Please give a warm Georgia type
Welcome to our guest Well it during

Thank you.

Thank you.

And good afternoon and
thanks for having me here.

Thanks Elizabeth for nice introduction
I was never introduced like that.

And by the way we've got a great weather
for you it's like Europe if you walk in

Europe it's like a similar weather so.

In my today's talk.

I'm going to talk about mostly about
what's happening in today's industry

in terms of data and then before that it.

Is interesting to know my story
why I'm here and what I've done.

In life so far somebody said
thirty eight years I was counting

when she said that I don't
look that old right.

So about me and lot of you may not know
about and I am not a technology so

I thought instead of just introducing
the company I will talk about the started

behind why this company exist and
how this company started so.

That's what.

I'm planning to cover and I will
definitely shut up after forty minutes and

you know give twenty minutes
to you to to ask questions.

This slides are.

Just a placeholders don't try to
connect my words with the slides.

Because if you do that.

You will get confused and

when I put this presentation together
I remember somebody telling we.

I hate Powerpoint.

You know there was a mentor of
mine he said I hate Powerpoint so

you should have picked yours and
then you speak I didn't have too much of

time to do that so I went into my car
period thinking let's have Power Point

so so about me.

I was born in Delhi India.

So little age nine hundred fifty seven ten
years after the India got independence.

I didn't look like that when I was one.

So this is you know a lot of people know
Delhi this is you know the kind of houses

used to have so I was born in
one of those those houses and

want to a family which is my
dad used to work in the postal

department so I learned a lot of
interesting things from him and

my mother was a teacher so
I was more disciplined at home so and

she was a principal of a school so
you have to be very careful.

While doing the wrong things at home.

So.

Education are done.

Graduation in the mathematics.

In a college this is was a very
interesting college hunters college.

How do you relate hands first you
know people from India will know

this is where Shah Rukh Khan started but

much after I started one is one
of the the Bollywood stars.

And.

That's where I started my math and then I
did my operations search post graduation.

In the city of Delhi in
Mathematical Sciences Department.

Then I did.

My master's in technology
electrical engineering.

In I actually daily which.

It's one of the premisses
children in India so

this is where I spent a lot of my time.

Definitely lot of my time on the first two
and then some time doing research doing.

Technology work in this
company in this Institute's.

And then.

Obviously at that time the way the economy
was you study and you need to get a job

that's that's important that's
just a routine that you work.

For whatever you have studied you
have to apply in to your job and

I tell you whatever I
study I called up lie.

And then you know raise the question.

What how do we connect academic with the.

With the actual world what happens so
that was that the learning I had in my

first job which was a company
called it C.E.O. which was at

that now that still is known for something
different at that time it was known for

building computers they used
to call it big computers or

sixteen bit computers now you carry much
more powerful computers in your pocket but

at that time in seventy nine I was lucky
to get in the world in the innovation or

research and
development of very interesting stuff so

it was so
I wrote machine language I did push

a language programming I don't I don't
know how many of you know C. plus plus

our some of you who are the ID
from technologies so

I wrote the compilers for
those in those days in something and

five I really enjoyed what I did but

I kept on thinking what I'm
applying what I started.

And that is that I came to know.

When I went to the next job.

So after six years working in
computers systems programming

solid technical work I moved to
a company called Sea dart which was

a new experiment by Government of
India to get youngsters to build

the first digital switch for
India that was a very

very prestigious organization
to do work for and

that is where I found my mentor and
he was the head of that company and

he actually he's the one who
hired me in that organization.

And I was very very thankful to him
because that is where I said this is

where I want to apply what I
learned like Operations Research.

Some of the work I did in my
mathematics graduation and I built.

The front end from scratch to.

When the switch was completed and
this front end was basically

a computer system which does which I
do Station does the admission job for

the switch as well as does all
the billing for the telephone so

it was sixteen thousand lying switch I
mean I know some of you may not really

aware of what happens like the people
who have a landline how the landline

works to us which is what I was working
for four years in that company and

I did really solid technical
job again there that's the time

when I said you know it's ten years I've
been doing the same thing I get bored and

I want to do something else so I did some.

Separate things or
tablet things when I was in C.

dot I was interested
in writing articles so

I started writing articles and
I was positioning them into the new.

