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Ray Le Maistre, TelecomTV (00:07):
So we're back in Barcelona again. It's MWC 25. I'm here with acting CEO of Totogi. Danielle, thanks so much for inviting us back again. Of course, you have the fantastic barista with a great coffee, always an attraction, but we always want to come back and find out what Totogi is doing. So what's happening for MWC 25?
Danielle Rios, Totogi (00:25):
Well, thanks for coming back. I always have really amazing coffee and great baristas, but what Totogi is doing at MWC 25 is obviously this booth. We're in a hall too, which is really, I think the software hall. And so we're always in the hall too. We love it here. The other place where you can find to Totogi is upstairs right after the south entrance with our partner AWS. We have a really great kiosk there, and so if you're over there, you're in hall too, come by and see us. And we're really showcasing two products, BSS, magic and Plan ai. Okay.
Ray Le Maistre, TelecomTV (00:55):
Now on Monday here, the show you spoke at the Gen AI Summit. Can you tell us about your vision for the AI first Telco?
Danielle Rios, Totogi (01:04):
Yeah, well, who would've thought that AI would be a big topic at MWC? So the Gen AI Summit, I think had space for 200 people in the room. 2000 people showed up to try to get it. So high, high demand to find out how you build an AI for telco. And so one of the biggest problems that telcos have is they're burdened by legacy tech debt, especially in the BSS space. They have tons of vendors trying to interoperate. It's been one of the big problems that TM Forum is trying to solve. And so BSS magic is really trying to tackle that problem. We are piggybacking on those open standards and we connect to any BSS system, third party, homegrown, whatever it might be. And so I think the big misconception about BSS magic is that it is a transformation or a swap off into our product. That's not what it is. It really is an AI layer that provides a domain specific ontology, totally trained on telco. And so you just add in a prompt and it understands your business to model down your processes and products and away you go. And so we think that's going to be the future of ai. It's not adding AI and silos to products, it's really adding them across your enterprise.
Ray Le Maistre, TelecomTV (02:16):
Okay. Now, you recently announced some news about Toto v's plan AI deployment with a tier one telco that helped that telco to increase revenues. Can you give us some more information about that deployment and if you've got any detailed results from that deploy?
Danielle Rios, Totogi (02:33):
Yeah, no, it was super great. I mean, one of the biggest problems we have in telco is revenue, right? We're constantly looking for revenue chasing network APIs or enterprise ideas. But what this is is straight into the main core business of a telco on top of the TE Toki charger, adding AI in two ways, predictive AI with machine learning and also generative ai. And so what we do is we create micro cohorts of subscribers that have similar characteristics and send out micro offers to them to uplift revenue. And we did, we got inactive subscribers to reengage. We got subscribers using data to use more and in a prepaid sort of setup that's actual revenue. And so within a couple of weeks we were able to drive revenue up 10 percentage points with the cohorts that we were in
Ray Le Maistre, TelecomTV (03:22):
Couple of weeks.
Danielle Rios, Totogi (03:22):
In a couple of weeks. And the biggest problem, Ray, is that the humans want to double check the ai. And the AI is coming up with ideas that humans wouldn't think of. And so our biggest thing is getting the humans out of it and trusting the AI and letting it go. Yeah. So if they're looking for ways to get revenue, I think I embedded a money machine, so use it. Yeah.
Ray Le Maistre, TelecomTV (03:46):
Now, your acquisition of Cloud Sense towards the end of 2024 that attracted quite a lot of attention in the industry. Why was this particular configure price quote or CPQ solution so attractive and how does it address some of the challenges that telcos are facing?
