Blog · Industry
Which customers have twelve sites on your network and forty in total. Which accounts buy connectivity and nothing else. Which account manager holds sixty logos and has quoted eight this quarter. From billing and the CRM, customer IDs only.
How a business telecoms provider builds the renewal calendar from the contract register: contract value ending per month per account manager, the accounts within the notice window with no logged renewal activity, the co-terminus opportunities where a customer's services end months apart, and the identity that ties the calendar's total to the contracted base.
16 Sept 20262 min readSite penetration is only as good as the site count it divides by. This guide sets out where a business telecoms provider gets each customer's estate, how to date and source it, how to reconcile it to billing so closed sites do not linger, and the review cadence that keeps the number honest.
16 Sept 20262 min readHow a business telecoms provider measures the days from a service order to activation per customer and per site from the order and provisioning exports, the norm per service type from its own history, the customers whose recent orders took twice the norm, the correlation with contract non-renewal from the provider's own outcomes, and the list that reaches the account manager while the customer is still installing.
16 Sept 20262 min readHow a business telecoms or connectivity provider measures wallet share by site rather than by logo: sites on-net against the customer's estate, product attach per site against the norm, account manager load, and the reconciliation to billed revenue.
16 Sept 20263 min readHow a business telecoms provider reads its usage data per site against each site's contracted capacity: peak utilisation against the circuit's bandwidth, the sites above a stated share of capacity for a stated number of days, the customers with several such sites, the upgrade value at the next tier, the sites whose usage fell to nothing and may be closing, and why the upgrade list beats the fault ticket as the moment to sell more.
16 Sept 20262 min readThe ten questions a business telecoms sales director puts to the account managers, what is site penetration and is the estate current, which sites are near their capacity, which contracts end in the notice window untouched, which orders are stuck in provisioning and where, which customers' estates have closed sites still billed, what is product attach per site against the norm, which customers could co-terminate, which sites went quiet, which account managers cover at cadence, and what changed, each with the table from billing, the estate file, the contract register and the usage export, and the answer to send back.
16 Sept 20263 min readHow B2B telecoms providers should choose analytics software: start from the questions, check the data you hold, ask vendors ten questions, avoid the traps.
24 Sept 20264 min readThe complete estate currency calculation on ten customer sites for one B2B telecoms account, small enough to check by hand: the services on the estate record, the services on the billing file, the join on the service reference, the orphan billed but not on the estate, the ghost on the estate but not billed, the site whose circuit was ceased and still on the record, the currency rate as services that agree over services on either file, the revenue on the orphans, and the assertion that estate services equal matched plus ghosts and billed services equal matched plus orphans, so a reader can reproduce every figure and then run it on their own estate and billing exports.
17 Sept 20264 min readThe ten sales KPIs a B2B telecoms or managed services provider should run on, each with its formula, the export it comes from and what it tells you: estate currency, site penetration, product attach per site, renewal calendar coverage, order to activation time, sites near capacity, revenue retention at renewal, orphan and ghost services, account contact recency, and customer concentration. Also the three measures most providers miss, the figures to drop, the identities, and who owns what.
17 Sept 20264 min readThe complete renewal calendar calculation on five contracts, small enough to check by hand: end date, notice period and monthly value from the register, the notice window start per contract, the activity log's renewal-type entries in the last ninety days, the untouched-in-notice list, value ending per month, the co-terminus customer whose services end months apart, the rolling contract with no end date, and the identity that the calendar's total equals the contracted base, so a reader can reproduce every figure and then run it on their own register.
17 Sept 20263 min readSite coverage analytics for B2B telecoms sales.
See the page