Papers or magazines and
that is where the thought of

becoming editor came up and
I be editor of a magazine.

And then somebody says
writers don't get paid well.

So that low off mine was put aside and

I went to explore the world and
see what else I can do that's where I met.

The chairman of and
I at that time who was looking.

To do something different
in his organization and

that's how I landed up in the job which I.

Still having So I joined this company
in one thousand nine hundred and

still counting.

Some people say it is you're crazy.

And.

Some people say are you
going to retire there.

So I always say that I love what I do and
as long as.

I do what I love I will
continue in that place.

It's a very interesting transition for me.

So I moved from a real technology just
who was only job is to think about

new products new ideas innovations
systems programming to a leadership role.

And that transition is the most
important learning of my life and that's

I think some people say that we are the
technical guys how do we become the C.E.O.

of the company or
if only we can become C.E.O. only if we.

You know we're a founder of
a company that's not true.

I found places within the organization
where you can take a leadership role and

leadership drawer doesn't come up
by saying that you have to be a C.

level person the leadership is what you.

Reform So for example in the company in
seat art I took the leadership role and

said Let us do the front end system for
this which it was not planned for

initially so you take that and you become
the head of that particular division.

He went to an idea and said You guys
are doing something different I want to do

this do you think I have a person to
do it they said yes that's called

into play no shape so you can pick
up something and you can build it.

And once you build it you are a C.E.O.
of Tech action which you have done so

you don't need to be a C.
level person or all the title.

To become what you want to.

So that's.

That's my story so far but other thinks
the life or stuff in those days I know

you won't even imagine seventy's or
seventy's what used to happen.

We came from where I came
from very modest family and

barely I wanted to I want to
try new things I also tried.

When I was not able to pay.

My school fees I tried
work in the restaurant.

Right and that was a great experience.

Somebody said one night
there was an event and

they said OK you are supposed
to be making omelets today.

I said Good I thought it's a cold night
people will not you know everybody

will not come any family but
on that day I made four hundred omelets.

So and now I came to write what I
worked in the full House right so.

You learn because you know foreigner
armor is a big thing I mean you're tired

after making foreigner moment that's
that's that's a great show here I have and

I was paying for my bills for
my graduation and

that was the last day I worked
in the restaurant because.

Her stuff.

So so that's me.

So just to tell you that.

What is the started G of and
I think which is.

Which is a company where I
started working in ninety ninety.

So if you're if you just
go a few decades back.

So the This Is there a strategy for

people to think why why the why
the company is what the companies today so

there are I will cover
it in four decades so

the first decade is vent just think about.

Just imagine because you you were all
born after hopefully after the 1980's So

if you look that is the time the first
time in one thousand nine hundred one

people had seen computers outside of the
glass doors so when I used to work in my

school or college then the computers was
behind the glass door we could only see

it we can't touch it your brain frame the
big mainframe The I.B.M. and Honeywell and

all the systems ninety ninety
one was when P.C. was born.

When you say look at it a P.C.
is born it is on the machine on your desk

what are you going to do with
it if you don't have skills.

And India at that time was in a.

It was a close economy people didn't
have skills to work on the computers but

somebody is going to push the I.B.M. P.C.
is there so there is a good market for

us to go and start teaching

I E T which is the information
technology to the people.

So that is where.

The heart of and I came up so

some people may ask the question what and
I do you see.

For years to stand for National Institute
of Information Technology like the I.B.M.

nobody remembers now word I.B.M.
stands for so so

that is where we are and I was born and

that is the first if you look
at it the first big jump

objective was bringing people and
computers together and

after thought it was successfully
that how do you bring people and

computers together so that you can teach
them the to learn from it and then.

You can you know you're going
to have jobs created for

them because that is how
the industry worked at that game.

Now what's the strategy behind
behind this so we didn't go far

here is a school let everybody comes
in to learn information technology we

went to where people work for
the star to do was go where people are so

various cities you go and
set up centers and you go and teach and

people learn from it and then you set up
a place where you want to headquarter and

that's how the company started.

So it was more of
an education organization or

education company which is actually
creating jobs for the people youngsters

who want to learn a new subject
that was a strategy behind.

Setting up and that was a time
when See this is the first time

somebody called education as a product.

