Sterling Commerce Executive Addresses Customer Service and Margin Erosion Issues Created by Pre-Recessionary Selling Practices

Presentation at Billing & OSS World Conference & Expo Helps Communication Providers Tackle Revenue Loss by Conquering Shortcomings in Current B2B Selling & Ordering Processes

COLUMBUS, OH--(Marketwire - June 4, 2010) -


  • Sterling Commerce, an AT&T Inc (NYSE: T) company, announced today that John Konczal, global industry executive, communications and media, will present at the 2010 Billing & OSS World Conference & Expo.
  • The session covers typical business-to-business (B2B) selling and ordering processes used in today's communications and media industries that are causing revenue loss. It will highlight:
    • Post-recession vulnerabilities facing many communications providers as a result of implementing buyer-driven sales models.
    • The need for providers to embrace more effective management of pricing and discounting policies across all sales channels to improve profitability.
    • Best practices and real-world case studies to demonstrate how to address the shortcomings of current selling processes.
  • Konczal also will review results, to be made available on June 10, from a survey of IT managers in the communications and media industries on spending trends and sales strategies.
  • Session Title: "Protecting Margins and Creating Value through Pricing & Ordering Process Excellence," Thursday, June 10, 11:30 a.m. - 12:30 p.m. ET

Supporting Quote:
"By focusing on what they sold, rather than how they sold it, communications providers created a slow revenue leak that now threatens to open up and damage their ability to compete if they don't stop it," said John Konczal, global industry executive, communications and media, at Sterling Commerce. "As we emerge from the recession and see spending on the rise, these companies need to address the vulnerabilities in their billing systems and inflexible sales models that are causing these revenue losses."

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201 Waterfront Street
National Harbor, MD 20745

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About Sterling Commerce
Sterling Commerce, an AT&T Inc (NYSE: T) company, helps companies optimize and transform their Business Collaboration Network to accelerate revenues and reduce costs. Sterling Commerce provides more than 18,000 customers worldwide with applications and integration solutions to connect, communicate and collaborate inside and outside their enterprise. More information can be found at

Contact Information:

Media Contacts:
Julie Redard
Sterling Commerce
(978) 513-6386

Jamie Leicht
Fleishman Hillard
(619) 237-7711