Called a “nightmare scenario,” the report essentially attributes the revenue assurance problem to the growing number of devices in the wireless industry. Mobile phones, tablets, and connected M2M devices all riding on mobile networks are evolving faster than the billing systems can keep up.

What this means: wireless carriers that want to remain relevant, offer compelling devices and services to their customers, and grow revenue MUST have flexible billing systems in place that can adapt, bundle, and enable new product catalog offerings quickly and nimbly. In addition, having decent revenue assurance and fraud management solutions in place is critical.

It’s something to consider. The 3G buzz is over, and the 4G buzz is growing old. The excitement of LTE has just begun to roll, but if your wireless billing system loses money, your growth won’t capture all of the revenue and profit possible from new services.

So making this project a total success is the goal. Solid, proven technology is never enough. It really comes down to these four points:

1. Know your Interfaces. Understanding how new BSS improvements will work with existing systems is essential
2. What are your customizations?. Every BSS improvement has some amount of customization. The more standard your process is, the easier it will be to maintain, maybe reduce effort and work in the future
3. Time to get the job done. Every project takes time. Be realistic and fair with your approach, and build in room for the unknown. Because it will come up no matter how hard you plan it.  Then make sure you execute on that timeline without sacrificing integrity or quality.
4. Work with people who you know can handle adversity well. Issues will come up. Big challenges could derail your original strategy, but how you handle those challenges is what separates winners from losers. Having a team that can solve challenges in the face of adversity is the most important these four keys to overcoming the conversion “hump.”

Although some mobile operators seem concerned about their role – we feel that mobile providers need to embrace these new customers and their ability to introduce new and innovative solutions.  U.S. communications service providers seems to have embraced the role of OTT players, via key partnerships and the introduction of innovation or collaboration centers to foster M2M solutions. On the other side of the table, many international partners continue to assess their approach towards these vendors.

In my view, the M2M marketplace is far too vast to limit your options. With these endless opportunities – why not leverage other partners, with unique expertise, to create compelling offers for your end-customer?  Just remember that you need a well thought out M2M strategy, a compelling product and a flexible billing solution to capture the revenue.

As Cycle30 continues to engage the M2M community, it’s amazing to see how many people are unaware of the latest technology and access advancements that have been realized in the marketplace.  There are a number of new offerings that deliver mobile M2M solutions that are not bound by coverage or pricing limitations.

One interesting example is a global sensor that tracks luggage for domestic or world travelers – and it can be delivered at a very cost effective price to consumers. 

If a previous business case Return-on-Investment (ROI) did not pan out– I’d encourage you to definitely take another look. Common M2M solutions have a lifecycle of 5+ years – so you don’t have to get always be break-even within a 12 month period.

If you have questions on partnership opportunities, M2M solution advancements and/or are looking to build out an M2M business plan, I’d be interested in hearing your ideas. Post a comment or drop me an email.

If your business support systems are the heart of your business, then replacing back-office infrastructure like billing is something like open-heart surgery

But it’s a struggle. As our

One area I’m especially intrigued by are the sessions related to “smart grid/smart utilities.” It will be interesting to see what lessons the utility sector takes from the experience of telecoms.

My prediction is that there are many technology lessons to be learned; however, the primary lesson will be about the criticality of putting the customer at the center of the model. That means gaining a greater understanding of your customer, developing products/plans that meet their requirements and giving them access to information about their consumption patterns. Giving customers the power to be better informed and thereby better able to make choices to suit their individual needs.

It’s a lesson that took the telecom industry a while to learn and a valuable one that utilities should take to heart as soon as possible.

This topic is near and dear to my heart, but it’s just one of the many discussions I look forward to sharing with colleagues new and old at TMF Management World this year. Let me know your thoughts here, or better yet, meet us there and join the conversation.