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Table of Contents

1. Executive Summary
2. Revenue Share Fraud
3. International Telecom Wholesale: A Business in Turmoil
4. Fraud Management at Large International Wholesale Carriers
5. VoIP, Cloud Play Providers, MVNOs & Fraud Management
6. SIM Box Bypass Fraud
7. Regulators Takes a Leadership Role in the SIM Box Fight
8. Other Interconnect Frauds: A2P SMS, CLI Refiling & Outgoing SIM Bypass
9. GSM-to-VIBER & OTT Bypass Fraud & Hijacking
10. Customer Onboarding, Subscription Fraud & Credit Screening
11. Inside, Sales & Dealer Fraud
12. Mobile Data Abuse, FAS, Mobile Money & Counterfeit Phone Fraud
13. Telecom Industry Security Risks & Challenges
14. FM Solution Delivery: Cloud, Build vs. Buy, Managed Services & Systems Integration
15. Strategies for Managing the Fraud Function at an Operator
16. The Fraud Management Solutions Market & Forecasts
17. Solution Vendor Marketing Communications Strategies
  
Chapter 1. Executive Summary

In the 9-page Executive Summary, we explain our research methodology, post three charts, and give highlights of our findings across three fraud sectors: revenue share fraud; interconnect fraud; and customer onboarding/subscription fraud.

A. Research Methodology
1. Research Methodology
2. Telecom Fraud Management Solutions Market Forecast
B. Research Highlights
1. International & Domestic Revenue Share Fraud
2. Interconnect Fraud
3. Customer Onboarding, Subscription Fraud & Credit
Chapter 2. Revenue Share Fraud

According to CFCA estimates, Revenue Share Fraud – both international and domestic — is the largest fraud in terms of telecom annual revenue loss.  In this 34-page Chapter we’ve assembled a broad range of tutorials and expert perspectives on the threat and solutions:

  • IRSF Backgrounder – This briefing by independent fraud consultant Colin Yates covers the bases: the origins of International Revenue Share Fraud, typical fraud scenarios, efforts to get international cooperation on the issue, and the future outlook of IRSF.
  • Deep Analytics Scans in Revenue Share Fraud, by Jason Lane-Sellers, Product Offering Manager at Mobileum, provides a detailed look at his company’s analytics-based Detection and Prevention System.  Included is a case study showing how a large US mobile operator took analytics IRSF control to a new level with their system.
  • Early Warning of IRSF via IPRN Test Call Detection is another briefing by Colin Yates.  Here he explains the importance of detecting test calls made to International Premium Rate Numbers (IPRN) prior to fraudsters launching their IRSF attacks.  One of the most memorable parts of Colin’s explanation is his description of how the three key fraud parties coordinate to pull off a successful IRSF attack.
  • Anti-Fraud Number Management Solutions is a catch-all section that covers numbers related issues such as: numbering plan strategies, an inside look at number aggregators, plus a discussion of high risk and unallocated numbers.
  • Next, Colin Yates talks about a topic near and dear to him: the protection of Small Countries Targeted by IRSF.  This section walks you through a helpful diagram that shows the complex scheme used to hijack calls at international transit points, then drop the calls on an IVR machine to drive IRSF.
  • Finally, Roger Ansin, the founder and Chairman of Callista Group, explains how his company’s software provides a low-cost path to Stopping IRSF at the Enterprise PBX.  Roger’s explanation of PBX vulnerability and hacker schemes is very well done.
A. Introduction
B. Backgrounder on International Revenue Share Fraud
1. IRSF – A Short History on the Threat’s Evolution
2. Technology Advancements Led to More Fraud Attack Avenues
3. The Roaming Gateway to IRSF
4. The PBX Emerges as the Leading IRSF Gateway
5. The Process Flow of IRSF
6. Impact of IRSF on all-IP networks and LTE
7. Why It’s Hard to Detect and Reconstruct IRSF Cases
8. Wangiri as an Enabler of IRSF Fraud
9. Why the IRSF Remedy is not Refusing Payment
10. Industry Coordination & Local Legislation to Stop the Money Flow
C. Deep Analytics Scans & Minimally Invasive Treatment in Fraud Removal
1. What is Analytics in High-End Fraud Control?
2. Roaming Solution Mobileum Enters the FMS Solution Market
3. An Advanced Analytics-Driven FMS at Big-Wireless
4. The Advantages of Machine Learning vs. Rules
5. The Analytics Platform’s Use as an IRSF Fighter
6. Provisioning the Network Change
7. Conclusion — Accuracy and Speed are Key
D. The Early Warning Power of IPRN Test Call Detection in Blocking IRSF
1. Why Fraudsters Openly Publish their Test Call Numbers On-Line
2. The Parties and Flow of Criminal Operations in IRSF Fraud
3. How the Fraudster Parties Coordinate to Commit IRSF Fraud
4. Is There an Objective Measure of IPRN Database Success?
E. Anti-Fraud Number Management Solutions to Stop IRSF /
1. The Numbering Plan Strategy at Tata Communications
2. Crossing the Line Between Premium Information Services and Fraud
3. The Business of IRSF: How Fraudsters Advertise Themselves
4. About the Number Aggregators
5. The PRISM BlackList
6. Number Intelligence on High-Risk Ranges Including Unallocated Ranges
F. Small Countries Targeted by IRSF Fraudsters
1. Why Small Countries & Islands are IRSF Destinations
2. What is Number Misappropriation or Number Hijacking?
3. Diagramming the Traffic & Payment Flows of a Hijacked Call
4. How Least Cost Routing Reinforces the Fraudulent Routing
5. How Fraud Managers to Stop Hijacking & Block Payment
6. The Mixed Blame for PBX-Generated IRSF
7. How Hackers Break into a PBX
8. The Changing of Passwords
9. The Network that Connects Hackers and Fraudsters
10. How Enterprise PBX Call Control Systems Stop the IRSF
11. The Downside of PBX Protection at the Enterprise
Chapter 3. International Telecom Wholesale: A Business in Turmoil

In today’s international wholesale business, the fraud risk is a kind of metric of network quality — similar to packet loss.  The highest value wholesale network – and a network that retailers are willing to spend more to connect to – is one that is relatively fraud-free.

