Telecommunications Products Business Plan
OSS Telecom Technology is an exciting Bend, Oregon based offshoot of OSS Telecom Technology Taiwan, a $300 million steel conglomerate. The main company was formed to pursue opportunities in operations support systems (OSS) in the telecom software industry. The company has a solid base of 24 telecom operators utilizing their software.
OSS Telecom Technology will pursue objectives that will allow them to quickly gain market penetration. The first objective is to offer a high value, high quality product for the telecom industry. Also important is the ability to develop superior human assets through training and competitive incentives. Lastly, OSS Telecom Technology will pursue a customer intimacy model.
The Products
OSS Telecom Technology has a diverse OSS-based repertoire of products to support the telecom industry. Their first product is CARIBOU, a subscriber billing software solution. Within the CARIBOU package, traffic processing, bill generation, accounts payable, system administration, packaging, and customer care and administration are addressed. Each module within CARIBOU is its own robust application.
OSS Telecom Technology also offers their MEDUSA product. The MEDUSA product provides network support in the form of configuration, control, and management of network elements.
The Market
The market potential is huge for OSS Telecom Technology’s products, evidenced by the unstoppable growth of the telecom industry. Currently, the telecom industry is the strongest growth industry and is responsible for huge gains in the capital markets. The proliferation of cell phones, as just one subset of the telecom industry is increasing at unimaginable rates. One illustrative example is that within two years 65% of children from the age of 10-15 will have cell phones. Broadband Internet service is also forecasted to achieve record penetration. Within three years it is expected that 85% of the population will have access to some sort of broadband connection with 60% of that group subscribing.
OSS Telecom Technology will target two market segments. The first is Tier 2 telecom operators with an 8% annual growth rate and 481 potential customers. The second targeted market segment will be Tier 3 telecom operators with a 6% annual growth rate and 2,011 potential customers.
Management Team
OSS Telecom Technology has put together an experienced management team to lead the organization through this dynamic industry. The team was chosen based on their industry experience. Victor Smith has been brought in as CEO with 25 years of telecom experience. Kenneth Jones is the Executive Vice President and has served with the NCR Corporation and Harris Corp. James Jackson is also an Executive Vice President with experience from IBM, Atlas, Mosaics, and the Lotus Development Corporation. Rounding out the management team is Ken Smith with experience from MIDCOM Communications and US Intelio Networks.
OSS Telecom Technology, leveraging their strong management team and their superior product offerings will reach the Break-even point in year two. After a Net Loss in year one, Net Profit will become positive at the end of year two, but will leap up in year three. Sales for OSS Telecom Technology is forecasted to be moderate in year one and see a hefty increase by the end of year three.
1.1 Objectives
OSS Telecom Technology’s operating model is designed to meet our goals which include:
1. Developing OSS solutions for telecom operations.
2. Bringing high value, high quality products to market.
3. Developing human assets through training and competitive incentives.
4. Practicing a customer intimacy business model.
1.2 Mission
Our mission is to be the provider of high value, high quality, convergent OSS solutions to telecom operators worldwide. These scalable solutions will have unparalleled support to ensure flexibility and to exceed customer expectations.
1.3 Keys to Success
Strategic Imperatives
In order to achieve its mission, OSS Telecom Technology has made clear strategic choices based on the OSS marketplace and the company’s capabilities. These choices translate into key strategic imperatives which OSS Telecom Technology is pursuing to gain leadership in the OSS market. There are three levels of operators within the telecom market: Tier 1, Tier 2, and Tier 3 operators.
1. Value focus: OSS Telecom Technology will focus on Tier 3 operators, providing full featured, scalable, and reliable products and service at competitive prices. The lifecycle price of OSS Telecom Technology’s software products will be 20-40% below Tier 1 competitors such as LHS and Kenan, but will still possess all the features and services offered by these players. Tier 3 competitors, such as Moscom, while lower on price, will not be able to compete with the features and service OSS Telecom Technology offers.
2. Wireline and Wireless Product Portfolio: OSS Telecom Technology’s product offering will evolve from Global Systems for Mobile Communications (GSM) to include other wireless, fixed, and Internet billing solutions. While initial products were GSM-based, OSS Telecom Technology is already broadening its product lines to include local loop billing and convergent billing capabilities, which are key customer requirements.
3. Engineering Center of Excellence: OSS Telecom Technology will continue to develop its low cost, high quality software development and programming center in Taiwan, which provides significant cost advantages over U.S. and Europe-based competitors.
4. Consulting Services: OSS Telecom Technology will combine consulting services with products to develop strong customer relationships and advance its product offerings. The provision of consulting services will allow a more customized, relationship-driven approach to our customers. OSS Telecom Technology will pursue those projects which can be made into products and marketed to other potential customers. OSS Telecom Technology will employ strict criteria to determine which consulting services projects it undertakes. Unless there is an opportunity to “productize” or repeat the solution being developed, the project will not be pursued.
5. Sales Channels: A multi-national marketing and sales team will build both direct and indirect sales channels. In order to capitalize on the opportunities in each geographic region, OSS Telecom Technology has put into place a network of on-the-ground, experienced, and incentivized sales and marketing personnel. These teams will build both direct customer relationships and indirect channels (through systems integrators, switch manufacturers, etc.). The indirect channel partners will give OSS Telecom Technology critical leverage. OSS Telecom Technology will allocate resources to building its partnerships with indirect sales channels. Partners such as Compaq will allow OSS Telecom Technology to gain geographic reach, credibility, and customers which would not otherwise be possible. Specific partner support programs will be put into place to ensure cultivation of these partnerships.
