 Okay, we're back here in the cube on the floor. We're here in Cloud City. Thanks to everyone in the studio. We're here. I'm bringing all the action from the floor. Daniel Royce is about to welcome. We've got a great remote interview. I'll say it's a physical event, but it's virtual. So it's a hybrid event. And what people are coming in remotely. We've got Mark Collins, Senior Vice President, Commercial Product Management, Zeppertel, Mark, thanks for coming on. You head up to Product Management. You're responsible for the product vision. Calling in or remoting in from Ireland. Great to see you. I wish you were here. Thank you, John. I wish I was there too. We had a great chat yesterday with Michael, the CEO and the company, Public Cloud is a big driver of what you guys are part of. It's a seed change for some of the world that's on obvious shift has been going on for a long time. In Telco, it's new. What's the story? Give us the vision of the product. So Zeppertel are actually a provider of multiple products within the Telco space. And one of our visions is very much about bringing those products into a marketplace capability that Telcos can start engaging and interacting with them much more simply than they would have been with their vendor suppliers in the past. What's the difference between cloud on-premises and in the public cloud for Telcos? What's the psychology right now of Telco? Most people have lifted and shifted and re-platformed with the cloud in the enterprise side. Certainly that's been going on for many, many years. Now you're seeing people refactor their business on the cloud and get really knit new advantages, not just cost optimization and benefits with the re-platforming or lift and shift, but they got new capabilities. Where's the Telco adoption on this spectrum of re-platforming and refactoring with public cloud? Early, they're toe in the water, are they jumping in? What's happening? I think very, very early. I've worked in the Telco space for the last 20 years and certainly for the last five, all of the bugs has been about moving to cloud-native solutions. But a lot of the Telco vendors that I think are still very much looking at how they supply solutions and why the cloud are here and on-premise deployments. They haven't changed that mentality of how they actually provide solutions for the cloud. Okay, we got DR, just walk in. Sorry, interrupt, letting the folks know that we've got the big entourage here in Cloud City. Daniel Royson is the CEO of Telco DR and the CEO of Totoge. When you start to see the Telco DR being Digital Revolution or Danielle Royson, however you want to look at the DR part of it, but really a game changer in the Telco industry. Put a real dent in the universe here with Cloud City, Danielle Royson, just a little entourage there and a cheer for her coming back to her home base here at MWC in Cloud City, where the cube is and where the main stage is. Mark, sorry to interrupt you there, continue. So, are they there? Are they jumping in? Is there fear? Are they building? Are they just still operating? We just had a little segment discussing that there's been being a builder versus an operator, like the confluence of war time and peace time. I actually think there's a lot of fear. Like I think if you look at the way Telcos look at cloud, one of the biggest blockers that I think a lot of them face is that they have this perception that their network and what they provide as a solution to customers is a stable business model. Like there's been very little impetus from the outside to force them into replacing some of their outdated core technologies and they have some very, very legacy views on how they model TCO and the future costs to their business, which, unless they change those attitudes, some of what they can benefit from the public cloud is going to be lost on them. You mentioned legacy, one of the things I want to get your thoughts on quickly is that the notion of it's always been a customized game. I call it the OT world, operating technology versus IT, information technology, different mindsets. One's very IP driven, right software, open source now drives that, but you have a lot of legacy and they build custom solutions when the world seems to be spinning towards open and standardized. What's your take? Yeah, I see that as a huge challenge when you look at what Telcos want from a software perspective, like they want products but they still have this huge expectation that their specific needs are going to be addressed, right? And the challenge I see there is that when you talk about customization, most of the time that drives a divergence away from what a product is to a bespoke solution which creates a huge number of issues for service providers when it comes to how they do upgrades in the future or for that matter what they ultimately have to pay the vendors for the professional services to build those customizations. Talk about the Telcos considerations for interfaces, how they should handle interfaces and other standards because it's an API economy, we know that but now as things start to get more interconnected integration is going to be a big thing, especially with the edge becoming much more of a competitive and dynamic and people care about the edge because it's consumer, it's education, it's healthcare, it's not just some device on a network, it's actually societal impact, social change, real value. Yeah, now at 100% degree, like you could probably credit Telcos for what's been the way of the normal for a network in the last 20 years with regards to all of the standardization that's happened in bodies like 3GPP, but I guess in the IT world or in the domain of how you actually deliver capabilities to your end customer or even the experiences that you've developed for your consumers, a lot of that has been bespoke development, software float together, built on premise and not necessarily taking advantage of the openness that you see on the round and on the network side of things. Mark, I want to ask you why I have you here, I know we've got a couple of minutes left, but I want to get your thoughts on this, since February 2019, since Mobile World Congress had an event, so in dog years or internet years, whatever metaphor you want to use, it's been a long time and a lot of time has passed. What's your assessment of where the industry is? I think all you have to do is look back at the last year and a half and see the sea change that has happened in a huge amount of industries around how they reacted to the ability to deliver new capabilities very quickly on the back of what happened to us with COVID. And I think telcos in a lot of cases have been at the forefront of providing network experiences with people as they move to working from home, but they haven't necessarily had the same agility or the same ability to make change when it comes to the customer experiences and the products and services that they build on top. And I think they need to take advantage of what everybody else has been able to do with COVID-19 in the last year. Yeah, and I think infrastructure as code changes everything. DevOps, which is a cloud term, is development and operations. They have to work together. Now it's DevSecOps, so I think the same thing is going to happen at telcos and I'm a big fan and bullish on the telcos business model because if you embrace the change, if you ride that wave and right, you're not going to be driftwood and that is all about keeping the change going and keeping it real relative to the value because telcos saved us during COVID. So the operational aspect of the network didn't crash. We had some bad Zoom meetings here and there, but for the most part, people lived and they survived. So you've got to give props to that and that's the purpose, now it's the next level. Edge applications have to come on board fast and we need more software. What's your, how does that happen in your mind? I think a lot of that has to come from vendors like ourselves who start providing a different way and a different approach for how operators can consume the software that they purchase, right? Like if they keep working with the same vendors that they have today, they'll spec their requirements, they'll write down what they need and they'll ask somebody to build it for them and that'll take a long time. By the time they've actually got it built, it'll probably be the wrong thing or life will have moved on. If you look at the pace of change that we've seen in the last year with COVID and everything else. And I think a cloud specialist vendor like ourselves can come and provide a huge amount of value to an operator when we're building a solution that many operators can consume within our marketplace of offers. Awesome, Mark, great to have you on. 30 seconds left, put a plug in for Zeffertel. What are you working on? You're hiring, you've got 30 seconds, go. We're hiring, we're growing, we're presenting a number of different solutions in mobile world. Congress looking at both customer experience and IoT in a number of different areas where we're heavily involved. Absolutely, come seek out the people from Zeffertel that are there and look at the demos and meet with the guys on the ground. They've got a huge amount of information to share. Awesome, Mark Collins, Senior Vice President, Commercial Product Management, really changing the game, making service providers get the value from the network and making it easy for having meaningful change that's positive impact, changing the world and really making it happen. Of course, let's send it back to the studio, Adam and the team. Thank you.