PLUS
IBM Acquires Blue Box /08 www.smechannels.com
india’s first IT magazine for sme business VOLUME 06 | ISSUE 04 | PAGES 44 | JUNE 2015 | RS. 20/-
SME CHAT / 36
SME BIZ / 27
SME BIZ / 33
Barracuda: “Aims
Kaspersky: Gung-ho on
CISCO: Cisco Eyes
to Establish Global Consistency”
Enterprise Business
Double-digit Revenue Growth
THE RISE OF MOBILITY As Mobility sweeps across organisations small and medium businesses can no longer ignore it if they want to stay competitive. /20 1
PLUS
Symantec to Extend DLP to cloud email and storage /16 www.smechannels.com
india’s first IT magazine for sme business VOLUME 06 | ISSUE 04 | PAGES 44 | JUNE 2015 | RS. 20/-
SME CHAT/ 30 INNEFU: “Password has become most vulnerable”
SME CHAT
SME CHAT/ 28
/ 39
Gemini Infotel: “There
American Express:
are good business opportunities”
“Challenge of managing expenses effectively”
MY EXPERIENCE
EDITORIAL
PC STILL NOT DEAD, BUT ... KARMA NEGI
karma@smechannels.com
I STILL REMEMBER THE DAY we got our first PC; the excitement as the whole family especially we kids hovered and fussed over it. Like a loyal servant it serviced us for good 10 years without any tantrums and eventually as we got busy with higher studies and jobs and what all that comes with growing up. As laptops became the new rage the poor PC was relegated to the corner of the room, and then dutifully sold off to someone else. Why I bring this topic is because of the confusion created by those who are for and against PC. When it comes to PCs the community can be very conveniently divided into two: those who say PCs are dead and those who say PCs are very much alive. In case of India the exit of old traditional PC vendors like Wipro and HCL kind of confirms the point in case: Manufacturing PC was just becoming unviable. But the surprising thing is there are still those in the market who see more opportunity open up for them in the PC market with the exit of these players, in addition India’s PC penetration still a miserable 10%. Overall India PC shipments for CY 2014 stood at 9.6 million units, down -16.5% year on year from CY 2013 as per IT research firm IDC. While the traditional desktop PC market may be in trouble, vendors are coming out with new form factor PC like mini PC. Couple of weeks back Taiwanese company came out with the mini PC -LIVA X and still recently another Taiwanese distributor WPG Holdings along with Intel and Microsoft ventured into mini PC market with its NuPC. In its endeavour to bring out more new Pc factor WPG plans to launch a compute stem very similar to a USB stick or PC-on-stick. And as we got deluged with more mobility solutions like smartphones, tablets, phablets, some section of the community declared that PC was dead or dying. No doubt Tablets have cannibalised PC market and as per the quarterly PC trackers PC has not been doing that well but so has been tablets. With now most households having 2-3 devices it all boils down to the user interface experience depending on our purpose and requirements. Still the jury is out: whether PC has a future or not.
Lenovo YOGA 300
LENOVO YOGA 300 is an 11.6-inch (1366 x 768 pixels) 10-point multi-touch display which comes with Windows 8.1, 4GB DDR3 RAM, 500GB 7MM 5400RPM HDD 4GB DDR3 RAM, 500GB 7MM 5400RPM HDD and goes 360 degrees. It features four innovative modes laptop, stand, tent and tablet and has the power of Intel Intel Pentium N3540 Baytrail Processor (2M Cache, up to 2.66 GHz) with Intel HD Graphics, and comes pre-loaded with Microsoft 0365. Priced at end user price of INR 30,490, it has HD 720p front camera, Wi-Fi 802.11 a/c, Bluetooth 4.0, 1 x USB 3.0, 2 x USB 2.0, 4-in-1 card reader, and 2 Cell 30wh battery.
