Optimizing revenue with data & analytics: Differentiate with data

December 2020

On average, data shows that


of telecommunications companies’ income is subject to revenue leakage.

Revenue leakage represents unbilled and under billed charges, written off revenues, missed revenue opportunities and delayed cash flow.

Leaks typically occur within many different functions that are part of your end-to-end revenue stream and are often intertwined with cost.

Common causes are:

  • Change programs impacting systems and processes
  • Complexity in products, bundles and discounts
  • People handoffs and manual interventions

Increased revenue challenges can be seen across all industries

Data & Analytics : Risk Assurance
Financial services
  • Accuracy of bank/card fee
  • Payment partner accuracy
  • Vendor costs
Data & Analytics : Risk Assurance
  • Switch-mediation-rating-billing handovers
  • Multiple revenue platforms
  • Third party content
  • Roaming & interconnection with multiple carriers
Data & Analytics : Risk Assurance
  • Differences over sales contract / license fee interpretation
  • Complex licensing environment
  • Partner compliance

Data & Analytics : Risk Assurance
  • Sales contract / License fee interpretation
  • Partner compliance
  • Chargeback mechanism
  • Claim handling
Data & Analytics : Risk Assurance
Energy & Utilities
  • Billing errors
  • Meter reading and rating accuracy
  • Discounts & rebates
Data & Analytics : Risk Assurance
Media & Entertainment
  • Multiple partners with different payments and rates
  • Revenue share agreements
  • (Un)authorized use of content
  • Partner commissions

How can you address the challenges


Revenue leakage minimization and cost management
  • Do you know the level of revenue leakage in your revenue cycle? Are you confident about the controls around the system, processes & programs for revenues as well as credits and rebates?
  • Are you susceptible to fraud and abuse?


  • Data analytics along the revenue processes to identify revenue leakage
    • Established methodology on data collection & analyses
    • Quantification of revenue leakage and cost optimization
  • Independent testing, reconciliations and re-modeling of business rules and re-rating on our own systems to assure revenue
  • Independent review of new revenue areas/ business model changes
  • Business process intelligence

Proactive monitoring
  • Do you monitor enterprise wide revenue leakage & fraud management KPIs?
  • Is your data fully aligned with your service providers?

  • Development of dashboards for reporting KPIs
  • Report on transactions trends and processing errors

Sustainability of revenue leakage efforts
  • Are you equipped to manage changing revenue & business models to assure revenue for your organization?

  • Development of target operating model
  • Training
  • Outsourcing / co-sourcing revenue assurance functions

Monitor, detect and fix revenue leakage

Requirements gathering and data acquisition

Data analysis and reconciliation

Root cause analysis

Reporting system implementation

Setup of alert monitoring and management process

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Real world use cases

A global leading manufacturer and producer of beverage products

PwC performed a review of the company’s net sales revenue which includes a reconciliation of revenue & discounts, manual adjustments, price calculations, returns and other negative transactions.

Data analytics real world use cases
A telecommunications service provider in the Philippines

PwC verified the commission-based revenue reported by its subsidiary by testing the accuracy of the automated calculation of service fees of their 3 major systems in terms of number of transactions; and by comparing data from their legacy and their current systems

Data analytics real world use cases
A healthcare conglomerate in the Philippines

PwC validated the flow of sales transactions between the company’s records from various departments such as finance, their clinics and third party services. Data analytics was used to recompute sales discounts provided and taxes incurred.

Data Analytics Real world use cases
A multi-level marketing company in beauty, household, and personal care categories

PwC was engaged to perform data analytics to perform revenue assurance involving the following procedures:
Credit memo analysis to profile and check for unusual items
Account receivable recalculation and movement analysis to verify year-end balances


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Contact us

Maria Rosell S. Gomez

Maria Rosell S. Gomez

Risk Assurance Leader, PwC Philippines

Tel: +63 (2) 8845 2728

Mark Anthony P. Almodovar

Mark Anthony P. Almodovar

Risk Assurance Executive Director, PwC Philippines

Tel: +63 (2) 8845 2728