Revenue Assurance
Every step forward is a step towards success!
The author of the article is
Anastasia Korneva
The development of the industry is not only about the implementation of advanced technologies but also about effective revenue management by companies, aimed at the timely identification of all risks that lead to a decrease in revenue, profitability, and economic losses. This approach ensures the identification of potential revenue growth pathways and the sustainable development of the organization.
In 2024, the recognized leader and expert in Russia, Arsen Valeryevich Lazaryan, became the first in the country to publish a series of methodologies for revenue and margin assurance for enterprises in the telecommunications industry. Arsen Valeryevich Lazaryan is a member of the Association of Professional Directors (ANDA), a manager with numerous awards, including those from the Ministry of Communications and Mass Communications of the Russian Federation (2015) and the Ministry of Digital Development, Communications, and Mass Communications of the Russian Federation (2020). He graduated from the Moscow Power Engineering Institute and the Moscow State University of Economics, Statistics, and Computer Sciences. He has held senior positions at one of the «Big 3» telecom operators.
The editorial board of the «Herald of Communications» magazine invited the renowned leader in the field of revenue management to shed light on this issue, share insights about himself, his achievements, his vision for increasing telecom operators' profitability, and reveal the secret of his success.
H. C.: Arsen Valeryevich, you are a well-known leader in the telecommunications industry, specializing in revenue management, and have reached the peak of your profession. Could you tell us how your journey into the telecommunications field began and how your career developed?
A. L.: My career in mobile communications began with the leading mobile operator in Russia, MTS.
After graduating from my second university in 2001, I joined the Smolensk branch in a junior position as a specialist—so I started from the very bottom. This allowed me to learn how the telecommunications business operates at all levels. I am proud to have been part of the early stages of developing one of the leading industries in Russia, and over more than 20 years of work, I was able to contribute to its growth.
In 2005, I moved to the Krasnodar branch of MTS. There, I headed the credit control department and organized financial services for subscribers.
In 2008, I was appointed as the head of the revenue management department in the South Macroregion branch of MTS, which managed the company's business in two federal districts of Russia: the Southern and North Caucasian. In this critical position, I was responsible for ensuring the company's revenue in Southern Russia. My goal was to organize the monitoring of all the company's critical areas to assess the risks of revenue loss.
In 2012, I was recognized as the best manager of the company and received an award from the president of MTS. In 2014, I served as acting financial director of the South Macroregion branch of MTS. The task was to improve the efficiency of investments, and I consolidated the business plans for building the mobile network in southern Russia. This allowed the company to build and modernize the cellular network, increase revenues, and grow its market share.
After the organizational transformation of the company in 2016, I took on the role of head of the fixed business control group in the Krasnodar branch. As part of the federal competence center, I was responsible for guaranteeing the revenues of all fixed-line internet, telephony, and cable and satellite TV subscribers across Russia.
From 2017 to 2021, I led the revenue assurance department in the federal competence center—responsible for merging and transferring the revenue assurance function from MGTS to MTS.
Currently, I dedicate myself to scientific work in the field of revenue management for companies, consulting, and new projects.
H. C.: You have also been recognized by the Ministry of Digital Development, Communications, and Mass Media of the Russian Federation. Could you share which achievements are particularly important to you and how you were able to achieve them?
A. L.: Over the course of my career, I’ve had many achievements, but there are some that I am particularly proud of.
In 2014, when I was acting financial director, I secured funding and initiated the large-scale construction of the 3G mobile network and the launch of LTE networks in Southern Russia, which were innovative at the time. This improved connectivity in 260 settlements in the Southern and North Caucasian Federal Districts and enhanced the convenience and quality of life for millions of people.
Additionally, I was actively involved in assessing business cases for the launch of new products and services by other company divisions. I managed to initiate and implement changes in more than 40 mobile services, which, on the one hand, brought millions of rubles to the company, and on the other hand, improved the customer experience for millions of subscribers.
Achieving success was possible thanks to hard work. I believe that one should either work excellently or not work at all. I draw strength from the fact that for me, work is a hobby, and I have always loved what I do. Today, I try to pass on my vast knowledge and experience to younger colleagues. I believe this is extremely important for ensuring generational continuity.
H. C.: You write scientific articles and speak at conferences, sharing your findings with the professional community. Could you tell us about your work today and its impact on the telecommunications industry?
A. L.: At some point, I realized that in our country, as well as internationally, there were virtually no methodological guidelines in the field of revenue management for telecommunications operators. I was able to fill this gap.
Revenue and Margin Assurance is a complex business area. Identifying potential revenue loss risks requires not only understanding finance but also having technical knowledge of billing systems and telecommunications networks, and doing so at an expert level. Telecommunications, like IT, is a high-tech field, and many business issues lie at the intersection of various areas.
My technical and economic education allowed me to dive deep not only into the financial side of the business but also to connect the revenue generation process with technical issues. I proposed a new methodology for assessing the impact of technological problems in billing systems on company profits. In today’s conditions, this approach allows companies to identify profit growth points on a deeper level and ensure sustainable development. This invaluable and immense experience is what I laid out in my work this year.
My technical and economic education allowed me to dive deep not only into the financial side of the business but also to connect the revenue generation process with technical issues. I proposed a new methodology for assessing the impact of technological problems in billing systems on company profits. In today’s conditions, this approach allows companies to identify profit growth points on a deeper level and ensure sustainable development. This invaluable and immense experience is what I laid out in my work this year.
At present, this topic is incredibly relevant, as mobile communications in Russia are developing rapidly, many services are transforming, and new technologies are emerging. Issues of monitoring and managing revenue and service and client margins are taking center stage, as they directly affect the revenue and profits of telecom operators, which in turn shapes the telecommunications market.
On the highly competitive market that the telecommunications industry in Russia is today, this is extremely important, as operators strive to maximize profits while minimizing their expenses.
H. C.: Arsen Valeryevich, as a successful leader and expert, what advice would you give to young telecommunications professionals?
A. L.: Love your work and constantly improve your knowledge. The telecommunications industry is incredibly interesting and fascinating. From building mobile towers and cable internet to sales and finance—everyone will find something that excites them and fully dedicate themselves to it.
Don’t be afraid of anything; instead, be proactive and open to new things. Every step forward—even a small one—is a step towards success! And success will definitely come to everyone!
The original article in Russian:
Revenue
Assurance
Assurance
© A.Lazaryan, 2022 - 2025
Revenue
Assurance
Assurance
© A.Lazaryan, 2022 - 2025