 The Newsroom for Tech and Telecom Professionals. I'm Jamie Skado-Kataya of JSA. Joining me here at ITW 2017, we are honored to have Mr. Andrew Kwok. He's the President of International and Carrier Business at HGC. Andrew, thank you for joining us here. Jamie, it's my pleasure. Love to see you today in Sunday. And very good weather, Chicago. Chicago couldn't be more beautiful for our gathering here at the International Telecoms Week. And we have a very interesting conversation here. It is certainly a changing landscape for the telcos. Can you tell us what you're seeing and how the carrier's role is changing in the digital ecosystem? Okay. So, Jamie, you hit right on the nail. So, I think if I put it in this way, let me put it in this way is that they are a traditional business in the telecom occasion. And of course, there's a lot of disruptive models, so-called disruptive models in the market, namely created and lead by the ODDs. So, having said that, I think years ago, the people is afraid, worry about the ODD are taking away business. But having said that, I think up to this stage, the people start to embrace the ODD and try to cooperate with them. Some success, some fail, of course. So, for HGC, we are getting a lot of business, a lot of new friendship and everything from the ODD sector, which serve our business and also our emotional feelings much better because we don't see them as that's only disruptive. So, answering your question, what I see physically is that for the traditional business, of course, there's a lot of traditional business expansion, software-defined network is something that in the traditional market, we need to do. And other than that, SD-WAN, which is a software-defined, plus the security is also one of the major focus in the whole area. Certainly making global headlines today for sure. And so, with that SDN, SD-WAN, network security, how are our carriers' business models being affected and changing? So, yeah, this will change the carriers' business model in two ways. The first one is that we would like to provide a more one-stop solution for the customer, no matter their carrier customer or the enterprise customer. Only the reason is that once we software-defined our network, basically we're absorbing some of the functionality from the peripherals back into the core. So what is needed to be successful? Of course, our performance. Of course, our price structure. But on the other hand, with same importance is that we need to gain the trust of the customer because they're relying on you more and more, obviously your performance and everything has to be up to a standard that they feel comfortable. So I think this is a kind of, I don't call it a dilemma, but instead it is an evolution process. I love that word, an evolution process. And certainly there's new opportunities that are coming up through this disruption. Can you tell us a little bit more about that? Yes, again, the people talking about disruption. So we see disruption is on one hand of traditional interpretation of evolution, but on the other hand, it comes with opportunities. So let's say, let's cook some example. So we divide our OTT market into two pieces. One is the mega-sized OTT, if I would. Another one is medium-sized or a smaller OTT. For those mega-sized OTT, basically they're not only invert looking. What I mean by invert looking is that they look at their own territory, they look at their own country and launch the service. No, because of globalization, granularization and also personalization. Basically, no matter they see the opportunity that they need to expand or the market is actually pushing them to go global. So this is one piece of the opportunity that we observe. So we are bringing a lot of especially Asian OTT going to the global arena and we are serving them in a lot of different parts of the country. For those OTT, which what I call the mega-sized OTT, I have to use another team of people to serve them because they know what is telecommunication. But for the smaller sized OTT, basically they need a kind of turnkey OTT solution in which they keep their focus, their attention and also the resources back into their own core business. But they hand over all the communication requirement to the carrier, like HGC. So this is the both opportunity that I can see. Great answer. And so looking forward, what do you see coming down the pipe for HGC? For traditional business, for evolving business, I want both. I'm not greedy. But actually, we work for a listed company, we have to strive for the best benefit for this shareholder. But having said that, I think when you talk about the traditional business and also the evolving business, you cannot cut a very keen line between the both and you say that, okay, I focus on the traditional, I forget about the new business or vice versa because every telecommunication, no matter the product, the network and also your resources put in, I link closely to each other. So, forgive me by saying that I'm a dirty businessman, I would like to have both, but actually the market is pushing us to do well in both. Yes, and it's amazing and I'm loving what I'm hearing here today that you're being able to address both so well. So congratulations. Thanks for that. Congratulations. And for our viewers who want to learn more, where can they go? You can go to our website. You can go to YouTube. You can go to Chester. You can go to our Facebook. So basically we are communicating all the information out of those channels. And other than that, obviously, the best solution is that give us a call and let us visit you or we welcome you to visit our 21 office around the world. Wonderful. Thank you so much, Andrew. My pleasure. Your insight, your time, we really appreciate it. And thank you viewers for tuning in to JSA TV. Happy networking.