It’s a dynamic and challenging time for Telcos. The basic methods by which people communicate are changing so rapidly, it sometimes seems impossible to keep up. 5G and IoT introduce even more shift into the equation, and rapidly changing tech fosters exponential confusion. Telcos have learned to stay flexible, unlocked and adaptive, however vendors continue to talk tech, while not communicating and partnering with their Telco customers to allow them to stay above the tech and deliver tangible value. Right here, right now, we are changing the conversation. In a competitive, yet slow to adapt industry, how do we keep the dialog from focusing on the tech and the product features, and start talking about the essential elements operators must demand?