 Yeah, thank you so much. Thank you Good morning everybody So as our pit said, we're gonna take it up a level a little bit You may be thinking what is a KPMG guy and audit tax professional services firm doing at an open networking summit so my background I recently Led Dell's networking conversion infrastructure solutions business When Della acquired force 10 from a networking standpoint and we created in spine and leaf architectures and Kevin Schatzkamer And then some my ex-colleagues at Dell they'll be up here for then tell talking about that before that I was with Huawei 3.com, which was h3c and the Huawei is going to be coming up after me And then before that was around if I'm gonna dating myself was cable-tron systems and and a bunch of Fiddy sonnet, you know work that we've been doing hence hence the gray beard So we thought we will you know take it up a level and help you connect the dots of if we're talking about an open networking ecosystem How does that open networking ecosystem? Connect to the C-suite meaning that if the world is moving to cloud and that doesn't mean just public clouds or you know telcos, you know providing MPLS in the cloud but Applications that are moving into the cloud. So if you look at Salesforce, you look at workday or service now What's the role of the network and how do you make the network? Relevant to the C-suite. So that's what I'm gonna cover in the next 19 minutes with you Just a quick one one pager on what KPMG is so KPMG You know In about 150 plus countries 200,000 people and all professionals who provide advice to clients on how to take Their their businesses and digitally transform them and align them to their clients new customer experiences So if you're a retailer or if you're a bank or if you're a telco You have customers and how do you provide those new solutions to the customers? And how do you take technology and you align that to the customers the services we provide? You can see our digital customer experiences around data analytics cyber security people in change I don't know how many if you believe that you know If you have to go through a new technology Adoption and the business in the business that it's easy You really do need to drive a full change management and a people in change and a culture Aspect before you you're able to actually successfully deploy technology making a difference We spend over 500,000 hours globally The stat I love the most and I can see this room is is not aligned to the stat Which is globally out of our 200,000 people we have 47% females that work at KPMG. So that's a huge huge Difference then this room or the networking industry because having that differentiation really helps us innovate a lot faster to have diversity of thought But then also, you know the top six cloud providers the telecom providers We partner with because if the OEMs are not coming on the open-source bandwagon Guess what the system integrators and consulting firms are right there with you and helping drive that transformation And you're seeing many of the system integrators and you're seeing many of the consulting firms now come in and work with the clients I think yesterday the founder of you know, I think on F was Highlighting that there's still a challenge with the big OEMs not the big OEM networking companies adopting open networking solutions And and that's why system integrators are more important. Okay So let's get into it If you look at the age we all talk about, you know, the second industrial revolution or third industrial revolution I like to talk about the age of customer experience So bear with me for a bit because I think it's important for all of you networking professionals who are working on Disrupting the norms of the networking industry and moving towards and you know, Linux base or open source base solutions I think it's important for you to understand in 2019 that Majority of the clients that you know, I advise the C-suite the CEO's the chief digital officers a chief supply chain officers Even the chairman of the board the number one challenge that they're grappling with right now is Well, how am I going to serve my own customers because my own customers is changing. That's the millennial set It's the Gen Z set, you know People who come from India and China to Canada in the US feel that they have now come to the third world country if you if they if they Have payment modernization if you look at that it's it used to be a totally different world and that customer experience is going to change, you know The way my 19 year old son is going to you know buy insurance if does he really know what the Traditional insurance companies look like versus what Amazon and by the way Amazon recently just filed to become an insurance Company in UK. So when that happens, it's the customer experience that our clients are looking for So think about this for a second. What is the network's role to provide customer experiences should? Networks still be relegated down to the back office and an IT function under a CTO under a CIO or can network be That common denominator that actually connects to the customer experiences. So so I think I you're all brilliant Individuals and minds. I think you understand the slide. So I don't necessarily need to drain it but the key point is we are not in just a Age of information or age of data We're actually in the age of customer experiences and these age of customer experiences are driven by you know multiple factors Just quick bubbles right how many Billions of 2.5 billion millennials in the world and you know how many people coming out of middle class in India and China and When you look at when you look at the consumers Of the products that our clients develop doesn't matter if you're a cloud company doesn't matter if you're a telecom Doesn't matter if you're a retailer doesn't matter if you're an oil and energy Company you are moving in this direction because of these factors And you also are moving into this factor because you know as human beings because of you know Social and apps and everything as a service We delete apps how many of you have downloaded an app and deleted it after using it for the first time Come on this has to be higher than that So it's 75% of the room right so now think about if your business Becomes an app which it is becoming if you're an insurance company or if you're a financial company You know how many times you actually go into your retail bank versus having it on your phone now if a millennial or a Gen Z or or or even somebody who is sandwiched between a baby boomer and a millennial. That's me I don't think anyone will ever remember this generation that I that I'm that I represent is is is is deleting Businesses and that's why SNP 500 is changing it used to SNP 500 the companies that were listed on SNP 500 used to last Almost 60 years back 50 years ago now an average SNP 500 company lasts for 11 to 12 years As an SNP 500 company because someone comes in and disrupts them and those are major reasons that they get disrupted because you know You're you're spending money in a different way people and clients are consuming different ways So why how does all of this connect to the network if you look at the disruption from the top? How many of the CEOs 38% of the CEOs say that they need to reposition their business what that