Billing Software: Development of Marketing and Sales Strategy for International Market - ON-678

Project type: Research
Desired discipline(s): Business, Social Sciences & Humanities
Company: EAIPure
Project Length: 4 to 6 months
Preferred start date: 06/01/2022
Language requirement: English
Location(s): Toronto, ON, Canada; Greater Toronto Area, ON, Canada; Canada
No. of positions: 2
Desired education level: CollegeUndergraduate/BachelorMaster'sPhDPostdoctoral fellowRecent graduate
Open to applicants registered at an institution outside of Canada: No

About the company: 

EAIPure is a 2-year-old startup with more than 15 employees. The company is a spinoff from EAIBrasil, a software integration company with over 20 years in the market and more than 100 employees with expertise in airports, telecoms, and financial clients, among others. EAIPure’s key product is OPCBilling, created to seize a market opportunity left by outdated benchmark platforms which handicap time to market offers in complex and dynamic billing environments.

OPCBilling gives the freedom to create almost real-time offerings without traditional IT bottlenecks and no coding required. In addition to not requiring IT resources for dynamic updates, OPCBilling supports EAIPure’s clients IT departments by bringing visibility and control over the entire IT environment relating to Billing. By removing internal administrative and IT hurdles, the platform allows clients to focus on revenue generation opportunities through the evolution of service offerings in a fast and flexible manner.

Our next step is to incorporate AI capabilities into OPCBilling, to generate deeper insights into complex billing environments, identifying timely revenue opportunities in operations with fast-changing conditions with time-sensitive revenue opportunities.

Describe the project.: 

We focus on Business Support Systems specific to Billing (or BSS-Billing). Some types of companies with complex and dynamic billing needs include telecom, airports, ports, Fintechs, and utilities. For large corporates, the cost of billing software provided by large software companies like Amdocs and SAP typically ranges between 1% and 1.5% of total revenue. For example, Bell's annual revenues are $22 billion and Rogers has $14 billion in revenues. Therefore it’s estimated that these two companies together spend between $350 million and $525 million per year on their billing software. The Canadian market for billing software is well in excess of $1 billion annually.

The following business segments are the most suitable to benefit from OPC Billing and we’ll call them “Target Clients”:

  • Infrastructure and Transportation (Airports, Road freight carriers, Highway operators, Ports, Railroads)
  • Telecom (Fixed and mobile telephone companies, Cable TV, HDTV, OTT companies, Broadband Companies, Network and interconnection companies)

We are looking for a researcher who is able to:

  1. Quantify the market potential accessible from Canada through existing international trade agreements, ranking countries per market size for each of the 2 verticals above.
  2. Build a pipeline for business development and recommend preferred vehicles for business development, including advertisement and digital marketing.
  3. Identify competitors and suggest channels and competitive strategies to successfully access the markets identified, including pricing.
  4. Create branding awareness based on the company and its product.
  5. Draw a plan with timelines and key channel partners for lead generation to generate sales from Canada.
  6. Identify and/or recommend other sectors with high potential for quick adoption of the product.

Methodologies/techniques to be used:

  • Market Research
  • Competitive Analysis
  • Branding Strategy
  • Go-to-Market Strategy

Required expertise/skills: 

Marketing and Sales in the context of Transportation Infrastructure and/or Telecom and other high-complexity billing environments.

The desired previous experience of the candidate should include:

  • Market Research
  • Commercial relationship development
  • Lead generation and pipeline management
  • Pricing
  • Branding
  • Competitive Positioning
  • Advertising
  • Digital Marketing