OSS Telecom Technology is a subsidiary of OSS Telecom Technology Taiwan, a $300 million conglomerate specializing in value-added steel products. The company is recognized for using sound business practices, such as high-quality standards and constant infrastructure development, to produce high-value products for customers. With a focus on its people, OSS Telecom Technology has established a training institute to equip managers with the latest techniques and production staff with state-of-the-art manufacturing knowledge. Integrity and exceeding customer expectations are at the core of the company’s values.
OSS Telecom Technology Taiwan was formed in 1994 to pursue opportunities in the Operations Support Systems (OSS) telecommunications market, specifically in Customer Care and Billing software solutions (CCB systems).
Attracted by the potential of the telecom industry and aligning with its core values, OSS Telecom Technology developed a strategy to enter the telecommunications business. They acquired a GSM license for Taipei and provided GSM and paging services throughout Taiwan. The company partnered with Telecom Malaysia for telecom operations.
OSS Telecom Technology realized the need for new tools to efficiently operate in a competitive telecom environment, leading to the formation of an information technology group specializing in telecom software development. They were selected by Telecom Malaysia to develop a system called DINE, which interfaces with different types of telecom switches and collects call detail records (CDRs) from multiple central offices for millions of subscribers. This successful project marked the beginning of OSS Telecom Technology’s focus on telecom Operations Support Systems (OSS) solutions.
OSS Telecom Technology, a company specializing in telecom technology, has established its headquarters in Bend, Oregon. It has also set up regional sales offices in Denver, Colorado and Mexico City, as well as technical support offices in Taiwan.
The company offers various products such as CARIBOU, MEDUSA, PAN, and the SMSC and the IN Pre-Paid Calling Card platform. CARIBOU is a billing system that consists of modules for traffic processing, bill generation, accounts and payment, systems administration, packaging, and customer care and administration. MEDUSA is a system for acquiring, validating, and delivering data from network elements.
OSS Telecom Technology’s billing system, CARIBOU, offers several value-added features including high toll alert, warm billing, friends and families discounts, churn analysis, trend analysis, fraud management, loyalty programs, and point of sales management. The company’s Pre-Paid IN/Calling Card platform provides call processing, business management, dealer management, customer care and administration, value card management, recharging, forbidden numbers list, CDR viewing, and system administration.
In conclusion, OSS Telecom Technology is a leading provider of innovative telecom solutions with a focus on billing systems and Pre-Paid IN/Calling Card platforms. Their products are designed to enhance customer care, provide flexibility in marketing plans, and offer advanced features such as high toll alert and fraud management.
OSS Telecom Technology’s SMSC is the best in its class because of the following features:
– Available on NT and UNIX
– Distributed computing for implementation on multiple machines
– Open interface for any RDBMS
– Value for money
– APIs for rapid deployment of value-added applications
Performance Appraisal of Networks (PAN)
PAN offers a robust and flexible reporting facility. Its module provides routine and customized reports. The user can generate summary reports by specifying the date, network counters, sort criteria, and threshold values.
The reports help network operators monitor resource utilization, call pattern distribution, and quality of service.
PAN’s Features
– Three-dimensional graphs
– Call-key Statistics Module
– Channel Usage Analysis Module
– Network Profitability Ratio Analysis Module
– Comparative Ratio Analysis Module
– Rank of the Network
– A map of the network hierarchy
– Fault management
– ODBC-JDBC Bridge
– OMC-Switch Interface
– BSS Subsystem Planning Module
– Stores network performance for 6 to 12 months
– Reduces data storage load on the telecom network’s OMCs
– Displays multiple graphs for comparisons of network components
– Can be integrated with multi-vendor switch and radio equipment
– Flexible querying and display facility
– Provides indication of revenue earned and lost
– Ease of use – minimum or no training required for MIS use
– Client-server architecture based on JAVA
Conclusion
PAN uses new technology to keep ahead of competition. It is better than Metrica and similar products because it runs on JAVA and is hardware independent, offers more value for less money, is internet enabled and accessible, and has a user customizable query builder.
Market Analysis Summary
Operations Support Systems (OSS) includes applications and services geared toward customer acquisition, service provisioning, asset management, network management, customer care, and billing. Carriers invest millions of dollars in their OSS to improve operations and create a competitive advantage.
The OSS segment of the telecommunications industry is experiencing tremendous growth. The OSS market is projected to grow to almost $60 billion worldwide in 2001. Carriers are increasingly building certain components of their OSS instead of buying them.
Customer Care & Billing Overview
OSS Telecom Technology focuses on customer care and billing (CCB) systems. A complete CCB system captures and reports valuable information on service usage, efficiency, promotions, and operations. CCB systems improve customer service and satisfaction by providing real time access to customer information. They also turn the monthly bill into a marketing tool.
Market Segmentation
To better understand the market for CCB applications and services, it is useful to consider the market by segments in terms of geographic, technological, and subscriber criteria.
Geographical Market Segments
The available market for CCB products is global. OSS Telecom Technology has identified five regions: Europe, North America, Latin America, Africa, and Asia.
Technological Market Segments
The market can be segmented based on whether the operator is a wireless service provider, a wireline service provider, or a provider of both.
Subscriber-Based Market Segments
Market segmentation by subscriber size is important because operators’ needs with respect to CCB applications typically change with subscriber levels. OSS Telecom Technology primarily focuses on Tier 3 operators.
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