Brian G Herbert

Examples from Practice Development leadership at ACD (Brian Herbert) u - developed practice strategy and tools for transformation. u Led several initiatives within revenue management practice, particularly with revenue assurance partnerships and engagements u u For example- partnered with Cvidya and jointly presented a seminar with CvidyaCTO on Asia-Pac revenue assurance and fraud trends. u Teamed with account sales at Rogers and Orange to propose revenue assurance healthcheck. Created solution scorecard (following slides), which was adopted by groups across Amdocs for its ability to align discussions of priorities on objective criteria Revenue Management Engagement Targets Revenue Management Status What can we offer RecomRev per Build-Out today? Priority engagmt Requirements ready full H partial M varies widely settle on 3rd party partner and scope of offering partial approach partial H ongoing srvce ready partial Solution Name Summary Description/ Value Prop Revenue Assurance Healthcheck client readout on state of leakage and RA ops RA Identification and Correction detailed analysis of set of control points partial around a process and root cause approach analysis Revenue Stream Analytics- build and oversee revenue assurance competency center for client PMO cross-practice Resource Needs 3.0 options: SAS, BIMS TIS: DWH/BI, BIS: ASOM process, mediation/rating, 4G, billing, arch. support 4.0 options: cVidya BIS: RA-knowledgeable consultants- put through partner training architecture def., tools integration, approach completion best: SAS good: BIMS+ TIS: DWH/BI, BIS: ASOM/KPI resources M Expand on work/model from Sprint and Bell Canada none doc center artifacts datedneed updating to current business scenarios Credit and Collection Optimization Analysis of process and application of best practice for minimization of debt, Invoice and Billing Optimization review billing ops (cycle, accuracy, vol., ready etc.) and compare to best practices full H Revenue Management KPI implementation of e2e BPOM KPI's for ready revenue mgmt Improvement full M $250,000decision on internal, 3rd party tools, completion of approach 3rd party/DOX Build-Out product ManMonths integration 2.0 none optional TIS: DWH/BI, BIS: ASOM/KPI resources Domain Lead: Brian Herbert Scorecard Header Summary Revenue Healthcheck Solution Scorecard for: Short Description:This solution is a 6-10 week assessment of current state of revenue leakage and revenue assurance operations at a client. Provides basic revenue stream analysis, control point audit, and audit of client processes vs. best practices. Value is identification of leakage or risk points and roadmap for improved ops Increase revenue (via leakage prevention), improve systems and process efficiency, improve Client Value:CSAT via higher billing accuracy Priority within this Solution Domain: 1 Scorecard Detail - Maturity and Value [definition and status section] (Items in this section mirror the Offering Framework doc) 0 Parameters LOW 1Core Offering Definition 1 2 3 4 Parameters Enter X in relevant box HIGH NO NEED, FIT, OR TALENT CLIENT NEED, ACD STRENGTH 1.1Is there a compelling reason for client to buy solution today? lots of convincing x clearly recognized need 1.2Do we have capability and credibility to deliver this solution? Lacking in certain key areas x Strong Capability and Credibility Weak benefit model x Yes, Strong benefit model 1.3Clearly defined benefits/KPI's and how to realize? 1.4PoC or first engagement underway or complete? 1.5Are we best option for client to realize projected benefits? 1.6Applicable to core LOB's and Subscriber segments of our clients? 1.7Good fit with ACD Business Approach and Methodology? No, no client yet x No 2Market Opportunity 2.2Do we know strengths and weaknesses of competition versus us? 2.3Projected revenue less solution (non-direct) overhead next 12 months: 2.4Direct plus incremental (pulled) revenue projected out 36 months: 2.5Have we done this or materially similar work for a client? 2.6Has ACD mgmt and regional CP's input been assessed and incorporated? 2.7Has offering been socialized with and aligned with interests of CBG? x Yes, On Target No/ Exploratory x Strong fit with ACD Biz 4Readiness 4.2Basic approach, methodology, benefits model, and capabilities defined? 4.3Resource needs realistic to fulfill, training and development plan established? 4.4Knowledge Management of offering documents and collaboration initiated? 5Strength/ Maturity of 3rd Party Partnership 5.1Win-Win or Competitive/conflict of interest feel to relationship? 5.2Have we delivered complete solution in this area with this partner 5.3Have we evaluated that this is best option for fulfilling missing capability? 