Archive for the Sales Category

Maltese multiplay operator GO is not the largest telco in the world, and they cannot be described as early adopters of Subex’s ROC solutions for revenue assurance and fraud management. However, they may be the first telco to acquire RA and FMS capability through a contract that initially supplies managed services, but later shifts to a software licence arrangement. The value of the deal was not disclosed. You can read the press release here.

This ‘hybrid’ agreement between GO and Subex highlights how telcos rely on vendors for education, as well as tools. The transfer of working responsibilities between Subex’s managed service team and GO’s business assurance staff will inevitably involve a transfer of knowledge. In my opinion, it is generally true that both vendors and telcos need to find new ways to equip telco staff with the skills they need, as well as providing them with software and equipment. Contracts that involve a period of managed services followed by a handover to telco employees may be one way to close the gap.

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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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