-
For more information on training events, visit
www.ra-academy.org
Reprioritize your efforts Reduce costs and increase impact Make
revenue assurance a more mission-critical function Add more value
to your organization NOW Change your understanding of the role of
revenue assurance
in telecommunications
Learn more about GRAPA at www.grapatel.com
Learn How to Reinvent your Revenue Assurance Activity:
Get Certified This Week!Join 500 other professionals!
REVENUE ASSURANCE TRAINING
RAF101: Revenue GovernanceDetailed Overview of RA Background,
rationalization, history, and structure of GRAPA's approach to RA.
Provides the foundation for standard controls, RA lifecycle,
revenue mapping, and noise. RAF102: Network FoundationsAccess,
Service Delivery and AAA Focuses on the underlying infrastructure
that makes any telecommunications system work. How telecom services
are delivered, how delivery is organized, and how billing can occur
with integrity. RAF103: Billing FoundationsAssurance of Billing
System/Billling Model Learn different billing systems (Traditional
Postpaid, Classical Prepaid, Radius, Diameter, Specialized, and
Convergent Billing Systems). Learn how to perform a complete
mapping of the revenue stream. RAF104: Partner FoundationsPartner
Business Models/Risks Assurance of partner-based business models
[Interconnect (CABS), roaming, content, VNO, and Outsourcing] and
risk to the operational model. Learn the standard GRAPA approach to
these models. RAF105: Profit FoundationsMargin Assurance/Market
Assurance Learn how to set up, organize, and implement Margin
Assurance and Market Assurance. Margin Assurance focuses on the
"True Revenue" earned from the sale of a service. Learn what Market
Assurance is and how it delivers value.
Revenue Assurance Foundations
RAF Five-Day Certification Program
Five-Day Certification Program
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Why RA Professionals are Attending our
Workshops...................................................................................................................3
The GRAPA Approach: Knowledge Building
Blocks......................................................................................................................4
Revenue Assurance Foundations: Week at a
Glance.....................................................................................................................6
Day 1 RAF101: Revenue
Governance.............................................................................................................................7
Day 2 RAF102: Network
Foundations.............................................................................................................................8
Day 3 RAF103: Billing
Foundations................................................................................................................................9
Day 4 RAF104: Partner
Foundations..............................................................................................................................10
Day 5 RAF105: Profit
Foundations.................................................................................................................................11
The Revenue Assurance Academy
Experience.............................................................................................................................12
About the Training / The
Instructors...............................................................................................................................................13
Contact Us / Event
Schedule...........................................................................................................................................................14
Table of Contents
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Do NOT send your staff to the RAF training event if: You are
satisfied with the performance of your revenue
assurance team You believe that your team already knows
everything
that is important about revenue assurance and how it is
practiced
You are not interested in having your team learn innovative ways
to cut the cost of assuring existing revenue streams
You think that it is impossible to improve margins and maximize
realized revenues (profit) through application of financial
analysis, controls and disciplines
You have given up on ever getting an understanding of, or
control over your marketing risks and costs
You do not want your team confused with information about more
sophisticated and effective ways to get their work done
You do not want your employees learning how to take the
initiative in finding and resolving risk to revenues
You are sure that your team is already doing everything possible
to maximize your revenue position
You do not want your revenue assurance staff to see how other RA
teams deliver value and focus their efforts
You do not want your team to be tested against the international
standard of knowledge and expertise
You do not want your team members to feel more confident and
competent
You do not want certification for your team members
Do NOT attend the RA Foundations training if: You already know
how to assure those difficult to master
new technologies like GPRS, 3G, WiMAX, FemtoCells and others
You are getting enough recognition for your hard work
You are sure that you are doing everything the best way
possible.
You know how to communicate and partner effectively with network
engineers, I/T, operational managers, auditors, SOX and regulatory
compliance teams
You know how to detect and prevent fraud
You understand how to assure network, mediation, postpaid
billing, prepaid, interconnect, roaming, CAMEL, SMS, MMS
You are not interested in learning about the GRAPA standard
controls and benchmarks about assurance of these areas
You are sure about how you are setting priorities
You have the right KPIs and you are being measured on delivery
of the right things
You dont want to build a network of like-minded professionals to
learn from and share experiences with
You are not interested in learning new ways to save your company
money and reducing the overall risk to revenues
Why should you attend the RAA training events? Its simple. The
Revenue Assurance Academy provides RA professionals with the best,
most comprehensive, and most authoritative source of information
about how revenue assurance is actually practiced by carriers
around the world. We do not waste your time with theoreti-
cal discussions or examples based on one person's limited
experience at one or two locations.
3
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The GRAPA Approach: Why it Works
Knowledge Building BlocksWhat if I only want to attend certain
days?
We understand that due to corporate policies, budget
constraints, time limitations, and short-term/crisis information
needs, members may wish to come for shorter periods or only for
specific modules.
However, based on feedback from teaching over 1000 students in
the past 3 years, the GRAPA Steering Committee has determined that
real mastery of the material, and the practical ability to apply
it, is only attained when students attend the training in the
pro-scribed sequence.
As a result, the committee has directed that these events can
only be offered (and attended by members) in the order described by
this event guide, and that this limitation applies both to members
looking for training as well as candidates wishing to certify.
So as long as members attend the training in the sequence
described (Day 1 before Day 2, then Day 2 before Day 3, etc.), they
can be trained and/or certified by attending multiple events (for
example: first 3 Days at one location, last 2 days at another).
A Comprehensive, Professional Approach Not Just Random
Information
The objective of GRAPAs standards-based approach is to formally
define professional practice against spurious and random
approaches. It makes clear that professional disci-plines are not
mysterious, personality-driven nor purely dependent on individual
talent and experience.
On the contrary, they are scientific, measurable and repeatable
fundamental skill-sets that can be taught and practiced by
serious-minded professionals adhering to rigorous standards.
The sum total of this educational approach is not simply a
random collection of isolated interesting facts, or a bag of tips
and tricks, but rather a set of fundamental ideas, concepts and
technical/operational knowledge progressively built upon towards
giving professionals a comprehensive understanding of their
function and the problem space.
These take the form of knowledge building blocks around
technologies, business models, operational environments and
standard controls that have to be organized and presented in a
logical/deliberate way so as to be useful, and form the basis of
real-world practical applica-tions.
Full Mastery of a Professional Discipline
So candidates who do participate with integrity in the full
course of study will have assembled a body of knowledge whose power
is many times greater than the sum of its individual parts.
This comprehensive collection of professional knowledge around a
specific func-tion will allow for its application in any telecoms
environment, regardless of line of business, technology, physical
media, geographic location, corporate culture, or political
environment.
4
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Revenue Governance
Network Foundations
Billing Foundations
Partner Foundations
Profit Foundations
Each day builds on the next for the most effective and powerful
training possible!
A Step-by-Step Process to Really Understanding Revenue
Assurance
The Revenue Assurance Foundations week begins with an overview
of Revenue Governance. You will become acquainted with your
instructors and your fellow classmates, and we will begin to
discuss the true relevance of revenue assurance in
telecommunications today.
After day one, you are ready to begin learning the fundamentals
of network infrastructure. If you dont have a solid background in
access and service delivery architecture, you will not be able to
master the material covered during the rest of the week. Thats what
makes day two so important and so valuable for your training
journey.
The third day focuses on the various billing systems utilized in
telecommunications. By now, you are building a strong foundation in
the fundamentals of revenue assurance. You are now ready to learn
about interconnect and roaming on day four. This information fits
perfectly into the structure of knowledge that you have acquired
thus far, and everything youve learned will really start to come
together.
By day five, you and your colleagues will have developed an
impressive collection of revenue assurance knowledge and wisdom. On
the last day, you will learn about profitability and market
positioning so that you can definitively confirm the value and
necessity of the revenue assurance department.
The only way to get to the top is to start with the basics. Each
day of material builds on the previous one, and by the end of the
week, you will have acquired a vast amount of knowledge and a
fundamental understanding of revenue assurance and how to is
crucial to the success of the telco.
This one-week training course is the key to understanding the
real importance and scope of
revenue assurance!
5
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Revenue Assurance Foundations 5-Day Practitioner
CertificationGRAPA's Revenue Assurance Foundations Course
Understand RA with an entirely new perspective and become a
Certified Practitioner of RAOverview: The Revenue Assurance
Foundations course is a five-day workshop and certification event
designed to provide the student with a comprehensive introduction
to the professional practice of revenue assurance as defined by the
GRAPA standards, governance model, methodologies, and framework.
