billing and revenue innovation management - billing and revenue innovation management solution...

Download Billing and Revenue Innovation Management -   Billing and Revenue Innovation Management SOLUTION LANDSCAPE Manage Subscribers Collect ... SAP Convergent Invoicing Customer billing  invoicing

Post on 15-Mar-2018

229 views

Category:

Documents

12 download

Embed Size (px)

TRANSCRIPT

  • Billing and Revenue Innovation Management Wettbewerbsvorteil durch Echtzeitabrechnung oder

    MONETIZING DIGITAL TRANSFORMATION

    Holger Ochsenknecht

    April 2015

  • DIGITAL TRANSFORMATION V

    alu

    e c

    rea

    tio

    n

    DIGITAL CONNECTIVITY & DIGITAL PRODUCTS

    1990s 2000s 2010s

    DIGITAL CUSTOMER ENGAGEMENT

    DIGITAL TRANSFORMATION

    OF BUSINESS MODELS

  • OPPORTUNITIES TO CHANGE THE BUSINESS MODEL

    WHAT CEOS THINK IS THE CAUSE OF THE NEXT BIG THING

    10% Changes to

    costs/pricing

    11% New product/

    service offerings

    13% Changes to

    consumer demand

    15% New market

    opportunities

    22% Business

    model change

    Source: http://www.pwc.com/gx/en/ceo-survey/2014/assets/pwc-17th-annual-global-ceo-survey-jan-2014.pdf (page 24)

  • 90 TRADITIONAL BUSINESS MODELS

    Manufacture Use Distribute

    SELL

    Selling through

    RETAILER

    MFG has NO Customer

    INTIMACY

    MFG has NO direct

    end-customer

    RELATIONSHIP

  • 00 SOCIAL MARKETING

    Manufacture Use Distribute

    SELL

    ENGAGE

    MARKETING

    OPINION BUILDING

    INCREASED REACH

    MICRO SEGMENTS

  • 10 MONETIZATION OF NEW BUSINESS MODELS

    Manufacture Use Distribute

    SELL

    ENGAGE

    MONETIZE

    NEW REVENUES

    Subscriptions

    Metered Usage

    COMPETITIVE

    DIFFERENTIATION

    CUSTOMER INTIMACY

    SMART COMMERCE

  • MOVING FROM PRODUCTS TO SERVICES

    Manufacture

    Connected Services

    Use Distribute

    Pay As You Go

    Pay Per X (View etc.)

    Metered Charging

    Micropayments

    Subscriptions

    Price Plans

    Bundles

    Personalized Offerings

    Freemium

    Try Before You Buy

    eWallets

    Virtual Currencies,

    Points & Rewards Systems

    Partner Settlement

    Revenue Sharing,

    Multi-Sided Transactions Spending Controls &

    Alerts, Allowances

  • Three Drivers for New Monetization Models

    Agility

    for Subscriptions

    & Usage-Based

    Business Models

    Flexibility

    for Multi-sided

    Partner Revenue

    Sharing

    Scalability

    for High Volumes

    of Billings and

    Settlements

  • FROM PRODUCT TO SERVICE

    SELL PRODUCTS SELL SERVICES

    Vendor Service Provider

    Orders Subscriptions & Metering

    Items kWh,Meter,Liter,Megabyte,Time

    Price Table/List Price Formula

  • MULTI-SIDED BUSINESS MODELS

    Enterprises

    Small Businesses Advertisers

    Content and

    App Developers

    Suppliers

    Service Provider

    Service Provider

    Service Provider

    Consumers

  • 500,000 New customer

    accounts per day

    100 to 1,000 Transactions per

    second 24x7

    SCALE AND VELOCITY

  • Subscription

    Order

    Management

    Usage Metering &

    Transaction Pricing

    Billing,

    Receivables,

    Collections

    Partner Revenue

    Share

    SAP Billing and Revenue Innovation Management (BRIM)

    Business Model

    Design & Pricing

    Simulation

    Commerce Marketing Sales Service

  • 13 2015 SAP SE or an SAP affiliate company. All rights reserved.

