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Management World 2010

Revenue Management & Profitability


Summit Sponsor

This summit will examine online charging, next generation billing, combating fraud, monetizing business support systems, Cloud billing, mobile payments & banking, revenue assurance, benchmarking and performance KPIs. New and different charging models which enable revenue to be collected in a multitude of ways will also be reviewed.

Hot topics include:
  • Preventive Revenue Assurance: Putting the TM Forum standards and best practices into action
  • Turning Billing from a Cost Center into a Profit Center
  • Billing Services from the Cloud
  • Kill bill: preventing mobile bill shock and personalizing services
Revenue Management: Global Case StudiesTuesday May 18, 2010 2:00 pm - 3:30 pm
Chair: Brian Pawlus, Director Product Marketing, Oracle Corporation
Implementing a Centralised Fraud and Revenue Assurance Strategy Across a Major Communications Service Provider – A France Telecom Group Case StudyThis presentation will discuss: • Developing a strategic approach to preventing revenue leakage in new systems • Balancing a mandate/governance function with an operational support role • Aligning fraud and revenue assurance strategies to the IP world/evolving technology - Creating a strategy that is responsive to new challenges and threats
Speakers:
Martin Crossley, Group Director of Commercial Evaluations, France Telecom Orange
Charging Ahead: New Platforms to Support Pricing-Model Diversification and Traffic ManagementAs providers squeeze network capacity to avoid costly infrastructure build-outs, customers and providers can experience service outages, low quality of experience and revenue stream limitations. What are the realities of offering more services, better quality and faster access to more people with finite resources? This case study will show how Orange implemented new policy control and charging system to maintain profit margins despite constraints on network capacity, whilst introducing innovative, personalized service packages.
Speakers:
Ben McCafferty, VP EMEA, Volubill
Bruno Goes, Head of IT Support, Orange Affiliates in AMEA, France Telecom-Orange

Generating Value through Revenue AssuranceTuesday May 18, 2010 4:00 pm - 5:30 pm
Chair: Joe Hogan, Chief Technology Officer, Openet
Preventive Revenue Assurance: Putting the TM Forum Standards and Best Practices into Action This case study presents the challenges that Bell Canada identified in its revenue assurance operations, and highlights best in class/un-traditional approach taken to resolve them. The audience will gain insights into a practical, hands-on knowledge on defining the Revenue Assurance program vision, goals and proven strategy using TM Forum standards and best practices, including successful methods used in issuing an RFP, selecting cVidya and IBM as technology and System Integrator partners, and managing a successful implementation.
Speakers:
Saad Saade, VP - IT Delivery Customer Experience, Bell Canada
Eran Wagner, President, North American Operations, cVidya Networks Ltd.
Automated Tools For Achieving RA KPI'sTelenor Group developed an internal framework to guide and measure the effectiveness and efficiency of the Revenue Assurance procedures in each operator in the group. The downside of Telenor’s Revenue Assurance Program (TRAP) was to monitoring activities that consume time on the Revenue Assurance . To take the project forward, release the IT and Revenue Assurance teams from repeatable tasks, DiGi decided to implement a tool from an experienced Revenue Assurance vendor.
Speakers:
Nuno Pestana, Delivery Manager Northern Europe, WeDo Technologies

Fraud Management & Revenue Assurance Case StudiesWednesday May 19, 2010 9:00 am - 10:30 am
Chair: Tony Poulos, Market Strategist, TM Forum
Consolidation of Hackers and Fraudsters- A Nightmare for Service Providers!As convergence of IT and Telecoms networks and services becomes a reality, the two traditionally separate communities, fraudsters and hackers, are also seeing convergence increasing vulnerability to amalgamated and divergent security/fraud attacks targeted at CSPs. Nokia Siemens Networks will share its views on the synchronized evolution of fraud management and security solutions and how the solutions can be complementary. We believe that convergent security and fraud management strategies and convergence of these two solutions is the key to fight against these attacks.
Speakers:
Mimoun Attias, Director, Cost Fraud and Revenue Assurance for the Carriers and Network Division, France Telecom Orange
Parag Padhye, Head of Revenue Assurance and Fraud Management, Nokia Siemens Networks
How End-to-End Process Driven Management is Increasing Your Revenue Assurance PotentialThis presentation is a Telefonica O2 Slovakia case. It will address: - Process driven approach to revenue assurance function . Key principles, process owners, data ownership - End to end model sample from Telefonica O2 Slovakia - Achievements sample from 2008-2009
Speakers:
Ivan Hlavanda, Revenue Assurance Manager, SYMBIOSS
Enhancing Customer Experience through Self-Service Activation SolutionsWe are facing a complex moment in the history of the wireless industry. Saturated markets, high costs of handsets subsidies, investment needs for data growth infrastructure, economic slowdown and regulatory market disruptions are driving us, wireless operators, to search for ways to save costs and grow revenues. My intention is to show how Telecom Personal met the business expectations (reducing activation process duration, administrative costs, and legal and regulatory exposures while optimizing numbering plan usage and software licenses) with an integrated self-service solution.
Speakers:
Leticia San Juan, Manager, Telecom Personal Argentina, S.A.

