Archive for the Sales Category

Subex, Indian vendors of business assurance software, have announced 5 new customer contracts in emerging markets, worth USD10mn in total. You can read the press release here.

Two of the deals are in the Asia Pacific region, two from North Africa and one in the Middle East. The deals cover Subex’s revenue assurance, fraud management and credit risk offerings, some of which will be supplied as a managed service. Otherwise, details are scant, and it is unclear why these deals were presented in a single press release. This will raise suspicions that the operators involved are part of a single group; there are several groups with interests across the regions described. Nevertheless, USD10mn of new revenues will be a welcome boost to Subex, who recapitalized last year, with their revamped management team promising to reverse previous declines in sales.

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WeDo, Portuguese vendor and market leader, has rounded out a good year with more positive news. Zain Group has purchased WeDo’s RAID revenue assurance software for use in Kuwait, Jordan and Iraq. You can find the press release here.

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Sky Brazil will use WeDo’s RAID software to assure the migration of customer tariff data to Sky’s new billing system. The price was not disclosed. Sky Brazil is reportedly the largest direct-to-home cable and satellite TV provider in Brazil, with 17 million viewers. You can find the press release here.

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Ethio Telecom, the monopoly telecom provider in Ethiopia, has purchased Subex’s ROC revenue assurance solution following a competitive tender. Subex will implement their software in partnership with Softpro International Limited of Mauritius. See Subex’s press release for more details.

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Etisalat Egypt has joined the growing band of telcos that has replaced one vendor’s COTS RA system with another. Earlier this week, WeDo announced they were nearing completion of a three-phase implementation of their RAID system; see here. Anonymous sources indicate that Etisalat Egypt purchased WeDo’s RAID as a replacement for Connectiva’s OneReview.

Loyal talkRA readers will remember that Indian start-up Connectiva raised USD17mn in VC finance during 2008. Less than four years later, they silently collapsed, under the pressure of unpaid debts. Although the firm was later acquired by Mara-Ison, Etisalat Egypt’s decision proves two things. First, it was impossible to restore trust in a supplier that failed to communicate with its customers. Second, telco customers place an increasingly high value on knowing their supplier is financially sound and will be able to support and develop their product in the long run. The word from some telcos is that confidence in the future of WeDo currently gives them a significant competitive advantage over some rivals.

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