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Raf final cy

  1. 1. REVENUE ASSURANCE TRAINING Revenue Assurance Foundations )LYHD HUWL¿FDWLRQ 3URJUDP RAF Five-Day HUWL¿FDWLRQ 3URJUDPRAF101: Revenue GovernanceDetailed Overview of RA – Background, rationalization, history,and structure of GRAPAs approach to RA. Provides the foundationfor standard controls, RA lifecycle, revenue mapping, and noise.RAF102: Network FoundationsAccess, Service Delivery and AAA – Focuses on the underlyinginfrastructure that makes any telecommunications system work.How telecom services are delivered, how delivery is organized,and how billing can occur with integrity.RAF103: Billing FoundationsAssurance of Billing System/Billling Model – Learn differentbilling systems (Traditional Postpaid, Classical Prepaid, Radius,Diamter, Specialized, and Convergent Billing Systems). Learnhow to perform a complete mapping of the revenue stream.RAF104: Partner FoundationsPartner Business Models/Risks – Assurance of partner-basedbusiness models [Interconnect (CABS), roaming, content, VNO, Get Certified This Week!and Outsourcing] and risk to the operational model. Learn thestandard GRAPA approach to these models. Join 500 other professionals!RAF105: Profit FoundationsMargin Assurance/Market Assurance – Learn how to set up,organize, and implement Margin Assurance and Market Assurance.Margin Assurance focuses on the True Revenue earned from /HDUQ +RZ WR 5HLQYHQW RXU 5HYHQXH $VVXUDQFH $FWLYLWthe sale of a service. Learn what Market Assurance is and how it ‡ 5HSULRULWL]H RXU HIIRUWVdelivers value. ‡ 5HGXFH FRVWV DQG LQFUHDVH LPSDFW ‡ 0DNH UHYHQXH DVVXUDQFH D PRUH PLVVLRQFULWLFDO IXQFWLRQ ‡ $GG PRUH YDOXH WR RXU RUJDQL]DWLRQ 12: ‡ KDQJH RXU XQGHUVWDQGLQJ RI WKH UROH RI UHYHQXH DVVXUDQFH LQ WHOHFRPPXQLFDWLRQV Learn more about GRAPA at www.grapatel.com For more information on training events, visit www.ra-academy.org
  2. 2. Table of Contents Why RA Professionals are Attending our Workshops...................................................................................................................3 Courses Offered at this Event: Revenue Assurance Foundations: Week at a Glance.....................................................................................................................4 Day 1 RAF101: Revenue Governance.............................................................................................................................5 Day 2 RAF102: Network Foundations.............................................................................................................................6 Day 3 RAF103: Billing Foundations................................................................................................................................7 Day 4 RAF104: Partner Foundations..............................................................................................................................8 Day 5 RAF105: Profit Foundations.................................................................................................................................9 The Revenue Assurance Academy Experience.............................................................................................................................10 About the Training / The Instructors...............................................................................................................................................11 Contact Us / Event Schedule...........................................................................................................................................................12
  3. 3. Why should you attend the RAA training events? It’s simple. The Revenue Assurance Academy providesRA professionals with the best, most comprehensive, and most authoritative source of information about howrevenue assurance is actually practiced by carriers around the world. We do not waste your time with theoreti- cal discussions or examples based on one persons limited experience at one or two locations. Do NOT attend the RA Foundations training if: RX DOUHDG NQRZ KRZ WR DVVXUH WKRVH GLIÀFXOW WR PDVWHU “new technologies” like GPRS, 3G, WiMAX, FemtoCells and others You are getting enough recognition for your hard work You are sure that you are doing everything the best way possible. You know how to communicate and partner effectively with network engineers, I/T, operational managers, auditors, SOX and regulatory compliance teams Do NOT send your staff to the RAF training event if: You know how to detect and prevent fraud You are satisfied with the performance of your revenue e You understand how to assure network, mediation, postpaid billing, assurance team prepaid, interconnect, roaming, CAMEL, SMS, MMS You believe that your team already knows everything You are not interested in learning about the GRAPA standard that is important about revenue assurance and how it is controls and benchmarks about assurance of these areas practiced You are not interested in having your team learn innovative vative You are sure about how you are setting priorities ways to cut the cost of assuring existing revenue streams ams You have the right KPIs and you are being measured on You think that it is impossible to improve margins and d delivery of the right things maximize realized revenues (profit) through application of on financial analysis, controls and disciplines You don’t want to build a network of like-minded professionals to learn from and share experiences with You have given up on ever getting an understanding of, or control over your marketing risks and costs You are not interested in learning new ways to save your You do not want your team confused with information about company money and reducing the overall risk to revenues more sophisticated and effective ways to get their work done rk You do not want your employees learning how to take the initiative in finding and resolving risk to revenues You are sure that your team is already doing everything possible to maximize your revenue position You do not want your revenue assurance staff to see how other RA teams deliver value and focus their efforts You do not want your team to be tested against the international standard of knowledge and expertise You do not want your team members to feel more confident and competent You do not want certification for your team members 3
