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Lavastorm is a Revenue Assurance software company that enables communications service providers to identify, validate and recover revenue leakage caused by discrepancies in their complex billing, customer care and operations support systems.
Telecommunication service providers such as Verizon and AT&T recognize that leaked revenue is a big problem, potentially causing them to lose more than 5% of revenues each year. In spite of this, Revenue Assurance remains a complex, nascent, and largely undefined problem within the telecommunications space. Lavastorm has developed a powerful automated software solution to this problem, but they struggled to convince prospects that their solution was superior to traditional alternatives. Some factors working against Lavastorm included a broad base of executive influencers and decision-makers, a complicated sales process, and limited budget for new initiatives. Even though Lavastorm boasts over 60 years of expertise in Revenue Assurance, and deep industry contacts, Lavastorm suffered through sales cycles that lasted 9-12 months.
The Talant Solution
Talant implemented several elements of its Value Measurement Suite to help Lavastorm identify, quantify and communicate the value of its automated revenue assurance solution:
Talant's Value Measurement Suite provides Lavastorm with an analytical framework that facilitates communications about the complex issues surrounding revenue assurance. Using Talant's tools, Lavastorm can now assess a prospect's revenue leakage problem from the prospect's perspective and provide a customer-specific framework through which to solve the problem. In addition, Lavastorm can also build the business case for automating the revenue assurance solution by calculating and comparing the total costs, total benefits, and time-to-benefit of each alternative solution. This approach positions the Lavastorm team as thought-leaders and business partners to their clients in the revenue assurance space.
Lavastorm anticipates the following benefits after Talant's Value Measurement Suite is introduced to the field: