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THE RELEVANCE OF

MATHEMATICS IN
TELECOMMUNICATION INDUSTRY
CONTENT
INTRODUCTION

USES OF MATHEMATICS IN COMMERCIAL SALES


SALES FORECAST

RESEARCH AND PERFORMANCE ANALYSIS

DISTRIBUTION PARTNER INCENTIVE STRUTURE

FLAGSHIP COLLECTIONS/ SALES REPORTING

JOB ROLES THAT REQUIRES MATHEMATICS


INTRODUCTION
Students majoring in mathematics might wonder whether
they will ever use the mathematics they are learning,
once they graduate and get a job. Is any of the analysis,
calculus, algebra, numerical methods, math
programming, etc. really going to be of value in the real
world except teaching? The answer is yes.
What are my opportunities in labor market?
How can I
Of what apply
relevance are Mathematical
Where do I the algebras Analysis in real
apply life situation
various
Is my career
mathematics
path restricted
theorems
to teaching as
a
mathematician

Where can I
fit in after
graduation What are
career
opportunities
USES OF MATHEMATICS IN COMMERCIAL SALES

AREAS APPLIED

SALES FORECAST PERFORMANCE ANALYSIS


Prediction of total weekly, Analyze sales performance, compare
Monthly and yearly reports from the previous month/year performance, current
beginning of the period, using available month/year, find out causes spike in sales
Parameters to calculate possible figure or dip and advice the business on measures
At the end of the period under review to sustain performance or strategies to
improve

DISTRIBUTION PARTNER INCENTIVE


FLAGSHIP COLLECTIONS/ SALES REPORTING BUSINESS INTELLIGENCE
STRUTURE
Structure incentive payment for Distribution Collection of sales proceeds from flagship Example
partners wrt territory subscriber base, shops: viz: cash, postpaid payment, POS and
target achievement and base stations in do proper. This is done via designing a Tailored regional offerings can be devised
assigned territory for a mutual business template with excel based on the Ground Realities
benefit for the organization and distribution
partners
SALES FORECAST

Prediction of futures sales using available


parameters, viz: Network quality, sales trend,
number of subscribers, visibility and recharges
done in a particular territory.
SALES FORECAST FOR THE MONTH OF JUNE
DP MAY PERFORMANCE JUNE TARGET JUNE FORECAST JUNE ACTUAL

Lyttle Oak 9,200,000.00 23,031,000 15,000,000 13,635,000

Multinet Systems Nig. Ltd. 41,520,000.00 42,739,811 45,000,000 94,699,000

Glaceo Investment Ltd. 22,225,000.00 35,502,858 25,000,000 24,100,000

Multitek Data Services Ltd. 29,990,000.00 41,938,708 35,000,000 51,316,000

Tee & T Concepts Nig. Ltd. 21,320,000.00 31,591,922 25,000,000 32,990,000

Terry Okwute Nig. Ltd. 12,996,000.00 21,121,114 15,000,000 12,765,000


Deblesskins Investments
Ltd. 33,135,000.00 21,121,114 35,000,000 50,685,000

Remglory Ventures Ltd. 27,435,000.00 33,436,458 30,000,000 27,160,000

Idems Ultimate Ventures 8,330,000.00 21,121,114 10,000,000 10,675,000

Initial Logistics Ltd. 2,140,000.00 22,096,889 5,000,000 12,935,000

Dadev Ventures 22,970,000.00 29,430,944 35,000,000 70,525,000

Jons Ndy Ltd. 22,130,000.00 21,121,114 25,000,000 31,355,000


Gabros Divine
Technologies Ltd. 63,930,000.00 55,301,267 70,000,000 60,935,000

TOTAL 317,321,000.00 399,554,313 370,000,000 493,775,000


GRAPHICAL REPRESENTATION
100,000,000.00

90,000,000.00

80,000,000.00

70,000,000.00

60,000,000.00

50,000,000.00

40,000,000.00 MAY PERFORMANCE


JUNE TARGET
30,000,000.00
JUNE FORECAST
20,000,000.00 JUNE ACTUAL

10,000,000.00

-
SALES PERFORMANCE ANALYSIS

Provision of objective feedback to salesmen trying to get a positive change in


performance. Essentially it is about telling the sales/marketing men what actually
happened as opposed to what they perceived to be happening. It also entails
giving recommendations no what should be done in future to achieve better result.
Year to Date Sales Summary

