Customer Value Engineers Pricing Analytics with Clintview Nauman Ahmad, Consultant September 2016
Founded in 2005 – Hamburg / Germany Telecom Software Development 20+ years EXP Billing & Pricing software Customer Value Engineers Key partnerships Partner Partner
Clintworld Success Stories – Projects achieved 3 Operators Projects Clintview is used as Pricing Simulator (landline, mobile, internet, quadriplay) in order to control the risk of price-driven churn for each and every client. Web application customizations for specific tasks. Drove pricing standardization and control down to the customer sales representatives. Clintview is used for optimizing upsell and loyalty campaigns to increase ARPU and reduce churn. Also migrating the customers from Eplus to O2. Clintview performs the regulation authority requirement to communicate the best possible price plan to every customer. Runs fully automated for > 24 months. Clintview is used for various pricing and customer management tasks in B2B and B2C Hungary Germany Phonehouse needed a system which enables the customer base to be migrated into adequate service plans . Offers “ Best Price Guarantee ” against all products in the market. Clintview computes and bills Best price for > 1000 products in the Belgian market. Sep-16 Speed and precision: Pricing Analytics with Clintview
Clintview: in a Nutshell WHAT IT DOES ? Immediately computes impact for every single customer (what if) Determines product profitability Identifies churn risk Identifies upselling potential Creates transparency of competitive positioning APPLICABLE USE CASES Migrate customers into adequate services Convergent & Bundle Pricing simulator plans (landline, mobile, internet, quadriplay) Best price plan to every customers Control the risk of price-driven & CxP churn Pricing & customer Management Price Standardization (pruning) Best price Guarantee against >1000 products Optimizing Upsell & Retention campaigns KEY DEPLOYMENTS Germany Sep-16 Speed and precision: Pricing Analytics with Clintview
What data is needed? Usage Data OWN UPSELLING PORTFOLIO All formats accepted 1-3 months B PROPOSITIONS S COMPETITORS U PORTFOLIO I LOYALTY SI Tariff Data M N PDF, Excel or HTML E PROPOSITIONS U SEGMENT SS Subscriber Data L CHURN ANALYSIS INFORMATION Actual Tariff of subscriber A R Options & Discounts of subscriber ARPU U T USAGE DATA L I E MARGIN S O ELASTICITIES N Sep-16 Speed and precision: Pricing Analytics with Clintview
Optimization of Loyalty Campaigns 6 Ideal loyalty offering range 12000 12.0% Explanation Loyalty only makes 10000 10.0% sense when customers Number of customers are moved from red to green area 8000 8.0% Green loyalty offering is Churnrate good, red are useless 6000 6.0% 4000 4.0% Price related churn 2000 2.0% Price independent churn 0 0.0% 10% 14% 18% 22% 26% 30% 34% >38% Saving potential actual product compared to competition March 2014 Speed and precision: Pricing Analytics with Clintview
Optimization of Upselling Campaigns 7 Ideal upselling range 12000 12.0% Explanation If customers are upsold 10000 10.0% into critical red area, Number of customers churn will increase, if not, pricing churn will 8000 8.0% not occur Churnrate Green upselling is good, 6000 6.0% red is dangerous Regular competitive 4000 4.0% Price related churn simulations are basis for good upselling 2000 2.0% Price independent churn 0 0.0% 10% 14% 18% 22% 26% 30% 34% >38% Saving potential actual product compared to competition March 2014 Speed and precision: Pricing Analytics with Clintview
8 Customer Value Engineers THANK YOU
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