SPECIFICATIONS Multi-mode doubling up as a Windows tablet, 360 degrees of flexibility, Intel Baytrail processor FINAL WORDING Good product OVERALL RATING
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SME CHANNELS JUNE 2015
contents
JUN VOLUME 06 ISSUE 04
2015
ER COV RY STO
india’s first IT magazine for sme business
Publisher: Sanjib Mohapatra Editor: Sanjay Mohapatra Associate Editor: Karma Negi Executive Editor: Smruti Chaudhury Copy Editor: Neil D’Souza Designer: Ajay Arya Web Designer: Vijay Bakshi Technical Writer: Manas Ranjan Satya Sagar Sinha Lead Visualizer: DPR Choudhary MARKETING Marketing Manager: Hemlata Lalwani Marketing Executive: Rajat Kumar Circulation and Printing: Panchanan Bhoi SALES CONTACTS Delhi 6/102, Kaushalya Park, Hauz Khas New Delhi-110016 Phone: 91-11-41055458 E-mail: Hem@smechannels.com Bangalore #28/1, 3rd Floor, Sri Lakshmi Krupa, Near Shamanna Park, Model House Street, Basavanagudi, Bangalore - 560004 Ph. No. +91 88618 21044 Mumbai Tahmeed Ansari 2, Ground Floor, Park Paradise, Kay-Bees CHS. Ltd.,Opp. Green Park, Oshiwara, Andheri (west), Mumbai - 400 053. Ph. +91 22 26338546, Fax +91 22 26395581 Mobile: +91 9967 232424 E-mail: Info@smechannels.com Kolkata S Subhendu BC-286, Laxmi Apartment, Kestopur Kolkata-700101 Phone: 9674804389 EDITORIAL OFFICE Delhi: 6/103, (GF) Kaushalya Park, New
The Rise of Mobility /20
Delhi-110016, Phone: 91-11-41657670 /
As Mobility sweeps across organisations small and medium businesses can no longer ignore it if they want to stay competitive.
46151993 editor@smechannels.com Bangalore Bindiya Jadhav #28/1, 3rd Floor, Sri Lakshmi Krupa, Near Shamanna Park, Model House Street, Basavanagudi, Bangalore - 560004 Ph. No. +91 88618 21044 E-Mail bindiya@
SME BIZ KASPERSKY / 27
Gung-ho on Enterprise Business
CISCO / 33 Cisco Eyes Double-digit Revenue Growth
SME CHAT BARRACUDA / 36
“Aims to Establish Global Consistency”
accentinfomedia.com Skype ID: b1diyajadhav
Printed, Published and Owned by Sanjib Mohapatra
INNEFU/ 30
Place of Publication: 6/101-102, Kaushalya
“Password has become most vulnerable”
Park, Hauz Khas New Delhi-110016
Phone: 91-11-46151993 / 41055458 Printed at Karan Printers, F-29/2, 1st floor,
SME TREND WPG / 32
WPG, Intel and Microsoft Launch NuPC
more inside Editorial~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ 04
Okhla Industrial Area, Phase-2, New Delhi 110020, India. All rights reserved. No part of this publication can be reproduced without the prior
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written permission from the publisher.
Sme Chat (American Express)~ ~~~~~~~~~~ 28
Subscription: Rs.200 (12 issues)
Products~ ~~~~~~~~~~~~~~~~~~~~~~~~~~~~41
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SME CHANNELS JUNE 2015
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IBM Acquires Blue Box IBM has acquired Blue Box Group, Inc., a managed private cloud provider built on OpenStack. Blue Box is a privately held company based in Seattle that provides businesses with a simple, private cloud as a service platform,
based on OpenStack. Customers benefit from the ability to more easily deploy workloads across hybrid cloud environments. Financial details were not disclosed. Through Blue Box, IBM will help businesses rapidly integrate
their cloud-based applications and on-premises systems into OpenStack-based managed cloud. Blue Box also strengthens IBM Cloud’s existing OpenStack portfolio, with the introduction of a remotely managed OpenStack
offering to provide clients with a local cloud and increased visibility, control and security. This move further accelerates IBM’s commitment to open technologies and OpenStack. IBM has 500 developers dedicated to working on open cloud projects to bring new cloud innovations to market. With Forrester Research recently finding that more than twice as many firms use or plan to use IBM Cloud as their primary hosted private cloud platform than the next closest vendor, Blue Box is a strategic fit into the IBM Cloud portfolio. This acquisition will enable IBM to deliver a public cloud-like experience within the client’s own data center, relieving organizations of the burden of traditional private cloud deployments announced the press release. “The acquisition of Blue Box accelerates IBM’s open cloud strategy making it easier for our clients to move to data and applications across clouds and adopt hybrid cloud environments,” said IBM General Manager of Cloud Services Jim Comfort.
Symantec to Extend DLP to cloud email and storage Symantec has released new Data Loss Prevention 14 which it claims will give CIOs greater confidence that employees can take advantage of storing information in the cloud without worrying about data loss or theft. Amit Jasuja, SVP (product devel-
8
SME CHANNELS JUNE 2015
opment), Symantec, said, “With the latest release, we are extending DLP to cloud email and storage to provide our customers the control and visibility they need to secure their sensitive information as they take full advantage of the cloud. We’ve also announced a new, robust
integration with Box, as it’s one of the top requests we’ve seen from our DLP customers.” Protection for Personal Cloud File Sync & Share: Symantec DLP 14’s endpoint agent also enables the protection of sensitive information for users of personal Cloud File
Sync & Share. Symantec DLP can monitor and prevent users from syncing sensitive work files from their desktop to their personal accounts from cloud services like Box, Microsoft OneDrive, iCloud, Google Drive and Dropbox and even email services such as Gmail.
