B2B Telecoms

Over the past few years, revenues in the B2B telecom segment have been slowly declining as the market has become increasingly competitive. New players and disruptors are more agile, digital savvy and have a faster time-to-market than traditional telcos. Are you prepared for this change?

Changing buying behaviour

Buyers of B2B telecom services, in particular at an enterprise level, are increasingly looking for broader, more integrated ICT solutions. They also expect service requests and delivery to be fulfilled on demand. A lack of responsiveness can quickly result in customer dissatisfaction and high level of churn.

Customized service offerings

Demands of B2B customers are diverse and vary by segment as well as by industry. Therefore, telcos have to develop clearly targeted segment propositions that address the needs of their SOHO, SMB and Enterprise customers. In this way they can provide adequate products, solutions and bundles of services.

Our value proposition

Enxoo helps telecom operators to transform their B2B business activities, enabling them to streamline sales processes, offer suitable products, provide effective customer care, make full use of partner services, and future-proof their IT infrastructure.

Discover how we see the world of a B2B telecom business transformation!

I want to optimize my lead generation and qualification process

In the world of B2B telecommunications, a one-size-fits-all approach doesn’t work for building a sustainable customer relationship. Already at the very beginning of the customer journey, telcos can use specialized software tools that are designed to develop an effective customer segmentation strategy. This allows you to communicate effectively with the different groups of customers and to offer services depending on each of their preferences.

Enxoo for Communications helps to improve your lead and qualification process:

Establish a consistent approach to your account management

Having a powerful CRM system in place helps you to effectively manage your leads, prospects and customers. You get a consolidated view on your accounts by target segment, allowing you to customize your marketing and sales plans around those subgroups. Enxoo has been a Salesforce Consulting partner since 2012 and can help you to implement the world’s #1 CRM platform.

Align your marketing and sales activities

We help our clients to integrate Salesforce® CRM with Pardot B2B Marketing Automation. In this way the marketing team is able to evaluate the effectiveness of segment-specific campaigns and track demand digitally. The sales team benefits from an automated lead assignment process which ensures sufficient sales-ready leads are being moved through the funnel.

Improve your opportunity management

With a clear look at the sales opportunity pipelines, you can track your chances at all stages - from leads to orders, to predict the real probabilities of success, and monitor upcoming risks. Real-time data puts you in full control of the sales funnel for the various customer segments. Whenever possible, seek to upsell your customer to increase your average deal size.

Manage your contracts effectively

In case of new opportunities with an existing customer, easily move, change and upgrade contracts with accuracy and speed by streamlining decision and approval management. The timely recording of contract changes will help you to prevent incorrect pricing and inaccurate billing.

Business outcome

  • Improved customer segmentation
  • Streamlined Lead Management
  • Alignment of Marketing & Sales
  • Automated Lead Qualification and Assignment
  • Shortened sales cycle

Recommended Enxoo products

I want to automate my sales process

Sales process efficiency is vital and fundamental to business growth. If you lose control in a single week you lose control on 2% of your annual sales budget. If your sales process lasts weeks or if making basic quotes is complex and requires the attention of pre-sales business controllers, you lose a key competitive advantage.

Enxoo for Communications helps you to streamline the end-to-end sales process:

Manage your quotes, pricing, and opportunities in the same system

Streamline your sales reps performance with an accurate and easy-to-use pricing engine. It enables you to generate perfect quotes for the most complex products with varieties of pricing models. The automated deal approval flows will guide you through the sales cycle with ease.

Get real time visibility on your sales pipeline and revenue forecast

The streamlined quote-to-cash process will give you access to real-time and well-structured data, allowing you to make data-driven decisions as well as improving your sales forecasting on account and customer segment level.

Prepare complex quotes faster and more accurately across all channels

Don't let the complexity of your products stand in the way of providing easy and flexible pricing models to your customers. The robust CPQ easily handles products and services with multiple dependencies or a high level of customisation.

Automate approval, discount and provisioning workflows

Shorten the time required for deal sign-off with a configurable rule engine directing quotes for approval right to the responsible person and making the whole process smooth.

Recommended Enxoo products

I want to accelerate optimize my order management process

B2B customers really appreciate a reliable, timely and consistent delivery of their products and services. Therefore, a flawless order management process is critical for a long-lasting relationship.

Enxoo for Communications helps to streamline your order delivery process:

Eliminate the use of a manual order management process

Streamline your order capture with a centralised tool that can receive, validate, and decompose orders from different channels into smaller easily allocated tasks. No need for multiple systems and a lot of resources!

Enable automated serviceability checks

Forget about manual and time-consuming serviceability checks. Let our system provide you with automated checks on the availability of products and services from your partners.

Easily create a smooth order orchestration workflow

Automate provisioning workflows through a Kanban view and distribute tasks effectively with our Order Management tool. You can keep track of service deliveries and measure process KPIs to drive further improvements. The tool even allows you to manage field service technicians in real-time.

Build a centralised product catalogue

Don’t let multiple product catalogues and disparate data delay your orders. With the centralised and easily configurable product catalogue, combined with flexible yet clearly defined price and approval rules, you can speed up the delivery time and reduce time-to-market.

Business outcome

  • Decrease order delivery time by weeks
  • Reduce manual overheads
  • Error-less operations
  • Smooth information flow
  • Faster time-to-market

I want to improve my revenue management

Revenue leakage is one of the major concerns for telcos around the world. According to TM Forum’s Revenue Assurance Report 2019-2020, global telecom industry revenue leakage is estimated at 1.5% of overall revenue. Points of revenue leakage exist throughout the quote-to-cash cycle and occur because of ineffective and outdated processes, including pricing models, order management, contract management, service provisioning, and billing. By improving these processes and utilising a comprehensive BSS solution, telcos can minimize the risk of leakage and maximize revenue capture.

