A new survey shows that communication service providers (CSPs) are turning to revenue-intelligence tools to bring together different departments which share common business targets.
In the survey of 120 global operators, conducted by cVidya, respondents said internal fraud, commission verification and price-plan analysis are the three most critical areas that require more advanced solutions.
The findings include feedback from existing cVidya customers and prospective customers over the last four months as well as a survey that was conducted during the cVidya annual User Forum, in which 120 customers from 62 countries participated.
Sixty percent of mobile executives reported that there is no revenue assurance (RA) coverage for their dealers/sales commission verification and 58 percent said commission payments make up 5-15 percent of their total revenues. This means that CSPs are vulnerable to revenue leakage estimated in the billions of dollars from sales performance management (SPM) alone.
When it comes to fraud, half of execs surveyed said the major concern is internal fraud, while 40 percent mentioned PBX fraud. Most supported the concept of an overall enterprise fraud solution which they could offer their customers to differentiate themselves and create new revenue sources for their organizations.
The survey also found that there is a real need for more advanced solutions for pricing plans. Two-thirds of respondents reported that they currently need an advanced tool to support their decisions prior to the launch of a new price plan, including analysis of the plan’s influence on the key performance indicators (KPIs) and competitor evaluation. Sixty-two percent agreed that tools are needed to enable the marketing department to target individual users with their best offer recommendations based on improved segmentation and end user usage patterns.
“The numbers demonstrate that CSPs still have major concerns and loopholes in their revenue intelligence practices," said Alon Aginsky, president and CEO of cVidya. "The industry needs to recognize the need for improved, more advanced tools in all aspects of revenue intelligence – from RA and fraud, to SPM and analytics ..."
