Mobile Network Key

Performance Indicator
Utilization for Network
Equipment Provider Sales
Hannu Komulainen
10.10.2016 Kirkkonummi

Supervisor: Prof. Heikki Hämmäinen

Instructor: M.Sc. Ossi Pöllänen
 Contents
• Introduction
• Research question
• Research method
• KPI use cases
• Results
• Future research
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 Introduction 1/2
• Mobile network equipment
providers financial situation is
challenging and has been so a while

• How and where to find upsell

opportunities among existing
customer base?
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 Introduction 2/2
• Mobile network key performance
indicator (KPI) seems an interesting
candidate for this task

• Warning: Customer network related

information is highly sensitive

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 Research question
• How mobile network equipment
provider (NEP) can utilize existing
customers 4G mobile networks key
performance indicators data to find
out upsell opportunities?

• Focus set to 4G Radio part KPIs

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 Research method
• Case study Research method used
–Holistic single case study

• Evidence coming from

–KPIs data collected from Mobile
Network
–Documentation
–Participant observations
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 KPI use cases
• Different KPI cases handled
–Direct upsell proposal
–Upsell proposal based on analysis
–Upsell proposal based on
predictions

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 Results 1/2
• Sources of evidence confirms that MN
KPIs can and should be used for uppsell
opportunity identification
– by doing analysis with collected KPIs
• Proposal can be
–additional SW licence
–new SW feature
–new HW or extension

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 Results 2/2
• On top on additional revenue, network
equipment provider can find out how to
optimize a customer network to give
out optimal performance (even without
additional sales)
=> increases customer satisfaction and
adds potential to future sales

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 Future Research
• Mobile network contains massive
amount of KPIs which are worth of
investigation
– An example: The 5G network KPIs use cases
• Interdependecies between KPIs is important to
understand

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Thank You

Questions ?

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Backup

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 KPI examples
• LTE Data Performance (SUPER KPI)
• LTE Data Performance, cell availability excluded
(SUPER KPI)
• LTE: Active UE per eNB MAX (LTE_1082)
• LTE: Average active UEs, Downlink (LTE_5800)
• LTE: Average active UEs, Uplink (LTE_5801)
• LTE: Average AGG level used for PDCCH
scheduling (LTE_1084)
• LTE: Average CQI (LTE_5427)
• LTE: Average CQI Offset (LTE_5432)
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