WEBVTT 00:00:00.834 --> 00:00:03.737 Now is the time for Act Two of Forward. 00:00:03.737 --> 00:00:06.573 We're going to take a peek behind the curtain and dig a little deeper 00:00:06.573 --> 00:00:09.976 about how we deliver these amazing products and innovations. 00:00:10.276 --> 00:00:11.078 It doesn't happen by accident. 00:00:12.078 --> 00:00:15.115 It's a deliberate mixing board of four things we're going to cover: 00:00:15.415 --> 00:00:20.120 human expertise, tech platforms, strategic partnerships, and emerging tech. 00:00:20.553 --> 00:00:22.222 So, we're creating this multiplier effect. 00:00:22.222 --> 00:00:24.224 Our people shape our platforms; 00:00:24.224 --> 00:00:28.160 our platforms amplify and accelerate our people; and our alliance partners, 00:00:28.160 --> 00:00:32.098 they extend both exponentially, harnessing the best of what's real, 00:00:32.098 --> 00:00:35.869 just underline that, that's really important, what's real in new tech, 00:00:35.869 --> 00:00:39.372 but it begins and ends with our people. I love this view. 00:00:39.372 --> 00:00:42.075 I joined the firm as a computer engineer 30 years ago. 00:00:42.075 --> 00:00:47.280 I never thought I would get to say, at Deloitte we have 250,000 technologists. 00:00:47.313 --> 00:00:48.548 Let's get some applause on that. 00:00:48.548 --> 00:00:54.754 Yeah, 50,000 engineers, 5000 architects worldwide. 00:00:55.021 --> 00:00:59.459 These are our deep technologists with specialization that they can use 00:00:59.459 --> 00:01:04.431 to build exactly we've seen today, tomorrow solutions that are real. 00:01:04.731 --> 00:01:07.300 These aren't just consultants who happen to understand technology, 00:01:07.300 --> 00:01:09.903 and this talent spans across everything you would expect, 00:01:09.903 --> 00:01:11.204 some of the traditional domains, 00:01:11.204 --> 00:01:15.208 so full-stack engineers, data scientists, machine learning researchers, 00:01:15.408 --> 00:01:20.580 product managers and more, hugely important, but it also includes industrial 00:01:20.580 --> 00:01:23.583 mechanical engineers designing the physically AI systems; 00:01:23.783 --> 00:01:27.053 PhDs in physics and materials science, powering our quantum business; 00:01:27.220 --> 00:01:31.124 and emerging technologies in biotech, energy tech, and more, 00:01:31.825 --> 00:01:35.228 and what differentiates our technologists is the depth they bring, 00:01:35.728 --> 00:01:39.132 sure deep technical jobs, but deep industry knowledge, 00:01:39.132 --> 00:01:43.036 deep operational expertise. They understand both the art of the possible 00:01:43.369 --> 00:01:46.372 in your specific world, your business, your sector, your mission, 00:01:46.506 --> 00:01:50.043 but also they've seen what succeeds and what fails. 00:01:50.043 --> 00:01:54.547 Both are important when you deploy technology at scale across the globe. 00:01:55.115 --> 00:01:58.618 They know how to make it real for the heart of business and mission 00:01:59.119 --> 00:02:00.453 and our products engineers, 00:02:00.453 --> 00:02:03.890 they work together seamlessly with clinicians and nurses 00:02:03.890 --> 00:02:07.627 and actuaries and insurance adjusters and bankers, even generals, 00:02:08.161 --> 00:02:11.264 because they know what works, they know what doesn't, 00:02:11.264 --> 00:02:13.733 and they know how to build something better. 00:02:13.733 --> 00:02:15.468 Some examples are health care engineers. 00:02:15.468 --> 00:02:18.771 They understand both HIPAA compliance and clinical AI model training. 00:02:19.072 --> 00:02:23.443 Our manufacturing specialists, they know the factory floor operations code, 00:02:23.676 --> 00:02:26.779 but they also know cloud architecture and distributed networks. 00:02:27.213 --> 00:02:31.451 Our financial services, the architects that combine regulatory requirements with, 00:02:31.484 --> 00:02:35.388 this isn't a typo, quantum-inspired fraud detection. 00:02:35.388 --> 00:02:38.725 That's real. PhD pending and PhD patent pending. 00:02:38.725 --> 00:02:41.427 This is live, folks. Roll with it. 00:02:41.427 --> 00:02:44.564 Our human expertise extends beyond technical knowledge. 00:02:44.697 --> 00:02:48.168 Every algorithm, every platform, every AI agent carries 00:02:48.168 --> 00:02:51.404 a collective wisdom, 180 years of client delivery. 00:02:52.172 --> 00:02:55.275 Instead of just rallying to build upon decades of best practices 00:02:55.575 --> 00:02:58.111 and familiar problems, what you see, 00:02:58.111 --> 00:03:00.813 we're harnessing this amazing talent to invent novel 00:03:00.813 --> 00:03:03.950 solutions for new opportunities, many of which 00:03:03.950 --> 00:03:07.687 we have never, our clients have never, the world has never imagined before. 