Monetizing Business Support SystemsWednesday May 19, 2010 11:00 am - 12:30 pm
Chair: Zhan Zhang, Chief Architect, ZTEsoft Technology Co., Ltd
From Zero to Win: How to Grow Faster in a Fiercely Competitive MarketIT infrastructure, business process are the basics for achieving excellence as well as an efficient operation. With the competition becoming more and more fierce, how can an operator launch new technologies and the services and products they enable more quickly? How can stable, rapid growth be achieved in today's marketplace? How does investment turn into revenue more quickly? These all bring great challenges to today's business support systems. This presentation will share the proven experience based on Etisalat Nigeria.
Speakers:
Ron Weintraub, CIO, Etisalat Nigeria
Ma Ning , Vice President of Strategy & Marketing , Huawei Technologies Co. Ltd
Turning Billing from a Cost Center into a Profit CenterAs service providers’ revenues continue to decline, there is a clear need to leverage past infrastructure investments to generate new and profitable services. This session explores how a combination of telecommunications business processes with billing automation based on Dynamic Business Modeling can enable operators to dominate the emergent Billing-as-a-Service (BaaS) industry. Attendees will learn about the state of BaaS and how it offers telecoms providers with a new sustainable, cross-industry revenue model.
Speakers:
Doug Zone, Global Billing, visa europe
George Huitema, Senior Scientist, TNO Information & Communication Technology

Next Generation Billing & Charging ChallengesWednesday May 19, 2010 2:00 pm - 3:30 pm
Chair: Graham Cobb, Marketing Director of Telcordia Revenue Management Solutions, Telcordia Technologies
Innovation through Billing Transformation - A Swisscom Case StudyOutlining the billing consolidation project (all IP/full convergence wireless/wireline): -All IP Transformation / Consolidation of Technology -Opex reduction -How All IP Transformation can support more revenue streams/enable more marketing offerings and increase time to market
Speakers:
Malek Ait, Senior Project Manager, Swisscom AG
Value Based Charging Panel Discussion• Moving away from subscription-based data plans that don’t suit all subscribers • Overcoming cultural clashes within organisations attempting to make all offers available to all subscribers (prepay or postpay) • Discussing the features and capabilities that enable value-based charging
Speakers:
Arnaud CHEVALIER, NOT VALID, TIBCO Software Inc
Dave Labuda, CEO, CTO and Founder, MATRIXX Software
Alastair Hanlon, Global Director for Telecommunications, Convergys
Consume-to-Cash in the Digital Convergent EconomyThe presentation will give SAP's perspective on the evolving business models for communications service providers as well as an overview of the underlying processes and technologies required to successfully generate revenues (consume-to-cash).
Speakers:
Sasha Krueger, Industry Principle Africa region, SAP AG

Billing for Services in the CloudWednesday May 19, 2010 4:00 pm - 5:30 pm
Chair: Theo Beck, -, Amdocs Management Limited
Revenue Assurance and Application Deployment – Evaluating Cloud OptionsThis session will examine: • Assessing remittance applications and scalability in a cloud environment • Traditional revenue assurance and aggressive return on investment initiatives – centralized, local and virtualized options • Using CDR reconciliation tools as simple insurance policies – examining the impact and sharing the results of the evaluation of new infrastructure options • Future directions - centralized, local or flexible cloud architecture
Speakers:
Ian Beckett, Vice President Information Technology and Systems, Trilogy-International Partners, LLC.
Flying with Billing among the CloudsBilling of cloud computing is currently tightly linked to the expenses made by the cloud provider. Alternative billing schemes could be developed that abstract from the direct expenses made by the provider and use, for example, a prepaid model.
Speakers:
Jan Sipke van der Veen, Innovator, TNO Information & Communication Technology
Billing Services from the CloudLearn how Yoigo in Spain has launch a greenfield 3G mobile network operator in just 150 days and successfully and completely acquired its business support systems as Cloud computing on a pay-as-you-go business model. In highly competitive spanish market Yoigo has scaled to more 1,3m subscribers (Q3/09) in less than 3 years.
Speakers:
Ilkka Aura, Member of the Board, Qvantel Software Solutions Ltd.
Johan Andsjo, Chief Executive Officer, Yoigo (Xfera Móviles S.A.)