Studying the business of wholesalers is key to noticing trends that will sooner or later impact the fraud control business – especially interconnect fraud.  So here is our 34-page collection of commentaries from wholesale experts:

  • The Rapid Pace of Change in Wholesale gives us a good measure of the turmoil on the wholesale scene.  Independent consultant, Jan Dingenouts, discusses wholesale automation, “margin vaporization”, the impact of price cuts, consolidating at the large wholesalers, and retailer strategies on selecting wholesalers.
  • Bankai’s International Wholesaler Gambit shows how one Tier 2 wholesale carrier seeks to grow by taking small and OTT operators directly to Tier 1 retail operators around the world.  The perspective here is from Bankai Group’s CEO, Bankim Brahmbhatt, who TRI met at the 2017 ITW show.  Bankim’s analysis of the financial and network forces underpinning the wholesale industry is not only interesting, it provides several key insights.
  • A Global Voice Network on the Fly shows the innovative business model of a hustling Tier 3 wholesaler, Auris, who offers a virtual network and full BSS/OSS platform in tandem with its sister telecom company Miami-based CIMA Telecom.
  • Connecting High Bandwidth Markets to the Emerging World is the story of how Michael Ourabah, CEO of BSO out of Paris, is building a niche wholesaler business by building custom global networks for enterprise clients connecting to developing countries.
  • Edge Connectivity gives a glimpse into the US wholesale market where connectivity-as-a-service provider Global Capacity and its VP of Marketing Mary Stanhope are building affordable and robust single-SLA-assured networks from off-net partnerships.
  • Finally, in PacketFabric’s Homespun NaaS we are briefed by Jezzibell Gilmore, the SVP of Business Development at PacketFabric, who unveils one of the most significant developments in wholesale and backbone data networks in years.  PacketFabric’s solution will greatly accelerate the adoption of cloud services and make it far more convenient with cloud-like no-contract relationships and fast provisioning.
A. Coping with Chaos: The Revolution in Wholesale
1. International Transit: Fraud Protectors & Fraud Perpetrators
2. Tracking the Movement of Wholesale Stars &Planets
B. The Rapid Pace of Change in Wholesale
1. Automation and Margin Vaporization in Wholesale
2. Price Cuts and Their Impact
3. The Position of the Large International Wholesaler
4. The Transition to OTT Voice
5. Large Wholesalers are Consolidating Smaller Players
6. Winning over Retailers with Better Pricing and Outsourcing
7. Advice for Small Retail Operators in Selecting Wholesalers
C. Bankai’s International Wholesaler Gambit
1. Introduction
2. Profit Pressure Faced by Small Wholesalers & Retailers
3. Championing Smaller Operators and OTTs Going International
4. Value Added Services: Unified Comms & Special Deals
5. Enabling Bank Credit to Drive International Deals
D. A Global Voice Network, Owned & Managed Virtually with BSS/OSS
1. A Wholesaler Enabling Virtual Networks and Systems
2. Details on the Platform as a Business Idea
3. Outsourcing a Telecom Business: The Economics
4. How Users Interact with the Auris Platform
E. Connecting High-Bandwidth Core Networks to Emerging Markets
1. The Business of a Global Ethernet, Cloud & Hosting Provider
2. Building Out a High Quality Global Network
3. Reach to Special Global Destinations and Value-Add in Finance
4. Flexible Business Arrangements & Close-to-Market Customization
F. Edge Connectivity’s Role across Metro & Rural Regions
1. Why Metro and Rural Regions Blur in the Cloud World
2. The Benefits of Connectivity as a Service
3. Winning Business Against the Verizons, Sprints & AT&Ts
4. Capacity Intelligence and Flexibility Makes it Work
5. Wholesale Teaming with Tier 2 and 3 Network Providers
G. PacketFabric’s NaaS Will Revolutionize Data Center Biz
1. The Innovation Behind PacketFabric’s NaaS
2. The Impact of the NaaS on Data Centers
3. A Big Leap toward Software Defined Networks (SDN)
4. Selling the NaaS like a Cloud Service
5. Fast Provisioning & Automation
6. How the PacketFabric Team Came Together
7. The Beginning & Multi-year Development of the PacketFabric NaaS
Chapter 4. Fraud Management at Large International Wholesale Carriers

The large telecom wholesalers of the world, companies like BICS, Deutsche Telekom, Tata Communications, and iBasis have built some of the most sophisticated fraud control systems in the world.

And by “system”, I mean something far more than a generic software tool.  These are really large-scale inter-operator ecosystems that combine software, dedicated fraud control experts, and time-tested processes to control every aspect of international traffic protection for each wholesaler’s hundreds of global partners.  This 14-page chapter features the following perspective:

  • Shared Fraud Intelligence at BICS – an inside look at how BICS adds value by collaborating with its partners.  A conversation with Katia Gonzales , Fraud Head at BICS informed this analysis.
  • The extensive Wholesaler Fraud Program at Tata Communications that mixes big data study of suspicious traffic, the careful screening of suppliers, and the mentoring of retail carrier customers.  The briefing is based on a Capacity Media Conference presentation given by Robert Benlolo , Senior Product Manager Product and Business Strategy and head of overall fraud management at Tata Communications;
  • An innovative Automated Fraud Blocking System that iBasis has developed to protect its partners in real-time from fraud attacks.  The analysis is based on an interview with Daan Kleijnen , Product Manager for Fraud Solutions at iBasis;
  • Finally, Wholesale Consultant Jan Dingenouts explains how wholesalers need to protect their retail customers, especially small operators whose business is highly vulnerable to fraud.
A. The Best Fraud Systems
B. Wholesaler Sharing of Fraud Intelligence with Global Partners
1. To a Large International Wholesaler, Fraud Systems Excellence is King
2. FraudGuard, the Fraud Intelligence Collaboration Program at BICS
3. Wholesalers can Enable a Greater Level of Collaboration
C. Wholesaler Fraud Management Programs
1. The Arsenal of Tools for Fighting Fraud at Tata Communications
2. Protecting Wholesale Customers at Tata Communications
3. The Rigorous Process of Becoming a Supplier to Tata Communications
4. Identifying Suppliers Who are a Potential Fraud Risk
D. Wholesaler Automatic Blocking of Traffic
1. The Innovative FraudAlert System at iBasis
2. How the Automatic Blocking of Retailer Traffic Works
E. Barriers to the Use of Machine Learning in Wholesaler Fraud Systems
F. The Case for Wholesaler Protection of Retailers
1. A Lack of Education and Experience at Small Retailers
2. Why the Retail Operator is Vulnerable
3. What a Retail Operator can do if its Number Ranges are Blocked
4. Cases Where Wholesalers Went Wrong by the Retailer
Chapter 5. VoIP, Cloud Play Providers, MVNOs & Fraud Management

In this 31-page Chapter, we look at the business challenges and fraud control concerns of IP/virtual operators and the softswitch providers who buttress IP networks.  Odds are, in the years ahead, this will become a big growth segment with thousands of small – even tiny — entrepreneurial telecoms coming into the market.