00:03:08.188 --> 00:03:11.124 So, the result is tech solutions to understand business context, 00:03:11.124 --> 00:03:16.196 industry dynamics, operational realities, plus the non-negotiables, the things 00:03:16.196 --> 00:03:19.799 Deloitte's known for, quality, trust, and for everyone in the tech world, 00:03:19.999 --> 00:03:23.670 those ilities that really matter: security, reliability, scalability, 00:03:23.670 --> 00:03:27.707 extensibility, that all has to be there if you can trust it to run your business. 00:03:28.007 --> 00:03:32.312 This human foundation is what enables everything you've seen today, 00:03:32.612 --> 00:03:35.682 and it's what's going to enable everything that we stand for moving forward. 00:03:36.282 --> 00:03:39.252 So, now let's go to Act Two, Part Two of this. 00:03:39.252 --> 00:03:41.587 Let me invite Marlin Metzger to the stage to show you how we've 00:03:41.587 --> 00:03:46.359 taken this human expertise and scaled it through our Ascend platform. Marlin. 00:03:54.100 --> 00:03:55.935 Ascend is Deloitte's Delivery Platform. 00:03:55.935 --> 00:03:59.505 Many things you've experienced today at Forward will be available through Ascend. 00:04:00.039 --> 00:04:06.080 You see, at Deloitte, we're revolutionizing how we work with and alongside AI. 00:04:06.080 --> 00:04:11.818 Going forward, every new project at Deloitte will use Ascend. 00:04:12.185 --> 00:04:15.221 You may ask why? Well, it's simple. 00:04:15.221 --> 00:04:18.224 It's how we unlock the power of Deloitte. 00:04:18.324 --> 00:04:21.327 Think about our industry expertise. 00:04:21.527 --> 00:04:24.897 It's embedded in our Ascend knowledge graph, cutting-edge AI. 00:04:25.331 --> 00:04:29.469 Yeah, it's built into every application, from agents to products. 00:04:30.036 --> 00:04:33.973 Our methods, also in the knowledge graph, often combine with both third-party 00:04:33.973 --> 00:04:39.013 and first-party data to allow us to deliver faster and even real time. 00:04:40.013 --> 00:04:44.350 We've invested heavily in Ascend, and we will continue to invest in Ascend 00:04:44.350 --> 00:04:47.453 because it drives impact and greater value for our clients. 00:04:47.987 --> 00:04:50.556 It also drives impact for our people. 00:04:50.556 --> 00:04:53.559 It's where our professionals start and end their day. 00:04:54.794 --> 00:04:58.231 It simply makes us better. So, I'm really excited. 00:04:58.231 --> 00:04:59.666 Are you all ready to meet Ascend? 00:04:59.666 --> 00:05:02.669 Yeah. 00:05:04.470 --> 00:05:09.108 Meet Ascend, Deloitte's platform to deliver value to our clients. 00:05:09.676 --> 00:05:13.146 Ascend unites 180 years of Deloitte experience 00:05:13.146 --> 00:05:16.783 and industry expertise, an extensive data fabric, 00:05:17.116 --> 00:05:21.988 our alliance technologies, agentic workflows, all in one place 00:05:21.988 --> 00:05:25.158 with a backbone that is literally built on trust 00:05:25.892 --> 00:05:28.895 because in a world where AI tools are multiplied, 00:05:28.895 --> 00:05:32.464 how do you know what to trust? The Deloitte Trust Score 00:05:32.464 --> 00:05:35.301 provides the confidence that we're constantly getting Ascend. 00:05:36.202 --> 00:05:39.405 This is the next generation of what it means to be your trusted advisor. 00:05:41.307 --> 00:05:45.813 Organizations have a lot to focus on. So, why should they care about Ascend? 00:05:47.180 --> 00:05:50.917 It allows us to drive speed towards goals through advanced starting points, 00:05:51.884 --> 00:05:56.688 rapid prototyping, live GenAI-enabled collaboration, 00:05:56.688 --> 00:05:59.392 all driving to better outcomes for you. 00:06:00.426 --> 00:06:03.429 Ascend is where your teams collaborate with Deloitte. 00:06:03.730 --> 00:06:06.532 Imagine not waiting for a deliverable because you see 00:06:06.532 --> 00:06:09.035 what Deloitte sees with full transparency. 00:06:09.669 --> 00:06:14.008 You get the speed, quality, and resources that are our own consulting services. 00:06:14.008 --> 00:06:18.011 Ascend isn't one tool, it's all of Deloitte. 00:06:19.011 --> 00:06:22.014 Innovate with Ascend. 00:06:27.253 --> 00:06:28.788 Pretty awesome, right? 00:06:28.788 --> 00:06:32.859 So, every time I watch that, I want to go solve some big problems, I really do. 00:06:32.959 --> 00:06:36.095 So, just imagine, I can now take an idea 00:06:36.229 --> 00:06:40.700 to a working prototype in days, if not hours. 00:06:41.367 --> 00:06:44.370 I want to point out one piece of the video that highlighted for emphasis, 00:06:44.804 --> 00:06:48.009 Ascend isn't one tool, it's the power of Deloitte. 00:06:49.609 --> 00:06:54.013 Okay, at Deloitte, we work in every industry, delivering an array of services, 00:06:54.046 --> 00:06:57.150 and it's hard to imagine how one platform could serve them all. 00:06:58.050 --> 00:07:02.922 Now, with Ascend, we do it with speed, trust, and precision. 00:07:02.922 --> 00:07:07.026 When our teams are delivering technology implementations, evaluating agentic impacts 00:07:07.026 --> 00:07:10.797 to a business process, or when executing a merger, they have the 00:07:10.797 --> 00:07:15.034 Deloitte IP and the data to feel it available to them through Ascend. 00:07:16.302 --> 00:07:19.338 To provide some context, I would like to invite my colleague, Amit, up 00:07:19.472 --> 00:07:22.508 to talk about how Ascend is being used across our strategy practice. 00:07:24.277 --> 00:07:25.344 Amit, welcome. 00:07:25.344 --> 00:07:25.980 Thank you. 00:07:27.780 --> 00:07:31.217 So, let's get started with a few questions here. 00:07:31.784 --> 00:07:35.688 How Ascend changed the way our teams work with clients? 00:07:37.089 --> 00:07:40.827 So, the most fundamental part is if you think about what's Ascend, 00:07:40.827 --> 00:07:45.398 Ascend is the platform where we have all of our methods. So, how we do work. 00:07:45.398 --> 00:07:47.900 So, our teams will show up platform first. 00:07:47.900 --> 00:07:51.137 So, our methods, all the data they need, client data, 00:07:51.137 --> 00:07:53.973 our data, all up away to pull all that in, 00:07:54.440 --> 00:07:57.844 and then all the tools they need, the GenAI tools, other workflow tools, 00:07:57.844 --> 00:07:59.479 whatever they need to go do all that work, 00:07:59.479 --> 00:08:01.181 that's how they show up. 00:08:01.881 --> 00:08:04.517 Second, which is where the more important part is 00:08:04.517 --> 00:08:07.386 typically when you're doing strategy work, like if you go 00:08:07.386 --> 00:08:10.456 like old school, you would come in and do a bunch of work, you know, 00:08:10.456 --> 00:08:14.727 weeks and months of analysis and coming up with results and hypotheses, 00:08:15.528 --> 00:08:21.434 now, our teams start on day one, minute one already with a working hypothesis. 00:08:21.434 --> 00:08:24.337 So, we've already taken all the information that we have 00:08:24.337 --> 00:08:27.139 about the client situation. We've got all the information 00:08:27.139 --> 00:08:29.809 about whatever problems the sector is dealing with. 00:08:29.809 --> 00:08:33.579 We've done all of the work to come up with what is the initial hypotheses, 00:08:33.980 --> 00:08:37.149 what could be possible solutions, and a possible plan. 00:08:37.517 --> 00:08:39.018 So, the first meeting with the client 00:08:39.018 --> 00:08:42.788 is let's start with a plan and let's iterate on that versus all the time. 00:08:42.788 --> 00:08:46.859 So, just the value to the time to value tremendously different. 00:08:47.293 --> 00:08:50.897 And then finally, you show up with a very small targeted team 00:08:50.897 --> 00:08:54.233 which has the platform, but with Ascend, with what you talked about 00:08:54.233 --> 00:08:56.302 with the knowledge graph and with all the knowledge, 00:08:56.302 --> 00:08:59.872 you literally have all the knowledge of 180 years of our experience 00:08:59.872 --> 00:09:01.807 and our industry depth, the sector-specific, 00:09:01.807 --> 00:09:03.843 domain-specific depth in the platform. 00:09:03.843 --> 00:09:05.278 That's what's different. 00:09:05.278 --> 00:09:07.780 Love it. I really like the whole, you know, point around, 00:09:07.780 --> 00:09:10.783 you know, we're ready to go before we're actually walking into anything. 00:09:10.783 --> 00:09:12.318 So, makes perfect sense. 00:09:12.318 --> 00:09:16.188 So, how have clients expectations changed now that we're, 00:09:16.989 --> 00:09:18.024 you know, delivering strategy work? 00:09:19.258 --> 00:09:21.593 So, the client expectations are really, 00:09:21.593 --> 00:09:24.363 you know, I'll put them in a couple of categories. 00:09:24.363 --> 00:09:27.333 So, what's table stakes, what's changed, and what's not changed? 00:09:27.333 --> 00:09:29.235 So, the table stakes is, of course, every client 00:09:29.235 --> 00:09:32.772 if you show up today, they're expecting we will use GenAI tools. 00:09:32.772 --> 00:09:36.608 We will use a model, we will use that to synthesize data as expected, right. 00:09:36.208 --> 00:09:37.743 So, that is just table stakes. 00:09:37.743 --> 00:09:40.814 If you're not showing up in a platform and a set of tools 00:09:40.814 --> 00:09:45.284 that you do say we will use, that's like that's expected, right. 00:09:45.284 --> 00:09:50.122 So, that's one. I think the part which is a little bit different is 00:09:50.690 --> 00:09:53.759 the clients are expecting that we are not just showing up with tech. 00:09:53.993 --> 00:09:58.364 If that's all we had, the client can then themselves go and he and she can go, 00:09:58.664 --> 00:10:01.133 spin up the latest model and ask 15 prompts and be like, 00:10:01.133 --> 00:10:03.302 here is my strategy, now I can go execute, right. 00:10:03.302 --> 00:10:07.040 So, what they're expecting is that we are showing up with that balance of the 00:10:07.040 --> 00:10:10.409 human and the machine right there, it's our experts, 00:10:10.409 --> 00:10:14.013 it's our our domain depth surrounded by all the technology, 00:10:14.013 --> 00:10:18.050 but our experts contextualizing it and making it real for them, 00:10:18.050 --> 00:10:20.820 so that balance, that's what they're expecting. 00:10:20.820 --> 00:10:24.557 And then finally, the part that is not really changing is 00:10:24.957 --> 00:10:28.894 so the clients have always trusted us to be their advisor 00:10:28.894 --> 00:10:31.597 in their most complicated decisions they have to make, 00:10:31.597 --> 00:10:34.467 and the part that is not changing is as the world 00:10:34.467 --> 00:10:38.070 gets more complex and even more difficult to navigate, 00:10:38.704 --> 00:10:41.707 our clients are expecting that we are the ones that they can trust 00:10:42.041 --> 00:10:43.776 to guide them through that, 00:10:43.776 --> 00:10:46.579 and when we are using all this technology, that we are 00:10:46.579 --> 00:10:50.449 the ones who can apply that trust lens and trust filter on top of it 00:10:50.716 --> 00:10:53.819 so that they can have confidence in the decisions they're making. 00:10:53.986 --> 00:10:56.756 So, that really is what's different. 00:10:56.756 --> 00:11:00.226 So, you mentioned a lot of things there around, you know, just framing this up, 00:11:00.259 --> 00:11:04.363 there is a lot of, I would say, you know, noise in the market 00:11:04.363 --> 00:11:06.065 about these scenarios that are going on. 00:11:06.065 --> 00:11:08.300 Can you just give us an example, like make it real for everybody? 00:11:09.335 --> 00:11:11.303 Sure. So, so many examples. 00:11:11.303 --> 00:11:13.406 So, let me let me pick one, 00:11:13.406 --> 00:11:17.576 which I think is close to some people's heart in this group here, China. 00:11:17.576 --> 00:11:20.279 So, in the telco industry for example. 00:11:20.279 --> 00:11:22.715 So, that's an industry which is going through massive change, 00:11:22.715 --> 00:11:26.118 and if you start to think about how you have to think about the future 00:11:26.118 --> 00:11:31.525 of functions, like customer service or billing or network management, 00:11:32.625 --> 00:11:36.595 we are able to walk in and start 00:11:36.595 --> 00:11:40.566 to help the client envision what is that future in a very agenetic world. 00:11:40.566 --> 00:11:43.736 So, agenetic blueprints. So, you come into Ascend. 00:11:43.736 --> 00:11:46.105 We have all of the industry capability maps. 00:11:46.105 --> 00:11:48.974 You start to create the blueprints, which is not just 00:11:48.974 --> 00:11:51.977 what the future could look like, but you can start to prioritize 00:11:52.011 --> 00:11:55.781 which of the functions will have a high impact due to 00:11:55.781 --> 00:11:59.318 applying agentic technologies and which ones actually will not. 00:11:59.685 --> 00:12:01.120 What is the role of the human? 00:12:01.120 --> 00:12:04.757 You know, earlier we talked about our workforce analyzer. 00:12:04.757 --> 00:12:08.928 So, which of the part of work we do will actually have more humans 00:12:08.928 --> 00:12:11.931 in the loop versus which can be more automated? 00:12:11.997 --> 00:12:13.866 Where will we get the most ROI? 00:12:13.866 --> 00:12:16.936 All all of our clients are struggling with massive investments in AI, 00:12:16.936 --> 00:12:18.437 but don't know where the ROI is. 00:12:18.437 --> 00:12:23.509 That's the up-front work that Ascend does is for the telco 00:12:23.509 --> 00:12:26.779 clients, create that plan, but not just create the plan, 00:12:26.779 --> 00:12:29.181 then you seamlessly go into saying, okay, I love it. 00:12:29.181 --> 00:12:31.284 Here are the five use cases I want to light up. 00:12:31.284 --> 00:12:33.753 For each use case, do a rapid prototype, 00:12:33.753 --> 00:12:36.722 as you said earlier, in hours, even minutes; 00:12:36.722 --> 00:12:39.558 work with the client so they can see what's real; 00:12:39.558 --> 00:12:42.261 from there, immediately go into an MVP solution 00:12:42.261 --> 00:12:44.597 that actually can work with the client data; 00:12:44.597 --> 00:12:47.567 and as you hardened that, go to production. 00:12:47.567 --> 00:12:51.070 Like that entire end-to-end cycle is happening today with our telco clients. 00:12:51.303 --> 00:12:52.872 Love it. Best example I've heard. 