  4. 4. 5HYHQXH $VVXUDQFH )RXQGDWLRQV ‡ D 3UDFWLWLRQHU HUWLÀFDWLRQ GRAPAs Revenue Assurance Foundations Course 8QGHUVWDQG 5$ ZLWK DQ HQWLUHO QHZ SHUVSHFWLYH DQG EHFRPH D HUWLÀHG 3UDFWLRQHU RI 5$ Overview: The Revenue Assurance Foundations course is a five-day workshop and certification event designed to provide the student with a comprehensive introduction to the professional practice of revenue assurance as defined by the GRAPA standards, governance model, methodologies, and framework. Students will learn about the GRAPA controls framework and how to ap- ply them to a number of critical operational and technical domains. We will train students in a systematic and comprehensive method for the analysis, diagnosis, and containment of risks to revenues through a standardized approach. Students will be familiarized with the complete set of revenue assurance disciplines including revenue chain assurance (leak- age detection, reporting, and correction), proactive and preventative revenue assurance, margin assurance (the protection of corporate profits across major lines of business, assets, and market activities), and market assurance (the protection of revenues and profits exposed to the marketing and new product development process). Certification: Candidates who have at least 6 months of verified work experience in a telecoms-related area and who pass all exams and attend all 40 hours of class will be rewarded as a Certified Practitioner of Telecommunications Revenue Assurance. Who Should Attend: $QRQH LQWHUHVWHG LQ OHDUQLQJ WKH *5$3$ VWDQGDUGVEDVHG VFLHQWL¿F DSSURDFK WR WKH SUDFWLFH RI revenue assurance including: ‡ 1HZHU 5$ HPSORHHV ORRNLQJ IRU D FRPSUHKHQVLYH LQWURGFXWLRQ WR UHYHQXH DVVXUDQFH DQG ZKR ZLVK WR EHFRPH FHUWL¿HG DV SDUW RI WKHLU WUDLQLQJ ‡ ([SHULHQFHG 5$ SURIHVVLRQDOV ORRNLQJ IRU D FOHDU YRFDEXODU DQG VWUXFWXUH D UHLQIRUFHPHQW RI WKH LPSRUWDQFH RI their role, and an opportunity to expand their scope. ‡ 5$ PDQDJHUV ZKR ZLVK WR VWUHQJWKHQ DQG DGG YDOXH WR WKHLU WHDPV DQG ZKR DUH LQ QHHG RI D VVWHPDWLF HIIHFWLYH approach. ‡ ,QWHUQDO DXGLWRUV ORRNLQJ IRU D VWDQGDUG FRPSOLDQFHEDVHG DSSURDFK WR SHUIRUPLQJ WKHLU MRE IXQFWLRQV ‡ RQVXOWDQWV ZKR ZDQW WR EHWWHU XQGHUVWDQG UHYHQXH DVVXUDQFH LQ RUGHU WR ZLQ PRUH GHDOV DQG GHYHORS SDUWQHUVKLSV ‡ 2SHUDWLRQDO PDQDJHUV ¿QDQFH DQG DFFRXQWLQJ SHUVRQQHO ORRNLQJ IRU EHWWHU FRPSOLDQFH DQG FRQWURO RYHU WKH ¿QDQFLDO condition of their organization. ‡ ,7 HPSORHHV ZKR QHHG D EHWWHU XQGHUVWDQGLQJ RI UHYHQXH DVVXUDQFH WR EHWWHU VXSSRUW WKH WHOFR DV D ZKROH ‡ 3URGXFW GHYHORSHUV PDUNHWHUV DQG VDOHV WHDPV ZLWKLQ WHOHFRPV ZKR ZDQW WR JDLQ WKH XSSHU KDQG WKURXJK WKHLU FH inclusive understanding of revenue assurance. DQ GO DWD Our Promise: 6WXGHQWV ZKR WDNH WKH WUDLQLQJ VHULRXVO SDUWLFLSDWH HQWKXVLDVWLFDOO LQ DFWLYLWLHV DQG SDVV WKH FHUWL¿FDWLRQ HN exams will be able to perform all practical applications listed under each course description. :H Session Day 1-RAF101 Day 2-RAF102 Day 3-RAF103 Day 4-RAF104 Day5-RAF105 Revenue Governance 1HWZRUN )RXQGDWLRQV Billing Foundations Partner Foundations 3UR¿W )RXQGDWLRQV 2SHQLQJ 6HVVLRQ ,QWUR WR 5HYHQXH ,QWUR WR 1HWZRUN ,QWUR WR %LOOLQJ VVWHPV ,QWUR WR SDUWQHU ,QWUR WR 5HYHQXH Governance assurance engineering Morning Session The Real Telco The Domain Analysis Postpaid Billiing ,QWHUFRQQHFW SURWRFROV Margin assurance 2SHUDWLRQV 0RGHO Methodology (DAM©) Systems (mediation, boundaries, DAM©) (principles and 720
  5. 5. interconnect, roaming) applications) Coffee Late Morning Session GRAPA Standards Circuit Principles Prepaid Billing Systems 6,0%2; ESDVV DQG Margin assurance case (Wireline, GSM, CDMA) related risks studies Lunch $IWHUQRRQ 2SHQLQJ Revenue Governance DWD 3ULQFLSOHV ,63 Diameter, radius, and Roaming, (protocols, Market assurance Framework :,0$; *356 6/
  6. 6. packet billing systems boundaries, DAM©) (principles and applications) Afternoon Session RA Lifecycle Broadcast Principles Credit, provisioning, Content (protocols, Applying market (Satellite, Cable) and channels boundaries, DAM©) assurance Coffee Late Afternoon Session Revenue mapping Femtocells, Microwave, Convergent billing Regulators Dilemma 1HZ SURGXFW Leased-lines systems and fraud protection development Closing Session GRAPA controls and $VVXUH DQ 1HWZRUN M-banking and location- 912 DQG RXWVRXUFLQJ Revenue governance the DAM© based billing risks revisited 4
  7. 7. 5$) ‡ Revenue GovernanceRevenue Assurance Comes of AgeLearn GRAPAs new revenue governance standards for simplifying and standardizing RA:K RHV 5HYHQXH $VVXUDQFH ([LVW Learn how the value and influence of RA is changing telcos all over the world!OverviewThis course is an introduction for the new Revenue Assurance Governance methodology and framework that is revolution-izing the way telcos do business.2QH RI WKH PRVW SUHVVLQJ TXHVWLRQV IRU DQ 5$ SURIHVVLRQDO LV :K DP , KHUH RU :KDW LV P UROH :H ZLOO FOHDU WKH FRQIX-sion and give your job relevancy and structure. Discover how GRAPA is helping turn Revenue Assurance into one of the mosteffective revenue-maximizing functions within the modern telco by providing revenue assurance managers with perspectivesDQG WHFKQLTXHV WKDW JHW WKHP IRFXVHG RQ UHDO KDUG UHYHQXH²DOORZLQJ WKHP WR RIIHU VLJQL¿FDQW DQG LPPHGLDWH YDOXH WR WKHLUorganization.Telecommunications companies today are focused on the development and deployment of radical new technologies andEXVLQHVV PRGHOV²WHFKQRORJLHV WKDW DUH UHVKDSLQJ KRZ WKH ZRUOG FRPPXQLFDWHV VKDUHV DQG ZRUNV²EXW WRR PDQ UHYHQXHDVVXUDQFH PDQDJHUV VSHQG WKHLU WLPH ORRNLQJ EDFNZDUGV WULQJ WR ¿JXUH RXW KRZ WR GRXEOH DQG WULSOHFRXQW UHYHQXHstreams that are shrinking daily. The controls and approaches introduced in this course comprise the foundation of GRAPAssystematic approach to revenue assurance.Practical Applications: 2XU FRPPLWPHQW LV WKDW FDQGLGDWHV ZKR WDNH WKH WUDLQLQJ VHULRXVO SDUWLFLSDWH HQWKXVLDVWLFDOOLQ DFWLYLWLHV DQG SDVV WKH FHUWL¿FDWLRQ H[DPV ZLOO‡ Learn GRAPAs systematic, comprehensive, rationalized, and practical solutions-based approach to the protection of telco revenue streams‡ Learn the building blocks that can make it simple to protect telco revenues‡ Understand why revenue assurance is crucial to the success of a telco‡ Appreciate the difference between the GRAPA standards and the standards of other organizations like 70) ,,$ DQG 303‡ Discover the worlds most tested, implemented, practical, wow-Im-actually-getting-work-done approach to revenue assurance‡ Learn to win the battle for budget, mindshare, and credibility‡ Utilize case studies and examples of the core methods and standards of the revenue assurance function and map them to their environment in order to assure they understand the practical applications GRAPA Certification Credit Key Concepts include: RPSOHWLRQ RI WKLV FRXUVH RI VWXG YHUL¿HG E WHVWLQJ ZLOO HDUQ DWWHQGHHV Competency Credit for the following areas in line with GRAPA’s “Body of The GRAPA Standards Approach Knowledge” The Revenue Assurance Lifecycle 12 types of controls and how to apply them ; 7KH 5HDO720 7HOFR 2SHUDWLRQV 0RGHO
  8. 8. DQG 5$¶V UROH Revenue Mapping ; The Science of Revenue Assurance 5HYHQXH 2SWLPL]DWLRQ ; The Revenue Assurance Lifecycle 1RLVH $QDOVLV ; 3ULQFLSOHV RI 5HYHQXH $VVXUDQFH 2SHUDWLRQ Revenue Maximization 3ULQFLSOHV RI .3, HVLJQ DQG HSORPHQW ; Principles of Scope Management GRAPA Standard Controls and Applications ; Principles of Revenue Realization (Margin, Market, New Products) GRAPA Benchmarks ; 3ULQFLSOHV RI 5HYHQXH 2SWLPL]DWLRQ (Leakage and Risk Containment) Revenue Assurance Body of Knowledge ; 5HYHQXH 5LVN 3ULRULWL]DWLRQ DQG $VVHVVPHQW 7HFKQLTXHV Revenue Assurance Standards ; Principles and Methods for Forensics Management *5$3$ HUWL¿FDWLRQ 3URJUDP ; Principles and Methods of Controls Management The RA Governance Framework ; Principles and Methods of Corrections Management GRAPA Core Methodologies ; 5$ .3,V DQG RPSOLDQFH 0DQDJHPHQW ; Revenue Assurance Governance Framework 5