    SAP Billing and Revenue Innovation Management SOLUTION LANDSCAPE

    Manage Subscribers

    Collect Usage

    Price and Charge

    Bill and Settle

    Handle Payments

    Manage Credit and Collections

    Provide Customer

    Care

    SAP ERP Backend

    SAP Convergent Pricing Simulation

    What-if simulations of pricing changes based on mass historical data

    Customer analysis Usage analysis Financial analysis

    SAP Customer Usage Analytics

    SAP Convergent Mediation

    by DigitalRoute

    Online and offline mediation

    Policy management

    SAP Convergent Charging

    Service pricing and modeling

    Online and offline rating

    Partner revenue share calculation

    Online account balance management

    SAP FI

    FI-AR FI-CO etc

    Product catalog and offer management

    Order capture Order

    distribution

    SAP Sales and Order

    Management

    SAP Customer Financial Management

    Revenue management

    Credit Management

    Payment handling

    Online bill presentment

    Financial customer care

    Collections management

    Dispute management

    SAP HANA Real-Time Data Platform

    Technically Part of SAP ERP ECC Platform

    SAP Convergent Invoicing

    Customer billing & invoicing

    Partner payment statements

  • DPD GEOPOST: SIMPLIFYING FINANCE OPERATIONS FOR PARCEL EXPRESS

    Lothar Preis, Board Member, DPD GeoPost

    Service GmbH

    0.5% Revenue increase with

    improved data quality

    45 Disparate systems

    consolidated into one

    OBJECTIVE Simplify finance and accounting operations

    with a single solution landscape

    SOLUTION SAP BRIM for Billing, Revenue

    Management and Receivables

    BENEFITS Less revenue leakage, cross-subsidiary

    reporting and business transparency

    We achieved the business transformation

    in finance and accounting through a

    reshape of our IT landscape by

    harmonizing data, reducing applications,

    and automating processes.

  • ASCENDI GROUP: TRANSFORMING TOLL COLLECTION

    90% First-call resolution rate with fast access to

    customer account details

    OBJECTIVE Increased business flexibility as part of

    toll modernization project

    SOLUTION SAP BRIM for Electronic Toll Collect

    Billing

    BENEFITS High customer satisfaction with great

    invoice transparency, lower operating

    costs

  • 16 2015 SAP SE or an SAP affiliate company. All rights reserved.

    Modular Deployment Choices for Rapid Time-to-value

    These are just examples of

    common deployment

    options, others are possible

    SAP Convergent

    Invoicing

    SAP Customer

    Financial

    Management Existing Billing

    Product Catalog Customer Master

    SAP Convergent

    Charging

    Existing Billing

    Existing Prepaid

    Existing Rating SAP ERP

    Financials

    Payments and

    Collections ERP Financials

    SAP Convergent

    Invoicing

    SAP Customer

    Financial

    Management

    SAP ERP

    Financials SAP Convergent

    Charging SAP Convergent

    Mediation

    hybris & SAP 360 Customer

    SAP Customer Usage Analytics

    Efficient invoicing &

    receivables in

    existing CRM and

    rating landscape

    Add-on pricing and

    charging flexibility

    Complete end-to-

    end solution

  • SAP BRIM SOLUTION BENEFITS

    Faster Business

    Model Innovation

    With greater flexibility for

    introducing new commercial offers

    Reduction

    in customer

    support calls

    With simplified, transparent

    invoicing

    Lower DSO

    When accounts receivable tracks

    short payments and alerts staff of

    recurring issues or those outside a

    given tolerance

    Decrease in

    operational costs

    Of billing and collections as

    percentage of revenue with

    optimized collections and dispute

    handling

    40% Up to

    25% 27% 74% Up to

  • THANK YOU

    Holger Ochsenknecht

    Sales Director DACH

    Holger.Ochsenknecht@sap.com

    + 49 151 1142 7716

    mailto:Holger.Ochsenknecht@sap.com

  • BUSINESS MODEL DESIGN

    ACCELERATE TIME TO MARKET

    Business users design subscription

    pricing, usage-pricing and bundling

    through configuration, not code

    Allocate fees and credits to multiple

    financial accounts: prepaid, postpaid,

    hybrid

    Innovate your offers with credit, quota and

    entitlement pooling across multiple

    enterprise employees, seats or devices

    Interlink partner revenue share terms

  • The flexibility and speed at which we could

    create and modify price plans was second to

    none. It is so user friendly that now even

    non-technical financial managers are able to

    introduce new tariffs.

    EXPRESS YOUR BUSINESS MODEL AND EVOLVE IT RAPIDLY

    Cloud Pricing Model

    Usage-charge

    Lookup event type

    Check SLA

    Tariff based on Time & Date

    If event class is premium

    Update usage tracking

    Charge a flat fee

    Otherwise

    Charge a calculated fee

    Monthly recurring charge

    Check historical usage

    Calculate corresponding fee

    Raphal Bichon Project Manager, SFR

Recommended

View more >