Different business models are explored in this chapter from soup-to-nuts solutions providers… to the launch of a virtual telecom business… to an IT-savvy cloud player who builds internal systems and buys fraud solutions on the open market.  Here are the expert contributions:

  • The Business of VoIP and OTT Providers is an insightful analysis by Scott Petilli , CEO of the softswitch firm SwitchRay .  He discusses the business concerns of IP service providers, explaining the historical evolution of VoIP providers as he examines how OTTs attempt to grow in the telecom marketplace;
  • In The Hosted Softswitch Platform we hear from Telinta ’s VP of Marketing and Sales, Anthony Stiso who details how his company develops and sells the most costly components of IP telecom services – the switching, billing engine, and business processes – making it very simple for any business to get into the telecom retail game.  Anthony’s analysis is a great place to get a feel for where the OTT market is headed.
  • Fraud Protecting OTT Providers via SIP explains the power of a SIP-based FMS system.  The perspective is provided by Jim Dalton , CEO of TransNexus whose SIP software supports leading VoIP providers such as Ooma.
  • In Comparing CDR- vs.  SIP-Based FMS Systems, TRI combines the thinking of David West, EVP of Equinox , Arnd Baranowski , CEO of Oculeus , and the fraud manager of a mid-sized wireline telco to analyze the virtues and benefits of CDR- vs.  SIP-Based FMS Systems.
  • The next section on Cloud Play Providers is one of the most interesting commentaries in this Report.  The contribution comes from Peter Eisengrein , Evolve IP’s Executive VP of Network Engineering, and it explains the company’s unique business model and layered defense strategy to combat fraud and heighten network security.
  • How ITSP Wholesalers Support the VoIP Players – Here, CEO Simon Woodhead of Simwood shows many interesting ways an ITSP wholesaler protects its VoIP provider customers from fraud.
  • The Future of OTT Traffic and Fraud Prevention anticipates the identity problems we’ll face when thousands of virtual operators enter the market.  Some deep thinking is in this analysis by Shankar Palaniandy , CEO of FRS Labs .
  • Finally, global fraud control consultant extraordinaire Colin Yates briefs us on The Fraud Threat to MVNOs where he explains how MVNOs need to manage their fraud risks and select solutions.
A. Introduction
B. The Business of VoIP and OTT Providers
1. The Miraculous Growth of VoIP Market
2. The Business of VoIP Providers
3. The Market Strategy of Global VoIP Players
4. The Relationship between VoIP Players & Wholesalers
C. Hosted Softswitch Platform: Market Entry for New OTTs & Entrepreneurs
1. Introduction
2. Softswitch Hosting that Creates Service Providers: No Capex Required
3. VoIP Service Provider Interface to the Telicore Platform
4. The Full-Breadth of Services Enabled by the Hosted Platform
5. How Telicore Integrates Mobile Service
6. Who are Telinta’s Service Provider Customers?
7. Educating the VoIP Business on the Use of the Platform
8. Managing an Ecosystem of Partners
D. Fraud Protecting OTT Providers via SIP
1. Business Challenge of VoIP Provider: Making a Decent Margin
2. The Power of SIP Invite in IRSF Blocking
3. Softswitch Companies are Starting to Offer Fraud Protection
E. Comparing CDR- vs. SIP-Based FMS Systems
1. Is Your Fraud Solution Biased by Your Telecom Background?
2. How Automated & Sensitive should your SIP Pre-Call Fraud Blocking Be?
3. The Problem of Moving Data to the Central Analytics Point
4. The Richness of CDR Information
5. Storage Limitations in SIP-based Systems
6. Why WirelineUSA Believes a Hybrid System is Valuable
7. Other Factors in the Platform Selection Equation
F. Cloud Player Evolve IP: Using a Layered Defense to Control Fraud & Security Threats
1. The Business Model of a Cloud Play Service Provider
2. Evolve IP’s Heritage in the Telecom Business
3. Systems Involved in Fraud Protection: Softswitch & FMS
4. Staffing of the Fraud Management Team
5. Customers Begin Served by Evolve IP
6. Competing with Large Carriers and LECs
7. Mobile Integration & Fraud/Security Crossover
8. Fraud Solution Enhancement Planned
9. The Best Fraud Protection Strategy: The Layered Approach
G. How ITSP Wholesalers Support the VoIP Players
1. The Key Role of the ITSP Wholesaler
2. The Fraud Protection by the ITSP Wholesaler
3. Innovative Approach to Real-time Protection — Calls in Progress
4. The Increasing Sophistication of Fraudsters, a Wholesaler’s Perspective
H. The Future of OTT Traffic and Fraud Prevention
1. Fraud Control in a World where Virtual Partners Multiply
I. The Fraud Threat to MVNOs
1. Why Nine Hundred Mobile Service Resellers are at Risk
2. Where MVNOs are Failing
Chapter 6. SIM Box Bypass Fraud

SIM Box Bypass Fraud is the world’s second largest fraud category, according to CFCA estimates.  The fraud exacts its toll almost exclusively on developing nations where pre-paid phones are popular and sidestepping the payment of high international termination taxes provides the incentive for arbitrage.  This 25-page Chapter provides key intelligence on SIM Box Bypass Fraud from industry experts:

  • The first section by Xavier Lesage , CEO at Araxxe , looks at the underlining causes of any Bypass Fraud in terms of key pressure points.
  • SIM Box Bypass delivers an excellent tutorial on the subject with contributions by Kenneth Mouton of SIGOS and LATRO Services ’ CEO, Lex Wilkinson.  The discussion covers detection technology and the role of SIM servers that allow fraudsters to remotely attack countries from anywhere in the world.
  • Test Call Generators (or TCGs) are the main tools for discovering the fraudulent interconnect providers who are landing the traffic on SIM boxes in the infected country.  Commentary from SIGOS and Araxxe covers TCG deployment, the use of calling cards to discover fraudulent routes, and coordination with law enforcement to locate and bust local fraud operations.
  • Stealth Test Calls is an innovative new way for a TCG vendor to broaden the number of test call paths so that it’s almost impossible for fraudsters to predict which number the next test call will be directed toward.  Kenneth Mouton of SIGOS explains the patented methodology his firm devised to conduct these stealth calls.
  • SIM Box Electronic Warfare discusses the fascinating tactics and counter-measure games being played as fraudsters and anti-fraud players try to outsmart each other in the SIM Box fight.  Topics covered include LATRO Services’ unique Protocol Analysis and the managed services techniques used by Fraud Busters.
  • Finally in FMS & Test Call System Coordination, Araxxe and SIGOS explain the crucial need for FMS and TCG operations to be synchronized for the timely blocking of SIM Box bypass.
A. Introduction
B. Bypass Fraud
1. The Variety of Bypass Methods
2. Bypass: An Opportunity for Arbitrage
C. SIM Box Bypass
1. SIM Box Fraud – Current State of the Fraud Issue
2. SIM Box Damage Assessment: It Goes Beyond Revenue Loss
3. The Extent of the SIM Box Problem and How Fraudster Deploy Them
4. Current Technology for Detecting and Block SIM Box
5. The SIM Server: Fraudster’s Powerful New Stealth Technology
D. Test Call Generators
1. Test Call Generators – A Vital Weapon in the Fight Against SIM Box Fraud
2. Detecting Calling Card Issues
3. Working to Help Law Enforcement Capture SIM Boxes
E. Stealth Test Calls: A Powerful New Weapon in the Fight to Block SIM Box Bypass
1. Why Test Call Numbers Delivered by an Operator are Vulnerable
2. How Stealth Test Calls are Conducted
3. Deployment of Stealth Test Calls at Global Clients
4. Can Stealth Calls Be Used at Small Network Operators?
F. SIM Box Electronic Warfare
1. Electronic Warfare: Military Tactics Shift to the Telecom Scene.
2. Detecting the Protocol Signature of Fraudster SIM Boxes
G. Case Study in the Fight to Block SIM Box Fraud
1. The SIM Box Defense Struggle in Pakistan
2. The Clever Tactics of Fraudsters & SIM Sales Controls
H. FMS and Test Call System Coordination
1. The Urgent Need for Coordinated Systems
2. How SIM Box Fraud Specialty Firms Work with the FMS Suppliers
3. Identifying “Ghost Trunks” Through TCG and FMS Coordination
4. Comparing SIM Box Bypass Defense to IRSF Defense
5. Terminator: An Interconnect System: Merging Test Calls & CDR Analysis
Chapter 7. Regulators Takes a Leadership Role in the SIM Box Fight

No one can give you an accurate worldwide figure on the taxes lost and national infrastructure damaged due to illegal SIM Box activity.

In fact, no international or watchdog organization — ITU, United Nations, etc.  — has released authoritative figures on national losses from bypass.

The CFCA does an analysis every two years and in 2015 estimated that $5.97 Billion was lost by telecom operators across all Interconnect Bypass Fraud of which SIM box fraud is only a part.  But that number does not cover the amount of money lost by regulators in the form of lower tax revenues — a huge number.

And to nations infected by International Bypass, the symptoms are very obvious: tax revenues from international voice traffic are in decline; the quality of voice service gets worse; and licensed telecom operator profits get hurt.

So, as a regulator, policy maker or law enforcement expert in an infected country, what can you do to improve the situation?

What steps can and should you take – at the national government level – to better protect your country’s tax revenue, quality of communications, and national infrastructure?

Well, in this 25-page chapter we offer some perspective and advice to national regulators on strategies they should consider in curing the SIM Box bypass disease.  The sections of this chapter cover:

  • Key reasons why the telecom operators alone have not been able to curtail SIM Box bypass fraud satisfactorily.
  • Why SIM Box Bypass fraud is damaging to a country’s comms infrastructure way beyond the loss of tax revenue and licensed operator revenue.
  • Reasons why regulators should becomes more active participants and coordinate the anti-fraud measures of the telecom operators.
  • Two cases studies on regulatory involvement in the SIM Box fight — in the countries of Jordan and Bangladesh.
A. Country Regulators Taking an Active Role in the Fight Against SIM Box Fraud
1. Fraudsters Succeed in SIM Box Fraud Despite Major Operator Investments
2. Overview of Financial & National Infrastructure Damage
3. The Fraudster’s Strategy: Deceive, Divide & Conquer
4. Why Regulators Should Lead the Fight to Stop Bypass in a Nation
5. Six Steps Regulators Should Take to Control SIM Box Fraud
B. Jordan Regulator Case
1. Jordan: A Successful Case in Regulator-Driven Fraud Management
C. Bangladesh Regulator Case
1. SIM Box Bypass Fraud Management of Operators by the Regulator in Bangladesh
D. Conclusion
Chapter 8. Other Interconnect Frauds: A2P SMS, CLI Refiling & Outgoing SIM Bypass

While SIM Box bypass is the most well-known interconnect fraud, the threat is growing in other interconnect fraud sectors.  In this20-page chapter we discuss these fraud categories, the solutions available, and what operators can do to minimize their risks:

  • SMS Bypass – Fraudulent A2P Messaging – A2P SMS is the corporate side of messaging employed by banks, airlines, and other enterprises who pay a small fee to ensure timely and reliable delivery of messages to customers or prospects.  Here, Dr.  Claire Cassar, CEO of HAUD Systems, gives a fine tutorial on A2P fraud protection.
  • SMS Bypass: A Large Aggregator’s PerspectiveBojan Andelkovic, Senior Product Manager at iconectiv, provides a deeper look at the A2P messaging scenes in terms of traffic growth, total expected fraud losses in the next five years.  He also explains why technical fraud blocking solutions are not enough because they fail to re-aggregate traffic to keep operator revenue streams flowing in.
  • Outgoing SIM Box BypassPhilippe Orsini, VP Product Management at Araxxe dissects the growing problem of outgoing SIM box bypass where fraudsters take advantage of arbitrage from so-called World Calling Plans and the large price differences between the interconnect rates of operators within a telecom group or partnership.
  • CLI Refiling, though not a new fraud type, is now growing as a result of billing rate changes brought on by regulatory changes in Europe and certain regions of Africa.  Once again, Philippe Orsini delivers perspective through an anonymous case study.
  • Roaming Strategy and the EU – All mobile operators and anti-fraud solution provider need to be aware of the highly dynamic changes occurring in roaming.  Jason Bryan, CEO of the Roaming Consulting Company (ROCCO) talks about the status of LTE roaming, the impact of EU regulations, and several strategies and key questions people in the roaming business need to think about.
A. Introduction
B. SMS Bypass: Fraudulent A2P Messaging
1. A Tale of Two SMS Message Streams: One Declining, One Growing
2. A2P Messaging, A Vital Enterprises-to-Customer Comms Link
3. How a SMS Bypass Blocking System Works
4. The Volume of SMS Fraud Traffic Being Experienced Operators
5. How the SMS Fraud Management Vendor Gets Paid
6. SIM Boxes are Used to Facilitate SMS Fraud
7. Surprising Volumes of SMS Fraud Detected in Mature Markets
8. How Reduced Quality of A2P Traffic is Detected
C. SMS Bypass: A Large Aggregator’s Perspective
1. An Estimate of Mobile Operator Revenue Losses from A2P Bypass Fraud
2. Why a Next Generation SMS Revenue Assurance Solution is Key
3. Why the Aggregator Chosen Can Make All the Difference
D. Outgoing SIM Box Bypass
1. A New Form of SIM Box Bypass: Outgoing SIM Box Fraud
2. Outgoing SIM Box Fraud is Booming in Europe
E. CLI Refiling Fraud
1. Large Wholesaler’s Global View of Refiling Fraud
2. An Anonymous Case Study in CLI Refiling Fraud
F. Roaming Strategy and the EU
1. Introduction
2. The Roll Out of LTE and its Impact on Roaming
3. Bill Shock and Silent Roaming
4. Winning Back Silent Roamers
5. Roaming Billed at Domestic Rates in the EU
6. Scoring EU Regulators on their Roaming Policies
7. ROCCO’s Roaming Recommendations for Operators
8. Conclusion
9. About ROCCO Consulting
Chapter 9. GSM-to-VIBER & OTT Bypass Fraud & Hijacking

When TRI authored its 2015 research study on telecom fraud management (FM) solutions, the OTT bypass problem was just warming up.