Students will learn about the GRAPA controls framework and how to
ap-ply them to a number of critical operational and technical
domains. We will train students in a systematic and comprehensive
method for the analysis, diagnosis, and containment of risks to
revenues through a standardized approach.
Students will be familiarized with the complete set of revenue
assurance disciplines including revenue chain assurance (leak-age
detection, reporting, and correction), proactive and preventative
revenue assurance, margin assurance (the protection of corporate
profits across major lines of business, assets, and market
activities), and market assurance (the protection of revenues and
profits exposed to the marketing and new product development
process).
Certification: Candidates who have at least 6 months of verified
work experience in a telecoms-related area and who pass all exams
and attend all 40 hours of class will be rewarded as a Certified
Practitioner of Telecommunications Revenue Assurance.
Who Should Attend: Anyone interested in learning the GRAPA
standards-based scientific approach to the practice of revenue
assurance including: Newer RA employees looking for a comprehensive
introduction to revenue assurance and who wish to become
certified as part of their training. Experienced RA
professionals looking for a clear vocabulary and structure, a
reinforcement of the importance of
their role, and an opportunity to expand their scope. RA
managers who wish to strengthen and add value to their teams and
who are in need of a systematic, effective
approach. Internal auditors looking for a standard,
compliance-based approach to performing their job functions.
Consultants who want to better understand revenue assurance in
order to win more deals and develop partnerships. Operational
managers, finance and accounting personnel looking for better
compliance and control over the financial
condition of their organization. IT employees who need a better
understanding of revenue assurance to better support the telco as a
whole. Product developers, marketers, and sales teams within
telecoms who want to gain the upper hand through their
inclusive understanding of revenue assurance.
Our Promise: Students who take the training seriously,
participate enthusiastically in activities, and pass the
certification exams will be able to perform all practical
applications listed under each course description.
Week
at a Gla
nce
Session Day 1-RAF101 Day 2-RAF102 Day 3-RAF103 Day 4-RAF104
Day5-RAF105Revenue Governance Network Foundations Billing
Foundations Partner Foundations Profit Foundations
Opening Session Intro to Revenue Governance
Intro to Network Intro to Billing systems Intro to partner
assurance
Intro to Revenue engineering
Morning Session The Real Telco Operations Model (TOM)
The Domain Analysis Methodology (DAM)
Postpaid Billing Systems (mediation, interconnect, roaming)
Interconnect (protocols, boundaries, DAM)
Margin assurance (principles and applications)
CoffeeLate Morning Session GRAPA Standards Circuit
Principles
(Wireline, GSM, CDMA)Prepaid Billing Systems SIMBOX, bypass,
and
related risksMargin assurance case studies
LunchAfternoon Opening Revenue Governance
FrameworkData Principles (ISP, WIMAX, GPRS, DSL)
Diameter, radius, and packet billing systems
Roaming, (protocols, boundaries, DAM)
Market assurance (principles and applications)
Afternoon Session RA Lifecycle Broadcast Principles (Satellite,
Cable)
Credit, provisioning, and channels
Content (protocols, boundaries, DAM)
Applying market assurance
CoffeeLate Afternoon Session Revenue mapping Femtocells,
Microwave,
Leased-linesConvergent billing systems
Regulator's Dilemma and fraud protection
New product development
Closing Session GRAPA controls and the DAM
Assure any Network M-banking and location-based billing
VNO and outsourcing risks
Revenue governance revisited
6
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RAF101 Revenue Governance
Key Concepts include: The GRAPA Standards Approach The Revenue
Assurance Lifecycle 12 types of controls and how to apply
themRevenue MappingRevenue Optimization Noise AnalysisRevenue
Maximization Principles of KPI Design and DeploymentGRAPA Standard
Controls and ApplicationsGRAPA Benchmarks Revenue Assurance Body of
KnowledgeRevenue Assurance StandardsGRAPA Certification ProgramThe
RA Governance FrameworkGRAPA Core Methodologies
OverviewThis course is an introduction for the new Revenue
Assurance Governance methodology and framework that is
revolution-izing the way telcos do business.
One of the most pressing questions for an RA professional is,
"Why am I here?" or "What is my role?" We will clear the confu-sion
and give your job relevancy and structure. Discover how GRAPA is
helping turn Revenue Assurance into one of the most effective
revenue-maximizing functions within the modern telco by providing
revenue assurance managers with perspectives and techniques that
get them focused on real, hard revenueallowing them to offer
significant and immediate value to their organization.