Danielle Rios, Totogi (04:04):
Yeah, there was I think three really big ideas about the cloud sense acquisition. So number one, it sits on top of Salesforce, so it makes it automatically cloud and SaaS. Me, that's my thing. So check mark right there. Number two, it has deep telco roots and it's focused on the telco industry. And I think Telco does have very specific needs around CPQ, right? We have complicated products. You have to do some technical feasibility testing to make sure what you're selling to a big hospital or a big manufacturing plant in terms of some sort of bundle. The catalogs are really expensive. These quotes are big dollar value. They take weeks to put together sometimes, right? And so CVQ in telco is a thing, and we're just going to focus on that. We're not going to go horizontal or try to chase another industry. We're just going to focus in Tonka. So that's number two. And number three, ai. I mean, this is a great place to add AI. And so we're really excited about not only adding it natively to the product, but also having it work with BSS Magic. And so it's going to be really, really great acquisition for us.
Ray Le Maistre, TelecomTV (05:07):
So Danielle, you are known in the industry for always having fun and not doing anything by halves. And so as usual, you have a party here at MWC 25. Can you tell us what you've got planned this year?
Danielle Rios, Totogi (05:20):
We're back. We're doing another party. It's Wednesday at seven 30. I think They are the best parties in Barcelona. People last year came up to me and said, this is the old days of Telco, which I didn't really know those days. I think those days
Ray Le Maistre, TelecomTV (05:36):
I still have the hangover.
Danielle Rios, Totogi (05:38):
So I think we have a Nobu chef making sushi. We're going to have crack cocktails, wine. And so it's a really nice way to kind of cap off MWC, I think spots for 400. And so I hope to see you there. I'll make some coffee for you.
Ray Le Maistre, TelecomTV (05:54):
Only 399 seats left.
Danielle Rios, Totogi (05:56):
I know. Okay. It's so great, Ray. It's always great talking to you.
Ray Le Maistre, TelecomTV (05:59):
No, and you Thanks very much, Danielle.
Danielle Rios, Totogi (06:01):
Awesome. Thanks.
So we're back in Barcelona again. It's MWC 25. I'm here with acting CEO of Totogi. Danielle, thanks so much for inviting us back again. Of course, you have the fantastic barista with a great coffee, always an attraction, but we always want to come back and find out what Totogi is doing. So what's happening for MWC 25?
Danielle Rios, Totogi (00:25):
Well, thanks for coming back. I always have really amazing coffee and great baristas, but what Totogi is doing at MWC 25 is obviously this booth. We're in a hall too, which is really, I think the software hall. And so we're always in the hall too. We love it here. The other place where you can find to Totogi is upstairs right after the south entrance with our partner AWS. We have a really great kiosk there, and so if you're over there, you're in hall too, come by and see us. And we're really showcasing two products, BSS, magic and Plan ai. Okay.
Ray Le Maistre, TelecomTV (00:55):
Now on Monday here, the show you spoke at the Gen AI Summit. Can you tell us about your vision for the AI first Telco?
Danielle Rios, Totogi (01:04):
Yeah, well, who would've thought that AI would be a big topic at MWC? So the Gen AI Summit, I think had space for 200 people in the room. 2000 people showed up to try to get it. So high, high demand to find out how you build an AI for telco. And so one of the biggest problems that telcos have is they're burdened by legacy tech debt, especially in the BSS space. They have tons of vendors trying to interoperate. It's been one of the big problems that TM Forum is trying to solve. And so BSS magic is really trying to tackle that problem. We are piggybacking on those open standards and we connect to any BSS system, third party, homegrown, whatever it might be. And so I think the big misconception about BSS magic is that it is a transformation or a swap off into our product. That's not what it is. It really is an AI layer that provides a domain specific ontology, totally trained on telco. And so you just add in a prompt and it understands your business to model down your processes and products and away you go. And so we think that's going to be the future of ai. It's not adding AI and silos to products, it's really adding them across your enterprise.
Ray Le Maistre, TelecomTV (02:16):
Okay. Now, you recently announced some news about Toto v's plan AI deployment with a tier one telco that helped that telco to increase revenues. Can you give us some more information about that deployment and if you've got any detailed results from that deploy?
