【正文】 equired to deliver Business Synergy ? Phase 5 Support 4 Integration – Upgrades, ongoing, maintenance (inhouse) Issue Raise Capital Profit per subscriber Cash Flow Return on investment Differentiation 33 The CESA Solution and Its Impact on the Business Development Phases CESA Development Phases ? Phase 1 Launch ? Integrated solution procured ? Rapid deployment ? Phase 2 Growth ? Utilize additional features of system ? Scale hardware ? Additional licenses procured ? More sophisticated performance measurement deployed ? Phase 3 Support ? Upgrades, ongoing maintenance supported by vendor partners Phase 1 Phase 2 Phase 3 Phase 4 $ Typical Investment CESA Investment Phase 5 Typical Development Phases ? Phase 1 Launch ? Single Solution Procured ? Rapid Deployment Required ? Phase 2 Growth ? System Capacity and Performance Constraints ? Diverse Applications Implemented ? Phase 3 Replacement ? System Bees Uneconomic to Continue to Scale and Enhance ? Replacement Systems Selected and Commissioned ? Phase 4 Integration ? Largescale Integration and ReEngineering Required to deliver Business Synergy ? Phase 5 Support ? Upgrades, ongoing maintenance (in house) 34 A Complete Enterprise Architecture for Communications Businesses Reference Data Model BestinClass Product Set Data Warehouse Data Model Current Systems Pre Integrated for Quick Start Interface Definition Organizational Build and Business Process Model F ull M ISC u s t o m e r C ar e a ndP r ovis ion a l b ill in g B i lli ngO r a c le Imple me n t a t io na n d In t e g r a t io nN ew P r oce s s E s t a bli s hedImplementation Service Integrated Performance Measurement Framework Preintegrated System Solution 35 Organizational Build and Business Process Model = In Scope Customer Value Chain Market Identification Product Management Marketing Sales Service Delivery Service Assurance Billing Contact Management MI PM MA SS SD SA BI CC Network Management Value Chain Plan Network Design Network Construct/ Configure Network Service Generation Test Network Manage the Network Manage Network Performance PN DN CN SG TN MN MP Manage HR Manage Finance Plan Govern Business Manage Supply Chain Business Operations Process Maintain External Relationships P E MS MF HR Deploy and Manage IS / Outsourcing D 36 Integrated Performance Measurement Framework Customer Value chain Market Identification Product Management Marketing Sales Service Delivery Service Assurance Billing Customer Contact Management Product Definition Product Planning Product Development Product Deployment Product Tracking Product Retirement Market Research Analysis Customer Segmentation Product Segmentation Market Strategy Development Campaign Management Prospect Management Pricing Packaging Channel Support Customer Management Reporting Sales Strategy Definition Channel Management Account Planning Selling Sale Close Customer Winback and Retention Order Fulfillment Service Provision Customer Management Customer Queries Contact Management Trouble Management Upselling and Crossselling Management SLA Management Internal Reporting Regulatory Reporting Usage Collection Rating Bill Calculation Bill Rendering Payment Processing Debt Processing Settlement Billing Payment Processing Debt Processing InterConnect Billing ? Turnover growth ? Profit Margin ? Tax Rate ? Working Capital ? Fixed Rates ? Cost of Capital ? Growth duration Cost per line installed Cost per line serviced Interconnection cost Overhead/employee Crosssubsidy mobile handsets Fixed line peration Cellular coverage Digitalization /ATM projects Subscriber / Base station GDP growth Market Growth Market share Tariff plans /Regulation Churn rate Value Drivers Typical Measures / Microdrivers / projects (Solution to contain set of predeveloped value reports) 37 Applications implementing the Customer Value Chain in the Demonstration Market Identification Product Management Marketing Sales Service Delivery Service Assurance Billing Customer Contact Management MI PM MA SS SD SA BI CC MI1 Market Research Analysis MI2 Customer Segmentation MI3 Product Segmentation PM1 Product Definition PM2 Product Planning PM3 Product Development PM4 Product Deployment PM5 Product Tracking PM6 Product Retirement MA1 Market Strategy Development MA2 Campaign Management MA3 Prospect Management MA4 Pricing Packaging MA5 Channel Support MA6 Customer Management Reporting SS1 Sales Strategy Definition SS2 Channel Management SS3 Account Planning SS4 Selling SS5 Sale Close SS6 Customer Winback and Retention SD1 Order Fulfillment SD2 Service Provision CC1 Customer Management CC2 Customer Queries CC3 Contact Management CC4 Trouble Management CC5