Enxoo for Communications helps you to maintain control of your revenue on every single step of the customer journey:

Manage your quotes and pricing models in the same system

Errors in pricing bundles creation can result in incorrect billing items which might take a long time to identify. Our easy-to-use pricing engine enables you to generate accurate quotes for the most complex products with varieties of pricing models.

Utilize an effective Contract Lifecycle Management

Easily move, change and upgrade customer contracts with accuracy and speed by streamlining decision and approval management. The timely recording of contract changes will help you to prevent incorrect pricing and inaccurate billing.

Optimize you order management process

Streamline your order capture with a centralised tool that can receive, validate, and decompose orders from different channels. Forget about manual and time-consuming serviceability checks. Let our system provide you with automated feasibility studies in real time so you can deliver services more rapidly and start billing faster.

Harness your SLA management

Telecom operations are vulnerable to technical and human errors which impact the quality of the service level agreement and therefore the relationship between operators and their partners. You can not avoid any failure, but you can find a balance between customer and business acumen. Enxoo Service Assurance and Contract Life Cycle management provides a 360º view on the complex services quality, automates issue detection, and simplifies managing repairs or service bug resolutions.

Automate your invoice generation and delivery process

Issue hundreds to thousands of error-free invoices to multiple users subscribing to your products or services on various terms and conditions. An accurate and timely invoice delivery process is great for your cash flow and your customers.

Improve your cost assurance performance

In rapidly changing and dynamic telecom operations you often get to a point when you ask yourself: Is this cost item still active or do we actually need it? Inadequate visibility of your cost items makes it nearly impossible to track the profitability and margin levels of your deals.The Enxoo zero-touch automation framework provides outstanding operational visibility through access to real-time and well-structured data, allowing to achieve a robust analysis of costs and margins.

Business outcome

  • Improved revenue capture
  • Accurate and timely billing & invoicing
  • Decrease order delivery time by weeks
  • Increased customer satisfaction
  • Enhanced cash flow

I want to deliver a seamless customer experience

B2B customers pay great attention to the experience with their suppliers. They would like to receive an effective and fast customer service, characterised by deep personalisation no matter where they are and what they are doing. On the other hand, customer service representatives must be equipped with the right tools to provide this seamless customer experience across all channels.

Enxoo for Communications helps to increase the experience of your B2B customers:

Empower your customers with self-service

Give your customers the freedom of configuring and quoting your most complex products and services all by themselves. Speed up the purchase journey with an easy order placement, so simple that no assistance of your sales reps will be needed!

Build an omni-channel customer experience

Enxoo for Communications is a cloud-based solution, reducing the need for internal computing resources and eliminating hidden costs like integration maintenance. By adopting cloud technology, telcos can become more agile and cost-effective by up-/downscaling IT requirements as needed.

Shortening your reaction time to incidents

Control and organise complex workflows in the areas of incident and problem management thanks to Automated Support Plans. Define your own steps for solving particular incidents and reduce the number of penalties.

Automate your SLA management

Save time spent manually crunching data by automatically generating, monitoring and reporting your SLAs. Detect issues impacting your SLAs proactively and resolve them quickly to maintain higher customer satisfaction.

Increase your customer service resources efficiency

Optimise your customer service team performance and FTEs by providing tools for efficient customer inquiries management. Give your customers access to trouble tickets, invoices, service inventories, and claims.

Establish an effective Contract Lifecycle Management

Easily move, change and upgrade customer contracts with accuracy and speed by streamlining the decision and approval management. The timely recording of contract changes will help you to prevent incorrect pricing and inaccurate billing.

Business outcome

  • Improved communication with customers
  • Higher customer retention and satisfaction
  • Enhanced sales process
  • Consistent buying experience across all channels

I want to simplify my IT operations and reduce TCO

Running, managing and maintaining on-premise IT infrastructure and applications can be a big cost burden for telco operations. Furthermore, disconnected systems impact the mindset of the whole organisation and create silos between departments, resulting in inefficiencies, communication blocks, poor operational visibility and performance. Cloud-driven BSS/OSS automation can provide new operational capabilities and simplify how a telecom business functions.

Enxoo helps you to accelerate your business transformation:

Close the gap between BSS and OSS

Running, managing and maintaining on-premise IT infrastructure and applications can be a big cost burden for telco operations. Furthermore, disconnected systems impact the mindset of the whole organisation and create silos between departments, resulting in inefficiencies, communication blocks, poor operational visibility and performance. Cloud-driven BSS/OSS automation can provide new operational capabilities and simplify how a telecom business functions.

Take advantage of the cloud

Enxoo for Communications is a cloud-based solution, reducing the need for internal computing resources and eliminating hidden costs like integration maintenance. By adopting cloud technology, telcos can become more agile and cost-effective by up-/downscaling IT requirements as needed.

Benefit from the Salesforce ecosystem

Enxoo for Communications is built natively on the world-leading Salesforce® Platform and has a tight integration with Salesforce products, including Sales, Service and Community Cloud. In this way, your organization benefits from a seamless business process on a single platform, a single user interface, and a 360-degree view of customer data and interactions.

Business outcome

  • Reduced IT/IS costs
  • Removed complexity of integrating multiple systems
  • Simplified IT operations - no servers, no need to think about the performance
  • Increased agility and flexibility
Case study

Transforming B2B Processes with Cost-Efficient Automation

SEE HOW

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