WEBVTT 00:00:00.400 --> 00:00:02.280 Kyle, Maikel, welcome. Kyle, to you first. 00:00:02.280 --> 00:00:07.480 What are the key trends that are shaping how telcos are competing in the B2B space 00:00:07.480 --> 00:00:08.400 at the moment? 00:00:08.880 --> 00:00:11.760 So there's really three trends that I'm seeing, 00:00:11.760 --> 00:00:15.160 both here at MWC and with my clients more more globally. 00:00:15.160 --> 00:00:19.360 Number one is AI and the use of AI and the role that telcos can play, 00:00:19.360 --> 00:00:24.120 whether that's on the infrastructure side, dark fiber, waves, or data centers. 00:00:24.440 --> 00:00:28.280 There's a big question for a lot of telcos about what they can do in this space. 00:00:28.280 --> 00:00:31.480 The second one that I'm seeing as well is around partnerships. 00:00:32.400 --> 00:00:36.680 The world is getting much more complex and many telcos are starting to look to 00:00:36.680 --> 00:00:40.720 software players, tech players, OEM vendors in terms of bringing together 00:00:40.720 --> 00:00:42.040 solutions for customers. 00:00:42.560 --> 00:00:46.120 And that ultimately comes together in really the third trend I'm seeing, 00:00:46.120 --> 00:00:49.080 which is a lot of telcos reevaluating what they're doing to, 00:00:49.080 --> 00:00:52.720 for midmarket businesses to help them be more competitive in this kind of 00:00:52.720 --> 00:00:53.960 increasingly complex age. 00:00:54.360 --> 00:00:57.600 Maikel, in your view, what can telcos do to remain competitive 00:00:57.600 --> 00:00:59.040 in this space, in this age? 00:00:59.720 --> 00:01:02.600 Well, obviously, there's a lot of new competitors coming 00:01:02.600 --> 00:01:05.720 in, especially the global SIs, all of the global tech firms. 00:01:05.720 --> 00:01:09.440 I think what we're seeing is that especially in the midmarkets, 00:01:09.440 --> 00:01:13.400 the telcos can play a huge role in ensuring that these players can, 00:01:13.400 --> 00:01:16.280 can put their benefits to the midmarket as well. 00:01:16.280 --> 00:01:19.280 And be the connector and also enable the 00:01:19.280 --> 00:01:23.440 midmarket players who have much less IT capabilities than many, 00:01:23.440 --> 00:01:28.320 many of the large players to really benefit from this huge tech revolution 00:01:28.320 --> 00:01:30.240 and well get them going. 00:01:31.240 --> 00:01:34.160 Kyle, telcos are making good progress with AI, 00:01:34.160 --> 00:01:40.520 but where do you see that perhaps they can work just a little bit harder? 00:01:40.520 --> 00:01:42.560 So it, it really comes down I think to what we 00:01:42.560 --> 00:01:47.080 typically say, which is value from AI comes out from the 10/20/70. 00:01:47.080 --> 00:01:50.760 10 being the models, 20 being your technology and systems and 00:01:50.760 --> 00:01:56.560 70 being how you adopt and change your organization and change process to drive value from it. 00:01:56.560 --> 00:02:01.040 And it's really that 70 that I think a lot of B2B telcos can really overinvest 00:02:01.040 --> 00:02:04.000 in to see real results from AI in the coming years. 00:02:04.000 --> 00:02:05.400 - And your view, Maikel? 00:02:05.600 --> 00:02:07.640 Yeah, so fully agreed. 00:02:07.640 --> 00:02:10.400 And I think if you look at where that value 00:02:10.400 --> 00:02:12.600 it's mainly in identifying those 00:02:12.600 --> 00:02:14.640 midmarket clients and their needs. 00:02:14.920 --> 00:02:19.600 So if you look at what AI can now do and understanding where are those companies 00:02:19.600 --> 00:02:23.800 on their journey and then propose the right solutions at the right time, 00:02:23.800 --> 00:02:25.680 that's where the value could be. 00:02:26.280 --> 00:02:29.840 And, and maybe just building on that, I, I think this is actually really a, 00:02:29.840 --> 00:02:31.880 a mission that telcos should feel proud of. 00:02:31.880 --> 00:02:34.120 They're trusted partners for these businesses. 00:02:34.360 --> 00:02:36.960 And with all of the change that AI and GenAI 00:02:36.960 --> 00:02:42.120 is bringing to bear in in markets, they can help these businesses be much more competitive. 00:02:42.120 --> 00:02:45.600 And that, that's a role that telcos can uniquely play in my view. 00:02:45.600 --> 00:02:47.440 Carl, Michael, thank you so much for your time.