But here we are in mid-2017 and FM vendors are still way behind.  Sure, a few vendors are helping telecoms assess the problem, but in terms of solid, repeatable applications or service solutions to block and detect OTT bypass, we’re still in the development phase.

In this chapter we explore what OTT bypass is, the controversy over its legality, and a SIGOS case study about a simple text call and carrier negotiation case that alleviated the problem at an operator in Albania.

But the lion’s share of this 11-page chapter discusses the case of Revector who has actually developed a telco grade solution for detecting and blocking OTT bypass in real-time.  Revector discusses the challenges of writing the software and its plan for rolling out the first robust technical solution to this OTT fraud or hijacking.

NOTE: The most successful OTT provider by far in this bypass is VIBER, so we use the terms “OTT bypass” and “GSM-to-VIBER bypass” interchangeably in this Report.

A. Defining the GSM-to-VIBER & OTT Bypass Problem
1. Is VIBER-to-GSM Bypass Fraud or Hijacking
2. The Source of the OTT Bypass Traffic
3. The Loss of Roaming Revenue Through OTT Bypass
4. GSM Fraud Forum & FM Vendor Opinions on the OTT Bypass Issue
5. A Successful GSM-to-VIBER Bypass Cure at ALB Telecom
B. A Real-Time Packet-Based Solution to Detect & Block any Hijacked OTT Call
1. Revector Pours Big Energy into Developing an OTT Bypass Solution
2. Evidence of a Huge OTT Bypass Problem
3. Operators Getting Fooled by VIBER into Questionable Deals
4. Operators Lack an Accurate View of Their OTT Bypass Losses
5. Results in Africa: OTT Bypass & SIM Box Bypass Changing Hands
C. Technical & Economic Details on the OTT Bypass
1. Developing the Solution in Concert with a Telco-Grade DSP Platform
2. Stopping the Bypass Even as VIBER Changes its Signatures
3. The Need to Manage All OTT Players Doing Bypass, not Just VIBER
4. Key Requirement: Net-Neutrality-Sensitive Blocking of OTT Bypass
5. The Economics of Buying an OTT Bypass Blocking Solution
6. High Confidence that the Revector Solution will be a Commercial Success
Chapter 10. Customer Onboarding, Subscription Fraud & Credit Screening

Know thy customer.  Those words are the spearhead of the massive cross-industry movement to block criminals from penetrating customer accounts or gaining access to services that can absolutely kill a telecom business.

The implications of stopping subscription fraud are enormous: the majority of telecom fraud and bad debts can be stopped if a telecom is vigilant as it onboards customers for services.  After all, a fraudster can only abuse your service if you let them have access in the first place.

In this 29-page Chapter we review subscription fraud and onboarding issues by hearing from several experts:

  • Subscription Fraud & Customer Onboarding Strategies is a splendid briefing on the goals and techniques behind successful onboarding and anti-subscription fraud techniques.  It’s given by Luke Taylor, the Chief Commercial Officer of Neural Technologies, the solutions leader in this sector of telecom fraud control.
  • Cross-Industry Identity via Biometrics & National Databases is an eye-opening update on how subscription/onboarding fraud is being battled in the banking industry where they are set to revolutionize the way identity is verifying through biometrics and nationally maintained databases.  The insights here are provided by Shankar Palaniandy, CEO at FRS Labs, who is developing solutions in the area.
  • Telecom Subscription Fraud Schemes by Jason Lane-Sellers of Mobileum provides a glimpse of the elaborate schemes fraudsters use to penetrate a telecom account via financial scams, account takeover, phishing, and other methods.
  • Adaptive Learning Systems in Subscription Fraud is a fascinating tutorial by Shankar Palaniandy of FRS Labs on how behavioral learning technology is employed to prevent onboarding and subscription fraud.
  • A Secure & Simple Mobile App to Block Credit Card Fraud – While there’s a big emphasis today on biometric fraud prevention, John Lanier, CEO of Raptor Labs, explains his company’s secure easy-to-execute-and-use system that uses a mobile app to approve purchases, and requires no exchange of sensitive user or account information.
  • Advanced Credit Technologies by Matt Ehrlich, product manager for Experian’s Decision Analytics’ Fraud and Identity Solutions, explains modern methods credit bureaus are using to block fraudsters.
  • Cross Industry Fraud Checking explains the power of advanced credit bureau techniques for identifying fraudsters and fraud networks visible across different industries.  The brief is provided by Jim Rice, Director of Marketing for the LexisNexis Risk Solutions.
  • Finally, a short Bad Debt Strategies briefing by an exec at Bell Canada gives tips on winning techniques in the never-ending battle to keep bad debt under control.
A. Introduction
B. Subscription Fraud & Customer Onboarding Strategies
1. The Enormous Preventative Impact of Onboarding Customers Well
2. Screening Potential Customers at Minimal Cost and Risk
3. Steps to Delivering First Class Subscription Fraud & Customer Onboarding
4. Wrapping Workflow Around Credit Checking
5. Creating Credit Checking Systems from Mobile Usage Activity and Behaviors
C. Cross-Industry “Know Your Customer” Biometrics
1. How India and the Banking Industry are Driving a Cross-Industry Identity Platform
2. The UIDAI, a Unique Identity Program of the Indian Government
3. The Global Trend to Know Your Customer
4. Opportunities Growing out of India’s National Identity Database
5. The Biometric Mobile App FRS Labs is Creating for Remote Identity Screening
6. Anti-Spoofing the Biometric Mobile App
7. Conclusion
D. Telecom Subscription Fraud Schemes
1. Why Fraudsters Can Make Money with Almost No Technical Edge
2. SIM Swapping: A Key Entry to Account Takeover
3. Attacking Existing Accounts
4. Phishing Using Either a Phone or Email
E. Adaptive Learning Systems in Subscription Fraud
1. The Shift from Rules Design to Adaptive Learning Systems in Fraud Control
2. Behavioral Learning in Stopping Subscription Fraud
3. Correlating a Network of Identities to Spot Fraud Rings
4. The Fuzzy Recognition of Identities
5. Voice Biometrics: Set to Play a Much Bigger Role
F. A Secure and Simple Mobile App to Block Credit Card Fraud
1. User Transaction Approval without Biometrics
2. Better Protection than an Identity Protection Service
3. The Vulnerability of Bankcards with Chips and Chip Readers
4. Protection Against Spoofing
5. Utter Simplicity for the Mobile User
6. The Commercial Model for Working with Banks
G. The World of Credit & Credit Technologies
1. The Curse of Greater Convenience: Higher Credit Risk
2. The Mission of In-House Credit Screening Systems & Credit Bureaus
3. Techniques for Establishing Identity
4. The Practice of Credit Muling
5. The Role of Device Intelligence in Identity Checks
6. A Paradigm Shift in Identity Verification: Assuming the Negative
7. Dynamic Credit Rules & Combined Rules
H. Cross Industry Fraud Checking
1. Leveraging Fraud & Identity Checks from Sources Outside Telecom
2. Why Many People Lack a Credit Bureau Score
3. Why Cross Industry Identity and Fraud Checks are Crucial
I. Bad Debt Collection
1. Customer’s Lifetime Value & Profitability Profiles
2. Leveraging Billing Controls & Collections Policies
Chapter 11. Inside, Sales & Dealer Fraud

While technical solutions are adept at monitoring and blocking toll fraud and many other forms of externally generated fraud, perhaps the biggest threat of all is internal or insider fraud.