Telecommunications companies today are focused on the
development and deployment of radical new technologies and business
modelstechnologies that are reshaping how the world communicates,
shares, and worksbut too many revenue assurance managers spend
their time looking backwards, trying to figure out how to double-
and triple-count revenue streams that are shrinking daily. The
controls and approaches introduced in this course comprise the
foundation of GRAPA's systematic approach to revenue assurance.
Practical Applications: Our commitment is that candidates who take
the training seriously, participate enthusiastically in activities,
and pass the certification exams will:
Learn GRAPA's systematic, comprehensive, rationalized, and
practical solutions-based approach to the protection of telco
revenue streams
Learn the building blocks that can make it simple to protect
telco revenues
Understand why revenue assurance is crucial to the success of a
telco
Appreciate the difference between the GRAPA standards and the
standards of other organizations like TMF, IIA, and PMP
Discover the world's most tested, implemented, practical,
wow-I'm-actually-getting-work-done approach to revenue
assurance
Learn to win the battle for budget, mindshare, and
credibility
Utilize case studies and examples of the core methods and
standards of the revenue assurance function and map them to their
environment in order to assure they understand the practical
applications
Revenue Assurance Comes of Age Learn GRAPA's new revenue
governance standards for simplifying and standardizing RAWhy Does
Revenue Assurance Exist? Learn how the value and influence of RA is
changing telcos all over the world!
GRAPA Certification CreditCompletion of this course of study,
verified by testing, will earn attendees Competency Credit for the
following areas in line with GRAPAs Body of Knowledge
The "Real-TOM" (Telco Operations Model) and RAs role The Science
of Revenue Assurance The Revenue Assurance Lifecycle Principles of
Revenue Assurance Operation Principles of Scope Management
Principles of Revenue Realization (Margin, Market, New Products)
Principles of Revenue Optimization (Leakage and Risk Containment)
Revenue Risk Prioritization and Assessment Techniques Principles
and Methods for Forensics Management Principles and Methods of
Controls Management Principles and Methods of Corrections
Management RA KPIs and Compliance Management Revenue Assurance
Governance Framework
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8 RAF102 Network Foundations
Key Concepts include:
Principles of circuit technologyHow to make and read a CDRKey
network controls and methods
Topology, Security, Control Protocol, Transaction Control, CDR
Generation Sequence, CDR Generation, CDR Transport
Media characteristics and controls (wireless and
wireline)History of Circuit, Packet, and Broadcast TechnologyHow to
assure and bill circuit and packet transactionsAlternative billing
models for packet and their consequencesCommand and control
protocols Understanding:
SS7, SIP, IP, Radius, Diameter, WAP, DOCSIS, IMS and how to use
them for assurance
The Domain Analysis Methodology (DAM)Access architecture
principles for GSM, CDMA, WIMAX,
Wifi, copper, cable, fiber
Service delivery architectures: voice-circuit, voice-packet
(VOIP), data-circuit, data-packet, cable-broadcast,
DOCSIS 3.0, Internet, interconnect, satellite, microwave3G, 4G,
LTE, NGN, GPRS, UMTS, IMS
GRAPA Certification Credit Completion of this course of study,
verified by testing, will earn attendees Competency Credit for the
following areas in line with GRAPAs Body of Knowledge OSS
Operations and Organization Introduction to Telecommunications
Media Access architecture components and organization SS7 -
Principles, Components, and Dialects SIP - Principles, Components,
and Dialects WAP - Principles, Components, and Dialects Packet
Service Delivery Product Architectures (VOIP, SMS, MMS, WAP, DSL,
WiFi) Anatomy of a CDR (How made, how delivered, how assured)
Network Assurance (GRAPA standard controls and methods) GPRS
Billing Business Models and Architecture 3G and NGN Billing
Business Models and Architecture Fundamentals of Wireless Media
Fundamentals of Wireline Media Service delivery architecture
components and organization VOIP Principles and applications
Product Architectures (Cable, Wimax, Leased line, Burstable, Fiber,
Microwave) AAA for Access and Service Delivery
OverviewStop the confusion and start assuring network! This
course focuses on the underlying infrastructure that makes any
telecommunications service delivery environment function. We will
introduce you to the concepts of access architecture (the way
customers gain access to the network) and service delivery
architecture (the way services are actually delivered). We will
then introduce the concept of "Triple A"Authentication,
Authorization, and Ac-countingwhich forms the basis for all revenue
management integrity.Based upon these core principles, we will
provide a review of curcuit-based architecture and the history of
voice systems. We will also cover packet, data, and IP delivery,
including the Internet and the role of the ISP.