00:12:52.872 --> 00:12:57.176 So, I think, you know, hopefully you all know that we're excited about Ascend 00:12:57.176 --> 00:12:59.612 and Ascend is coming out to you. Appreciate it. 00:13:05.584 --> 00:13:06.919 Thank you, Marlin and Amit. 00:13:06.919 --> 00:13:10.222 Now, you've seen how Ascend powers everything we build 00:13:10.222 --> 00:13:13.526 and everything we deliver for strategy and computation operations, 00:13:13.692 --> 00:13:15.294 but let's be clear about one thing. 00:13:15.294 --> 00:13:17.429 We didn't build Ascend alone. 00:13:17.429 --> 00:13:21.000 Every solution you seen today was built with, on, and through 00:13:21.133 --> 00:13:24.136 our unmatched ecosystem of alliances, 00:13:24.370 --> 00:13:27.540 and to show you how we're taking that collaboration to the next level, 00:13:27.840 --> 00:13:30.509 please welcome my friend and partner, Dounia Senawi, 00:13:30.509 --> 00:13:32.513 our US Chief Commercial Officer. 00:13:37.149 --> 00:13:42.421 For over 35 years, we have built unmatched alliances with providers 00:13:42.421 --> 00:13:46.926 like AWS, Google, Salesforce, and ServiceNow. 00:13:47.159 --> 00:13:50.462 We go to market with more than 150 alliances, 00:13:50.462 --> 00:13:53.799 delivering transformations that make a real impact. 00:13:54.033 --> 00:13:57.203 Behind me, you see the breadth of that ecosystem. 00:13:57.670 --> 00:14:03.108 Everything you've seen today, Converge Industry Solutions, Zora AI, 00:14:03.342 --> 00:14:09.114 and our Ascend platform was built with, on, and through our alliances, 00:14:09.114 --> 00:14:14.053 and we've been doing this for years, co-investing with Google and AWS 00:14:14.153 --> 00:14:17.056 to build industry-specific solutions; 00:14:17.056 --> 00:14:22.695 co-developing AI capabilities with NVIDIA and Anthropic to power clients 00:14:22.862 --> 00:14:28.033 and our own agentic platforms; co-creating products with Salesforce, 00:14:28.033 --> 00:14:33.105 ServiceNow, and others to solve the toughest challenges in every sector. 00:14:33.372 --> 00:14:35.774 The value proposition is simple, 00:14:35.774 --> 00:14:41.113 delivering better, faster outcomes by bringing the best technology, 00:14:41.180 --> 00:14:44.250 the deepest sector and subsector expertise, 00:14:44.483 --> 00:14:47.887 and the right stakeholders together from day one. 00:14:48.387 --> 00:14:50.956 So, what does that look like in practice? 00:14:50.956 --> 00:14:54.827 It means that we're proactively bringing together multi-alliance 00:14:54.827 --> 00:14:58.664 solutions that no vendor could deliver alone. 00:14:59.164 --> 00:15:03.368 We've recently architected an Oracle database on AWS solution 00:15:03.368 --> 00:15:07.806 for a client that cut high-risk service gaps and saved $4 million. 00:15:08.207 --> 00:15:11.477 We brought together Salesforce and AWS in a deal 00:15:11.677 --> 00:15:15.247 where we secured investment from each party and future proof 00:15:15.247 --> 00:15:20.786 to cyber clients B2B sales coding process. From foundational models 00:15:20.786 --> 00:15:24.623 to hyperscalers, from established platform companies to start-ups, 00:15:24.957 --> 00:15:30.195 we co-invest, co-build, and connect solutions that deliver the highest levels 00:15:30.195 --> 00:15:33.899 of performance; security; and above all, value, 00:15:34.533 --> 00:15:39.837 and now we're building on that collaboration and taking co-innovation 00:15:39.837 --> 00:15:44.777 to the next level, building entirely new businesses together. 00:15:45.077 --> 00:15:49.915 So, today I'm excited to introduce Deloitte's CoVentures. 00:15:50.282 --> 00:15:53.118 Our approach is deliberately selective. 00:15:53.118 --> 00:15:58.057 When we enter a coventure, we use the full power of Deloitte to make it successful, 00:15:58.424 --> 00:16:02.161 dedicate an investment, data, technology, 00:16:02.261 --> 00:16:07.132 resources, and expertise to build a new business together. 00:16:07.132 --> 00:16:12.371 We build faster, we scale further than either of us could do alone, 00:16:12.738 --> 00:16:16.942 and what makes this model really powerful is aligned incentives. 00:16:17.276 --> 00:16:20.279 When the coventure succeeds, we both succeed. 00:16:20.679 --> 00:16:23.816 So, I'm very excited to talk about one of our first 00:16:24.049 --> 00:16:27.319 and most exciting coventures, hundredx. 00:16:27.653 --> 00:16:30.856 Rob Pace is the founder and CEO of hundredx, 00:16:30.990 --> 00:16:33.258 and he's going to join me in just a moment, 00:16:33.258 --> 00:16:36.395 and if you haven't seen Rob's very entertaining appearances 00:16:36.595 --> 00:16:40.199 on Mad Money with Jim Cramer, you are in for a treat. 00:16:41.568 --> 00:16:44.203 ... that's concerning. You've come up with something much better than that. 00:16:44.203 --> 00:16:46.704 You're talking about, MVP. 00:16:46.704 --> 00:16:51.377 Well, and I need to give credit to Deloitte Consulting who use that framework. 