Key to a communications company’s enterprise value is the NPV of the cash flows of its customers. Understanding and analyzing subscriber NPV’s involves detailed analysis and modeling of the cash sources and uses attributed to each subscriber, by segment and channel. We use that understanding to benchmark and prioritize key drivers of value and to identify potential performance gaps relative to best of class – or deficient – performance. Our Communications team has analyzed subscriber NPVs on dozens of companies and can benchmark results by type of company.
FTI's customer NPV analyses focus on key revenue drivers including:
Drilling down on the key drivers, we can identify quick “wins,” formalize rapid impact initiatives, and stop value-destroying strategies. FTI uses the key drivers to determine how changes in other key performance indicators impact customer NPV for each customer segment and what structural changes to a company’s customer segments are needed to provide an integrated recommendation for change.