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SNIPPETS
Dell Partners HCL Infosystems Dell and HCL Infosystems have entered a strategic distribution partnership, under which HCL Infosystems will leverage its pan-India network of partners to distribute Dell’s entire Hardware & Software Products. The partnership will significantly widen the reach of Dell’s products especially in tier 2 and tier 3 locations across the country announced the press release. The partnership also involves comprehensive go-to-market initiatives and activities.
This partnership, would also enable HCL‘s Partner Network to service back-to-back needs of its customers but also provide augmented availability through the stock-and-sell route. Alok Ohrie, President & MD, Dell India, said, “This partnership will for the first time include Dell’s software solutions portfolio, further expanding opportunities for our channel and distribution partners across Dell’s complete solutions portfolio - from the device to the datacenter.”
Polycom Launches Workspaces Collaboration Hubs Polycom has launched two new Polycom RealPresence Group Series video collaboration solutions that transform small workspaces into high-powered collaboration hubs. Polycom RealPresence Group Convene video collaboration solution is right-sized for any small workspace—from huddle rooms and personal workspaces to open office environments. Designed to work with Polycom’s industry-leading Polycom RealPresence Group Series solutions and Polycom EagleEye Acoustic camera, Polycom RealPresence Group Convene delivers rich 1080p60 video and content collaboration, crisp audio and an easy-to-use interface. The complete system is easy to set up and also integrates natively with Microsoft Lync 2013.
Zebra Offerings to Help Partners Seize Opportunities in IoT APAC Zebra’s Wireless LAN (WLAN) offering allows partners and customers to seize opportunities in an Internet-of-Things-ready Asia Pacific (APAC) At the company’s recent Global Partner Summit Zebra Technologies reaffirmed its commitment to ramp up momentum for its Wireless LAN solutions for its partners and customers in India. Apart from announcing a new channel partner program Zebra shared how its WLAN portfolio will continue to serve as one of the company’s key solution offerings for the country that is brimming with opportunities from the rapid adoption and deployment of Internet-ofThings (IoT). Deep Agarwal, Regional Sales Director, Zebra Technologies India, “Businesses in India will continue to look to IoT solutions to address a variety of strategic, operational, and business challenges. Zebra aims to provide them exceptional wireless network solutions that will serve as the glue that brings together the power of IoT-enabled devices for seamless and simplified operations for the enterprise.”
10 SME CHANNELS JUNE 2015
MY POINT
“Vendors should target the huge untapped potential for hosted data centers within the SMBs space.” SOMNATH DAS, RESEARCH MANAGER AT AMI-PARTNERS.
Epicor Develops Customers First Initiative Epicor Software announced initiatives aimed at transforming the customer experience, including centralizing global support and product development in order to align to its ‘customer-first’ culture. Epicor has appointed several of its top executives that have a proven track record for execution to lead these newly centralized functions. I’m confident the changes we announced will enable us to capitalize on our industry experience, knowledge, skills and technology innovation to deliver best-in-class on-premises and cloud solutions that enable our customers to achieve profitable growth,” said Joe Cowan, president and chief executive officer of Epicor. Epicor also has announced the proposed spinoff of its retail solutions business.
HP Leads Industry to New School of Cyber Defence HP has unveiled a number of security solutions targeting the modern day threats emanating from connected environment including data centre, cloud and mobility – the environment better known as New School of Cyber Defence. These solutions aims to protect users, applications, and their boundless data exchanges. “The old school approach to cyber security focused on securing the perimeter, but the data powering business today goes beyond our four walls and must be protected from cyber threats regardless of where it resides,” said Jyoti Prakash, Country Director, India and SAARC countries, HP Enterprise Security Products. “In to-day’s environment, we must challenge ourselves to embrace the new school of thinking that goes beyond the infrastructure to protect what matters most – the interactions between users, applications and data that when protected, can fuel our businesses and accelerate growth.” The capabilities of creating the comprehensive defence comes from HP ArcSight, HP Atalla, HP Fortify, HP TippingPoint and HP Security Voltage along with partnerships with industry-leaders such as Adallom, Securonix and Trend Micro.
