amdocsTheWorld'sLeadingProviderofBillingandCRMfortheCommunicationsIndustry

ConfidentialInformationofAmdocs 1DrWeimingLiVicePresidentSales,AmdocsAPACDivisionConvergentBilling&CRMKeytosuccessofMobileServiceProvidersFocusChange::“LandGrab””vs“RevenueMaximisation”Nolonger““Growthatanycost”ConflictingKPIs:SubscriberGrowthandARPU“Lowvalue”vs.““Highvalue””customersCantheybeidentified?DifficultiesindeterminingbestcandidatesforVASDisparatesystemsfordata//voice,prepaidpostpaidobscuretheviewofthecustomerbaseTheMobileMarketDrivingProfitableGrowthIncreaseCustomerLoyaltyReduceCostsProfitableGrowthAchieveasinglecustomerviewSegment&identifymostvaluablecustomersImprovecustomersatisfactionIncreaseARPU&reducechurnConsolidatesystems&reduceduplicationAutomateandstreamlinekeyprocessesLowersystems’totalcostofownership((TCO)OptimizeassetsamongpartnersandvendorsRapidlylaunchnewservicesBundleandtargetrightcustomerwithrightofferEfficientlyscale&&assurerevenuesStrengthenroleinvaluechain((content&&commerce)CommunicationServiceProviders’BusinessVisionCommunicationServiceProviders’BusinessDriversChallengesofEmergingServicesRobustOnlineChargingCapabilitiesVoice,Data,Content&&CommerceIntegratedCRM&&BillingDecreasingTime--to--MarketAdvancedRatingEnhancedCustomerServiceNetworkTouchpointsfor3rdpartiesFlexiblePaymentMethodsPrepaid/Postpaid//NowpaidSupportingUnlimitedGrowthScalabilityConvergentBilling&&CRMToday’sFragmentedRealitySeparatebillingsystemstosupportprepaid&postpaid,,voice&dataetc..:increasesaMSPstotalcostofownership(TCO))maintenance,upgradeandoperationalcosts…andseparatebillingandCRMplatformsforcustomersupportobscuredviewofthecustomerbaseinabilitytoofferinnovativeserviceandpriceplanbundlesbasedon::businessintelligencewithrespecttocustomerprofiles,behaviorandsegmentationstrategicroleforpostpaidservicestoretaincustomers&sustainrevenuesrapiduptakeofprepaidserviceshighchurnrateslowARPUsGrowthPrepaidPostpaidPrepaid-PostpaidConvergence-What’’shappeninginAsia-Pac??RecentEvolution…ClosingtheGap-ChallengesDataDuplication&InconsistenciesIncompleteViewofCustomersacrossLOBsNoCommonSolutionRoadmapPoorVendorAccountabilityDisconnectB/WCustomer&ProductLifecyclesMultipleIntegrationPointsCRM&BillingInvestmentRiskTCOCustomerLoyaltyToday’sImpactsEnhancedCustomerServiceIntegratingBillingandCRMSupportReplenishmentAnalyticsSingleviewofthecustomerAoCandBudgetControlCustomerempowerment––Self--CareMultiplereplenishmentmethodsviamultiplechannelsFlexiblereplenishmentpoliciesIdentificationofhigh-valuecustomersCross-Sell&Up--SellOpportunitiesBalancesMultiplebalancespercustomerfortotalflexibilitySharedbalancesbetweenmultiplecustomerFlexiblebalancepoliciesGivingthecompanyaconsistent,singleviewofthecustomerGivingthecustomerasingleviewofthecompanyAnalyzingcustomerinformationandpredictingcustomerbehaviourConductingeffectivemarketingcampaignstoincreasehigh--valuedcustomerbase360degreeview

CSPChallengesCustomerRelationshipManagementCustomerInformationDataMartMonitoringPlanningActivationCampaignManagementDataWarehouseOperationalSystemsExternalSourcesData

AnalysisChurnSegmentationProductAffinityTMWWWWAPSMSphoneFYIletterOperationalCRMAnalyticalCRMAmdocsBusinessInsightClarifyCRMCustomerEmergingServicesIntensifyingtheNeedforReunionTightintegrationofthecustomerlifecycle&productlifecycleiscritical.CustomerLifecycleServiceMarketSellFulfillProductLifecycleConceptLaunchDesignCreatePrepaid-PostpaidConvergence-andBeyond……Growingdesireforconvergentaccountsflexibilitytoset--upsomeservicesasprepaid,someaspostpaid.AndBeyond…selectpaymentmethodatthetimeofpurchasei.e.‘‘Nowpaid’E.g..acustomerconsumingamobilegamewithaone-timechargecandecidefrom::aprepaidbalancepostpaidaccountacreditordebitcardloyaltypointsCrossChannelBenefitsPayment

MethodsPostpaidPrepaidCustomerInformationProductCatalogFlexiblePaymentMethodsPrepaid-Postpaid-NowpaidRatingBillingNowpaidUnifiedplatformincreasesoperationalefficienciesPricePlansHybridAccountsCrossChannelDiscountsAmdocsEnablerExcelcom,3rdMSPinIndonesiaconvergentsupportforallpaymentmethods

–prepaid,postpaidandnowpaidWho?What?How?ConvergentPrepaid//PostpaidBilling&CRM-ACustomerCaseStudyOct1996--highlysuccessfullaunchofmobilephoneservicesToday,customerbaseexceeds2million(97%%prepaid//3%%postpaid).Morethan130MSProamingpartnersinover60countriesexcelcomBackgroundConvergentsupportforprepaidandpostpaidservicesReduceTCOviamodernizationandconsolidationpreviously2disparatebillingsystemsforprepaidandpostpaidRapidlyintroduceinnovativeservicesandmoreflexiblepaymentoptionstomeetcustomerneedsandincreasesatisfactionandloyaltyAchievecarrier--gradescalabilitytosupportcustomergrowthexcelcomBusinessObjectivesAmdocs::Enabler,,ClarifyCRMandPRMReplacementofexistingpostpaidandprepaidbillingsystemsPhase1:AmdocsEnablerextendedwith:Pre--integratedBalanceManagementVoucherFormatterReplenishmentManagementapplicationsFeb2003:CompletionofPhase1wasannouncedexcelcomAmdocsImplementationexcelcomBusinessBenefits:Prepaid––PostpaidConvergenceEliminatingtheneedformultiplebillingsystemsincreasingoperatingefficiency&&loweringTCOModernizationandconsolidation--excelcomestimatessavingsof20-30%inbillingoperatingcosts40%reductionincapitalexpenditureMorecompetitiveserviceofferings,fastertimetomarket,,andincreasedcustomersatisfactionexcelcomexpectstobeabletoreduceTTMfornew