November 9-11, 2010
Today’s ultra-competitive market, makes order-to-cash a critical success factor. New business models and content-rich services need to billed for quickly and accurately, often sharing revenue across a value-chain of partners. To make the most of these new lines of revenue, businesses must look to effective and efficient ways of revenue management.
This three-day conference stream brings together successful revenue management strategies from across the four summits at Management World Americas. The expert-led case study presentations and debates put the latest strategies under the microscope, examining how service providers can minimize revenue loss and fraud, improve the customer experience by reducing bill shock, confusion and mistakes and ultimately optimize profitability.
| Revenue Growth & ManagementTuesday November 9, 2010 2:00 pm - 3:30 pm | | | Summit Keynote: The Evolving Payments LandscapeChange is afoot across the payments landscape. As volumes of card payments and internet shopping increase so do the number of cases of identity fraud: in fact one in six people in the US have now fallen victim to such an attack according to USA Today. As such customers’ relations with banks are also changing and the balance of power is beginning to shift. Increasingly aware of the value of their card and payment details, security is one key area where customers are no longer willing to compromise. With this in mind, biometric technology is one of the most advanced methods of identity verification and is something that many are turning towards in a bid to fight fraudsters. Voice Commerce Group is at the forefront of all these activities. They are the only company in the UK offering payment security through voice biometrics and as such can provide unique insight into the development of the voice biometric market. Also, having made the most of the regulatory landscape in the UK, Voice Commerce is not only a fully regulated business under the UK FSA, they are one of the first Payment Institutions to be able to offer card services to customers and are looking to expand business into Europe and America. | Speakers: |  | Nick Ogden, CEO, Voice Commerce | | |  Nick has consistently been at the forefront of innovation in technology since 1985, bringing the Internet to the Channel Islands and developing Europe's first on-line store and first bank-endorsed e-commerce initiatives. In 1997 Nick founded WorldPay, which guarantees internet transactions and in 2003 Nick went on to form the Voice Commerce Group to develop systems which allow individuals to identify themselves using a voice signature. | | Novel Services from Open APIsTelcos are facing falling revenues in traditional markets. They can exploit existing assets and strengths by moving to 2-sided business models, thereby tapping into new revenue streams from novel services. Technologically, this involves exposing telco capabilities via open web-based APIs in an ‘open services ecosystem.’ We discuss the SOA4All project, which aims to make it easier for non-experts to access, combine and use open services. This presentation will show a set of tools to lower the barrier to the creation of novel services from exposed telco capabilities and how to tap into new revenue streams from existing telco strengths and assets. Live demonstrations of novel applications thus built will be shown. | Speakers: | | John Davies, Chief Researcher, Future Business Applications, BT Group plc | | |  Dr John Davies is Chief Researcher in the Future Business Applications practice at BT. Current research interests include the application of semantic technology to business intelligence, information integration, knowledge management and service-oriented environments. He chairs the European Semantic Technology Conference and is a Fellow of the British Computer Society. | | Alistair Duke, Principal Researcher, BT Group plc | | |  Alistair Duke is currently a Principal Researcher with the Knowledge Enterprise Research Group of BT. His primary interest is the Semantic Web and its application to the fields of Knowledge Management, Business Intelligence and Web Services. He has worked on several EU projects in this area in which he led workpackages. He has written many papers and books chapters in the areas of web-based collaboration systems, knowledge management and semantic technology and has served on the program committee of numerous conferences in related areas. He led the organising committee of the International Workshop on Ontology Supported Business Intelligence, October 2008. He is a member of the Institute of Engineering and Technology. He graduated from Aston University with an MEng in Electronic Systems Engineering and from Loughborough University with a PhD in Collaboration Systems for Concurrent Engineering. | |
| | Service Delivery- New ProductWednesday November 10, 2010 11:15 am - 12:45 pm | | | The Emergence of New Wireless Data Devices in AT&T and Their Impact on the Revenue Assurance Systems and ProcessesThe emergence of new wireless data devices such as the iPhone and the iPad, coming with a variety of new price-plans, has a tremendous impact on the revenue management and revenue assurance systems. Many communication service providers and their revenue assurance managers are dealing with the challenges of emerging new data devices, and they are looking for practical advice and best practices on how market leaders are handling that. This presentation will deliver practical experience on how AT&T is aligning their people, processes, and the revenue assurance systems to best support the new devices and helping to ensure their profitability. | Speakers: | | Joe Villarreal, Senior Executive Director – Finance at AT&T Consumer and Mobility, AT&T Inc. | | | Joe Villarreal, Sr. Executive Director – Finance is responsible for Revenue, Billing and Fraud Assurance at AT&T Mobility. Responsibilities include Strategic Planning, Project Management and Line Management and reports to the CFO of AT&T Mobility. Villarreal has held several Finance leadership positions at AT&T including CFO of International, company lead for Merger Planning and Analysis at the formation of Cingular, CFO of the Washington/Baltimore Cingular Region and CFO of Cingular Interactive. | | Eran Wagner, President, North American Operations, cVidya Networks, Inc. | | |  Eran Wagner, President, North American Operations, cVidya Networks, Inc. Eran is focused on the continued expansion of the company’s operations in the United States and Canada. Prior to cVidya, Eran was the VP, Portfolio Strategy and Planning and GM Cross Portfolio Product Business Unit at Amdocs. Eran Joined Amdocs following the successful acquisition XACCT Technologies, a company he co-founded in 1997. | |