Practical Applications: Our commitment is that candidates who
take the training seriously, participate enthusiastically in
activities, and pass the certification exams will:
Learn the GRAPA standard approach to simplify and assure any
network environment.
Discover how to assure the transactional integrity of any
network without becoming a net-work engineer
Master the use of the GRAPAs simple building blocks and apply
them to any environment.
Learn the meaning of the terms LTE, NGN, GPRS, and all the other
next generation tech-nologies and understand why they're important
for RA and how to assure them
See how the GRAPA Domain Analysis Methodology (DAM) can provide
them with the tools necessary to assess the measurability,
trackability, and securability of any environment in terms that a
business can understand
Cut through the jargon and get to the point quickly
Learn the GRAPA standard controls for each of these environments
and how to get network to implement them
Utilize case studies and examples of circuit, IP, and broadcast
access and delivery, and map them to their environment in order to
assure they understand the practical applications.
Network is EasyWe'll Show You HowA simple guide to assuring any
network, anytime, any place. GSM, Wireline, CDMA, DSL, Cable,
WIMAX, ISP, Circuit, Satellite, LTE, NGN, GPRS, and Broadcast
Access, Service Delivery, Provisioning, and "Triple A"
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RAF103 Billing Foundations
Key Concepts include:
Mediation and Postpaid BillingInterconnect (off-net and
international) Postpaid RoamingCollectionsCredit and
DunningPostpaid RoamingDomain Analysis Methodology (DAM) for
Mediation, Prepaid, Postpaid, Convergent, M-bankingDomain Access
Methodology (DAM) for Channel, Credit, Collection, Dunning,
Provision activationOptimal KPIs, objectives, and trade-offs for
all billing systemsKey prepaid forensics approaches and
toolsetsStandard Prepaid controls
GRAPA Certification CreditCompletion of this course of study,
verified by testing, will earn attendees Competency Credit for the
following areas in line with GRAPAs Body of Knowledge
Principles of Mediation Operations (Functions, Forensics,
Controls) Principles of Postpaid Billing (Functions, Forensics,
Controls) Principles of Prepaid Billing (Functions, Forensics,
Controls) Principles of Collections, Credit and Dunning Management
Principles of IP billing (radius, diameter) Principles of Streaming
billing (cable,video, audio) Principles of Convergent billing
systems Principles of M-banking operations Principles of credit
risk collection and Domain Analysis Principles of provisioning and
activation assurance Principles of channel, agent, and commission
assurance Line of Business (LOB) Principles -Prepaid
Clear the Fog, Count the MoneyA standards-based approach to
assuring any billing system with confidenceTraditional Postpaid,
Classical Prepaid , Radius, Diameter, Specialized, and Convergent
Billing Systems
Overview
Students will become familiarized with a complete spectrum of
billing models and scenarios including postpaid, pre-paid, radius,
diameter, and convergent billing. You will learn the methods of
revenue capture, revenue processing and billing, collections, and
revenue recognition for each major billing architecture.
We will present you with the standard controls for each system
as well as the industry-standard methods employed to assure them.
We will pay special attention to the development rationalized cost
effective risk containment strategies in addition to forensics,
corrections and controls issues for each. You will also learn how
to troubleshoot problems and how to initiate proper investigations,
corrections, and controls.
Practical Applications: Our commitment is that candidates who
take the training seriously, participate enthusias-tically in
activities, and pass the certification exams will:
Learn how each of the major categories of standard billing
systems work
Appreciate the industry-standard methods utilized to secure,
assure, and manage these environ-ments efficiently
Understand the core trade-offs that billing managers must face
between operational efficiency and billing accuracy
Learn the 25 GRAPA standard controls that will allow them to
assure and secure any billing system, any time, any place
Apply the Domain Analysis Methodology (DAM) to decipher the
complex relationships between provisioning, channels, credit, and
billing in order to create a secure revenue environment
Utilize case studies and examples of postpaid, prepaid, and
convergent billing, and map them to their environment in order to
assure they understand the practical applications.