00:16:51.410 --> 00:16:52.710 Thank you, Deloitte. 00:16:52.710 --> 00:16:57.349 I love this framing, More Value for the Price. MVP. MVP. 00:16:57.349 --> 00:17:02.388 Are you an MVP company or is it an LVP, Low Value for Price? 00:17:02.621 --> 00:17:05.891 I think that's a key component of investing. 00:17:06.925 --> 00:17:08.861 Wow. 00:17:08.861 --> 00:17:13.232 Rob, thank you so much for joining me. I got the luckiest spot on today's agenda. 00:17:13.232 --> 00:17:17.436 No, no thank you, Dounia, and also, as Jim said, thank you, Deloitte. 00:17:17.436 --> 00:17:22.474 Thank you. Alright. So, your secret sauce is gathering this unbiased, 00:17:22.508 --> 00:17:25.811 we're going to come back to the word unbiased, sentiment data 00:17:25.811 --> 00:17:29.548 from consumers on the brands they love and their competitors, 00:17:29.915 --> 00:17:33.919 and this really allows our clients to understand insights 00:17:34.186 --> 00:17:36.722 and the intersection between price and value, 00:17:36.722 --> 00:17:39.291 and give them this ability to change outcomes. 00:17:39.291 --> 00:17:42.261 So, can you talk a little bit about the question 00:17:42.261 --> 00:17:44.898 that hundredx set to answer and how you did it? 00:17:45.298 --> 00:17:49.568 Yes. So, we believe we're the first company at scale 00:17:49.601 --> 00:17:55.307 to connect today's customer experiences with tomorrow's financial performance, 00:17:55.307 --> 00:17:58.210 and that's a very, very big unlock 00:17:58.210 --> 00:18:01.380 as we've been talking about today. The question is 00:18:01.380 --> 00:18:04.383 if outcomes are the most important thing to any business 00:18:04.583 --> 00:18:07.319 in any industry, why isn't there better data, 00:18:07.319 --> 00:18:08.754 why isn't it the scorecard, 00:18:08.754 --> 00:18:13.125 why isn't it absolutely central to executive decision-making? 00:18:13.125 --> 00:18:15.561 And the answer is survey is broken. 00:18:15.561 --> 00:18:18.630 We all know that as consumers. It's not actionable. 00:18:18.630 --> 00:18:22.034 It's viewed as squishy and it doesn't tie to future performance 00:18:22.034 --> 00:18:24.870 if it's not reliable, something can be important, 00:18:24.870 --> 00:18:28.307 but therefore it doesn't get elevated to the position it needs to be, 00:18:28.307 --> 00:18:31.743 and that's what we're taking to the market together with great success. 00:18:31.977 --> 00:18:32.578 So important. 00:18:32.578 --> 00:18:36.548 I love that, the customer experience linked to financial performance. 00:18:36.782 --> 00:18:40.686 So, tell us why you chose to build your business with Deloitte? 00:18:40.719 --> 00:18:43.522 What could we do together that each of us couldn't do alone? 00:18:43.522 --> 00:18:45.124 Yeah, there were a lot of reasons. 00:18:45.124 --> 00:18:50.629 So, at the top of the list is trust. We trust Deloitte. 00:18:50.629 --> 00:18:55.901 And ever since we put our partnership together, I can't think of a single issue 00:18:55.901 --> 00:18:58.370 that we had to navigate through together 00:18:58.370 --> 00:19:01.173 that we haven't been able to solve in one or two conversations. 00:19:01.173 --> 00:19:04.009 It comes back to what you you said, we feel that 00:19:04.009 --> 00:19:09.148 you want us to succeed just like we want you to succeed. 00:19:09.148 --> 00:19:10.616 So, trust is paramount. 00:19:10.616 --> 00:19:14.419 Also, you're the world's best at executing implementation, 00:19:14.653 --> 00:19:18.957 and if we can bring this new lens of strategy that's actionable 00:19:18.957 --> 00:19:22.928 based on customer centricity, no one will be able to touch Deloitte, right, 00:19:22.928 --> 00:19:26.932 because you'll be able to put yourself in the client's shoes of 00:19:26.932 --> 00:19:30.869 I have to make decisions and then I have to execute them and live with them, 00:19:30.869 --> 00:19:33.906 and often different people provide the strategy 00:19:34.039 --> 00:19:37.509 you don't understand what's involved in the execution and vice versa. 00:19:37.709 --> 00:19:40.112 So, I think this together is going to be very powerful. 00:19:40.112 --> 00:19:45.117 And then, the final thing is early on when we were working with you, 00:19:45.117 --> 00:19:49.421 I was in a meeting with Christina on your ELT and after we never met, 00:19:49.421 --> 00:19:52.658 and after that client meeting, we got together for a minute, 00:19:52.658 --> 00:19:56.161 and her first question to me was, tell me about your mission, 00:19:56.828 --> 00:19:59.531 and I just knew that performance plus purpose, 00:19:59.531 --> 00:20:02.167 which is how we think about it, is ingrained in Deloitte. 