Danielle Rios, Totogi (02:33):
Yeah, no, it was super great. I mean, one of the biggest problems we have in telco is revenue, right? We're constantly looking for revenue chasing network APIs or enterprise ideas. But what this is is straight into the main core business of a telco on top of the TE Toki charger, adding AI in two ways, predictive AI with machine learning and also generative ai. And so what we do is we create micro cohorts of subscribers that have similar characteristics and send out micro offers to them to uplift revenue. And we did, we got inactive subscribers to reengage. We got subscribers using data to use more and in a prepaid sort of setup that's actual revenue. And so within a couple of weeks we were able to drive revenue up 10 percentage points with the cohorts that we were in
Ray Le Maistre, TelecomTV (03:22):
Couple of weeks.
Danielle Rios, Totogi (03:22):
In a couple of weeks. And the biggest problem, Ray, is that the humans want to double check the ai. And the AI is coming up with ideas that humans wouldn't think of. And so our biggest thing is getting the humans out of it and trusting the AI and letting it go. Yeah. So if they're looking for ways to get revenue, I think I embedded a money machine, so use it. Yeah.
Ray Le Maistre, TelecomTV (03:46):
Now, your acquisition of Cloud Sense towards the end of 2024 that attracted quite a lot of attention in the industry. Why was this particular configure price quote or CPQ solution so attractive and how does it address some of the challenges that telcos are facing?
Danielle Rios, Totogi (04:04):
Yeah, there was I think three really big ideas about the cloud sense acquisition. So number one, it sits on top of Salesforce, so it makes it automatically cloud and SaaS. Me, that's my thing. So check mark right there. Number two, it has deep telco roots and it's focused on the telco industry. And I think Telco does have very specific needs around CPQ, right? We have complicated products. You have to do some technical feasibility testing to make sure what you're selling to a big hospital or a big manufacturing plant in terms of some sort of bundle. The catalogs are really expensive. These quotes are big dollar value. They take weeks to put together sometimes, right? And so CVQ in telco is a thing, and we're just going to focus on that. We're not going to go horizontal or try to chase another industry. We're just going to focus in Tonka. So that's number two. And number three, ai. I mean, this is a great place to add AI. And so we're really excited about not only adding it natively to the product, but also having it work with BSS Magic. And so it's going to be really, really great acquisition for us.
Ray Le Maistre, TelecomTV (05:07):
So Danielle, you are known in the industry for always having fun and not doing anything by halves. And so as usual, you have a party here at MWC 25. Can you tell us what you've got planned this year?
Danielle Rios, Totogi (05:20):
We're back. We're doing another party. It's Wednesday at seven 30. I think They are the best parties in Barcelona. People last year came up to me and said, this is the old days of Telco, which I didn't really know those days. I think those days
Ray Le Maistre, TelecomTV (05:36):
I still have the hangover.
Danielle Rios, Totogi (05:38):
So I think we have a Nobu chef making sushi. We're going to have crack cocktails, wine. And so it's a really nice way to kind of cap off MWC, I think spots for 400. And so I hope to see you there. I'll make some coffee for you.
Ray Le Maistre, TelecomTV (05:54):
Only 399 seats left.
Danielle Rios, Totogi (05:56):
I know. Okay. It's so great, Ray. It's always great talking to you.
Ray Le Maistre, TelecomTV (05:59):
No, and you Thanks very much, Danielle.
Danielle Rios, Totogi (06:01):
Awesome. Thanks.
Please note that video transcripts are provided for reference only – content may vary from the published video or contain inaccuracies.
Danielle Rios, Acting CEO, Totogi
AI is not just a big talking point in the telecom sector right now – it’s actually helping service providers to increase revenues within weeks of deployment, explains Totogi’s acting CEO, Danielle Rios. She gives a real-world example of how a Tier 1 operator swiftly reignited its business once it started using Totogi’s PlanAI, explains why the recent acquisition of CPQ (configure, price, quote) is helping Totogi to tackle some of the most critical business challenges that service providers currently face, and highlights how the Totogi portfolio on show at Mobile World Congress 2025 can help AI-first telcos boost their top and bottom lines.
Recorded: March 2025
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