9
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RAF104 Partner Foundations
GRAPA Certification Credit
Completion of this course of study, verified by testing, will
earn attendees Competency Credit for the following areas in line
with GRAPAs Body of Knowledge
Domain Analysis Methodology: Interconnect InBound, Outbound,
Transit International, Domestic, CABS Domain Analysis Methodology:
Roaming In Roamer, OutRoamer DCH Controls IREG/TADIG Postpaid
Roaming, USSD Roaming, CAMEL Roaming WIFI Roaming GPRS Roaming
Domain Analysis Methodology: Content Standard control methodology
for Content Broadcast, Streaming and IP Media WAP Controls and
Methods Settlement Controls for Content SMS, MMS, WAP, Streaming
Content Business and Control Models Domain Analysis Methodology:
VNO and Outsourcing VNO/Outsource Revenue Mapping Discipline
Boundary Analysis and Controls Design Deep Analysis and Controls
Design Settlement for VNO/Outsourcing
Key Concepts include:
Principles of revenue assurance for prepaid roaming, including
USSD and CAMEL
IREG and TADIGProtocol sets (Interconnect, Roaming, Content,
VNO, Outsourcing)GPRS RoamingWifi RoamingPrinciples of
VNO/Outsourcing controlsBoundary Analysis MethodologyDomain
Analysis Methodology (DAM) applied to partnerships Principles of
Prepaid Roaming Assurance LOB Principles - CAMEL Roaming Principles
of Interconnect billing (Functions, forensics, controls) Principles
of Postpaid Roaming Billing (Functions, forensics, controls) LOB
Principles-Interconnect voice (off-net/international, CABS) LOB
Principles-Roaming (in-roamer, out-roamer) Revenue streams,
operations, business models, and margin analysis Principles of
Prepaid roaming assurance
Partner Protection PrinciplesA systematic framework for
maximizing margins and minimizing exposures in
partnershipsInterconnect, Roaming, Content, VNO, and
Outsourcing
OverviewThis day is dedicated to the understanding and assurance
of partner-based business models [interconnect (CABS), roaming,
content, VNO and outsourcing] and the special assurance issues and
revenue risks associ-ated with them.
Students will review and learn about the standard approach to
these models. Coursework will include an in-depth review of the
entire revenue management domain for Voice Interconnect
(International and Domes-tic), Internet Interconnect (International
and Domestic), VOIP Partnering, Voice Roaming (International and
Domestic), Data Roaming (Wifi, WIMAX and HMA), Content delivery,
and Broadcast / Streaming Delivery. Also included is a
comprehensive consideration of assurance for Virtual Network
Operation Partners, Outsourcers and other disconnected revenue
stream models.
Practical Applications: Our commitment is that candidates who
take the training seriously, participate enthusiastically in
activities, and pass the certification exams will:
Learn the GRAPA standards-based Practical Handbook of Protocols
for each partnership-based line of business.
Learn how to assure and secure partnerships quickly and
cost-effectively with the GRAPA standards-based approach
Apply Boundary Analysis and the Domain Analysis Methodology
(DAM) to identify the criti-cal exchange points, protocol points,
and standard adjustment points for each of your partner-ships.
Learn how professionals use the hierarchy of protocol points to
decompose and simplify com-plex partner relationships.
Utilize case studies and examples of interconnect, roaming, VNO,
and content relationships, and map them to their environment in
order to assure they understand the practical applications.
10
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RAF105 Profit Foundations
OverviewThe last day of RAF is designed to provide the student
with a comprehensive understanding of telco profitability and
market positioning and the critical role that innovative revenue
assurance departments are playing in the protection and enhancement
of those revenue streams. Students will learn how to set up,
organize, sell, and implement the two major telco profit guardian
disciplines: margin assurance and market assurance.
Students will also learn about new product development and the
methods utilized to increase the chances of success and how to
streamline and expedite the new product development process.
Practical Applications: Our commitment is that candidates who
take the training seri-ously, participate enthusiastically in
activities, and pass the certification exams will:
Learn how successful telecoms executives make strategic
decisions to positively impact the top line success of the telco,
based on hard facts, data and GRAPAs scientific/ systematic
approach
Gain a clear financial perspective on telco margins,
profitability and how operations can be focused on revenue
harvesting, without becoming a finance expert
Participate in and implement financial controls over - new
product development,
promotions and deals in order to make them go faster and be more
effective
Apply GRAPAs standards and Domain Analysis Methodology to get
control over churn, market, and brand risks
Utilize case studies and examples of new product launches,
promotions, and bundles and map these cases to their environment in
order to assure they understand the practical applications.