Because education is never call a product
it used to be a very holy word that you go

learn from your teacher come back and
apply now the Education is a product

because it's a for
profit it's not known for profit so

that is how we started and
then how do we globalize it.

So every every company out of India wanted
to become global How do you become global

So we use.

Number of things in becoming global and

this is one of the method one of
the strategy so some founders of

the company came to us and
look at McDonald's and it was everywhere.

So we said.

It's simple because they're
multiple products in McDonald and

everybody's you know
it's a franchise model so

we were the first company in
Asia who franchised education.

So we said OK if McDonald's
can do it we can also do it so

we actually know I did people and

say OK now this is how it Center looks
like this is how the Course will looks

like this is how the examination will
have one particular centralized place so

that you have a quality control so
we kept the quality control and

we kept the designs and
say OK this is how you will go and.

Teach people so
that's what we were called with an article

in those days were called in McDonnell of
education ideas you Gratian in India so

that was a franchise model that
took us outside India we went to

Southeast Asia Singapore China and

Bangladesh and
all those places where we had.

That is one method for us to globalize.

Was it a success probably
not that what we wanted.

So the people who do
the status you work it's not

necessary that you copy McDonnell and
you become.

The global is so we had our lesson
learned in that today we are successful

because now we have what you have to adapt
like McDonnell adopted when they went to

India they didn't have beef so
they doctored we first chart we didn't

adopt we went to each country is winning
everything will work the way it should and

that's a lesson which we
learn in our Strategy.

Franchising and then.

It was a good good
expansion good learning.

Not the greatest of the success we
felt that it's not a part through

started to but.

It worked to a certain degree so
that was globalization through.

Testing now comes the next decade see
everyone I am talking about big it's

because if you look at it the technology
and the in wild mind of the business

changes every ten years that's what they
used to say now are changes every year.

Because.

The industry's moving much
much faster pace than.

It used to I call it as
we live in a dog here.

We are living the dog life because
it is so quick things are moving so

fast in the first thirty years of my
career I have not learned much than

what I've learned in the last two years
because things are moving around you so

quick so that second second decade we said
OK now to change the status of a bit and

to understand because that's the time
when I joined the company and

we came up with this model of.

Teaching Hospital you you all know
we're teaching hospital means right.

So you have a medical school and you have
a hospital attached to a medical school

the students learn from from
the school and they go and

apply in the hospital right so
and the whatever the learned in

hospital they come back and say look
this is what we should put in our.

You know class so this is a model we came
up with this is the model we should use

it because now we are in softer business
Also if you're in softer business and

you're in education business you
have to connect these two so

we were kind of a knowledge company so

which means that you you train people
use them into the software or.

And now we have extended
model to become digital So

how you can use education or
training how do you use the software and

how do you make things happen
in the digital world so

that's the model we came
up with it's we call it as.

A teaching hospital model.

That was very very very famous in
those days and so we learned with

it it was a great model it gave us a lot
of success in those those days four for

us in in both the businesses and then.

Very interesting study came
up in twenty by Mackenzie So

McKenzie study said this this
is if you look at the workforce.

In two thousand and
twenty the workforce in the world

has this situation which is that you
have a surplus workflows in India and

you have not so much of workforce and
so much of demand in the other company

which is workforce in terms of information
technology I'm talking all in terms of

technology workforce now this
is a very interesting chart so

rich rich said how do we start today
a business that wherever there is

a shortage we can go in our education
business and create more resources

and we can use the resources which we
have surplus in India to create a model

of using them in in creating
applications or getting

the outsourcing business so
that was the third.

Started of the company of globalization
we said focus on developing countries for

our education business and
focus on developing country on.

These softer business and
that's what we did.

And that has given us.

What we call as the greatest success
story of and I have globalization.

So what how what we did in so I moved.

To the softer side of the business before
that I was in both sides of the business

so I moved and
had the business in the U.S.

because that was the largest
market from our perspective so

once we moved here in the U.S. we said OK
what do we do and you can't just go and

say OK we'll do we do the business how
much you know what the market what

should be your started you what are you
selling what are you what are your core

competencies I moved here in ninety seven.

And.

Unfortunately for me when I was putting
the started it together we were trying to

roll our things the nine
eleven happened and.

