Guy Hilton, head of product marketing at Amdocs Revenue Management, discusses the strategies that operators are planning to implement in order to increase their data revenues in the 4G LTE. In what way have operators' data services strategies evolved in the last year?

Guy Hilton: Our recent global survey carried out with Heavy Reading has shown that service providers’ strategies are clearly evolving along with their recognition that it is essential to incorporate charging and policy management capabilities to fully enable these strategies.

Those who recognised the importance of charging and policy integration last year have since launched tiered and family plans, for example, and are now looking to enable even more advanced services with real-time user visibility and control capabilities.

Those who weren’t convinced last year about the need for policy and charging integration are much more convinced today, and therefore they are now looking to enable tiered and family plans.

What can operators do to generate more revenues from data in 2013?

As 4G LTE becomes the standard network technology, service providers want to launch more advanced services and price plans.

In order to better monetise 4G investments operators want to offer personalised data plans and real-time visibility and control over data spending.

This furthermore has a residual benefit of improving the customer experience.

What IT capabilities do they need in order to fully monetise their 4G LTE network investments?

The survey found some interesting results when it comes to organisations’ IT capabilities in terms of data monetisation.

According to 92 percent of survey respondents, their marketing department is asking their IT organisation to enable innovative data price plans, while 70 percent said their companies cannot enable innovative data price plans because of IT limitations.

But in order to enable the above capabilities policy management and charging must be unified.

Forty percent of respondents to the survey said they have either tried, or are currently trying, to integrate charging and policy management systems with unsatisfactory results.

This is a significant increase compared to 10 percent last year who admitted to such attempts.

What are the best solutions for service providers wanting to implement more advanced services and price plans?

The overwhelming consensus among service providers indicates that policy management and charging integration is key to enabling more advanced services and price plans.

The data has shown that the best solutions for service providers feature both pre-integrated charging and policy systems and also include a single product catalogue across both systems.

In fact, the vast majority of respondents from Europe, North America and Asia Pacific (100, 90, and 80 percent respectively) said their companies see a need to integrate charging and policy management capabilities.

Integration between charging and policy management helps to solve broken product management processes that cause time to market delays.

In particular, it allows providers to introduce personalised services that relate to the device type, service type, network status, customer location and other customer information, across all lines of business, and with real-time user visibility and control over data plans and spending.

What are the changing customer habits operators can expect in 2013 and how should they respond?

The last few years have seen a steady growth in the use of tablet and smartphone devices.

This growth has brought with it an increase in customer demand, with customers expecting seamless integration across all of these platforms and a consistent, continuous customer experience.

With 4G becoming commonplace in 2013 and Gartner predicting 1.2 billion devices will be sold in the next year, this demand is only set to increase further.

Operators need to have the strategies in place to deal with changing customer expectations, by leveraging their core assets they can stay ahead of their competitors in delivering innovative services.

Furthermore operators need to provide customers with simplified experiences that are personalised and deliver clear value across all communication channels.

They can do this by harnessing customer data and making use of analytics to offer proactive and contextual experiences via enhanced services and improved customer care.

Have you signed up to attend our enterprise opportunity seminar on 29 Jan? Click here for full details

More Features

Opinion: Sponsored data has failed, here’s how to make it work Opinion: Sponsored data has failed, here’s how to make it work By John Giere, CEO at Openwave Mobility. Last year, AT&T announced its bold new Sponsored Data Plan, in which corporations could pay for the data to provide their content so that it wouldn’t count... More detail
Q&A: Bo Ilsoe, Partner at Nokia Growth Partners Q&A: Bo Ilsoe, Partner at Nokia Growth Partners As NGP celebrates its 10th anniversary, Bo Ilsoe discusses strategy for the year ahead, including the areas to look out for. More detail
Opinion: The trends that will make 2015 a year to remember Opinion: The trends that will make 2015 a year to remember By Vincent Rousselet, Vice President, Market Insight and Strategy, Amdocs More detail
Q&A: Simon-Kucher & Partners on the need to raise prices in telecoms Q&A: Simon-Kucher & Partners on the need to raise prices in telecoms Mark Billige, Managing Partner UK, and Ekkehard Stadie, Global Head of Telecoms, at Simon-Kucher & Partners Telcos appear to be caught in a continual downward spiral when it comes to... More detail
Opinion: Forget new tech hype unless IT foundations are right Opinion: Forget new tech hype unless IT foundations are right By Richard Britton, CEO of CloudSense Which new technologies will have the most impact on telecommunications companies in 2015 or even 2020? In my view there’s no clear answer. More detail

This website uses cookies to improve your experience. Using our website, you agree to our use of cookies

Learn more

I understand

About cookies

This website uses cookies. By using this website and agreeing to this policy, you consent to SJP Business Media's use of cookies in accordance with the terms of this policy.

Cookies are files sent by web servers to web browsers, and stored by the web browsers.

The information is then sent back to the server each time the browser requests a page from the server. This enables a web server to identify and track web browsers.

There are two main kinds of cookies: session cookies and persistent cookies. Session cookies are deleted from your computer when you close your browser, whereas persistent cookies remain stored on your computer until deleted, or until they reach their expiry date.

Refusing cookies

Most browsers allow you to refuse to accept cookies.

In Internet Explorer, you can refuse all cookies by clicking “Tools”, “Internet Options”, “Privacy”, and selecting “Block all cookies” using the sliding selector.

In Firefox, you can adjust your cookies settings by clicking “Tools”, “Options” and “Privacy”.

Blocking cookies will have a negative impact upon the usability of some websites.


This document was created using a Contractology template available at

Other Categories in Features