Testimonial
Prior to joining the RA Academy training, my RA approach was not
structured. I was doing everything not in a standardize manner.
Now, l have a better risk mapping on how to handle RA in my
company. I shall adapt the GRAPA standards with a systematic and
holistic approach to minimize risk to an optimal level. I now know
that I have more responsibility to deliver to the company and I
shall add value based on my knowledge. I thank GRAPA for it.
Senior Manager Fraud and Revenue Assurance, Malaysia
GRAPA Certification CreditCompletion of this course of study,
verified by testing, will earn attendees Competency Credit for the
following areas in line with GRAPAs Body of Knowledge
Margin controls structure, framework, and domains Asset margin
assurance Rate margin assurance Bundle margin assurance Principles
of subsidy and invisible margin program controls Principles of
market assurance Principles of margin assurance Brand equity
assurance and controls The new product development process New
product family management Pipeline/gateway methodologies Principles
of WAR (Wallet Share, Acquisition, Retention) Framework Principles
of UCF (Universal Control Framework) for Marketing Principles of
Assessment for Cumulative Effect and Multi-Influence Effect
Forensics, Models and Risk Assessment for Churn Forensics, Models
and Risk Assessment for Market Assurance
C-level Revenue AssuranceUsing RA to accelerate profit and
mitigate market riskMargin Assurance and Market Assurance
Key Concepts include:
Margin Analysis TechniquesRed vs Black MarginsActual vs Shadow
CostsStandard Margin Forensics High Risk Margin Domains Market
Assurance Revenue Assurance for ChurnChurn and Market Assurance
Forensics and ControlsCumulative Effect ControlsTargeting
ControlsAsset Margin AssuranceLOB Margin AssurancePromotion Margin
AssuranceBundle Margin AssuranceNew Product Margin AssuranceNew
Product development methodsMargin Risk Domains (Interconnect,
Bundle, Content, Rate Plan)Forensics and Risk Assessment for Margin
AssuranceControls and Remedies for Margin Risk
11
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The Revenue Assurance Academy Experience
MORE THAN JUST TRAINING
In the Classroom Out of the Classroom
The Revenue Assurance Academy
EXPERIENCE!
CHALLENGING CONTENT
DISCUSSION
CONFIDENCE BUILDING
PARTICIPATION
NETWORKING
SOCIALIZING
12
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Join the leading Revenue Assurance focused training events.
Featuring exclusive presentations, real-world examples of
procedures, solutions, and strategies that have effectively reduced
leakage and maximized profits for telcos around the world.
After providing training to hundreds of revenue assurance
professionals around the globe, we are pleased to announce our
improved course offering.
Masters Certification GRAPAs highest and most prestigious
certification that is attained after completing a rigorous and
exhaustive training program whose extensive curriculum spans the
broad and complex landscape of revenue assurance
Depth of knowledge The topics and examples are narrow and deep
rather than broad and vague, presenting you with focused, highly
targeted information that adds real value.
Tailored content Training is adjusted to align the needs of the
students to the available material. Students are asked to fill out
GRAPA Benchmark Surveys to determine the level and nature of the
training required. The survey results help us determine how well
you know your own systems, and provide clues about what you need
help with. The principles and practices taught are also applied to
cable, satellite, wireless voice, SMS, MMS, IPTV, and MMDS with
equal conviction, detail, and effectiveness.
Relevancy Class material is based on the foundations of GRAPA.
GRAPA members from every geography, type of carrier, major type of
technology, and carriers of all sizes review and approve these
standard approaches. The material serves as the foundation for an
industry standard approach that is applicable to everyone, and yet
easily focused to the needs of specific sub-audiences.
Based on real-world situations The majority of the training is
experience-based standard practices in revenue assurance, harvested
from the many revenue assurance professionals who participate in
practices surveys, strategy sessions, and other information-sharing
events. Clear, specific deliverables are provided that apply to
real-world situations. The material is never based on speculation,
guesses, or unvalidated information.
Interactive The workshops are more than lecture sessions. RAA
classes are participative and interactive and students are expected
to proactively join in discussions, problem solve, and fill out
benchmarks. Attendees have opportunity for much interaction with
the instructor and other students. Lunch and breaks are devised to
facilitate more intimate conversation.
