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The Corporate Wireless Data Opportunity: Maximizing Business Value

The corporate wireless data market is no longer just about great service and innovative solutions, it is about delivering quantifiable business results. As with the enterprise services market as a whole, success will increasingly depend on the providers being able to work with business and IT organizations to define, measure and continuously improve the quantifiable business value of their solutions - before and after the sale. This paper describes the best practices which mobile operators will need to adopt in order to become successful in this challenging market.

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1
Delivering Quantifiable Results
1
2
Avoiding the Primary Sins
3
2.1
Understand and Address Priority Business Goals
3
2.2
Treat Opportunities as Corporate Data Sales
3
2.3
Ensure Customer "Owns" the Expected Results
4
2.4
Establish Relationship with Those Who Own the Results
4
2.5
Develop Effective Relationship with the Wireless Application Provider
4
2.6
Link What You Sell With How You Service
5
2.7
Continuous Improvement
6
2.8
Avoid Forensic Exercises
6
2.9
Proper Use of Benchmarks
6
3
Corporate Wireless Data Examples
7
3.1
Improving Operational Efficiency
7
3.2
Increasing Amount of Revenue Invoiced
7
3.3
Improving Productivity in the Back Office
8
3.4
Improving Profitability in Dynamic Pricing Environment
9
4
Continuous Value Management
10
5
Analysis and Value Metrics
12
6
The Value Maturity Model
13
7
Conclusion and Recommendations
15