means in English is that? They're trying to reposition their business to move in this Direction of providing new experiences to their clients or to their customers You can see almost the third of the CEOs are aren't personally ready to lead the radical changes So they're hiring KPMG's and other consulting firms to help them transition Guess who Microsoft Azure spends the most time with these days Guess who GCP or Ali cloud or others? They're spending more more time with consulting firms because we're going in and helping drive a supply chain automation And if we drive a supply chain automation and the result is that it should be in the Azure cloud Or it should be going through this telco and I'll use an example for you That is where it's no longer your three tier channel models It's directly going down to the business C suite and getting them to understand that their business and how their business should connect through an SD-WAN from an open MPLS That's now up in the cloud and then connecting it to an Azure or GCP or AWS or you know Ali clouds and going through telcos and operators in the middle and what's their value for that? So that is really if I had to just have you take a picture of one slide or remember one slide this would be it and this is a slide that me coming from the networking industry I Had to personally understand and grasp and that is that at the CEO level at the board level They think of front middle and back office. They don't think about you know our layer 2 layer 3 layer 4 all the way up to the OSI layers of layer 7's they don't think about that. I know you're shocked They don't think about that they think about the front office and the front office functions as they think about this is really around Their sales teams their marketing teams their retail operations or their customer experiences their middle office They think about their chief supply chain officers and they think about their you know Operations of making processing and delivering around supply chain and procurement then they have a back office function Now let's relate to everything that you and I and we all understand and I put these logos there because these logos Have one thing in common Everything that they deploy for these business functions is all in the cloud Right, so if you start with the front office What does the sales teams all want of Salesforce comm or Microsoft Dynamics or they're providing new CX UX design using Adobe? All of these functions used to reside on a data center as an application that you needed a network to connect It's now all in the cloud and they're spending Billions of dollars have hiring consulting firms to deploy this right Then you look at the middle office middle office used to be deployed on a traditional JD Edwards or traditional people soft Platforms or even SAP and oracles. That's now moving to service now or now and a plan just went public Right, so service now and Anna plan all in the cloud Right, it's it's like the Salesforce comm versions of those and then you go to the back office And what's happening in the back office is traditional applications of your file print email and other Non-enterprise ERP applications are also being moved to the cloud by loads So if I showed you all of these logos and said if these are all of those logos of companies that these business units really care about You know, they don't really care about the traditional OEMs that we would think of and and and the traditional OEMs be a juniper Be it Cisco or Dell networking or HP networking and others They are residing underneath that infrastructure and they have to somehow Connect to these applications and up move up to the C-suite so in order to move up to the C-suite what is the role of the C-suite and Personally coming from again the networking industry I had to personally unlearn some behaviors myself as a human being and learn some new skill sets to understand What is it that the CEO? Wants from the network rather than just cutting a pair cutting up X and a cap X check to the CIO or the CTO And what's that connection point? And I think you know my colleague from AT&T and Erickson talked about this with with the video that they showed But but it's hard for us to connect the dots from the role of the CEO to the chief Finance officer to the chief marketing officer and others and I spent a lot of time with the C-suite and When I asked them and I tell them oh, I you know, I come from the networking industry They usually ask what are you doing here, you know, you come from the networking industry And how does the networking how does the network relate to this? And and I think it's important for them to understand the network plays a very very very critical role and especially an Open network that is able to work across all of these applications is an important aspect of it So I wanted to show you this because you can read these all yourself in terms of what does the chief digital officer care about? What does the CIO or the chief technology officer care about? What is the chief supply chain officer or the chief operating officer from an operations perspective care about? Those things as you're developing your new products in an open source environments I would say think about that more and more because that is the relevancy you need to create and not just the traditional ways of You know providing a network infrastructure because clients deployed more and more data center. I just came from a very large CEO of the largest Automotive rental company and they've just made the decision to move every workload and every application to the cloud and he said why would I still need to buy networking, you know to to deploy on-premise and Reality was that they hadn't thought through the the rise of edge computing and iot sensors And what are those going to be in their new work in their new world order? Not just the traditional applications that sit on the data center So so I think we all know and I think everybody has geeked out on all of these points around NFV to containers to you know Internet versus MPLS to mobility and automation and All of these have significant impacts And they drive increased complexity to manage And operate in an ever-changing environment I think you all understand that because more and more of these come on They they simplify that and if you are you know, AWS or GCP or you know Ali cloud or you know any of the six big public cloud vendors your pitch is that this all gets simplified If you move your workloads to the cloud and I think the key here is really that the world is not as simple The world comes in three different flavors right so the first flavor of the client you go see is You know, I'm a private cloud I have my still my data centers and bunch of people who are hugging compute and storage and networking technologies and And they either burst out to the public cloud or they have applications and and then they have their internet access So that's client number one. It's that I'm seeing that personally change more and more The second one is you know We have made the decision like that automotive car company that I just told you about that everything is going to the cloud And we're not going to have an on-premise data center So why are you even talking to me about networking or open networking? Why do I need that? I can