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Jean-Marie, Adolfo, welcome.
Jean-Marie, to you first.

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You recently published a joint
white paper.

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Can you tell me a little bit
more about it and what you've

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been hearing, particularly when
it comes to AI?

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Absolutely.

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So first of all, BCG and
Salesforce are developing a

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strong partnership, I think, in
the market.

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So obviously, AI has been an
opportunity to set up a first

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stage in our, basically,
partnership and relationship.

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Mobile Congress, it's a big
place.

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So we decided with Adolfo to
create something for Mobile

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Congress, and we think that
definitely AI is a key topic—

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I think that a great interest
for many, many telco. And I

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think we can bring, on each
side, our value and our

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strengths,

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I think, together. And the white
paper we publish, I think,

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target mainly B2B, I think on
sales transformation. And I

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think it's a strong piece of
work, I think, to help our

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customer find the horizon and
journey,

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I think, in this AI topic.
Adolfo, a big question, but how

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can businesses or how can
companies capture real business

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value with

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GenAI and AI?

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Sure. With any technology, we've
observed that 70% of the effort

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goes into transformation of the
business.

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So not real implementation work,
but more like the

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transformational work in their
business.

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So we created a framework, like
an approach, to doing GenAI

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transformation for B2B sales.
And this consists of three

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distinct horizons.

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So a first horizon is basically
activating the technology and

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giving it to sales agents who
will be able to increase the

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productivity with day-to-day
activities very easily.

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A second horizon is where you
reimagine your flows, your

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processes, and by doing so, you
increase the productivity of

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entire teams in the back office
because you reduce the time the

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end-to-end process takes to
complete.

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And then the third horizon is
more the transformation of your

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go to market.

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It's very ambitious.

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You have to change your
go-to-market approach enabled by

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predictive AI and generative AI.

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And with that, we believe that
it's going to change completely

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the way the service providers
interact with their clients.

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Jean-Marie, 

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what's more important for
telcos, AI or GenAI?

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I think, first of all, I believe
AI is a real game-changer,

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I think, for the telco operator.
I think it's not just a word, I

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think it's basically the vision
we have.

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I think especially if you look
at sales transformation by

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itself, I think we did—obviously
we are a CRM company—so we have

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a lot of customers using our
software for sales.

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But what we observe is the
majority of the time spent by

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sales rep are not with customer.

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They spend most of their time in
admin task, internal

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collaboration, and stuff like
that.

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And according to the survey we
conducted last year, I think

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they spend less than 30% in
front of the customer.

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So the main idea that we have is
how can we use AI in order to

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free time of sales rep, you
know, to spend more time, I

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think, with our customer.

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And we believe this is where AI
could help. GenAI

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and predictive AI, I think,
automate tasks and enable the

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sales rep to do a better job, I
think, with this customer.

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Adolfo for you, AI or GenAI?

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Well, if you look at the human
mind, we have two sides.

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One is more the analytical tasks
type of, you know, mentality.

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The other one is more for
creativity.

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So with artificial intelligence,
we have similar paradigms, which

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is basically you have predictive
AI analyzing lots of data from

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past history that you will use
to give you insight into the

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future.

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And then you have generative AI,
which is what you use for

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synthesizing knowledge and
creating new content.

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And we believe that both
together in combination with

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sales agents—you know, their
experience, their know-how, the

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human factor, basically.

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So, it's a very powerful trio.

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Adolfo, Jean-Marie, thank you so
much.

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Thank you.