Convergys’ information management (IM) group has invested heavily over the past two years to breathe new life into its pipeline, with a strong focus on real-time capabilities.
As operators’ focus shifts from voice to data, the firm aims to take advantage of the increased complexity in charging and settlement.
Robert Lento, the company’s president of information management, told Telecomasia.net that telcos now have to deal with diversified content as well as sophisticated partnerships with content providers. “We see an opportunity because operators have to create new business models.”
The company’s attention has largely been consumer-centric, but with the size of that market static, he said it’s focusing more on the growing enterprise and MNC segments. He also sees strong opportunities in mature markets where new regulations are breaking up retail and wholesale.
Its expanded portfolio, Lento noted has allowed the company to grow the addressable market and participate in opportunities it couldn’t have 18 months ago.
The group also has doubled its sales staff to 40 last year and is focused on building out its marketing capacity from a low base to better articulate its value proposition and not just push technology.