  9. 9. 5$) ‡ Network FoundationsNetwork is Easy–Well Show You HowA simple guide to assuring any network, anytime, any place.*60 :LUHOLQH 0$ 6/ DEOH :,0$; ,63 LUFXLW 6DWHOOLWH /7( 1*1 *356 DQG %URDGFDVW$FFHVV 6HUYLFH HOLYHU 3URYLVLRQLQJ DQG 7ULSOH $ Overview Stop the confusion and start assuring network! This course focuses on the underlying infrastructure that makes any telecommunications service delivery environment function. We will introduce you to the concepts of access architecture (the way customers gain access to the network) and service delivery architecture (the way services DUH DFWXDOO GHOLYHUHG
  10. 10. :H ZLOO WKHQ LQWURGXFH WKH FRQFHSW RI 7ULSOH $ –Authentication, Authorization, and Ac- counting–which forms the basis for all revenue management integrity. Based upon these core principles, we will provide a review of curcuit-based architecture and the history of YRLFH VVWHPV :H ZLOO DOVR FRYHU SDFNHW GDWD DQG ,3 GHOLYHU LQFOXGLQJ WKH ,QWHUQHW DQG WKH UROH RI WKH ,63 Practical Applications: 2XU FRPPLWPHQW LV WKDW FDQGLGDWHV ZKR WDNH WKH WUDLQLQJ VHULRXVO SDUWLFLSDWH HQWKXVLDVWLFDOO LQ DFWLYLWLHV DQG SDVV WKH FHUWL¿FDWLRQ H[DPV ZLOO ‡ Learn the GRAPA standard approach to simplify and assure any network environment. ‡ Discover how to assure the transactional integrity of any network without becoming a net- work engineer ‡ Master the use of the GRAPA’s simple building blocks and apply them to any environment. ‡ Learn WKH PHDQLQJ RI WKH WHUPV /7( 1*1 *356 DQG DOO WKH RWKHU QH[W JHQHUDWLRQ WHFK- nologies and understand why theyre important for RA and how to assure them ‡ See how the GRAPA Domain Analysis Methodology (DAM©) can provide them with the tools necessary to assess the measurability, trackability, and securability of any environment in terms that a business can understand ‡ Cut WKURXJK WKH MDUJRQ DQG JHW WR WKH SRLQW TXLFNO ‡ Learn the GRAPA standard controls for each of these environments and how to get network to implement them ‡ Utilize FDVH VWXGLHV DQG H[DPSOHV RI FLFUXLW ,3 DQG EURDGFDVW DFFHVV DQG GHOLYHU DQG PDS them to their environment in order to assure they understand the practical applications. GRAPA Certification Credit Key Concepts include: RPSOHWLRQ RI WKLV FRXUVH RI VWXG YHULÀHG E WHVWLQJ ZLOO HDUQ DWWHQGHHV RPSHWHQF Principles of circuit technology Credit for the following areas in line with GRAPA’s “Body of Knowledge” How to make and read a CDR ; 266 2SHUDWLRQV DQG 2UJDQL]DWLRQ Key network controls and methods ; ,QWURGXFWLRQ WR 7HOHFRPPXQLFDWLRQV 0HGLD Topology, Security, Control Protocol, Transaction Control, ; Access architecture components and organization CDR Generation Sequence, CDR Generation, CDR Transport ; SS7 - Principles, Components, and Dialects Media characteristics and controls (wireless and wireline) ; 6,3 3ULQFLSOHV RPSRQHQWV DQG LDOHFWV History of Circuit, Packet, and Broadcast Technology ; WAP - Principles, Components, and Dialects How to assure and bill circuit and packet transactions ; Packet Service Delivery Alternative billing models for packet and their consequences ; Product Architectures (VOIP, SMS, MMS, WAP, DSL, WiFi) Command and control protocols ; Anatomy of a CDR (How made, how delivered, how assured) Understanding: ; 1HWZRUN $VVXUDQFH (GRAPA standard controls and methods) SS7, SIP, IP, Radius, Diamater, WAP, DOCSIS, IMS ; GPRS Billing Business Models and Architecture and how to use them for assurance ; * DQG 1*1 %LOOLQJ %XVLQHVV 0RGHOV DQG $UFKLWHFWXUH The Domain Analysis Methodology (DAM©) ; Fundamentals of Wireless Media Access architecture principles for GSM, CDMA, WIMAX, ; Fundamentals of Wireline Media :L¿ FRSSHU FDEOH ¿EHU ; Service delivery architecture components and organization Service delivery architectures: voice-circuit, voice-packet ; 92,3 3ULQFLSOHV DQG DSSOLFDWLRQV (VOIP), data-circuit, data-packet, cable-broadcast, ; Product Architectures (Cable, Wimax, Leased line, Burstable, Fiber, Microwave) DOCSIS 3.0, Internet, interconnect, satellite, microwave ; AAA for Access and Service Delivery 3G, 4G, LTE, NGN, GPRS, UMTS, IMS 6
  11. 11. 5$) ‡ Billing FoundationsClear the Fog, Count the MoneyA standards-based approach to assuring any billing system with confidenceTraditional Postpaid, Classical Prepaid , Radius, Diameter, Specialized, and Convergent Billing SystemsOverviewStudents will become familiarized with a complete spectrum of billing models and scenarios including postpaid, pre-paid, radius, diameter, and convergent billing. You will learn the methods of revenue capture, revenue processing andbilling, collections, and revenue recognition for each major billing architecture.We will present you with the standard controls for each system as well as the industry-standard methods employed toassure them. We will pay special attention to the development rationalized cost effective risk containment strategiesin addition to forensics, corrections and controls issues for each. You will also learn how to troubleshoot problems andhow to initiate proper investigations, corrections, and controls.Practical Applications: 2XU FRPPLWPHQW LV WKDW FDQGLGDWHV ZKR WDNH WKH WUDLQLQJ VHULRXVO SDUWLFLSDWH HQWKXVLDV-WLFDOO LQ DFWLYLWLHV DQG SDVV WKH FHUWL¿FDWLRQ H[DPV ZLOO‡ Learn how each of the major categories of standard billing systems work‡ Appreciate the industry-standard methods utilized to secure, assure, and manage these environ- PHQWV HI¿FLFHQWO‡ Understand WKH FRUH WUDGHRIIV WKDW ELOOLQJ PDQDJHUV PXVW IDFH EHWZHHQ RSHUDWLRQDO HI¿FLHQF DQG billing accuracy‡ Learn the 25 GRAPA standard controls that will allow them to assure and secure any billing system, any time, any place‡ Apply the Domain Analysis Methodology (DAM©) to decipher the complex relationships between provisioning, channels, credit, and biling in order to create a secure revenue environment‡ Utilize case studies and examples of postpaid, prepaid, and convergent billing, and map them to their environment in order to assure they understand the practical applications. GRAPA Certification Credit Key Concepts include: RPSOHWLRQ RI WKLV FRXUVH RI VWXG YHULÀHG E WHVWLQJ ZLOO HDUQ DWWHQGHHV Competency Credit for the following areas in line with GRAPA’s “Body of Knowledge” Mediation and Postpaid Billing ,QWHUFRQQHFW RIIQHW DQG LQWHUQDWLRQDO
  12. 12. ; 3ULQFLSOHV RI 0HGLDWLRQ 2SHUDWLRQV (Functions, Forensics, Controls) Postpaid Roaming ; Principles of Postpaid Billing (Functions, Forensics, Controls) Collections Credit and Dunning ; Principles of Prepaid Billing (Functions, Forensics, Controls) ; Principles of Collections, Credit and Dunning Management Postpaid Roaming. ; 3ULQFLSOHV RI ,3 ELOOLQJ (radius, diameter) Domain Analysis Methodology (DAM©) for Mediation, Prepaid, ; Principles of Streaming billing (cable,video, audio) Postpaid, Convergent, M-banking ; Principles of Convergent billing systems Domain Access Methodology (DAM©) for Channel, Credit, ; Principles of M-banking operations Collection, Dunning, Provision activation ; Principles of credit risk collection and Domain Analysis 2SWLPDO .3,V RGMHFWLYHV DQG WUDGHRIIV IRU DOO ELOOLQJ VVWHPV ; Principles of provisioning and activation assurance Key prepaid forensics approaches and toolsets ; Principles of channel, agent, and commission assurance Standard Prepaid controls ; /LQH RI %XVLQHVV /2%
