Telecom Evolution: How BSS Solutions are Redefining Standards

Guiding Our BSS Client Through Market Analysis: Shaping Pricing and Innovation for CSPs to Boost Market Share in Telco BSS Space

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Our Client’s Problem
Our client, a prominent provider of telecom BSS solutions, sought to gain an in-depth and detailed understanding of the varied telecommunications offerings present in the market. Their goal was to strategically refine and advance their own BSS solutions, focusing on market-aligned pricing and technical excellence. This comprehensive market insight was aimed at enabling them to position themselves more advantageously in the industry, thus tailoring their offerings to better meet the dynamic needs and expectations of their customers. 

Our Brief
Our client, seeking a comprehensive overview of the telecommunications sector, tasked us with an in-depth analysis of four leading telecom solution vendors, particularly their BSS (Business Support Systems) divisions. The focus of this analysis was twofold: to examine both the business dynamics and the product/technology capabilities of these vendors.

To meet our client's needs, we were to delve into the most current and relevant information regarding each vendor's BSS offerings. This included:

● Latest functionality coverage.
● Technology enhancements (e.g. Cloud support, Microservice based architecture)
● Business update (e.g. revenues, latest wins, etc.)

 

Our Method
At 4D, our foundational principles are rooted in four core values: Depth, Verifiability, Transparency, and Innovation. We firmly believe that these tenets are vital for fostering our clients' success. In line with these values, we engaged eight experienced former executives, two from each of the four BSS vendors we were examining, all with deep expertise in the telecom BSS domain. To comprehensively address our client's extensive needs, we conducted three detailed interviews with each executive, with each session spanning approximately 4.5 to 5 hours.

 

Our methodology is underpinned by rigorous verification and unwavering transparency. We involved two consultants from each vendor, carefully chosen with our client’s input to ensure a perfect fit for the project's requirements. Maintaining strict confidentiality for both clients and consultants was a crucial aspect of our approach. This meticulous process and our commitment to these values were instrumental in the successful execution and outcome of this project.

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Client Outcomes
In our comprehensive due diligence process, we discovered that the Billing and Charging Solution of two (out of the 4 vendors we looked into) vendors stands out as their flagship offering, significantly contributing to their BSS unit's annual revenue. Specifically, interviewees from one vendor underscored the strength of their former company's Billing and Charging solution, emphasizing its central role in the vendor's portfolio. However, they also highlighted certain limitations, including an outdated user interface lacking a modern aesthetic, the absence of a modular structure (which compels customers to implement the entire solution even if they only require a charging engine), and the lack of a genuine SaaS pricing model.

 

A common thread among all interviewees was the recognition of intense competition for skilled personnel and resources in the BSS realm. This is a critical challenge currently faced by these vendors. The scarcity of experts familiar with the intricacies of OSS/BSS solutions, attributed to the complexity of these systems, leads to fierce competition for qualified staff on large projects. The implications are significant: time-consuming and costly training for new employees, potential compromises in project quality, and consequent sales risks. Delays in project delivery impacts clients' willingness to serve as references or renew contracts. 

 

We found this particularly concerning given that top BSS vendors rely heavily on sustaining relationships with existing clients for revenue generation. Ensuring client satisfaction and project success thus emerges as a paramount challenge, necessitating effective management of resources and project timelines.

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