SALES Dashboard
%
Descri YTD YTD increase
S/N Jan Feb Mar April May June July AUG SEPT Oct Nov Dec Revenue Revenue against
ption Target Actual previous
month
SIMs [QTY 191,70 178,59 165,00 148,50 107,30 173,89
1
000]
176,298 137,200 218,500 226,087 196,448 242.8 24
1 3 0 0 0 8
Data
2
SIM(QTY)
0 1,200 0 1,400 100 0 360 50 100 0 0 0 0
Blank
3
SIM(QTY)
2,250 3,200 1,950 2,200 3,950 350 4,300 4,500 4,100 3,350 1,200 28,800 2300
Modem
4
(QTY)
332 0 1,759 455 657 390 495 255 780 510 330 120 -64
Phones
5
[QTY000]
1,119 176 0 0 130 0 830 74 1,548 1,485 442 1,137 157
SIMs
6 Revenue 18.3 16.8 13.3 17.8 16.4 14.8 14.8 21.8 17.4 22.6 19.6 24.3 24
[Nm] 18,922.5 20,166.0
Airtime
Sales
7
Revenue
1,483.8 1,361.3 1,592.6 1,795.8 1,661.4 1,608.3 1,534.0 1,730.6 1,740.2 1,637.4 1,709.30 2,016.4 18
[Nm]
Devices
Sales
8
Revenue
5.1 0.6 6.1 1.6 2.7 1.36 4.6 1.0 4.7 6.3 1.3 1.9 46
[Nm]
9 E-top up 15.6 15.5 20.0 23.9 17.4 21.6 21.8 7.8 18.0 13.5 16.2 21.9 35
Total Sales
Revenue 1,506.2 1,379.3 1,617.0 1,814.9 1,680.0 1,626.7 1,555.7 1,761.8 1,789.4 1,663.3 1,728.9 2,044.3 18
4% increase
[Nm]
there was a 18% increase in revenue in Dec over Nov 13
South South Performance trend

2,500.00

2,000.00

1,500.00

Target
1,000.00
Actual

500.00

0.00
BUSINESS INTELLIGENT
Working in the Business Intelligence team is a
premier opportunity to develop a career in
business and big data analytics
Business Intelligence Analysts are strong in
quantitative analysis, enjoy coding but also
want to balance that with their interest in
business. They think critically to tackle
complex challenges
Relevance of Mathematics in BI
Consulting with internal customers (e.g., Marketing,
Logistics, Customer Service) to develop analyses that
lead to actionable insights that accelerate profitable
growth
Wrangling data from multiple sources including sales,
inventory, product, and customer databases to create
integrated views that can be used to drive decision
making
Working with several large and complex SQL databases
Designing and building reports and analyses in Excel
DISTRIBUTION PARTNER INCENTIVE
DISTRIBUTION PARTNER INCENTIVE
This is what motivates/encourages distribution partners to go extra mile
in the business

its mathematically structured so as to reward each DPs according to


their performance, putting into consideration their territory coverage,
network quality, subscriber base, sales volume and target
achievement.
Example of Incentive structure
Total Territory
Recharge 200,000,000

% Target achieved Unit Score

<60% 0

60% - <70% 1

70% - <80% 2

80% - <90% 3
Target
Objectives Unit score Weights Score 90% - <100% 4
Achievement
100% 5
Activation in territory 92% 4 35 140

Recharges in Territory 74% 2 35 70

E-Top up contr. To
88% 3 15 45
Airtime Sales

Total Sales 101% 5 15 75

Final Score in (%) 330 66.0% Final score divided by 500 multiplied by 100%
Territory Recharge Share (0.75%) 1,500,000

Territory recharge Incentive for DP 990,000


JOB ROLES THAT REQUIRES MATHEMATICS

Sales Analysis
Business Intelligent Unit
Incentive And Performance Management
Finance
Commercial Planning Unit
RF And Optimization Engineering
FLAGSHIP COLLECTION/RECONCILIATION
QUESTIONS