89% TRIVIAL POTENTIALLY GAME-CHANGING Unknown x Known No competitive insight x Good understanding of how to win 500k or less x $ 3MM or less 5MM or more x $ 10MM or more No & nothing similar x Yes, exact work delivered successfully No x Yes, extensive collaboration No communication with CBG x 19 4.1Presales deck, other materials for sales efforts assembled and scrubbed? Yes No/Off Target 25 2.1Do we leverage one or more sources of competitive advantage in solution? Multiple client engagements x Yes, active alignment with CBG 68% OPPORTUNISTIC MANAGED No x No generics or standards x Scarce talent, no HR dev plan x KM via e-mail and HD drive this section applicable?: Conflicts and Competition No, nothing delivered No Template approaches, methodology, etc. Deep domain expertise, HR dev plan x Yes: Yes 11 69% No: x Active use of Doc Center, Portal, etc. Joint Venture - Win-Win Yes, end to end understanding of partner Yes Scorecard Metrics Summary Summary Score % 89% Offering Def. 25 Market 19 Readiness 11 3rd Party 0 68% 69% 0% Total 55 76% [Market Opportunity Section] • • • • • Summary rolls up column calculations from detail shown on the previous slide Offering Definition identifies completeness of specification and knowledge of offering Market is an assessment of profitability, strategic fit, and competitive profile Readiness is the ability to execute with quality and resource availability 3rd Party estimates partner readiness for offerings dependent on 3rd party Solution Scorecard for:Revenue Healthcheck Solution Scorecard Short Description:This solution is a 6-10 week assessment of current state of revenue leakage and revenue assurance operations at a client. Provides basic revenue stream analysis, control point audit, and audit of client processes vs. best practices. Value is identification of leakage or risk points and roadmap for improved ops Increase revenue (via leakage prevention), improve systems and process efficiency, improve CSAT via higher billing Client Value:accuracy Priority within this Solution Domain: 1 [definition and status section] (Items in this section mirror the Offering Framework doc) • • Shows the full Solution Scorecard on a single slide Allows consistent, complete assessment of offerings that require internal investment and coordination 0 Parameters 1Core Offering Definition 1 2 3 4 Parameters Enter X in relevant box LOW HIGH NO NEED, FIT, OR TALENT CLIENT NEED, ACD STRENGTH 1.1Is there a compelling reason for client to buy solution today? lots of convincing x clearly recognized need 1.2Do we have capability and credibility to deliver this solution? Lacking in certain key areas x Strong Capability and Credibility Weak benefit model x Yes, Strong benefit model 1.3Clearly defined benefits/KPI's and how to realize? 1.4PoC or first engagement underway or complete? No, no client yet 1.5Are we best option for client to realize projected benefits? x No 1.6Applicable to core LOB's and Subscriber segments of our clients? No/Off Target 1.7Good fit with ACD Business Approach and Methodology? No/ Exploratory 25 2Market Opportunity Yes, On Target x Strong fit with ACD Biz 89% POTENTIALLY GAME-CHANGING Unknown 2.2Do we know strengths and weaknesses of competition versus us? No competitive insight 2.3Projected revenue less solution (non-direct) overhead next 12 months: 500k or less 2.4Direct plus incremental (pulled) revenue projected out 36 months: 2.6Has ACD mgmt and regional CP's input been assessed and incorporated? 2.7Has offering been socialized with and aligned with interests of CBG? Known x Good understanding of how to win 5MM or more x $ 10MM or more No & nothing similar x Yes, exact work delivered successfully No x Yes, extensive collaboration No communication with CBG x 19 4Readiness x x $ 3MM or less 2.5Have we done this or materially similar work for a client? Yes, active alignment with CBG 68% OPPORTUNISTIC 4.1Presales deck, other materials for sales efforts assembled and scrubbed? MANAGED No 4.2Basic approach, methodology, benefits model, and capabilities defined? 4.3Resource needs realistic to fulfill, training and development plan established? 4.4Knowledge Management of offering documents and collaboration initiated? x No generics or standards x Scarce talent, no HR dev plan x KM via e-mail and HD drive Maturity of 3rd Party Partnership this section applicable?: 5.1Win-Win or Competitive/conflict of interest feel to relationship? Deep domain expertise, HR dev plan x Yes: 11 69% No: x Yes, end to end understanding of partner No Yes 0 Summary Score Offering Def. 25 Market 19 Readiness 11 3rd Party 0 55 Total Active use of Doc Center, Portal, etc. Joint Venture - Win-Win No, nothing delivered 5.3Have we evaluated that this is best option for fulfilling missing capability? Yes Template approaches, methodology, etc. Conflicts and Competition 5.2Have we delivered complete solution in this area with this partner [Market Opportunity Section] Yes x TRIVIAL 2.1Do we leverage one or more sources of competitive advantage in solution? 5Strength/ Multiple client engagements x % 89% 68% 69% 0% 76% 0%