And we were focusing for
two two kinds of organization at that time

the organizations which were focusing on
Y2K I don't know how many of you know

the Y2K problem or a few so
the Y2K problem was that OK you

have a large systems I don't know what's
going to happen in the tone of century and

a lot of companies came over to technology
is to fix the COBOL box right that's

the Y2K problems a big problem
to solve and that thing.

I was part of the study and
then I took a decision that

probably that's not the right thing to do.

Probably and
e-commerce are doing something

in the business will be more sensible
because youngsters who coming out of

the schools may not like to work on COBOL
may like to work on the new technologies.

And that Saturday back fired

to us to be honest with you backfired to
us because our competition focused on.

On the large the big programs and doing
Y2K and they build a relationship with

the customers and they went where as
we went through creating a lot of

plague forms of the frameworks on which
you can do e-commerce probably we

were ahead of the game but we're not
going with the markets or learning which

we had was trying to look as a market
until you go where the market is going but

that's the strategy we took and
then we modify our strategy a bit and

we said why it was going to.

You do anything.

OK.

So and so

we said that now I mean this this chart
does not relate to what I'm saying but

just go forward and say Now we created
a company which is a software company or

an idea technologist today you sit around
for a ten million dollars keep on changing

based on what is the dollar
to be exchange of it.

And we have ten thousand people
we are in European countries.

I manage the the Americas business
which is around forty six percent

you know if I do the quick
calculation I know one in a million.

So how did we reach.

So two thousand is very we
said our strategy not to be.

Just doing the old programs which we
are doing so we change our strategy and

we said biggest thing is a focus on
differentiate do few things with you.

And do them well that is the learning
which we had is that you don't become a.

Generalist become specialists so
we became a specialist in three industries

financial services travel industry and.

Retail and manufacturing so
that's where our bulk of the business.

Today and we sometime we
the large deals which comes up

we don't take them in the other
like we don't work for oil or

natural gas industry we don't work for
you please don't work for government so

we are ready for the strategy for
us is focus and differentiate and

that's how we set up the company
here we said What is our vision

our region is to become the the first
choice to our customers be

the first choice that's important for
us then.

And then it is the mission is to manage
data our manage information better

to help our customer to
manage information better.

And that is where I want to
spend the next ten minutes on

a lot of people interested in
what's going on in the data and

then how do we create exceptional
customer value for our customers.

And help them grow out.

So it's not that if my customer is for
example Delta Airlines

then I should create value for
Delta Airlines customers not for

Delta Airlines and
that means once I do that by managing

their information better then we should
be able to they should be able to go and

hence we should be able to grow that's
what it means and then started you very

clearly focused on different folk
keep focusing on fewer things.

Sales guys don't like focus I don't
know how many if you want to become

a salesperson some day so one thing you
should learn is not to focus versus

the sales guys is if are a success want
to see where the dollars are to sell.

So it is very very difficult job for a
leadership to tell the sales people focus.

So so that's what my job is to tell people
so how we globalize this organization.

So there are stories.

I'll keep them short so
one is you acquire companies and.

Then you can become global suppose you are
in the U.S. You want to become global So

I actually went and acquired a company in
Manila I had never been to many lands and

you know we acquired a small little
company in money level specializing in

travel business then you can do
joint ventures which is what we

did with a company in Georgia which
is in Augusta I knew August only for

golf.

And and
you are doing a joint venture there so

that's another story then you can buy a.

Large unit of a company in some other part
of the world and the fault was to start up

operation in that country so
we have lucky enough to do all four.

So we can ask questions and
want to know more about those things.

So how did we discover company so
you can be a risk if you are suppose

you feel that the U.S. and Europe ninety
percent of the business in the U.S.

and something happens to the economy
your company's going to go down a bit so

we did as an organization
we're dealing with and

we have forty six percent
coming from the U.S.

thirty four percent coming from Europe and
twenty percent coming from Asia Pac.

Right and then we do this through our
services which is financial services

is thirty eight percent travel and
transport is thirty six percent and

we and others is twenty six but very
interesting story why we did that and we

use the analysts loves us because.

When nine eleven happened which
was in dusty which went down.

Like this.

Travel and transport made and
actually every industry went down but

they went down like crazy so.

We survived as a company.

Because.

We had some other what tickles
in which we are focusing on

not today what do you think about
travel and transport industry.

