it are key.
For this reason, more and more
management teams are making the assurance of churn part of the scope
of RA.
In this class we consider the root
causes and issues associated with churn and provide a clearly
financially based perspective on how best to manage it.
New
Product Development
While
surprising to some, it is clear that revenue assurance teams are
playing a major role in the development and deployment of new
products and services. The same knowledge, expertise and disciplined
approach that allows the RA team to protect revenues in the existing
areas of telco operations make them especially qualified to address
future revenue streams.
Learn how this
happens, and how RA managers are making a difference in this area.
DON'T MISS THIS
KEY CLASS FOR REVENUE ASSURANCE MANAGERS
click here for Upcoming Events
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