00:20:02.167 --> 00:20:04.803 So, I just knew there was this cultural alignment and that would be 00:20:04.803 --> 00:20:08.907 the thing that she cared the most to understand initially. 00:20:09.041 --> 00:20:11.276 Yes, it's so important when you have the intersection of both, 00:20:11.276 --> 00:20:14.279 you have the ability to change the world, which we can do together. 00:20:14.513 --> 00:20:17.516 So, let's dig in a little bit into the data itself. 00:20:17.516 --> 00:20:23.155 So, hundredx gives this more detailed real-time picture of consumer sentiment. 00:20:23.388 --> 00:20:25.824 So, tell us about that novel approach 00:20:25.824 --> 00:20:29.428 and how it really builds when it's connected with Deloitte data? 00:20:29.628 --> 00:20:31.663 Yeah. So, let's start with the building blocks, 00:20:31.663 --> 00:20:35.567 and we had to really engineer an entire new ecosystem from 00:20:35.834 --> 00:20:38.737 how do you source the data to how do you interpret it, right. 00:20:38.737 --> 00:20:43.709 So, as I said, there's survey fatigue, there's the loud voices on social media, etc. 00:20:43.709 --> 00:20:46.678 So, the first question is how do you get the panel, right? 00:20:46.678 --> 00:20:50.782 And so, that's where we hit on the notion every non-profit needs money 00:20:51.316 --> 00:20:53.719 and they also have passionate supporters. 00:20:53.719 --> 00:20:57.622 So, we raised about $100 million to be able to fund a first of its kind 00:20:57.622 --> 00:21:00.325 kind of fund-raiser, where we're providing the funding, 00:21:00.425 --> 00:21:04.062 where the non-profits say, hey, supporters, will you just sign on to this, 00:21:04.062 --> 00:21:07.065 participate, and hundredx will be providing you money 00:21:07.132 --> 00:21:09.901 for every piece of feedback you provide. 00:21:09.901 --> 00:21:13.939 We get sometimes 90% participation, which is unheard of, right, 00:21:14.239 --> 00:21:17.276 and the really cool thing is our entire cost of goods sold goes to charity. 00:21:17.542 --> 00:21:20.112 So, that's the first thing is how do we get people? 00:21:20.112 --> 00:21:23.549 The second thing we concluded is we had to stop surveying 00:21:23.549 --> 00:21:26.052 and start listening to them. So, what does that mean? 00:21:26.752 --> 00:21:28.487 It means that they pick the brands. 00:21:28.487 --> 00:21:35.027 We have 4500, probably going to tens of thousands of alternatives, 00:21:35.027 --> 00:21:37.929 and they say here are the brands that matter to us, 00:21:37.929 --> 00:21:40.468 and then when they pick a brand, a restaurant or whatever, 00:21:40.468 --> 00:21:44.603 they say, here's what I care about; here's what I don't care about; 00:21:44.603 --> 00:21:47.506 and importantly, am I going to use it more or less in the future? 00:21:47.506 --> 00:21:51.777 So, everything we've done is designed about how humans listen and then...go ahead. 00:21:51.810 --> 00:21:53.011 You know, and I do think that 00:21:53.011 --> 00:21:56.048 this is the most important point because when I learned about hundredx, 00:21:56.415 --> 00:22:00.085 this was the point that I thought was most important 00:22:00.085 --> 00:22:03.555 is that you walk into a brand, you leave, they may survey you. 00:22:03.789 --> 00:22:07.793 This is a situation where you're actually collecting data because they're choosing 00:22:07.793 --> 00:22:11.563 to provide it, not just on that brand, but on the competitor set 00:22:11.563 --> 00:22:13.699 and that makes it so much different. 00:22:13.699 --> 00:22:15.033 Yes, because ultimately 00:22:15.033 --> 00:22:18.036 the customer chooses amongst alternatives, not just yourself. 00:22:18.036 --> 00:22:22.908 And then the last point, which was part of your question, is you see it here. 00:22:22.908 --> 00:22:26.812 We've connected it with your help to future financial performance. 00:22:26.812 --> 00:22:28.513 So, these are what's called our GOScores, 00:22:28.513 --> 00:22:31.151 which simply stands for growth outlook. 00:22:31.151 --> 00:22:35.487 High GOScore companies have faster growth. 00:22:35.487 --> 00:22:39.057 They perform better in the market versus low GOScore companies. 00:22:39.057 --> 00:22:41.059 And so, it's not squishy. 00:22:41.059 --> 00:22:44.563 It really matters in terms of the scorecard of business. 00:22:44.563 --> 00:22:47.899 So, we're taking your data set, your IP, 00:22:47.899 --> 00:22:51.370 your ability to understand the granularity combined with this, 00:22:51.370 --> 00:22:54.874 and it's really a transformational alliance. 