It is industry which is like this today
why the oil prices are the lowest and

the biggest operational cost for
airline is they are right so

they are the most profitable industry now.

So that is where we think our business is
going to grow faster than anything else

which industry went down in two
thousand and eight this is financials.

So we balance it out with the other
industry so we kept our bid a skiing

strategy very clear.

And then now.

Let me talk about
the topic which I have sent

which is very dear to
my heart one because.

People have always used data.

As a research topic you know.

And then.

What I feel that data should be used
in your daily life because data

is what you come across every day.

To see if you are as if
you're on their Facebook or

how many how many of you go to Amazon.

So interesting thing on Amazon
when you buy something.

So when you're buying something and
when you're actually checking out so

what happens in the last.

Row that people bought this and
they bought this also.

So how do they how do they do that.

How how is it possible that
they're pretty accurate.

Right they're very accurate and they keep
on sending you are these men based on.

Based on what you have been searching.

So it's all around data and which is
a new topic which is called Digital So

what two years back in
our company we said OK

the whole world is going to go
you know if you this whole.

This hype the word hype is very
important I don't know if you

know Gartner garden is very good
in creating this hype cycle.

They are the one who will just create
in the say hype cycle this is where

the technologies are this is
where the world is going and

all those things why they call it is
hype cycle because it's hype right so

it is a hype do you implement it
do you put that into your use.

So what we said if every word every
word is going to are digital is not

bad because the technology is taking you.

Towards that word.

I mean I came from a world where

two twenty years back we didn't
have a mobile phone in India.

And today people have two or three.

And so people people look
at how the people change or

the business is changed when
the environment is environment to change.

The real joke in C.S..

So they cover the new belt
CALDWELL How many of you know that.

It's a it's a bluetooth enabled belt.

Right sensor.

And that bell tells you that
you're reading too much.

Right so.

That's funny and then they have
a Bluetooth suit it fits you and

as soon as it start not fitting
you are gaining weight.

So it's interesting stuff I mean so
the guy's going to sell that well

interestingly I mean you know what's going
to happen on that but what is happening

technology is moving on a faster
pace environments are changing so

today whatever you're calling application
development our software development

is going to be digital development
everything has to be on mobile and

has to be on your or your machine
at best op ed laptop at i Pad and

they should all look alike that's that's
what the word is going and the second.

The data so look at it what is happening
sort lot of years back I was giving

a presentation and somebody asked me So
what do you what is your opinion about

cloud technology or what is your opinion
about mobility I said there is going to

stay because they're forced to
stay you cannot have huge data

servers for
the amount of data you generate.

You know that's that's very important so

it has to be you know it has to be
the cloud has to be there to stay so

we have to focus on not on technology but

on the business is in that environment so

that is the strategy which we
are using in two thousand and fifteen.

In and I T I did hire
somebody from the government.

From the securities the government and
terrorism and

all those stuff which these guys do they
are the best guys who understand data.

You know.

And they say understand there are much
more than anybody else to do so

and this guy and I we came up with
some very interesting concepts which

are not concepts actually the.

Case studies which are very very useful
in today's environment and that's what.

My.
Guidance to every student today don't look

at the research of the data look
at how the data needs to be used.

It going to other examples.

You how many if you know all
state everybody most of.

Now you are using Allstate and
suddenly you decide to write to

him on Facebook I hate outstate.

Maybe something went wrong right so
now you're all said customer and

you don't like them are certain annoyed.

It Similarly in this room
of fifty sixty people

I'll say doesn't know how
many will leave me to model.

They don't have a clue.

So they came up with a program in which
they use the data effectively leave from

within their systems and outside
the systems which is the Facebook and

and Twitter and all those places and
say OK how many people

will have probability of
leaving all state that is

the problem one has to solve because
the cost of adding a new customer

is more than the cost
of retaining a custom.

Made that everybody knows you know if so

now what Also it has done if I
if if I also know the thirty of

you are going to leeward they're going to
have marketing plan thirty for your for

you give you discounts and
get you retained as a customer correct so

that is the kind of things
which one has to do so we.

This is called customers.

In the in the industry.

Segment which we are in the customer churn
so I know customer churn before it happens

that was I know what's going to happen
tomorrow so that's what our start.

He has been this is just
don't look at it this is.

The slightest of which.