Insider fraud can even bring down a large telecom business.  Remember two decades ago when CEO Bernie Ebbers was caught “cooking the books” in a massive accounting fraud at WorldCom?

No operator organization is immune to the threat and I personally wonder why software vendors have not put more energy into the effort to identify insider fraud.  In this 20-page chapter we feature:

  • An excellent analysis, overview, and tips on managing insider fraud by consultant Mark Yelland;
  • A insightful discussion – from an anonymous fraud manager — on why vendor solutions are hard to develop for insider fraud cases; and,
  • An in-depth discussion of a Dealer Fraud system and challenges presented by cVidya (now Amdocs).
A. The Enemy Within
B. Insider Fraud
1. The Quiet Fraud
2. The Chief Cause of Insider Fraud
3. The Cultural Aspects of Fraud
4. But What If the Culture Encourages Fraud?
5. The Broad Scope of Insider Fraud
6. Why Inside Fraudsters Get Caught
7. A Special Case: The IT Department Staff
8. Applying Credits to Customers
9. Watching Performance Indicators
10. Vulnerability in the Fraud & Revenue Assurance Departments
11. Vendor Solutions in Insider Fraud
12. Choosing the Right People to Fight Fraud
13. Establishing the Human Resource Procedures to Fight Fraud
14. Senior Managers’ Role in Anti-Fraud Programs
15. Planning Your Anti-Fraud Strategy Upfront
C. A Candid & Anonymous Report from a Fraud Investigator
1. Very Different Skills Required to Detect Insider Fraud
2. Example of an Insider Fraud Case with Many Manual & Tedious Processes.
3. Can Big Data Really Help Me Investigate?
D. Insider Fraud in the Sales Process
1. Investigating Insider Fraud that Touches that Sales Process
2. An In-House Agent Case Study
E. Dealers Management and Commission Assurance
1. The Dealer Commission Monitoring Program at Vodafone Germany
2. Typical Dealer Problems
3. The Impact of Better Monitoring and Managing of Dealers
4. Determining what Standard Dealer Behavior Is
5. Dealer Management Software Used
6. Access to Dealer Management Reports
7. The Point of Sales System that Dealers Use
Chapter 12. Mobile Data Abuse, FAS, Mobile Money & Counterfeit Phone Fraud

Some kinds of telecom fraud are not easily grouped with commonly known fraud threats such as revenue share and SIM Box bypass fraud.  So in this 14-page Chapter we take a brief look at four special frauds including:

  • Mobile Data Plan Abuse occurs when subscribers access mobile content or services they didn’t pay for.  It is detected by examining the content packets through using Deep Packet Inspection (DPI).  The analysis is supplied by Amdocs (formerly cVidya).
  • In FAS (False Answer Supervision) Fraud an operator spoofs the answer signal in a telephone by artificially answering the phone faster.  In this ways it can adds 15, 20, or 25 extra seconds to the interconnect bill.  FAS is a particularly hard fraud to detect, but IPSoft has delivered an analytics-based and machine learning-style system to a large wholesaler.  Here, consultant Steve Heap explains the challenges and offers his advice.
  • Mobile Money Fraud – Whenever money is moved through a mobile device from one person or company to another, good fraud control is critical.  Special controls are needed to monitor transactions for suspicious activity, check on dealers, look out for insider fraud, and do proper credit assessments.  This area is expertly explained by Luke Taylor of Neural Technologies.
  • Counterfeit and Stolen Phones on the network is an industry problem that has been dusted under the rug and barely discussed, but iconectiv has researched the issue and explains the challenges of tackling the problem.
A. Mobile Data Plan Abuse
1. Data Plans Open a New Threat
2. Telecom Deep Packet Inspection is a Boon to Home & Enterprise Security
B. False Answer Supervision (FAS) Fraud
1. False Data Supervision – How the Fraud is Done
2. How an Anti-FAS Solution Detects the Fraud
3. Who Commits FAS Fraud?
4. Hard to Detect FAS Fraud Using FMS Thresholding
C. Mobile Banking & Credit Checking in the Unbanked World
1. The Mobile Opportunity at Unbanked Countries of World
2. The M-Pesa Success Story in Kenya
3. How the M-PESA Service Works
4. Money Laundering & Audit Checks at Safaricom
D. Counterfeit and Stolen Phones
1. A Fraud Problem Mobile Operators are Not Eager to Solve
2. A Solution for Managing the Problem of Counterfeit and Stolen Phones
Chapter 13. Telecom Industry Security Risks & Challenges

Telecom security and fraud are increasingly entwined.  And let’s face it: the path to fraud is often paved by a lack of security.  Here then is a series of expert commentaries to give fraud control managers a greater awareness of key security threats and innovative ideas on how security issues are being solved.  Here then is our 27 page Chapter of expert commentary:

