Category: Telecom services

Objective: To rate the best regions according to their performance and track them.

Background: A telecom service provider desired to study different regions and identify the best regions as per their performance. There are hundreds of regions and they are of different sizes and revenue yields.

Challenges:

• A simple sort of the regions based on the revenue generated brings a bias to their performance
• There are inherently some factors like size and the nature of subscribers that lead to difference in the revenue generated.

Methodology: Certain macro-factors and micro-factors that determine the performance of a region were identified to rate them. Volumes of callers, quality of sales and the sales value were significant parameters identified as macro-factors. They touch upon the growth of subscribers in the region, the revenue generated and the quality of revenue generated. Using these parameters it was convenient to develop an index that merits these points.

• Comparison across the regions irrespective of their backgrounds
• A monthly tracking movement that provides the health status of the region

Score Performance 5 Very high 4 High 3, 2 Average 1 Low

Results: All the regions fall under a map having four areas based on their performance - Very high, High, Average and Low performers. This analysis helps a manager to measure the relative performance of a region and track the progress of the region every month and to initiate corrective measures. This also eliminates biases which crop up when data is only based on revenue generated. It provides a more holistic approach and provides an entirely new prism to look at data.