Jean-Marie, Adolfo, welcome. Jean-Marie, to you first.
You recently published a joint white paper.
Can you tell me a little bit more about it and what you've
been hearing, particularly when it comes to AI?
Absolutely.
So first of all, BCG and Salesforce are developing a
strong partnership, I think, in the market.
So obviously, AI has been an opportunity to set up a first
stage in our, basically, partnership and relationship.
Mobile Congress, it's a big place.
So we decided with Adolfo to create something for Mobile
Congress, and we think that definitely AI is a key topic—
I think that a great interest for many, many telco. And I
think we can bring, on each side, our value and our
strengths,
I think, together. And the white paper we publish, I think,
target mainly B2B, I think on sales transformation. And I
think it's a strong piece of work, I think, to help our
customer find the horizon and journey,
I think, in this AI topic. Adolfo, a big question, but how
can businesses or how can companies capture real business
value with
GenAI and AI?
Sure. With any technology, we've observed that 70% of the effort
goes into transformation of the business.
So not real implementation work, but more like the
transformational work in their business.
So we created a framework, like an approach, to doing GenAI
transformation for B2B sales. And this consists of three
distinct horizons.
So a first horizon is basically activating the technology and
giving it to sales agents who will be able to increase the
productivity with day-to-day activities very easily.
A second horizon is where you reimagine your flows, your
processes, and by doing so, you increase the productivity of
entire teams in the back office because you reduce the time the
end-to-end process takes to complete.
And then the third horizon is more the transformation of your
go to market.
It's very ambitious.
You have to change your go-to-market approach enabled by
predictive AI and generative AI.
And with that, we believe that it's going to change completely
the way the service providers interact with their clients.
Jean-Marie,
what's more important for telcos, AI or GenAI?
I think, first of all, I believe AI is a real game-changer,
I think, for the telco operator. I think it's not just a word, I
think it's basically the vision we have.
I think especially if you look at sales transformation by
itself, I think we did—obviously we are a CRM company—so we have
a lot of customers using our software for sales.
But what we observe is the majority of the time spent by
sales rep are not with customer.
They spend most of their time in admin task, internal
collaboration, and stuff like that.
And according to the survey we conducted last year, I think
they spend less than 30% in front of the customer.
So the main idea that we have is how can we use AI in order to
free time of sales rep, you know, to spend more time, I
think, with our customer.
And we believe this is where AI could help. GenAI
and predictive AI, I think, automate tasks and enable the
sales rep to do a better job, I think, with this customer.
Adolfo for you, AI or GenAI?
Well, if you look at the human mind, we have two sides.
One is more the analytical tasks type of, you know, mentality.
The other one is more for creativity.
So with artificial intelligence, we have similar paradigms, which
is basically you have predictive AI analyzing lots of data from
past history that you will use to give you insight into the
future.
And then you have generative AI, which is what you use for
synthesizing knowledge and creating new content.
And we believe that both together in combination with
sales agents—you know, their experience, their know-how, the
human factor, basically.
So, it's a very powerful trio.
Adolfo, Jean-Marie, thank you so much.
Thank you.