Which are used by many many
people in the world so

these are not my slaves these are all.

I appeared and got guarded this is VERY
say the case here how the data is how many

two millions of data is used so
what so big deal right so much so

much of data but where do I do what is
called Where is that relevant data so

before that I just want to put this I love
so I don't finish my presentations without

having Gilbert in my presentation just
want to leave it at that what is this

word Big Data means today.

So instead of this we should
we should look at it and

saying what data is making sense
in the market you are in so

if your insurance market if you're into
our market what data is important for

us to be used so I just take this example
of all said because we're doing something

with them and that is the customer churn.

Then there is another thing which is so
I I just want to put here what is

the this is just a slide for you to know
that there's a big data is the data which

you would you have the volume without City
and of the data and the relevant data is

the one which you should look at it
how do you get the development data

from the big data you have that is
what we call the science behind it

that is real people are spending money
to say how do I get the relevance.

Of.
The data people may not

if you want to know my data people
are interested in what I did in India

they're interested in what I did in the
U.S. That's a balance so how do you create

that development is very should focus
on not focus on the huge thing so

that you can focus on by defining what
business case you're going to solve for

whom she also is interested tell me who's
going to go clean me newspaper guy.

Tomorrow noon New York Times wanted to
know how many customers I will loose

I don't know the banks want to know.

Are you living at the C.V.S.

are you living in the same house bank
doesn't know that you have changed.

How many if you go to a bank and L.M.

look I changed I changed my house
how many of you go and tell.

So the band doesn't know what is

what is happening with you
they can send you a form and

say please just fill this form and update
if you're changing their request you.

So how do.

How do these businesses know or
something called Know Your customers

once you know your customers through
the data then you can apply and

a business case focus on that is.

Those business cases so
I just want to give the jury to

the practical stuff which
we're trying to do so

what had been done if you look at it
it's hindsight what has happened so

I can do is start simple analysis and
that's what the reports are so

this happened in ninety ninety this
happens in ninety ninety five This happens

in two thousand and five and that's
the hindsight is the past experience and

based on the past experience we can do
to understand what may happen today

the Weather Channel's used to be do that
in twenty years that how the paradigm

is going to be and this was ten years
back how did the bridges were and

this is what we expect temperatures will
be in this that's the home side then you

have the insight and then you have
the what we are talking about is digital

foresight which is saying that
how we can apply the data

to the business that is
the difference which we have bringing.

So it is.

It is knowing your tomorrow
today that is what our

concept is this is what
we as a Started see in.

Company we're changing is rapidly.

Due to go into giving very actionable
intelligence to the people.

We didn't make we did a very good
study for a company future wanted to.

To hire brokers for wealth management.

And they said we're looking
at in Massachusetts so

we look at Boston one particular
area five million people and

we narrow down to three hundred people who
have the possibility of becoming a broker.

So the company doesn't have to send our
broadcast to five million people there

to broadcast to only three hundred people
and from three hundred people we actually

worked and
told them that hundred eighty had illness.

Which is.

Illness in the sense that which is it's
not here back up land issue it's basically

illness that these people may not
be able to become your broker so

you're left with one eighty.

Right and out of which we said how
many are single wealthy woman.

They had more potential to become.

Your brokers.

And now that is what we call actionable
intelligence that is what the world

is going to be in data if you are able
to do that connect with the business

you want to sort of a company
like that great place.

Right so
that's what is happening in the world.

Now I just want to focus on this.

I have five more minutes I'll.

Finish this quickly I think if you just
look at what has happened in the world so

if you look at two thousand I
just start from the two thousand

how the business was done or
Preta thousand there are people who go and

sell right so it's a people and
you optimize their.

Relationship with others to sell or
make business happen what happened

in two thousand plus two thousand and
that the web came in.

And what were you doing there you're not
selling through Web What were you doing to

where you were actually trying
to promote your business.

Is on the web right that is where you had
extending the relationship now it's not

people to people I can broadcasters to
many people that is what was the second.

The third they even started two
thousand and five which is saying that

you have people you have businesses and
you are optimizing channel so

I got another channel to sell so
that is a time when airlines started to

sell their tickets through their website
Howell and used to sell if you look at Pre

two thousand they have they have agents
through which you can buy the tickets.