Professional development Students master vocabulary needed for
creating a sense of professional identity and opportunities with
other like-minded people in the industry that share common goals
and issues.
Maximizing Revenue Potential and Minimizing Risk to those
Revenues with Proven Techniques and Strategies Why We are the
Leaders in Training Telco Professionals Around the Globe
Rob Mattison, world renowned expert in telecommunications and
the revenue assurance industry, teaches all courses.
Rob has 20+ years of hands-on industry experience. He is the
president of GRAPA, author of The Revenue Assurance Standards -
2009 Edition, and of The Telco Revenue Assurance Handbook, which
has become the authoritative guide for RA Managers at telecom firms
around the world.
The Instructors
Louis Khor, known for his energetic, lively and enthusiastic
presentations on Revenue Assurance and Fraud at industry events and
conferences, brings that same motivational style to teaching what
he loves most helping telecoms revenue professionals understand how
uniquely positioned they are to affect the ongoing success and
profitability of their organizations.
GRAPA's Newest InstructorPamela Noriega has been GRAPA's
Regional Chairperson for Latin America since 2008. Her background
includes extensive experience in Finance, Risk Analysis and Project
Management in several industries including Banking and
Telecommunications. She will lead faculty for the South American
region and provide RA Academy training in both English and
Spanish.
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Tel +1- 847-930- 3610 Fax +1- 707-276-7676Email
[email protected]
About us: The Revenue Assurance Academy (RAA) is the exclusive
training organization of GRAPA. GRAPA has over 5000 registered
members and has distributed more than 3500 copies of its 2009
standards book. The Revenue Assurance Foundations (RAF) core
curriculum is the Academy's latest curriculum offering, providing
revolutionary, relevant material. By offering events that combine
benchmark development, sharing of standard practices and
approaches, as well as delivery of workshops, the Revenue Assurance
Academy provides a unique and powerful venue for deployment of
standard practices and rapid integration of those practices into
the participating telco environments.
We have conducted our training programs for dozens of carriers
and services providers around the world. Our workshops are offered
in public venues (attended by delegates from many operators and
services providers, which promotes the sharing of practices) as
well as onsite for a private, more personalized and focused
training for a companys staff.
Some of what makes our training so unique:1. Based entirely on
the GRAPA standards of professional revenue assurance practices2.
Taught by Rob Mattison, the worlds leading authority on the
practice of revenue assurance in telecommunications, winner of many
awards for his
work in this area, author of The Revenue Assurance
Standards--2009, The Revenue Assurance Handbook, and dozens of
whitepapers.3. Focused heavily on practical experience, not
theory
Visit our website to read some great reviews from students who
have attended our training:
www.ra-academy.org/RAA_info/testimonials.html
Contact Us
Telco executives rave about the courses.
For the most up-to-date list of upcoming events
please visit our website:
www.ra-academy.org/revenue_assurance_train-
ing/upcoming_events.html
We schedule courses and venues based on demand, so please be
sure to tell us if you are interested in a particular class and
location. We only move forward with our planning if there is enough
interest. To make these trainings happen we need commitment from a
minimum number of delegates. Please refer to our website for
specific policies.
2011 Schedule:
21 Feb - 4 Mar London, UK04-15 Apr Santiago, Chile 16-27 May
Cape Town, South Africa 13-17 Jun Chicago, USA04-08 Jul Islamabad,
Pakistan08-12 Aug Sydney, Australia22-26 Aug Shanghai, China12-23
Sep Punta Cana, Dominican Republic10-21 Oct Barcelona, Spain 23 Oct
03 Nov Dubai, UAE07-11 Nov Nairobi, Kenya05-16 Dec Orlando, USA
The Revenue Assurance core curriculum course has been one of the
best courses I have ever attended. The ability of the trainer to
present highly technical and complex subjects to practical and easy
to use concepts was just amazing. I will definitely apply what I
have learned in the course in my work.
Revenue Assurance Manager, The Netherlands
Rob really knows his stuff and is very passionate about it. If
you really want to get a wider perspective of what revenue
assur-ance is really about, then he's the man to go to! The course
is intense and extensive but nonetheless highly enjoyable. I would
highly recommend the course equally to those with both a technical
or non technical interest in the subject.
Manager, Dubai
www.grapatel.com www.ra-academy.org
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