The document discusses revenue assurance services for telecommunications companies. It notes that the Russian telecom market is growing rapidly but revenue leaks can still occur through complex revenue streams. Most telecom executives estimate inefficient control over revenue processes can lead to 5-11% revenue leakage. The document then defines revenue assurance as improving efficiency to ensure all possible revenue is collected. It lists benefits as recovered revenue, minimized risk, and optimized performance. The approach described analyzes the entire revenue stream process beyond traditional areas to both immediately improve the bottom line and implement long-term preventative changes. The goal is to complement existing client functions focused only on usage and billing.

1. Enterprise Risk Services
Russia’s telecommunications market is growing rapidly. Your
company has been successful in this field through implementing
new technologies, introducing new products and demonstrating
a flexible marketing policy.
Your company is aiming towards telecom market leadership
both through developing and maintaining a cutting-edge
technology infrastructure and by utilizing internal opportunities
to enhance revenue without increasing costs significantly.
The revenue stream process has become increasingly complex
due to the number of participants and types of services
being offered. Yet despite the most advanced technology
infrastructure, revenue leaks may occur at various points along
the revenue stream and are potentially quite significant.
Most telecom executives would agree that inefficient control
over the revenue stream process may cause revenue leakage of
up to 5% or more. Our experience suggests that the potential
for overall revenue leakage can be in excess of 11%.
That is why telecom executives pay particular attention to
revenue assurance, its completeness and integrity.
Definition
We see Revenue Assurance as a continuous endeavor aimed at
improving operational efficiency and ensuring that all possible
revenue is collected.
What are the benefits for
the company?
• Recovered revenue for services provided but not billed
• Minimized enterprise risk
• Optimized operational performance
• Establishment of an on-going process to avoid future leakage
Our approach
Our Revenue Assurance service is an end-to-end analysis of the
revenue stream processes, which goes beyond the traditional
approach to Revenue Assurance, identifying problems that are
generally not revealed through the analysis of any single area of
revenue generation in isolation.
Our approach is balanced between achieving short-term,
bottom-line impact and implementing long-term/fundamental
process-driven changes preventing future revenue leakage.
We take a more comprehensive, process-based view of the
causes of revenue leakage by focusing on the processes,
systems, and employee practices that drive financial
performance in functional areas throughout the enterprise.
We strive to complement our clients’ internal Revenue Assurance
functions/groups, which are often focused only on the usage
processing and billing processes.
Revenue Assurance
Contact:
Denis Lipov
Manager
Enterprise Risk Services
dlipov@deloitte.ru