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  14. 14. 5$) ‡ Partner FoundationsPartner Protection PrinciplesA systematic framework for maximizing margins and minimizing exposures in partnerships,QWHUFRQQHFW 5RDPLQJ RQWHQW 912 DQG 2XWVRXUFLQJOverviewThis day is dedicated to the understanding and assurance of partner-based business models [interconnect$%6
  15. 15. URDPLQJ FRQWHQW 912 DQG RXWVRXUFLQJ@ DQG WKH VSHFLDO DVVXUDQFH LVVXHV DQG UHYHQXH ULVNV DVVRFL-ated with them.Students will review and learn about the standard approach to these models. Coursework will include anLQGHSWK UHYLHZ RI WKH HQWLUH UHYHQXH PDQDJHPHQW GRPDLQ IRU 9RLFH ,QWHUFRQQHFW ,QWHUQDWLRQDO DQG RPHV-WLF
  16. 16. ,QWHUQHW ,QWHUFRQQHFW ,QWHUQDWLRQDO DQG RPHVWLF
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  19. 19. RQWHQW GHOLYHU DQG %URDGFDVW 6WUHDPLQJ HOLYHU $OVRLQFOXGHG LV D FRPSUHKHQVLYH FRQVLGHUDWLRQ RI DVVXUDQFH IRU 9LUWXDO 1HWZRUN 2SHUDWLRQ 3DUWQHUV 2XWVRXUFHUVand other disconnected revenue stream models.Practical Applications: 2XU FRPPLWPHQW LV WKDW FDQGLGDWHV ZKR WDNH WKH WUDLQLQJ VHULRXVO SDUWLFLSDWH HQWKXVLDVWLFDOO LQ DFWLYLWLHV DQG SDVV WKH FHUWL¿FDWLRQ H[DPV ZLOO‡ Learn the GRAPA standards-based Practical Handbook of Protocols for each partnership- based line of business.‡ Learn KRZ WR DVVXUH DQG VHFXUH SDUWQHUVKLSV TXLFNO DQG FRVWHIIHFWLYHO ZLWK WKH *5$3$ standards-based approach‡ Apply Boundary Analysis© and the Domain Analysis Methodology (DAM©) to identify the criti- cal exchange points, protocol points, and standard adjustment points for each of your partner- ships.‡ Learn how professionals use the hierarchy of protocol points to decompose and simplify com- plex partner relationships.‡ Utilize FDVH VWXGLHV DQG H[DPSOHV RI LQWHUFRQQHFW URDPLQJ 912 DQG FRQWHQW UHODWLRQVKLSV DQG map them to their environment in order to assure they understand the practical applications.GRAPA Certification Credit Key Concepts include:RPSOHWLRQ RI WKLV FRXUVH RI VWXG YHULÀHG E WHVWLQJ ZLOO HDUQ DWWHQGHHVCompetency Credit for the following areas in line with GRAPA’s “Body of Principles of revenue assurance for prepaid roaming,Knowledge” including USSD and CAMEL; RPDLQ $QDOVLV 0HWKRGRORJ‹ ,QWHUFRQQHFW ,Q%RXQG 2XWERXQG 7UDQVLW ,5(* DQG 7$,* ,QWHUQDWLRQDO RPHVWLF $%6 3URWRFRO VHWV ,QWHUFRQQHFW 5RDPLQJ RQWHQW 912 2XWVRXUFLQJ
  20. 20. ; Domain Analysis Methodology©: Roaming GPRS Roaming ,Q 5RDPHU 2XW5RDPHU Wifi Roaming DCH Controls 3ULQFLSOHV RI 9122XWVRXUFLQJ FRQWUROV ,5(*7$,* 3RVWSDLG 5RDPLQJ 866 5RDPLQJ $0(/ 5RDPLQJ Boundary Analysis Methodology© :,), 5RDPLQJ Domain Analysis Methodology (DAM©) applied to partnerships GPRS Roaming Principles of Prepaid Roaming Assurance; Domain Analysis Methodology©: Content /2% 3ULQFLSOHV $0(/ 5RDPLQJ Standard control methodology for Content 3ULQFLSOHV RI ,QWHUFRQQHFW ELOOLQJ )XQFWLRQV IRUHQVLFV FRQWUROV
  21. 21. %URDGFDVW 6WUHDPLQJ DQG ,3 0HGLD Principles of Postpaid Roaming Billing (Functions, forensics, WAP Controls and Methods Settlement Controls for Content controls) SMS, MMS, WAP, Streaming Content Business and Control Models /2% 3ULQFLSOHV,QWHUFRQQHFW YRLFH RIIQHWLQWHUQDWLRQDO $%6
  22. 22. ; RPDLQ $QDOVLV 0HWKRGRORJ‹ 912 DQG 2XWVRXUFLQJ /2% 3ULQFLSOHV5RDPLQJ LQURDPHU RXWURDPHU
  23. 23. 9122XWVRXUFH 5HYHQXH 0DSSLQJ LVFLSOLQH Revenue streams, operations, business models, and margin Boundary Analysis and Controls Design analysis Deep Analysis and Controls Design Principles of Prepaid roaming assurance 6HWWOHPHQW IRU 9122XWVRXUFLQJ 8
  24. 24. 5$) ‡ 3UR¿W )RXQGDWLRQVC-level Revenue AssuranceUsing RA to accelerate profit and mitigate market riskMargin Assurance and Market Assurance Overview The last day of RAF is designed to provide the student with a comprehensive understanding of WHOFR SUR¿WDELOLW DQG PDUNHW SRVLWLRQLQJ DQG WKH FULWLFDO UROH WKDW LQQRYDWLYH UHYHQXH DVVXUDQFFH departments are playing in the protection and enhancement of those revenue streams. Students ZLOO OHDUQ KRZ WR VHW XS RUJDQL]H VHOO DQG LPSOHPHQW WKH WZR PDMRU WHOFR SUR¿W JXDUGLDQ GLVFLSOLQHV margin assurance and market assurance. Students will also learn about new product development and the methods utilized to increase the chances of success and how to streamline and expedite the new product development process. Practical Applications: Our commitment is that candidates who take the training seri- ously, participate enthusiastically in activities, and pass the certification exams will: Testimonial ‡ Learn how successful telecoms executives make strategic decisions to positively impact the top line success of the telco, based on hard facts, data and GRAPA’s Prior to joining the RA Academy training, my VFLHQWL¿F VVWHPDWLF DSSURDFK RA approach was not structured. I was doing everything not in a standardize manner. Now, ‡ Gain D FOHDU ¿QDQFLDO SHUVSHFWLYH RQ WHOFR PDUJLQV SUR¿WDELOLW DQG KRZ RSHUDWLRQV l have a better risk mapping on how to handle FDQ EH IRFXVHG RQ UHYHQXH KDUYHVWLQJ ZLWKRXW EHFRPLQJ D ¿QDQFH H[SHUW RA in my company. I shall adapt the GRAPA standards with a systematic and holistic ‡ Participate LQ DQG LPSOHPHQW ¿QDQFLDO FRQWUROV RYHU QHZ SURGXFW GHYHORSPHQW approach to minimize risk to an optimal level. promotions and deals in order to make them go faster and be more effective I now know that I have more responsibility to deliver to the company and I shall add value ‡ Apply GRAPA’s standards and Domain Analysis Methodology to get control over based on my knowledge. I thank GRAPA for it. churn, market, and brand risks Senior Manager Fraud and Revenue Assurance, Malaysia ‡ Utilize case studies and examples of new product launches, promotions, and bundles and map these cases to their environment in order to assure they understand the practical applications. GRAPA Certification Credit Key Concepts include: RPSOHWLRQ RI WKLV FRXUVH RI VWXG YHULÀHG E WHVWLQJ ZLOO HDUQ DWWHQGHHV Competency Credit for the following areas in line with GRAPA’s “Body of 0DUJLQ $QDOVLV 7HFKQLTXHV Knowledge” Red vs Black Margins ; Margin controls structure, framework, and domains Actual vs Shadow Costs ; Asset margin assurance Standard Margin Forensics ; Rate margin assurance High Risk Margin Domains Market Assurance ; Bundle margin assurance Revenue Assurance for Churn ; Principles of subsidy and invisible margin program controls Churn and Market Assurance Forensics and Controls ; Principles of market assurance XPXODWLYH (IIHFW RQWUROV ; Principles of margin assurance Targeting Controls ; %UDQG HTXLW DVVXUDQFH DQG FRQWUROV Asset Margin Assurance ; The new product development process /2% 0DUJLQ $VVXUDQFH ; 1HZ SURGXFW IDPLO PDQDJHPHQW Promotion Margin Assurance ; 3LSHOLQHJDWHZD PHWKRGRORJLHV Bundle Margin Assurance ; 3ULQFLSOHV RI :$5‹ :DOOHW 6KDUH $FTXLVLWLRQ 5HWHQWLRQ
  25. 25. )UDPHZRUN 1HZ 3URGXFW 0DUJLQ $VVXUDQFH ; Principles of UCF© (Universal Control Framework) for Marketing 1HZ 3URGXFW GHYHORSPHQW PHWKRGV 0DUJLQ 5LVN RPDLQV ,QWHUFRQQHFW %XQGOH RQWHQW 5DWH 3ODQ