  • The Six Motivators of Fraud Security by Jason Cook, regional Chief Information Security Officer for BT Americas, scopes out the big issues driving security as a driving commercial concern that may be managed by IT experts but whose importance is crucial to the success of modern enterprises.  This is both a succinct and insightful analysis of the enlarged mission of security in the enterprise.
  • Cyber Security Vulnerabilities as Fraud Enablers, by Hadas Shefler of Amdocs, provides details on the modern access points for telecom fraud such mobile malware and social engineering.
  • The Four Security Concerns of NFV Infrastructure (NFVi), by Gal Ofel of Telco Systems, explains why the long range evolution toward greater software control of dedicated network devices brings with it some immense security challenges.
  • Network In-Line Malware Blocking and Web Surfing Protection is a TRI analysis of Allot Communications’ real-time solution to protect mobile consumers and provide better employee security controls in the enterprise.  This is as good an example of a winning real-time cloud application as you’ll find – and the services is OTT-proof.
  • Weaknesses in Telecom Network Single-Sign-On & Password Protection, by Robert Marson, former VP of Marketing at Nakina (now Nokia), explains how growing network complexity requires deeper auditing of network configuration to keep networks secure.
  • The Role of a IP Network Metadata RepositoryBob Noel, Director of Strategic Relationships & Marketing at Plixer discusses a new way to ease the creation of security and network optimization tools by extracting and storing hundreds of network metadata parameters in one readily-accessed database.
A. Introduction
B. Security is Not Just IT’s Problem, It’s a Board Room Concern
1. BT’s Role Global Security
2. BT’s Security Customers
3. The Six Key Motivators in Data Security Protection
4. How BT Consults with Clients on Security
C. Calculating the Fraud Risks of the Digital Era
1. Cyber Security Vulnerabilities are Turning into Fraud Enablers
2. The Future: a World of Cyber Anarchy?
3. Awareness is Key
D. Addressing Key Security Challenges in NFV Infrastructure
1. Four Key Security Challenges for NFVi
2. Design of an NFVi Surveillance Tool
3. Conclusion
E. Protecting Mobile Users While Boosting Revenue
1. What’s a “Compelling Service” in Today’s Competitive World
2. Service Selection: Network Technology vs. Value Added Services
3. An Attractive Real-Time Cloud Offering: Mobile Security as a Service
4. The Cyber Security Threat in Mobile
5. The Value of Zero Touch Mobile Security for Consumers & SMBs
6. A Money Making, Low Maintenance Service
7. Implementation is Easy — and the Technology is Future Friendly
8. Conclusion & Recommendations
F. Addressing Telecom’s Sign-On & Configuration Weaknesses
1. Troubles Revealed by a Scan of Network Security Audits
2. Security Concerns Multiply as We Move to Advanced Networks
3. The Nokia NI Defender Security Orchestrator
4. The Downside of Automating Advanced Networks Too Much
5. Multi-Tenant Challengers in the NFV World
6. The Challenge of Monitoring Security in NFV
7. The Issue of Rogue Virtual Machines
8. Conclusion
G. Metadata to Mediate the IP Network for Security & Network Optimization
1. Capturing Hundreds of Network Parameters & Making Them Accessible.
2. The Problem of Integrated Security System Silos
3. Metadata Repository in Real-Time Apps such as DDoS Blocking
4. Conclusion & Costs of a Metadata Repository
Chapter 14. FM Solution Delivery: Cloud, Build vs. Buy, Managed Services & Systems Integration

The best fraud control solutions are useless if they are not delivered in the right manner.  In this 25-page Chapter we look at several aspects of the software purchase that have go beyond its price and features:

  • Fraud Detection in the CloudWeDo Technologies is the first major fraud control vendor to deliver a cloud-based solution.  Thomas Steagall, WeDo Technologies’ VP for North America, gives details on its implementation, user interface, fraud threats covered, and plans for a global rollout of the service.
  • Systems Integration of Fraud Controls is a delicate area that can ruin a software program if not done right.  Luke Taylor, the CCO at Neural Tech, explains how his organization looks at the problem and gives advice on how to set priorities for handling fraud risks.
  • A TRI background on Big Data and Fraud Management provides some perspective on analytics across the telecom service life cycle.  Included in this section is TEOCO’s view of analytics as a very potent tool in legal cases where the full data is far better than data sampling when it comes to winning in law suits against fraudsters.
  • Should You Build an In-House Analytics System weighs the key buy vs.  build decision in the area of analytics.  It’s written by a true expert who’s built in-house systems: Brian Silvestri, the founder of Connectiv Solutions and formerly with WeDo.
  • Build vs.  Buy Strategies by David West, Executive VP of Equinox Information Systems is a classic analysis of how to make this critical decision in BSS software.  The thorough way West frames the buy vs.  build issue is very satisfying to read.
  • Managed Services by Ashwin Chalapathy, Global Head of Consulting, Solutions and Managed Services at Subex, provides some insights on how and why telecoms are increasingly opting for managed services in their fraud control programs.
  • Configurable Systems Built for Rapid Change – Looking at rapid software customization techniques from companies like Pegasystems, in this section TRI explores how fast “build for change” is – and will be — steadily adopted in telecom fraud control.
A. Introduction
B. Fraud Detection via a New Cloud Platform
1. Roaming Fraud Now Available as a Cloud Solution
2. Dashboard, Web Interface, and Fast to Get Up and Running
3. Comparing WeDo’s On-Premises Solution with its Cloud Product
4. A Global Commitment to Develop Both Cloud and On-Premises Solutions
5. Free 60-Day Free Trial Offer of the Platform
C. Fraud Control Systems Integration
1. The Challenge of Data Discovery & Connecting Silos
2. Why Fraud Data Integration is Especially Complex
D. Big Data and Fraud Management
1. Big Data’s Impact on Fraud and Other Telecom Analytics
2. Big Data’s Fourth V
3. Big Data Finds the Fraud Outliers in Many Data Sources
4. The Legal Advantages of All-Data vs. Sampling in Fraud Management
5. The Power of Hadoop and MapReduce
6. The Power of Analytics in Searching the Outliers of Data
E. Should You Build an In-House Analytics System?
1. Is Building In-House Analytics Possible?
2. Getting Internal Support for Build-Your-Own Analytics
F. Build vs. Buy Strategies
1. Buy vs. Build – The Case for Building Your Own
2. In-House Projects: the Illusion of Control
3. Can Your In-House Application Stay State-of-the-Art?
4. Large Scale vs. Small Self-Contained Areas
5. Why a Large Wholesaler Builds its Fraud Solution In-House
6. Be Willing to Compromise
G. Managed Services
1. Three Drivers toward Managed Services in Fraud Control
2. Why a Shakeup in Telecom Software is Looming
3. The Build for Change Revolution
4. Building for Change in Fraud Management Software
Chapter 15. Strategies for Managing the Fraud Function at an Operator

Most of this Report is focused on specific fraud threats and vendor-solution antidotes to that pain.

