 All right, thank you so much for supporting this evening here tonight. We have Mr. Gulab Singh, who's going to be making a presentation briefly for about five to eight minutes, talking about inside-driven marketing. He represents SAP while he makes this presentation. Can we hear it out loud for Mr. Gulab Singh, please? Are you happy with that? Yes, I think so. Are you cool? I would think so too. My name is Gulab and I take care of cloud marketing for SAP in the continent. In the next ten minutes, I will try and articulate what SAP's approach is to customer engagement and commerce. I promise it will be very short. So, how do we define customer engagement and commerce? The way we define it is, enabling our customers to deliver contextual, consistent and relevant experience, regardless of the channel. It's an order device throughout the customer journey in real time. That's pretty much a long sentence, but if you actually look at the core of it, the contextual, consistent and relevant, there are three important aspects which actually go into the making of a brand. Now, why does it matter? It matters because customers are in control of the relationship. They can find or they determine how will they engage with the brand, where will they engage with the brand and how they will engage with the brand. They are in absolute control. We all know that the traditional rules of marketing for sales and service and everything is changing and probably nobody knows better than the audience in this room. The journey, the customer journey has become more and more complicated and that is also primarily because of the socioeconomic conditions which are changing. Now, these factors impact your everything. The four cars, the stock price, the problem don't brand and everything. It impacts the existence of a company, if I may say so. And if you actually have to put the magnitude of how these things are changing, you have to put a number because I know that people relate to numbers better than just making statements. So, 79% of customers spend at least 50% of their total shopping time researching online products. I do wonder, they are much more aware about the products and in many cases they are more aware of the product than the salesman. 53% of customers are bad in in-store purchase due to negative online sentiments and probably we all have our own experiences. When we are buying something on Amazon or on Flipkart or something, we are sure about buying something but then we see some online reviews and then we probably think that maybe it's not worth it, we change it. And if you actually look at the number, 53% is pretty high. They are better informed as I said. There are many cases when somebody has walked into the car showroom and the kind of conversation they have driven with the salesman. It's something that is totally unbelievable. They know about the product, they know about the reviews, they know about the fraud and cons and they probably have made up their mind before they come in. So, the salesperson obviously has to be pretty much as updated on terms of what is happening. These numbers are pretty much things about the changing trends that they see. Now it leads to the problem as to how do we manage these customer experience and if you actually look at the old approach and why it was pretty much linear A to B to C to D in terms of when I think the desire and I think it had changed and they have changed dramatically. And we have tried to actually put the whole, this complex process of decision making when we talk about a customer, how do they actually perceive that this is a big influence. It's a very vague topic. So you see it was something like a funnel, but now it has become more like a bee, honey bee combo. Something like this. It goes up and there's awareness, there's consideration of decision purchase and so on and so forth and the customer just goes up, down, here and there and then in between they abandon the decision making and probably it just becomes as complex as one can imagine. And we put it in a line to say how well it goes. I mean this is an arbitrary line, it can go anywhere, anywhere. So where does it lead us to? Clearly it leads us to a gap, how we are approaching, how customers are anticipating and even between them there is a big gap. We try to quantify this gap in terms of what are their aspects. And everybody can have their own version but see there's a context gap, there's a relevance gap, there's a convenience gap, there's a responsive gap and there's a consistent gap. Even if you do everything alright, the customer expects you to actually do it every time repeatedly if you don't, then probably there's an issue. And we actually go back to the certain statements and the data that adds up, 59% of them are willing to try new brands and if you don't do it consistently, then we all have a problem. There are various ways to address this customer engagement and clearly technology is one of them and it has gone on in a way to address the concerns. The first generation in front of his solutions is the second generation and what we have is a homie-channel engagement platform and initially it was all marketing sales, commerce and they were all in silos. For example, if somebody had a cell phone connection from a company A and if they had G connections, then he would probably be treated as G if the customer is. Now, quickly as I summarized, what I'm intended to say is that as solutions have evolved, they treat you like an individual. You're not an anonymous person in a segmented review and clearly technology reacts seamlessly. They are able to identify you as an individual and they are able to talk to you as an individual and they are able to try to address you as an individual. It's pretty much possible. And in terms of equivalence, this is what we call it as marketing to an audience of one. If we don't know you, then we don't market to you. Or we cannot market to you either. Now, this is how we approach customer engagement and I will leave it here because it will probably take a lot of time and that was, in a nutshell, somebody of what I wanted to say on behalf of SAP. Thank you very much and happy presentation.