  26. 26. ; 3ULQFLSOHV RI $VVHVVPHQW IRU XPXODWLYH (IIHFW DQG 0XOWL,QIOXHQFH (IIHFW Forensics and Risk Assessment for Margin Assurance ; Forensics, Models and Risk Assessment for Churn Controls and Remedies for Margin Risk ; Forensics, Models and Risk Assessment for Market Assurance 9
  27. 27. The Revenue Assurance Academy Experience MORE THAN JUST TRAINING The Revenue Assurance Academy EXPERIENCE! In the Classroom Out of the Classroom SOCIALIZING CHALLENGING CONTENT DISCUSSION PA R T I C I PAT I O N CONFIDENCE BUILDING NETWORKING 10
  28. 28. Why We are the Leaders in Training Telco Professionals Around the GlobeMaximizing Revenue Potential and Minimizing Risk to those Revenues with Proven Techniques and Strategies The Instructors Join the leading Revenue Assurance focused training events. Featuring exclusive presentations, real-world examples of procedures, solutions, and strategies that have HIIHFWLYHO UHGXFHG OHDNDJH DQG PD[LPL]HG SURÀWV IRU WHOFRV DURXQG WKH ZRUOG After providing training to hundreds of revenue assurance professionals around the globe, we are pleased to announce our improved course offering. 0DVWHUV HUWLÀFDWLRQ ± *5$3$¶V KLJKHVW DQG PRVW SUHVWLJLRXV FHUWL¿FDWLRQ WKDW LV DWWDLQHG after completing a rigorous and exhaustive training program whose extensive curriculum spans the broad and complex landscape of revenue assurance Depth of knowledge – The topics and examples are “narrow and deep” rather than broad and vague, presenting you with focused, highly targeted information that adds real value. Z D , world renowned Tailored content – Training is adjusted to align the needs of the students to the available PDWHULDO 6WXGHQWV DUH DVNHG WR ¿OO RXW ³*5$3$ %HQFKPDUN 6XUYHV´ WR GHWHUPLQH WKH OHYHO DQG QDWXUH RI WKH WUDLQLQJ UHTXLUHG 7KH VXUYH UHVXOWV KHOS XV GHWHUPLQH KRZ ZHOO RX NQRZ your own systems, and provide clues about what you need help with. The principles and Z SUDFWLFHV WDXJKW DUH DOVR DSSOLHG WR FDEOH VDWHOOLWH ZLUHOHVV YRLFH 606 006 ,379 DQG , 006 ZLWK HTXDO FRQYLFWLRQ GHWDLO DQG HIIHFWLYHQHVV Z W d Z Relevancy – Class material is based on the foundations of GRAPA. GRAPA members from ^ , every geography, type of carrier, major type of technology, and carriers of all sizes review and d d Z approve these standard approaches. The material serves as the foundation for an industry , standard approach that is applicable to everyone, and yet easily focused to the needs of Z D VSHFL¿F VXEDXGLHQFHV Based on real-world situations – The majority of the training is experience-based “standard practices” in revenue assurance, harvested from the many revenue assurance professionals who participate in “practices surveys,” “strategy sessions,” and other information-sharing HYHQWV OHDU VSHFL¿F GHOLYHUDEOHV DUH SURYLGHG WKDW DSSO WR UHDOZRUOG VLWXDWLRQV 7KH material is never based on speculation, guesses, or unvalidated information. Interactive – The workshops are more than lecture sessions. RAA classes are participative and interactive and students are expected to proactively join in discussions, problem solve, DQG ¿OO RXW EHQFKPDUNV $WWHQGHHV KDYH RSSRUWXQLW IRU PXFK LQWHUDFWLRQ ZLWK WKH LQVWUXFWRU and other students. Lunch and breaks are devised to facilitate more intimate conversation. Professional development – Students master vocabulary needed for creating a sense of professional identity and opportunities with other like-minded people in the industry that share common goals and issues. , GRAPAs Newest Instructor Z W E Z W Z , Z W D d ^ ^ Z ^ 11
  29. 29. Contact Us Tel +1- 847-930- 3610 Fax +1- 707-276-7676 www.grapatel.com Email info@grapatel.com www.ra-academy.org 2011 Schedule: 21 Feb - 4 Mar London, UK 03-14 Apr Sharm el Sheikh, Egypt For the most up-to-date list of upcoming events 16-27 May Cape Town, South Africa 13-17 Jun Chicago, USA please visit our website: 04-08 Jul Islamabad, Pakistan www.ra-academy.org/revenue_assurance_train- 08-12 Aug Sydney, Australia 22-26 Aug Shanghai, China ing/upcoming_events.html 12-23 Sep Punta Cana, Dominican Republic 10-21 Oct Barcelona, Spain 2FW 1RY XEDL 8$( 07-11 Nov Nairobi, Kenya 05-16 Dec Orlando, USAWe schedule courses and venues based on demand, so please be sure to tell us if you are interested in a particular class and location. We only moveforward with our planning if there is enough interest. To make these trainings happen we need commitment from a minimum number of delegates.3OHDVH UHIHU WR RXU ZHEVLWH IRU VSHFL¿F SROLFLHV Telco executives rave about the courses…. The Revenue Assurance core curriculum course has been one of the best courses I have ever attended. The ability of the WUDLQHU WR SUHVHQW KLJKO WHFKQLFDO DQG FRPSOH[ VXEMHFWV WR SUDFWLFDO DQG HDV WR XVH FRQFHSWV ZDV MXVW DPD]LQJ , ZLOO GH¿QLWHO apply what I have learned in the course in my work. Revenue Assurance Manager, The Netherlands Rob really knows his stuff and is very passionate about it. If you really want to get a wider perspective of what revenue assur- ance is really about, then hes the man to go to! The course is intense and extensive but nonetheless highly enjoyable. I would highly recommend the course equally to those with both a technical or non technical interest in the subject. Manager, Dubai About us: The Revenue Assurance Academy (RAA) is the exclusive training organization of GRAPA. GRAPA has over 5000 registered members and has distributed more than 3500 copies of its 2009 standards book. The Revenue Assurance Foundations (RAF) core curriculum is the Academys latest curriculum offering, providing revolutionary, relevant material. By offering events that combine benchmark development, sharing of standard SUDFWLFHV DQG DSSURDFKHV DV ZHOO DV GHOLYHU RI ZRUNVKRSV WKH 5HYHQXH $VVXUDQFH $FDGHP SURYLGHV D XQLTXH DQG SRZHUIXO YHQXH IRU GHSORPHQW of standard practices and rapid integration of those practices into the participating telco environments. :H KDYH FRQGXFWHG RXU WUDLQLQJ SURJUDPV IRU GR]HQV RI FDUULHUV DQG VHUYLFHV SURYLGHUV DURXQG WKH ZRUOG 2XU ZRUNVKRSV DUH RIIHUHG LQ SXEOLF venues (attended by delegates from many operators and services providers, which promotes the sharing of practices) as well as onsite for a private, more personalized and focused training for a company’s staff. Some of what makes our training so unique: 1. Based entirely on the GRAPA standards of professional revenue assurance practices 2. Taught by Rob Mattison, the world’s leading authority on the practice of revenue assurance in telecommunications, winner of many awards for his work in this area, author of The Revenue Assurance Standards--2009, The Revenue Assurance Handbook, and dozens of whitepapers. 3. Focused heavily on practical experience, not theory Visit our website to read some great reviews from students who have attended our training: ZZZUDDFDGHPRUJ5$$BLQIRWHVWLPRQLDOVKWPO 12
  30. 30. Revenue AssuranceFoundationsRAF101 – RAF105
