Revenue assurance is about more than hunting down unbillable traffic. Any lost opportunity to sell revenue-enhancing services to customers can be considered revenue leakage.
That’s the word from Ron Whaley, vice president of sales and marketing at OSG Billing Services Inc., which offers hard copy and electronic bill presentment and distribution services.
“Revenue assurance is about helping the industry bolster its bottom line,” he says. “The way we do that is in invoice design — we maximize space, use inserts. We use the invoice as the marketing tool — I view that as one of the key aspects of a revenue assurance program.”
Whaley says by helping service providers design better invoices — possibly using color images to draw customers’ attention to a new product offering — can result in “some unbelievable take rates.” Considering how certain postage options can get money into the hands of a service providers more quickly is also way to help bolster the bottom line, he adds.
