CSG International: George Fraser's 2014 Trends

Supporting ever-increasing consumer demand for fast and reliable mobile data access, service providers in developing markets are investing heavily in 4G/LTE. Operators continue to focus on ways to generate revenue growth from these significant investments.

At the same time, price sensitive businesses and consumers in developing markets—like their counterparts in the developed world— demand affordable, high quality services. Where their expectations aren’t met, they’ll switch providers.

Despite increasing competition and the inherent conflict between provider budget constraints and consumer expectations, there’s plenty of opportunity to combat churn and build loyal, long-term relationships.

Focus on revenue:

  • Earning revenue for innovative new content and high volume data services requires moving from legacy to next-generation revenue management platforms that are both agile and highly scalable.
  • Delivering the best connectivity and content requires complex, multilayered partnerships. Providers will invest in wholesale business management solutions, often as cloud-based managed services, that allow them to share revenue, whilst driving profitability.

Aggressively combat revenue drain:

  • Providers will look for ways to cut exposure to fraud. Carrier bypass or “SIM-box” fraud costs between five and 15 percent of many operators’ revenues and markedly damages quality of service.
  • Providers will seek to control their exposure to such fraud by investing in solutions that detect and evade illegal bypass operations, thus protecting revenue streams and the customer experience.

George Fraser is the vice president of Europe, the Middle East, and Africa at CSG International.

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