Kill the BillThursday May 20, 2010 9:00 am - 10:30 am
Chair: Tony Poulos, Market Strategist, TM Forum
Migrating Your Customer Base to e-Billing: A Customer Experience Case Study from 3 Austria (Drei)This presentation is a case study that will include: * Determining the key business drivers for migrating customers from paper to online billing - Cost reduction - Part of wider CSS strategy * Outlining the key stages of the migration project in terms of - Strategic planning - Developing a logical process flow, deciding time scales and allocating tasks - Rationale for outsourcing the e-billing function - Key milestones - Actual migration, challenges and lessons learned * Summarising the key business benefits and reaction from customers * Conclusions: examining how CSS facilities can improve customer experience while also reducing cost and strain on resources
Speakers:
Alexandra Ehrenhofer, Head of Project Delivery, Drei Austria
eBilling and Personalised Controls - What has Been Achieved and How Far is There Still to Go?Despite investment in migrating customers to paperless processes, many service providers have not achieved the results expected. This panel will review experiences and discuss issues including: - Examining current strategies and techniques to drive customer adoption of ebilling – what has and has not worked? - Reinforcing the drivers for ebilling from both the service providers’ and subscribers’ perspective - Environmental considerations - Cost cutting - Bill shock prevention and the role of personalised client controls - Embedding ebilling within the customer’s lifestyle to make it the customers’ preference - Reviewing the ETIS ebilling data model* - defining ebilling standards for operators
Speakers:
Alexandra Ehrenhofer, Head of Project Delivery, Drei Austria
Ann Hatchell, Director, Solutions and Channel Marketing, Bridgewater Systems Corporation
Keith Russell, Sales Director - Asia Pacific, Striata (Australia) Pty Ltd

The Mobile Payments Revenue StreamThursday May 20, 2010 11:00 am - 12:30 pm
Chair: Neil Livingston, Principal Consultant, Consult Hyperion
Identity is the New MoneyThis presentation will discuss: * Why mobile phones are the key to solving the "identity problem" *A model of identity management for business planning * What the new identity value chain might look like and who the key players might be * Where mobile operators can play: a practical "smart pipe" strategy * Some of our early experiences and lessons learned.
Speakers:
Neil Livingston, Principal Consultant, Consult Hyperion
Construction of the Digital Finance Ecosystem at GarantiBankThis presentation will look at paving the way to the unbanked by providing value through alternative delivery channels. It will also discuss the role of the internet and mobile in multichannel financial services. Lastly, it will look at mobile payments and remittances and what opportunity there are to expand payment channels.
Speakers:
Deniz Guven, Alternative Delivery Channels, Garanti Bank
Examining the Potential For Mobile and Micro-Payments to Drive Revenues - Identifying the Opportunities in Developed and Developing Markets • Discussing tangible examples of how Asian and Latin American service providers have converted micro and mobile payments into multi-billion revenue streams • Reviewing the technology options and selection criteria and outlining strategies to help accelerate adoption • Understanding why service providers must refocus their payment strategies to accommodate the dramatic rise expected in digital micro-payments for new media services • Understanding how billing can support the monetisation and delivery of content across telco/ISP networks
Speakers:
Jonathan Jensen, Head of Products for Payment Services, BT Agilemedia
Armin Fischer, Senior Consultant, Detecon International
Summit Keynotes
Sian William Sian Williams
VP Group Fraud & RA
France Telecom
Malek Ait Malek Ait
Head of Lifecycle Management Billing
Swisscom
Sukki Sandhar Sukki Sandhar
Head of Service Aware
Kabira
PT Bakrie Telecom Setiawan Parikesit
GM Revenue Assurance & Fraud Control
Bakrie Telecom

Deniz Guven
Channel Management
Garanti



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