  31. 31. TABLE OF CONTENTSRAF101: Revenue Governance Introduction ..................................................................................................................................... 1 The Real TOM................................................................................................................................... 6 Noise and Revenue Mapping ......................................................................................................... 11 Integrated Revenue Management ................................................................................................. 18 GRAPA Standards ........................................................................................................................... 23 RA Lifecycle .................................................................................................................................... 28 Domain Analysis Methodology ...................................................................................................... 35 Revenue Assurance Governance ................................................................................................... 39RAF102: Network Foundations Network Operations ...................................................................................................................... 45 Media ............................................................................................................................................. 50 AA-SDA-AAA ................................................................................................................................... 52 History of Circuit ............................................................................................................................ 56 Topology ........................................................................................................................................ 59 SS7 .................................................................................................................................................. 62 How to make a CDR ....................................................................................................................... 66 Broadcast ....................................................................................................................................... 68 Packet............................................................................................................................................. 71 VOIP - Skype - SIP ........................................................................................................................... 74 Fiber, DSL, Triple Play..................................................................................................................... 77 WiFi and WiMAX ............................................................................................................................ 80 GPRS and EVDO.............................................................................................................................. 86 SMS / MMS .................................................................................................................................... 94 3G ................................................................................................................................................... 99 Femtocells .................................................................................................................................... 109 i  
  32. 32. RAF103: Billing Foundations Billing Models............................................................................................................................... 113 Standard Controls ........................................................................................................................ 115 Mediation ..................................................................................................................................... 117 Postpaid Billing ............................................................................................................................. 123 Credit, Collection and Provisioning .............................................................................................. 128 Channel and Sales Assurance....................................................................................................... 133 Prepaid Traffic Assurance ............................................................................................................ 141 Prepaid Account ........................................................................................................................... 146 Prepaid Rating .............................................................................................................................. 149 Radius ........................................................................................................................................... 153 Convergent Billing Systems .......................................................................................................... 158 Convergent Billing Systems Part II ............................................................................................... 163 Mobile Banking ............................................................................................................................ 168 Mobile Banking Part II .................................................................................................................. 173 Location Based Billing .................................................................................................................. 181RAF104: Partner Foundations Interconnect Intro ........................................................................................................................ 187 Business Model Protocols ............................................................................................................ 191 Wholesale Analysis Case Study .................................................................................................... 197 Interconnect Technical Protocols ................................................................................................ 203 Sample Interconnect Numbers .................................................................................................... 208 Interconnect Operational Protocols ............................................................................................ 210 Interconnect Contract Example ................................................................................................... 217 Texas Arbitration.......................................................................................................................... 234 The Regulators Dilemma .............................................................................................................. 241 Denial of Revenue ........................................................................................................................ 245 SIMBOX ........................................................................................................................................ 249 Internet Peering ........................................................................................................................... 