go to my telco and the telco can Abstract MPLS and put it in the cloud and they can start working towards even other protocols of routing and switching because you know The bandwidth that you're getting from AWS is much much larger than that So that's that point and then there is this reality Which the clients would go to public and then come back and bring their workloads to on-premise because they know that not all workloads work Work well in public that there is this world of Sass there is this world of public and there's this world of on-premise data center in a containerized as a service environments IS The world of internet and finally the word world that is going to be even bigger than then traditional cloud Which is the rise of edge computing and and how does IOT sensors play a role and the clients who are maturing and the clients that We advise that KPMG is really about this entire Right hand of this slide right which is how do you look at your traditional applications? Not by workloads by the C-suite applications that I showed you for front middle and back office And how do you connect your cloud solutions to that right? So you're going all in cloud is one thing but then having a multi-tier environment on how you abstract different protocols and layers for specific applications and if an OEM Which is your traditional network provider who's still coming in and seeing every nail is a switch hammer or a routing hammer Or every nail is a white box with this With a Linux base solution on it. That's not the answer The answer is really what is the application and then work it down and say how can network play an active and important role So, you know, that's where We advise a lot of clients that saying hey, you know, it's not just open networking and it's not just traditional networking It's really these self-driving networks. So when you have I just came from an oil and gas client as well Up in Calgary in Canada and you know, they have the second largest You know oil outside of Saudi Arabia and and and what they're driving towards is really, you know They have wells everywhere and think about these wells that they have, you know human beings driving to the wells and Taking the bit out and checking the bit to see if that bit is still functioning or not Where they're moving towards is putting sensors on those bits and they're you know connecting You know mash networks with LTE using telcos, which which is what my AT&T colleague talked about They're moving towards that direction and they're moving that towards that direction so that 75% of the roles of those, you know, human beings who actually drive to those wells to check won't be needed because You will move into a proactive environment. You won't be in a reactive environment and the role of a self-driving network Becomes with all of those sensors Intelligence so it's intelligence driven to make predictions decisions automatically So you don't need a network guy or gal who's going out and and operating that for you It's analytics driven so that you can actually say this is the you know ideal Percentage and Erickson has a great demo that I was looking at last night Where they actually show you this machine learning as an actual demo of a network being config Configured and and actually highlight that for you and then you look at purpose driven Which is networks that's aligned to business purpose and then finally, you know, it's it's also thinking through, you know The security aspects now you go and have that conversation and Connected to that oil and gas or the well or or or an insurance company value proposition Now you've got the attention of the C-suite because you're no longer Talking about the back office CIO traditional CTO function. You're actually up leveling it and you're connecting it So the practice that at KPMG we talk about a lot with our CIOs and CTOs Is that how to connect the value proposition of you not just lowering your capex and op-ex But actually connecting it to the business function and and helping you understand that So a self-driving network is really, you know It's in these four phases that we consult with a lot of those CEOs and we say, you know telcos and cloud are Optionally graded greater at customer service and flexibility and you use telco and cloud as Optionality that's the difference Hybrid cloud IT environments that is automated Fully integrated security architectures and op-ex and capex right so of course we know all of those discussions but if I use this the last two slides to wrap up my my talk is I'll use an example of a very large insurance company their problem and I'll tell you how that connects to the network their problems started with They had a current network state and they had a cloud ready environments and others But their problem was in their middle office with actuarial data. I Don't know how many of you know about actuarial data worked with actuarial sciences I don't think this room would have or I would have but think about people who actually work on that and at the month At the month end they had fragmented data between the US, Canada Asia and Europe and they couldn't fragment that data and they had to spin Some servers and an IBM data center that they had outsourced about you know Six seven hundred of them and they would only use it for five or six days at the end of the year at the end of the month But they won't really connect it to You know to their actuarial data They just said the CIO or the CTO will handle that first They had to take the fragmentation of that actuarial sciences and understand exactly what that data insight was and then they had to Make a decision to use a telco To say am I able to take that data? Using an MPLS that's that's now in the cloud along with some others that are confidential that went to the cloud And then they connected it to Microsoft Azure and that became the number one spinning workload in Microsoft Azure and it started with actuarial data It did not it did not start with here is Microsoft Azure's value proposition Or here is the telecom provider's value proposition for MPLS it started with actuarial data So, you know having the fragmentation solved at different layers is is key And I'll end with this and I'll say in order for you to think about this with your clients Or even as you are thinking about developing your offers and open networking offers think about the four journeys The one number one is understand the network's role in the industry specific to digital transformation or digital disruption, right? So what's that role point number one point number two is? Creating a strategy where customer experiences are central I started up with it's all about the customer experiences I gave you some examples of an insurance company or a telecom company or or an oil and gas company number three is Enterprise-wide strategy that connects the front middle back office the last time I checked Network is the connector of Front middle and back office, but it doesn't get positioned that way and then finally a culture change of programs through digital transformation that culture change is the most important thing that is impeding growth and And those those are the key key stakeholders on driving digital transformation. So, thank you so much for your time I appreciate it and have a great conference. Take care