But in this 27-page Chapter, telecom experts and consultants give advice on how fraud managers can better direct the fraud control function and maintain fruitful relationships with vendor partners:

  • Nine Simple Fraud Management Strategies is a terrific brief by Jim Bolzenius, former head of fraud management at Verizon and now at WeDo.  He provides solid advice and clear tips on fighting revenue share fraud, subscription fraud, roaming issues, and much more;
  • Next, Michalis Mavis, provides his invaluable European mobile/fixed operator perspective as an independent consultant and former head of fraud control at OTE in Greece, Michalis walks us through some interesting cases, gives his advice on FMS software, and offers four key lessons on the path to fraud management excellence;
  • Maintaining a good Vendor/Customer Relationship is a lot like keeping a marriage successful: it needs to be built on mutual respect and commitment to creating a win-win situation.  David West of Equinox Information Systems provides some valuable tips on how to smoothing out problems, set the proper expectations, and keep the crucial dialog going;
  • Scott Rice, Senior VP at Sprint, has experience at the highest level in Managing Managed Service Providers.  Now, as the telecom world increasingly moves to more partnering relationships, Scott’s veteran advice on overseeing, engaging, and maintaining a fruitful relationship with managed service providers can be very profitable reading.
  • Telecoms Risk Management: Beyond Dashboards by Eric Priezkalns, editor of Commsrisk, is a favorite of mine.  In this classic analysis with Eric’s unique ability to engage people on the printed page, you learn the limits of the “I need to build more controls” mindset.  He also pushes us to think more realistically about risk strategies.
A. Tips on Managing the Fraud Function
B. Nine Simple Strategies for Protecting an Operator or MVNO from Telecom Fraud
1. Introduction: The Problem of Knowing Where to Start
2. How Revenue Share Fraudsters Make Their Money
3. How Fraudsters Gain Access: Subscription Fraud
4. Nine Essential Fraud Management Strategies
C. A Herculean Task: Battling Fraud in an Increasingly Complex Comms World
1. Introduction: Lesson from the Ancient Greeks Revisited
2. The Early 2000s Origin of Professional Fraud Management in Greece
3. Major Telecom Fraud Types Experienced in the Country of Greece
4. A Memorable Fraud Case: Syrian Mafia on the Island of Crete
5. Operators Committing Fraud Against Each Other
6. New Fraud Control Challenges: IP, QoS, Privacy
7. Four Programs that Lead to Fraud Control Excellence
D. Sustaining the Fraud Management Program
1. Fraud is a Wind that Allows Blows
2. Tips for Communicating the Value of Fraud Management
E. The Operator and Solution Vendor Relationship
1. Vendor/Customer Relationships: Lots of Give and Take
2. Setting Clear Requirements
3. Setting a Realistic Budget and Timelines
4. Be on the Lookout for Points of Confusion
5. Be Quick to Work through a Tough Issue
F. Managing Your “Managed Services” Provider
1. Introduction: Real World Experience at a Large Mobile Operator
2. Definition of Managed Services
3. Oversight of the Partner
4. Engaging with the Partner
5. Cultivate the Relationship
6. Vendor Partner Responsibilities
7. Conclusion
G. Telecoms Risk Management: Beyond Dashboards
1. Risk Management: Breaking the “I Need More Controls” Mindset
2. Are We Measuring the Right Risks?
3. Decisions By Committee or By Informed & Courageous Leadership?
4. Are Controls a Substitute for Real Influence Over Decisions?
5. Are Hammers and Nails Enough to Build the Risk House?
6. Beyond Controls: The Mindset that Prepares for All the Risks
Chapter 16. The Fraud Management Solutions Market & Forecasts

Other chapters of this Report discuss the many fraud threats and the solutions used to defeat them.  But it’s in this chapter where we sum things up, estimate the size of the market, forecast its future, and identify specific opportunities and dangers for the companies who build and sell FM solutions.

It’s in this 22-page Chapter where we candidly praise certain players for their innovation and business success.  We also point to corners of the market we think are solution vendor opportunities or markets headed for decline.  The chapter contains forecast tables and eight pie and bar charts predicting grow or decline between 2017 and 2022.

The numbers we report in this chapter are TRI’s estimates only.  Number gathering and revenue estimating are error prone and vendors don’t usually reveal their detailed numbers.  However, for market planning decisions to be made, somebody needs to size market opportunities and give reasons why certain products, fraud solutions sectors, geographies, telecom types, and solution delivery methods are likely to win or lose.  And that what we’ve done in this chapter: we’ve framed the issues so marketing teams can debate our conclusions.

NOTE: Even though our commentary in this chapter is written from an FM vendor’s perspective, telecom operators should be highly interested in this chapter for it can help guide their selection of solution partners.

A. Research Objectives & Methodology
1. Research Objective
2. Research Methodology
3. Method of Forecasting and Estimating Market Size
B. Market Analysis & Forecasts
1. The Telecom Fraud Management Solutions Market: Big Picture
2. Vendor Market Share
3. Solution Delivery: Software, Managed Services, SaaS & Cloud
4. Geographic Region
5. Operator Type
6. Fraud Control Market Growth and Decline Factors
7. International & Domestic Revenue Share Fraud
8. CDR, SIP and Hybrid FMS
9. Rules- vs. Machine Learning-Based FMS for Revenue Share
10. SIM Box Bypass Fraud
11. Interconnect Fraud
12. Customer Onboarding, Subscription Fraud & Credit
13. Other Fraud Solutions
Chapter 17. Solution Vendor Marketing Communications Strategies

Inventing a better mousetrap is only half the challenge in a high tech business.  You must also effectively publicize your innovation and influence prospective customers to buy.

In this 11-page Chapter, we give tips on three ways a solution vendor can enhance the effectiveness of its marketing outreach through:

  • Creating a Strategic Narrative in your market niche is a great way to enhance the brand and position your company as a thought leader.  Guy Murrel and Terri Douglas of Catapult PR/IR explain how it works;
  • Working Better with Industry Analysts is another profitable activity.  In this section, TRI's Dan Baker explains the market role of industry analysts, methods for cultivating them, and the value of white papers; and,
  • Perfecting User Conferences is another invaluable opportunity for solution vendors.  This topic offers lessons learned after attending excellent conferences produced by WeDo and Razorsight.
A. Some Marketing Communications Advice
B. Positioning Your Company as a Thought Leader
1. Why the State of Marketing Communications is High Tech is Poor
2. What is the Strategic Narrative?
3. Steps a Telecom Giant Took to Create a Strategic Narrative
4. Why Companies Fail at Creating a Strategic Narrative?
5. Communicating Your Strategic Narrative
6. How a Strategic Narrative Enhances the Brand
C. The Role of Industry Analysts & White Papers
1. Day in the Life of a Telecom Industry Analyst
2. What’s the Role of an Industry Analyst?
3. How a Solutions Firm can Work with an Analyst
4. The Value of an Analyst-Written White Paper
D. How to Leverage a Software User Conference
1. A Marketing & Branding Opportunity for the Software Vendor
2. A Chance to See the Software Supplier Up-Close
3. Keeping the Sales Hounds at Bay
4. Wrapping some Fun Around the Event
5. Pre- and Post-Event Promotions and PR
6. The Professional Conference Program at the Event
7. Making the Best Use of Time at the Event
8. Conclusion
Chapter 11. Vendor Profiles

TRI provides detailed profiles of the fraud management solution companies who have sponsored this research. These 5- to 8-page profiles explain who these companies are: the customers they serve, the products they offer, and the direction they are taking their fraud management businesses.

Araxxe
LATRO Services
Neural Technologies
Oculeus
Subex

NOTE: We expect other solution vendors to buy the research.  As we complete vendor profiles on these companies we will add them to the Report and forward them along.