255 Roaming Business Models ........................................................................................................... 259 Roaming, Signaling and MM ........................................................................................................ 265 Roaming: Postpaid Billing ............................................................................................................ 270 Roaming: Prepaid USSD Billing .................................................................................................... 276 Roaming: Prepaid Billing .............................................................................................................. 280 Data Roaming ............................................................................................................................... 286 Content ........................................................................................................................................ 292 Virtual Network Operations (VNO) .............................................................................................. 298 ii
  33. 33. RAF105: Profit Foundations Intro to Margin Market Assurance ........................................................................................... 300 Network Asset Assurance ............................................................................................................ 304 Interconnect Margin Analysis ...................................................................................................... 308 Applied Margin Assurance .......................................................................................................... 315 Controls, Compliance Quantification ....................................................................................... 318 Intro to Market Assurance ........................................................................................................... 326 Marketing Forensics Challenges .................................................................................................. 328 Driving Brand Value ..................................................................................................................... 330 Market Research .......................................................................................................................... 334 Marketing Process ....................................................................................................................... 338 Segmentation ............................................................................................................................... 341 The WAR Framework ................................................................................................................... 346 Rate and Bundling Assurance ...................................................................................................... 349 Telco Churn Management ........................................................................................................... 354 Intro to Product Development ..................................................................................................... 359 RA Product Development ............................................................................................................ 362 iii
  34. 34. Revenue Assurance Foundations RAF101: Revenue Governance Introductions Rob Mattison 2 Revenue Assurance : Foundations Background 1  Manager of dozens of revenue assurance and billing projects  Helped establish revenue assurance departments for several carriers  Benchmarking of Telco Revenue Assurance p g practices for telcos SURVEY COURSE: from around the world (surveys, questionnaires, benchmark studies) PROFESSIONAL REVENUE ASSURANCE  Best practices training classes – onsite, offsite, and web  Assisting vendors in the development of revenue assurance systems Louis Khor References GRAPA’s Director of Research ATT, Atlanta, GA Chicago, IL Macedonia Telecom, Skopje, Macedonia MTN Nigeria, Lagos, Nigeria Joined GRAPA’s executive team at the start of 2009 Bell Atlantic, Philadelphia, PA Bell Mobility, Toronto, Canada NTT, Tokyo, Japan Optus, Sydney, Australia In partnership with Rob, oversaw the research and Bell South, Santiago, Chile Bellcore, Oakbrook, IL Pacific Bell, San Ramon, CA writing of the TFO curriculum Bharti, Delhi, India PT Telkom, Bandung Jakarta, Indonesia QWEST, Denver, CO British Telecom, London, England Been heavily involved in the re riting of the RA hea il in ol ed rewriting Centel, Des Plaines, IL Reliance Infocom Bombay INDIA Infocom, Bombay, Century Telephone, Monroe, LA Singtel, Singapore curriculum for Xtreme and RA2020 China Telecom , Shanghai, Beijing, Kun Ming Sprint PCS, Kansas City, MO China Mobile, Shanghai, Guangzhou, TELMEX, Mexico City, MEXICO Regular speaker at industry, RA and Fraud events Szechuan, Beijing Telefonica Espana Moviles, Madrid, Spain Previously a Senior Analyst for New Paradigm Deutsche Telekom, Bonn, Germany Far East Tone, Taipei, Taiwan Turkcell, Istanbul, Turkey Resources Group (NPRG), since post-grad France Telecom, Paris, France United Telecom, St.Louis, MO US Cellular, Chicago, IL Globe, Manila, Philippines University instructor and Platoon Commander Hansol PCS, Seoul, Korea Wisconsin Bell, Milwaukee, WI Kyivstar, Kiev, Ukraine 4Benchmark and Other Participants “The Telco Revenue Handbook” Multi National Wireless Groups Vodafone A practical guide to T-Mobile Vodacom revenue assurance China Mobile practices from Singtel Si t l MTN Group (Africa) telco’s around the Hutchison world. Telefonica Italia Telefonica Moviles de Espana The first, MCI comprehensive “handbook” to RA. http://www.rabook.net 5 6© 2011 Rob Mattison www.ra-academy.org 1 of 364
  35. 35. Revenue Assurance Foundations RAF101: Revenue Governance Introductions“The Revenue Assurance Standards” Introductions 8  Who are you? Summary and  Objectives for the class? review of revenue  Key issues? assurance as of  Key q y questions? 2009. Fully ratified  Buzzwords, terms? standards. http://www.grapatel.com 7 Day 1 Day 2 Day 1 : Revenue Governance Network Foundations 9 10  Network Fundamentals The Emerging Role of Revenue Assurance  The Domain Analysis Methodology ©  Access Architectures / Service Delivery Architectures The Real – TOM  AAA Standards and Principles Based RA  Wired Access  RA Lifecycle  POTS, DSL, Fiber, Cable  Wireless Access  Revenue Governance Model  GSM, CDMA, WIMAX, WiFi  Revenue Mapping  Circuit Delivery  Voice , Circuit Bearer  Packet Delivery How to DO RA?  IP, ISP, ATM  Streaming Delivery How to MEASURE RA ?  IPTV, Cable, Broadcast  Standard controls and techniques for all environments Day 3 Day 4 Billing Foundations Partner Foundations 11 12 Classic billing architectures and their assurance  Practical Handbook of Partnership Protocols  Interconnect  Postpaid  Roaming  Prepaid  Content  Convergent  VNO  Outsource  RADIUS/DIAMETER  Interconnect Operations and Business Models Standard Controls Frameworks  N t Network T k Topology for I t l f Interconnectt  Carrier/Partner Contracts and Relationships Collateral Assurance  Settlement, Rating variance  Credit  Regulators Dilemma  Collections  RA Leakage and Fraud Exposures  Dunning  Internal Interconnect Leakage/Fraud  Channels  External Interconnect Leakage/Fraud  Provisioning  Bypass and SIMBOX Fraud© 2011 Rob Mattison www.ra-academy.org 2 of 364
