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Nigel Smith
May 2011
Agenda
1. 2. 3. 4. 5. 6. 6 7.
The Theory The start: About Colt What Colt started with Switch & Circuit Revenue Assurance NPI & Controls Football Team F tb ll T BRAVO & Margin Analysis
Lost opportunities Potential revenue lost through churn, missed cross-/ up-selling opportunities Typically, provides the greatest return on investment
Unrealised revenue Incorrect mediation & rating of usage Revenues not billed Revenues not collected Losses for unrealised revenues in the project scope are typically 0.54% of total revenues collected1
Fraud Unauthorised usage research shows that more than 5% of total revenue is typically lost in fraud within Telco's that have no fraud detection mechanism
Internal fraud
Subscription fraud
Marketing Marketing
Identify classes of fraud (motive, means, mode, method) Deter rather than prosecute
Fraud Managemen M t
Revenue Assurance A
Billing Billing Usage Assurance Manage receivables - both aged receivables and uncollectables Consider Deny All Knowledge Deny Knowledge (DAK) post billing adjustments as fraud
Usage Collection
Track and correct cause of usage leakage Call Detailed Record (CDR) collection/Switch-to-bill collection/Switch to bill reconciliation
About Colt
About Colt
Reach Credibility
We manage thousands of IT
systems for our customers
Extensive integrated
IT infrastructure
Capability
Shareholder stability
Colt is Evolving to be the The Information Delivery Platform for European Business
What to do?
Create a Mission statement Strategy Outline Create a Team SRA Data NPD/NPI Controls BRAVO
The Mission
To achieve Revenue Maximisation by ensuring that 100% of the Revenue generated by customers using Colts Products & Services are captured and billed correctly correctly.
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Start with easy wins where there i E S ih i h h is Executive Di i Director S Support Build on the success interlocking the distinct areas of RA to create the Centre f E C t of Excellence ll Make the CoE an integral part of Colt
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Call files
matched to Invoices
Sequence
check done in Mediation as nothing is received from the switches
All files
received and sent are recorded
Reconciliation
of:
Error in Main
Processor
Amount for
Rated
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Amount for
Billed
a) a) b)
Develop New SRA Analysis to be undertaken or what and how (White Label & Event Data Records) Aim is to have an SRA that is more future proof using systems that there is general knowledge of within Colt.
3. 3
a) b) c)
Need to cover known New Product Developments Use Data Warehouse if this is accurate and timely information Must be sufficient to pass all PWC audit requirements
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Billing system
Inventory
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Data
Continual use of existing MoneyMap system g y p y Evaluation of how the new product requirements may change Colts usage of MoneyMap or other systems g y p y Undertake a project to implement any changes required for Data RA Develop T D l True B k t Cash R Book to C h Reconciliation ili ti
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Controls
RA to be the Business Driver for controls in all areas of Colt
Develop a control set to be utilised by Colt Base risk/control framework on the COSO concept To include TMBS in the UK and any other regulatory or commercial
controls
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Evolving RA
I think of Revenue Assurance as a football team; the defence are the guys doing the standard reconciliations, the midfield i where d d ili i h idfi ld is h new developments and products are being implemented and the forward line are key margin impacting guys guys.
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BRAVO
Margin Analysis Tool: Using Business Objects to report from Colts Data Warehouse sitting on a Netezza platform
> Inter Operator & Retail Billing daily CDR extracts > Matching of all CDRs > Margins from Retail and Wholesale customers > Transit calls, aim is to spot Arbitrage > To cover all Switch products including Intelligent Networks >Master Destination List & Tariff > Checking Colts Master Destination List / Country Destination List > Challenging Pricing & Voice Tradings o margin too s C a e g g c g o ce ad g s own a g tools
Customer Margins Work ith th teams t d W k with other t to develop margins f C t l i for Customers/Products/Segments /P d t /S t
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Thank you
Nigel.Smith@colt.net