| | Revenue ManagementTuesday November 9, 2010 4:15 pm - 5:45 pm | | | | Optimizing Network Operations for Cost-Savings and Improved Profit MarginsRevenue Management today not only involves creating services with good profit margins, but understanding how the network is optimized behind the services to ensure a satisfactory return. Service providers have found that not only are their networks not optimized, but that a lack of true network visibility has resulted in service delays and outages that are costing them millions of dollars. These issues are attributed to misconfigurations, lack of security credentials and multiple management systems that have different release schedules and no clear way to integrate the services end to end. This case study shows how Time Warner Cable evaluated their current operations infrastructure and identified multiple areas where improvement was required to save them money and improve their profit margins. This session will present the business case and the functionality of how Time Warner Cable netted a significant savings as well as prevented outages and saved on maintenance charges that had been costing them hundreds of thousands of dollars. The business case study will outline the analysis that was done and what the resulting model will look like. |
| Maturity, Measurement, and Coverage – The Essential Pillars for a Revenue Assurance RoadmapRevenue Assurance departments are having challenges in creating and justifying their roadmaps and goals with clear expected benefits for RA activities. Mature RA organizations face challenges in moving from Reactive to Proactive Management RA, while Immature RA organizations face challenges to determine and justify where to begin. This Panel will discuss top-notch best-practices, including the combination of RAKPIs, Maturity Model, and Coverage Model, developed by the TM-Forum RA team, to solve one of the biggest challenges RA is facing today – creating appropriate reliable roadmaps with clear benefits. | Speakers: | | Gadi Solotorevsky, Chief Scientist, cVidya Networks, Inc. | | |  Dr. Solotorevsky is a specialist in the field of Revenue Assurance (RA) and chair of the RA team for the TeleManagement Forum. Dr. Solotorevsky joined cVidya Networks in the year 2000 as its Chief Scientist. Dr. Solotorevsky holds a PhD in Computer Science from Ben Gurion University.. | | Anandan Jayaraman, Chief Product and Marketing Officer, Connectiva Systems | | |  Anandan Jayaraman (AJ) is the chief product and marketing officer of Connectiva Systems and has worldwide responsibility for corporate and product strategy, product management, marketing, value engineering and business consulting. Prior to Connectiva, AJ was the Vice President of Industry and Product Strategy for SAP’s Communications, Media and Entertainment Vertical where he led the transformation of SAP from an ERP centric solution business to a market driven industry solution provider in telecom and media. AJ has extensive management experience in leading change, transforming go-to-market models and driving revenue growth for telecommunications and media companies around the world. | | Terri Smith, Vice President Revenue Accounting & Assurance, Metro PCS | | |  As Vice President Revenue Accounting and Assurance for MetroPCS Inc, Terri leads a team of experts in the constant pursuit of complete accuracy and integrity of the financial statements via effective and efficient practices. In joining MetroPCS in 2004, Terri was tasked with building Revenue Accounting and Revenue Assurance teams to solidify the financial practices of these areas, as well as creating efficient automation thru a dedicated Financial Automation team. Thru these teams of experts, solid control processes have been developed, adding both cost and revenue savings, eliminating risk of revenue leakage, along with implementing best practices surrounding revenue testing and control. Prior to joining MetroPCS, Terri served as the Vice President Revenue Management for Allegiance Telecom, and has held Revenue Accounting, Revenue Assurance and Billing Automation positions in several other large businesses. With over 25 years of experience, including 18 of those years in the Telecom Industry, Terri has become a leader of innovation in the areas of Revenue Accounting, Assurance, Control and Automation. | | Yoel Arditi, Global SME, Business Analytics, IBM Corporation | | |  Yoel is a telecom expert specializing in process control, auditing and financial risk management. His career includes development and marketing experience in RAD, robotics, artificial intelligence, BI, ERM and SLAs. For the last five years, he has built the architecture for two large scale business analytic projects for IBM customers. | | Managing Integrated RA and Fraud for Triple Play Operators This case study of Cablevision Revenue Assurance/Fraud organizational success using WeDo Technologies solution RAID will discuss the challenges and benefits of running an integrated Revenue Assurance and Fraud department at Cablevision, Mexico's largest digital triple play (cable TV, Internet, VOIP) company. The challenges of triple play operators in combining the Revenue Assurance RA and Fraud areas have not been typically explored in the past. The presentation will include a discussion of the Revenue Assurance RA/Fraud organization and the automated and enhanced Revenue Assurance RA/Fraud controls in place. • Manage the Revenue Assurance RA and Fraud areas with limited resources and a wide range of services. • Review recommendations for managing Revenue Assurance RA/Fraud departments in a changing environment with limited resources | Speakers: | | Paul O'Malley, Sales Manager, WeDo Technologies | | | Paul has extensive experience in the telecoms OSS sector and has worked with wireless telecoms operators throughout the world. He currently works in Sales for WeDo Technologies Ltd, the world leader in Business Assurance solutions. Paul has extensive experience of the development and current practices in the Business Assurance market. | | Federico Juarez, CIO, CableVision, SA | | | - to be provided- | |