00:22:55.174 --> 00:22:58.543 Agreed. Okay. So, can you share a real-life 00:22:58.543 --> 00:23:02.447 example of where a client used the data and it changed 00:23:02.447 --> 00:23:03.715 a decision that they made? 00:23:03.715 --> 00:23:06.651 Yeah. So, let's take what Jim was talking about, 00:23:06.651 --> 00:23:10.222 which is the MVP, which is a Deloitte framework 00:23:10.489 --> 00:23:12.424 that when we heard it, we were like brilliant. 00:23:12.424 --> 00:23:16.027 It came out of your value-seeking consumer group, right. 00:23:16.027 --> 00:23:18.095 It's does a brand provide more value 00:23:18.095 --> 00:23:21.633 for the price or less value for the price, right. 00:23:21.633 --> 00:23:26.238 And so, what we do is we've worked with you all to analyze 00:23:26.538 --> 00:23:29.508 how would you take our data on feedback on price 00:23:29.508 --> 00:23:32.778 value non-price factors and determine that, 00:23:32.778 --> 00:23:35.347 and you've done a lot of analysis around that 00:23:35.347 --> 00:23:38.617 and determined as we thought that MVP companies, 00:23:39.050 --> 00:23:42.754 they grow faster, they gain market share, etc. 00:23:42.888 --> 00:23:44.156 but importantly, 00:23:44.156 --> 00:23:47.559 so, yes, they spend, they attract customers. 00:23:47.559 --> 00:23:50.228 This is you have 5 million households. 00:23:50.228 --> 00:23:51.997 So, you can monitor this stuff, right. 00:23:51.997 --> 00:23:57.002 So, you can go into a meeting and say, this isn't theory, this is the real world, 00:23:57.002 --> 00:24:01.106 and then ultimately, they trade at a massive premium in the market. 00:24:01.106 --> 00:24:03.775 So, this is how you help your clients create value. 00:24:03.775 --> 00:24:08.847 So, that's just an example of being able to together prove that why this matters. 00:24:09.047 --> 00:24:13.785 And then in terms of a specific client, we are together working on a client 00:24:13.952 --> 00:24:17.689 who actually went from an MVP position 00:24:17.689 --> 00:24:20.992 and what you're seeing here is their value favorability 00:24:21.326 --> 00:24:24.429 exceeded what we would have predicted based on price 00:24:24.429 --> 00:24:28.066 because price and value aren't the same thing in 2022, 00:24:28.300 --> 00:24:31.369 and now, they're unfortunately below the line. 00:24:31.369 --> 00:24:33.138 And so, now Deloitte is working, 00:24:33.138 --> 00:24:36.875 the entire leadership team is adopting this, and Deloitte is working 00:24:36.875 --> 00:24:39.077 with them to get them back up, 00:24:39.077 --> 00:24:42.481 and we know the drivers, you know, what is causing this. 00:24:42.747 --> 00:24:46.751 And it's very easy for boards to say, are we an MVP company, are we an LVP. 00:24:46.751 --> 00:24:49.821 So, we think this is really a breakout opportunity 00:24:49.821 --> 00:24:53.024 in terms of customer centricity in the entire business world. 00:24:53.258 --> 00:24:54.559 It's amazing, 00:24:54.559 --> 00:24:57.929 understanding the performance and then being able to then change it. 00:24:58.129 --> 00:24:59.798 Alright. Last question for you, Rob. 00:24:59.798 --> 00:25:04.235 So, maybe share with us what continuous innovation looks like 00:25:04.235 --> 00:25:06.972 for both of our companies over the course of the next few years? 00:25:07.172 --> 00:25:09.007 Yeah. So, this is our dream, 00:25:09.007 --> 00:25:11.943 and I've been talking about outcomes for decades. 00:25:11.943 --> 00:25:15.747 So, that the scorecard of business, how companies get 00:25:15.747 --> 00:25:19.518 evaluated is do they provide superior outcomes to their customers? 00:25:20.151 --> 00:25:22.153 That's a really good system, right. 00:25:22.153 --> 00:25:24.556 That's a better free markets system. 00:25:24.556 --> 00:25:28.159 That's a better thing for organizations too. So, that we're the leaders 00:25:28.426 --> 00:25:33.765 in bringing that to how companies maximize it, how they're evaluated, etc. 00:25:33.765 --> 00:25:38.336 And then with our model, every day, we give away money to non-profits. 00:25:38.336 --> 00:25:43.041 So, our goal is to give away $500,000 every day to non-profits. 00:25:43.041 --> 00:25:45.577 So, that would be $182 million a year, 00:25:45.577 --> 00:25:48.680 and I think that only happens through our coventure. 00:25:48.847 --> 00:25:52.017 I agree. So, powerful. Thank you so much. 00:25:52.217 --> 00:25:55.186 I'm so excited, one, about our venture together; 00:25:55.186 --> 00:25:58.823 two, what we'll be able to do with our other alliances. 00:25:58.823 --> 00:26:03.828 You started here, but relationships based on trust only grow stronger. 00:26:03.828 --> 00:26:09.167 And thank you for being the example of trust, of co-innovation, of co-creation, 00:26:09.167 --> 00:26:12.137 and our first Deloitte venture shining example together. 00:26:12.137 --> 00:26:14.172 So, thank you so much. I appreciate it. 00:26:14.172 --> 00:26:14.772 Well, thank you. 00:26:14.772 --> 00:26:17.072 (end)