  36. 36. Revenue Assurance Foundations RAF101: Revenue Governance Introductions Day 5 Profit Foundations Definition 13 14 Understanding Margin Assurance Revenue Assurance  Principles and organization Interconnect Margin Assurance (case study / -The art of finding what you didn’t know was missing! workshop) Asset Assurance Promotion and Bundle Assurance Market Assurance Principles and Rationale Market Assurance controls New Product Development Establishing market and margin controls and environments Revenue Assurance – The Problem – a Summary Mistaken Beliefs 15 16  Telco systems have become exponentially more complex  Revenue Assurance is about counting CDR’s overnight  This explosion of technology deployment on the network and IT levels combined with chaotic adjustments at the organizational level have left telcos with an extremely large, complicated, and f f li t d d far from ti ht set of processes and systems tight t f d t when it comes to revenue tracking and collection Revenue Assurance – Revenue Assurance – Mistaken Beliefs Mistaken Beliefs 17 18 Revenue Assurance is about I/T Systems  Revenue Assurance is reactive© 2011 Rob Mattison www.ra-academy.org 3 of 364
  37. 37. Revenue Assurance Foundations RAF101: Revenue Governance Introductions Revenue Assurance – Revenue Assurance – Mistaken Beliefs Mistaken Beliefs 19 20 Revenue Assurance has no business being involved  Revenue Assurance has not changed in decades with marketing, churn or promotions Revenue Assurance – Revenue Assurance – Mistaken Beliefs Mistaken Beliefs 21 22 Revenue Assurance is a boring job  Revenue Assurance will never be a C-Level Function Revenue Maximization? The Revenue Assurance Challenge 23 24  Concentrate on the REVENUE STREAM  Everyone knows (or suspects) that there is a lot of leakage, revenue at risk and revenue loss occurring, but doing something about it is  PROTECT REVENUE FROM ALL FORMS OF RISK difficult  Leakage (obviously)  Challenges  Prevent leakage  ROI consequences  Plugging leaks costs money  Margin / Rate Plan Loss  I revenue assurance worth th i Is th the investment and when? t t d h ?  Missed Revenue Opportunity Management  Quantification  Churn and Market Protection  Determine how big the problem is  Root cause analysis  Figure out why the leakage is occurring  Organizational impact  Changing processes and systems to permanently plug the leaks and scan for new ones© 2011 Rob Mattison www.ra-academy.org 4 of 364
  38. 38. Revenue Assurance Foundations RAF101: Revenue Governance Introductions Fraud Roaming Roaming Roaming Reconciliation Collections Negotiation Inter-carrier Inter-carrier Settlement Collections Negotiation Network Mediation Billing Collections Dunning Pre-paid Voucher Channel (Collateral Impacts) Reconciliation Management Dunning Collateral Revenue Assurance Areas (New Order Mgmt, Service Order Mgmt, Network Inventory Mgmt)© 2011 Rob Mattison www.ra-academy.org 5 of 364
  39. 39. Revenue Assurance Foundations RAF101: Revenue Governance The Real TOM  The telecoms business model is unique  Itrequires a special dedication and organization around innovation  Profit/Loss, Margin are all elusive and It’s all about INNOVATION constantly changing in the telecoms model  Success depends upon:  Change  Adaptation  Risk Rob Mattison •© Copyright 2009 GRAPA •2  A telecom is a portfolio of revenue streams  Regionalization  Revenue streams are the:  Adaptation  Least common denominator  Change billing = change product  Key to analysis and control  Management g Appetite for Risk pp  Difficult to track and manage  Revenue Streams  Revenue Streams are the thing that Revenue Assurance must master  Revenue streams are in a constant state of flux  Management appetite for risk is the key concept for C Level executives Rob Mattison Rob Mattison •© Copyright 2009 GRAPA •3 •© Copyright 2009 GRAPA •4  Telecommunications is the most technologically  Understanding these key concepts provides you with the insight and approach to getting advanced industry in the world today control over revenue  No other technology is possible WITHOUT the  Failure to grasp and integrate these concepts telecommunications component is th i the root cause of th f il t f the failure of RA t f to realize full potential Rob Mattison Rob Mattison •© Copyright 2009 GRAPA •5 •© Copyright 2009 GRAPA •6© 2011 Rob Mattison www.ra-academy.org 6 of 364
  40. 40. Revenue Assurance Foundations RAF101: Revenue Governance The Real TOM  The problem is that the technology:  Is a description of the way in which a  Is extremely complicated company interacts with consumers and other  Changes quickly companies in order to deliver a product or  Changes often service  Changes Drastically h ll Rob Mattison Rob Mattison •© Copyright 2009 GRAPA •7 •© Copyright 2009 GRAPA •8  Wireless is still a telecom business  Regionalization –  Huge capital outlay requirement ◦ Different technologies appeal and are integrated  Months to years required to build out differently by different cultures/countries infrastructure  Innovation –  Expensive, cumbersome delivery platforms p , yp  Requirement for rapid deployment once built out ◦ N Network i f k infrastructure i a potentiality, telecoms is i li l are in the business of turning that potential into  Challenges revenue streams  Planning Horizons  First Market Advantage  Technical Gambling  Unplanned but anticipated obsolescence  CAPEX Time Lag Rob Mattison Rob Mattison •© Copyright 2009 GRAPA •9 •© Copyright 2009 GRAPA •10  Installed at restaurants, coffee shops,  Combination of Wireless + Computer + airports and hotels Location  Providers wireless internet access to  Automotive Industry Leads consumers “passing through”  Get a phone call from your car telling you of a problem  Wireless traffic chat room  On-Star Virtual Adviser – Reads your email to you while you are driving  Voice activated phone built into car  Bluetooth enable car Rob Mattison Rob Mattison •© Copyright 2009 GRAPA •11 •© Copyright 2009 GRAPA •12© 2011 Rob Mattison www.ra-academy.org 7 of 364
  41. 41. Revenue Assurance Foundations RAF101: Revenue Governance The Real TOM  Cellular Payment for vending machines  Soap Operas  Cellular coupons  Cellular credit cards  Cellular cash (debit cards) ( )  Do banking over cell phone  Pay bills using cell phone Rob Mattison Rob Mattison •© Copyright 2009 GRAPA •13 •© Copyright 2009 GRAPA •14  Location Based Billing  GSM, Wimax, WiFi, Cable (Docsis), CDMA  Location Based Service Domains  Really pervasie Rob Mattison Rob Mattison •© Copyright 2009 GRAPA •15 •© Copyright 2009 GRAPA •16  3G introduces a whole new generation of mediation requirements  With 3G the standard model is greatly modified difi d Rob Mattison Rob Mattison •© Copyright 2009 GRAPA •17 •© Copyright 2009 GRAPA •18© 2011 Rob Mattison www.ra-academy.org 8 of 364

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