| | Intensive 2: Billing and Pricing ModelsThursday November 11, 2010 11:30 am - 12:45 pm | | | INTENSIVE 2: Billing and Pricing Models in the CloudMonetization of cloud services is the missing link in cloud offerings, yet it’s a key pre-requisite of cloud success. This session will tackle billing challenges from the service provider and the enterprise point of view. Discussion will address integrated end-to-end billing while maximizing agility and driving down the total cost of ownership for different cloud types, homogeneous and heterogeneous cloud offerings, incl. embedded partner usage measurement. What is the basis for billing – what is the billable unit? Different charging models will be analyzed, convergence and billing on multiple parameters examined. | Speakers: | | Ed Laczynski, Vice President of Cloud Strategy & Architecture, Datapipe | | |  Ed Laczynski is responsible for driving Datapipe’s cloud computing strategy and architecting new cloud platforms and integrations. Ed recently joined Datapipe, a leading global managed IT and hosting services provider, after spending years as founder and CTO of a cloud computing pioneer in the delivery of software and infrastructure services to the enterprise. Ed has a background in high-availability web infrastructure and development for media, financial services, and telecommunications industries, and is an alumnus of New York University. | | Rene Sotola, Vice-President, Global Telecommunications Sector, CGI Group Inc. | | |  Rene Sotola provides strategic direction for the next generation offering development of CGI's Communications practice. A noted expert within the industry, he is a regular speaker at numerous US and international events and contributor to various publications and analyst briefings. His experience includes senior management and technical roles in Europe and the US, serving as CTO and Business Unit Manager at various times. He serves on the Board of Directors of SIP Forum, is a Chartered Engineer in IEEE, a Chartered Member of the British Computer society and holds two M.S. degrees. | | Lucas Skoczkowski, CEO, Redknee Inc. | | |  Lucas Skoczkowski is the CEO of Redknee, a communications software company created in 1999 that provides products for services delivery to wireless network operators around the world. Lucas is responsible for strategic planning and execution, during which Redknee has consistently met and exceeded its goals, including financial performance, profitability, business and customer growth. | |
| | BillingWednesday November 10, 2010 2:15 pm - 3:45 pm | | | Preventive Revenue Assurance: Governance, Metrics and ToolsTypically, Revenue Assurance has focused on identifying and recovering leakage and then on correction of the root cause of the identified leakage. In Verizon's Retail Unit, the Revenue Assurance team focuses on preventing a customer from ever getting an incorrect bill. This presentation will explore the differences in the Governance processes, KPIs (metrics) and Tools required to support a preventive approach of this type. | Speakers: | | Kathleen Romano, Executive Director - Revenue Assurance and Billing- Mass Markets , Verizon Communications | | |  Kathy Romano has over 30 years of experience at Verizon after beginning her career with Bell of Pennsylvania. She has held positions in nearly every aspect of telecom operations, providing a significant knowledge base and industry leading vision with regard to OSS, billing and revenue assurance. She currently serves as Executive Director of Verizon Services Billing and Revenue Assurance. | | Billing/Charging for the Y-Generation, Are Your Systems Ready for a Cultural Clash Coming! Billing Transformation Journey at Celcom Axiata Bhd - Best practices in developing truly customer centric solutions - Transforming legacy systems to support the challenges of new Branded Business Model - Achieving multi-platforms convergence: addressing integration aspects to enrich customer experience | Speakers: | | Roland Pfeifer, Head of Billing Development, Celcom Axiata Berhad, Malaysia | | | Roland Pfeifer heads Celcom Axiata's Billing Development Department where he architects practical and innovative solutions and leads teams on product development, QA, MVNO solutions and end-to-end integrations. Prior to his current role he had 8 years telecoms experience, as a senior implementation consultant with a wide range of telecoms operators, project management for many company/business critical deployments. Roland holds a PhD in Natural Science. | |
|
| | Intensive 2: Real-Time BillingThursday November 11, 2010 11:30 am - 12:45 pm | | | | Will Real-Time Rating and Charging Ever Be Real?In the era of instant information, twitter, and 24 hour news channels – subscribers should expect the same visibility and access to information about their spending on communications services as they do on their credit card or iTunes account. Traditional billing relationships have led to bill shock and customer churn. The industry must shift to real-time financial relationships with all subscribers to drive a compelling customer experience thru informed, dynamic relationships. But the mobile data avalanche is rapidly diluting profitability. To reap profits from the mobile data explosion, operators should transition to real-time charging and policy systems that predictably process more transactions at a dramatically lower operational cost. This intensive, interactive session will include: • A hands on exercise around the value of calculating and tracking Cost Per Transaction (CPT) • Group case studies where groups will be challenged to analyze if and how real-time can improve the customer experience and present their findings • A lively on-the-fly panel discussion/debate between attendees of the audience on the challenges faced in implementing cost effective real-time solutions | | |
| |