Paid highly People used to
go to Airlines office and

celebrate they used to have to
my relationship with people and

they can sell it now in two thousand and
five the center of our very channel so

I'm going to sell through three
website that is the extending

optimizing channels now what happens.

Then the digital marketing.

You want to buy to get so there's a very
interesting case there is a headline.

Which says I sell everything and

by the way I sell tickets to.

There are interesting in line.

Rate you will be surprised if this mall
airline it is that I sell everything.

And by the way I sell tickets to that
is what what they are saying is there

are multiple businesses I can sell a watch
I can sell anything I can sell a car and

those I can sell hotels and
I can sell merchandise and

by the way I also sell the airline ticket.

So that is my last.

We have doing things.

So you go to Jet Blue you go to all the
smaller airlines they're actually selling

merchandising and somewhere you will
find how they're you know I just go and

buy a ticket between New York and Atlanta
you know that's what the world is going

towards optimizing interactions
between businesses.

That's where the digital world
comes in they're going to market

every product through
the channel that they have.

That's what the world is today
that's where the digitally

Digitization is happening.

It's practically.

And then.

As a sale developed example I gave
it to you that is nothing but.

Now you add the business e-commerce and
things.

Right so you have intelligent so there
they came up Samsung was very interesting

place in the Sears they
Herrick they had a huge

screen on the one dollar
of their figurative.

That tells you what is the definition
of it or temperature and how your

stuff is inside is going to be like
that all this is connected to a fight.

So now look at the business or
warranty you go and

say I buy an i Phone I want and.

I.
Buy a computer I warrant me I buy

an average of a warranty for
it now they're saying if all these things

are connected then I can have
a single consolidated warranty for

you that's how the cars the homes
the appliances I had this is called

IO T.V. just I think most of
the technology know that that is the next

way the business is being done and
the last which is.

The business is called autonomy is
business the service change the way

the business is going
to look at things is.

Maximizing every channel every
relationship every other dimension and

that is what the world is
going to go in twenty twenty.

So that's I was very fascinated
by somebody I put it very

simplified version for
you to really understand.

But it's fascinating So if you look at
the if you look at the business part don't

look at the technology partner just
by the way that's behind it but

it's a business with so
it's nice to be I mean I'll give you

this my last examples I love this example.

This is a terrible example so

how many of you travel I think
everybody right what is your.

If you're traveling internationally
Let's take an example you're traveling

internationally and
you go to Atlanta airport so

what are you do we call it as a journey
the journey starts from where.

From your home till you reach somewhere
else where you have to reach So

there's a source there's a destination
there's a start as the end.

Now this if you're able to sell
something to me when I'm traveling

what is a best time for me to buy things.

Where you go to one of the examples on
board so this actually tells you when you

are less anxiety when you're relaxed
then you're going to buy it.

So if you say I check in my exactly
level is what you hire I don't know if

you'll say or your suitcase is heavy
take something out right you can't take

this put your liquid in or whatever right
so you have this anxiety level once you

checked in the ground level gets very high
even when I'm in security immigration.

Right I don't know I'm in
a queue my god level goes up and

then once I'm out of security.

This is great.

Now I'm relaxed so that's why you see so

many shops in airport doing business so
you eat burgers out so

you do you spend money when you are at
the airport and you have pain and

then your anxiety level goes in
the boarding where why is not boarding.

Why is not working first why is
boarding the kids first why you know

why I'm not first class so
all those exotic comes in and

somebody to actually tell you something
there are you going to buy it no.

So you're boarding and then you're digging
up also the idea I bought my gardener

It takes up properly so no and

then once it takes off you're at thirty
five thousand feet you're relaxed so

that's why this stuff in the international
flights when you're relaxed and

then when you're landing at exactly
very high I hope it lands you know and

then once you learn you
have the airport again.

And once you're past immigration and
all you say let me buy something you know

I have not bought
something from my family so

you still have the possibility of
buying things and that's how and

then you transfer into a taxi or
whatever it is and you're home.

So I think this is what we call
a very very interesting journey

it's called Journey map so once you do
the journey map now you see how I can

use digital in selling my stuff.

At that lacks train.

And for any business to succeed
if you're able to draw this.

You're successful.

Right.

That's what I wanted to cover.

I hope it was useful for you I'm open
to question and answers this time.

Thank you.

So I had a question just
to get it started so

you talked about how
the business deal risk sit.

To go into different markets across the
globe through globalization you've also

done a really great job
talking about where data and

businesses are going where they've
been where they're going and

where they're going to go in the future so
keeping that in mind with an i and i T.

what what business is I know you I know
you want to be specialists as opposed to

generalist but what kind of businesses
are you excited about for the future.

And I T. is interested in and

where is that in the world next
where the opportunities for and.

So for us the apartment is in obviously
you know why I put the travel business

because we know this business very well
and that's the business we're doing that's

I think is our number one business
which we believe that the data

can be heavily used and the businesses
can and can be linked with data

the second is insurance industry which
is actually the laggards in technology

they are not you know they have
the monolithic systems and.

So there's a bigger part of the for
companies to go and

make a difference to them the third
obviously the retail industry which is

very very savvy on digital today.

If you look at Best Buy or look at some of
the Best Buy they're doing fairly well so

that's a third industry it is going to be.

Very very interesting to look at
that's three of us today I can see

I don't see a financial
industry in terms of banks.

Maybe I don't know but I think these
three where we're focusing in the U.S.

Why are you able to hear me using
OK My name is wrong you started it and

I would be back in India so
you got me here but

then again good question on the star
do regarding your balance board for

you I understand you have a major
presence in the financial services.

So back when you and
thirty years what was your plan or

strategy Holder decided that these two are
the main junks that you want to have in

your portfolio very good question actually
that's why I said that started it changes

every time every five years two
years from now it is every year.

When I moved to the US We were
horizontal were providing projects

in Java technology C.
technology or other sequel so

it was horizontal there
was nothing more to do so

then we said OK where are we having
skills so we chunk the project and

to look at this we have done for
British Airways this we have done for.

America.

We have done for
you know some of the other companies so

we chucked those projects and

we realized that if you have hundred
people we are having bigger chunks.

In travel than the others so
we said OK Travel is wanting us to

we should focus and when we are focusing
then you need to get the skills and

you get the skilled people in that
industry to make that happen.

So that's how we went and

then in the financial services
were doing some work with the.

Asset Management Company we said OK
we're not doing anything with insurance

we have no plan customer insurance.

We got the first customer in Atlanta.

So from there we build up and say OK now
we have twenty customers in the U.S.

in Chile and so that's how we build up
over a period of time and now we can

very probably say that OK now this is
a strategy but you didn't think through

when you started off so if somebody
said look I have a great sadness yes.

I walk on and it doesn't work my
opinion my eye maybe a bad case but

that's how it worked when.

Yes that's how we

built.

See.

It I think it's the same across.

It's.

Not the challenge is the same
the problem is the same

right how you tackle with
the problem is different right.

So that Europe tackles this differently
than than the U.S. right U.S.

is very very particular about security but
still we had so many tariffs.

I think the industry is focusing not on.

So it just is what it on
one point across the globe.

We don't know how many taps
are happening and we don't know boredom

that's the scary part somebody
says OK the target guard impacted

by security that I got stolen I
think that's easy problem to fix

because you know that something happened
I can put a gate on it right the problem

which Dusty is having today is that they
don't know what is what is happening and

we're not aware of it so I think there's
a lot of research being done today is

to look at it how do you prevent it.

So I think each each unit is looking
at it from that perspective.

Does.

She.

Use a similar way if I do any data.

Right so if so
let's say if I'm able to today so

if you put some data on Facebook and
all those things.

Right now the data is available now you're
saying your devices are also available

here to make sure that there is a more
security before you get into the I O. D.

of thinks.

There has to be different security
levels it has to come and.

That's that's what I.

Hi Mr Dhingra thank you for the speech so
when you talk about the adapt

when you expand the company globally
Could you give us some examples of.

What changes you may do it differently
respect to different part of the world.

If you see there is one fundamental
learning which we guard was.

His call we use a word called local I know
how many have a few orders were called

local big global but act locally.

So which means that wherever you go to
do business you have to look at what

the local culture is what
the market is and you have to have

people in the organization or
understand a culture and be part of it.

So that is why if you look at our
strategies we acquired some companies we

did something different a lot
of other people have done it so

you have to act locally you don't have to
bring in all your global processes and

say this is going to work because each
come each country works differently.