SNIPPETS
GIGABYTE FM2+ Series Motherboards for AMD Godavari APUs Gigabyte Technology’s line-up of FM2+ motherboards is now compatible with the newly launched Godavari APU from AMD. Featuring 12 CPU and GPU compute cores (4+8), the latest AMD A-Series APU brings great support for exciting new technology such as AMD FreeSync, DirectX 12 and also Windows 10 64-bit support. Paired with the connectivity featured on GIGABYTE FM2+ motherboards, the combo offers the best platform capable of delivering great processing performance, smooth high framerates in the most popular online game and a path to easy upgrades with many of the latest technologies available for today’s desktop PCs. Gigabyte FM2+ series motherboards support AMD FreeSync, a technology which resolves the communication issues between the processor and the monitor to eliminate image tearing.
TP-LINK’S 300MBPS ROUTER LAUNCHED IN INDIA TP-LINK has released its high power 300Mbps router in India, the TL-WR841HP 300Mbps High Power Wireless N Router. The 300Mbps High Power Router delivers exceptional range and speed, which can fully meet the need of Small Office/Home Office (SOHO) networks and the users demanding higher networking performance announced the press release. Its 300Mbps wireless speeds, TL-WR841HP is ideal for streaming HD video, making VoIP calls and online gaming. What’s more, featured with high power amplifier, 2 * 5dBi antennas and high transmission power, the device greatly boosts Wi-Fi performance.. High power amplifier and two detachable external 5dBi high gain antennas provide superior wireless range. With the TL-WR841HP, you can enjoy your wireless network not only in restricted indoor areas but also in your backyard or even by the pool. That’s what we call now ‘Wi-Fi with ease’. Enhanced Wi-Fi signal provides incredibly strong penetrability, cutting through walls and obstacles, eliminating dead zones, with which, you don’t have to be physically tethered to the walls or floors to access the Internet Excellent wireless speed over long distance brings a more enjoyable experience for your whole-home network access. You no longer have to endure poor wireless performance over long distance.
HP to Provide Free and Quick Resolution HP India has launched a new service, for the first time in India, for its customers that offers hardware and software resolution within 24 hours* of complaint registered on its consumer range of Notebooks including HP Pavilion, HP Envy, HP 15 and HP Stream. To provide a hassle free and quick resolution, HP has introduced the unique service that will ensure that the issues are resolved on priority and the productivity is not affected. The service can be availed in 65 cities across India including Delhi, Mumbai, Bangalore, Kolkata, Chennai, Pune and Ahmedabad announced the press release. With the Next Business Day resolution service, consumers can register their complaints with HP call center and a service engineer will address the issues at customer site, within the stipulated time period. “With our Next Business Day resolution service, we will address the client issues immediately and diminish the operational hassles,” said Ketan Patel, Director - Computing Category, HP PPS India. “We have always provided best-in-class after sales support to our customers and the Next Business Day Resolution offer is our next step towards fulfilling our promise to customers.
WD Give its Partners ‘May Sweet Treat’ WD has rolled out the “May Sweet Treat” offer exclusively for registered members of the myWD partner program in India. The offer will commence on May 11, 2015 and will continue till the end of this month. It will provide an opportunity for eligible myWD partners to win an LG Smart TV, a My Passport Ultra drive, an Apple iPad Mini, or a gift card worth INR 1,000. To participate in the contest, myWD partners who have purchased qualifying products will have to answer a WD-related question which WD will judge to select the top seventeen (17) responses using the following criteria: creativity, uniqueness, and integration of the WD brand. “We value our relationship with our partners. We consistently work towards fostering mutuallybeneficial relationships with them, which are beyond monetary perks. We want to engage with our myWD partners by providing them an opportunity to win exciting prizes and a platform to put forth their understanding of the WD brand,” explained Khwaja Saifuddin, Senior Director - South Asia, Middle East and Africa for WD.
12 SME CHANNELS JUNE 2015
Eka Unfurls Commodity Analytics Cloud Eka Software Solutions has released Commodity Analytics Cloud, an advanced analytics solution for commodities companies in the agriculture, manufacturing, energy, and metals industries. With Commodity Analytics Cloud, traders, risk managers, analysts, supply chain/logistics managers, IT specialists, back office personnel, and executives gain previously unavailable insights into key business areas and can take action before competitors announced the press release. “Commodities markets are characterized by risk, volatility, and complexity,” said Manav Garg, CEO at Eka. “Business users can no longer afford to wait days and weeks to understand market changes, analyze the alternatives, and make decisions. Every business user needs the power to analyze data the way they want, and that’s exactly what they get with Commodity Analytics Cloud.” Harnessing data from internal systems, such as ETRM, CTRM, ERP, CRM, and spreadsheets, and external sources, such as market curves and weather data, Commodity Analytics Cloud brings all the data together in one place to answer the most important questions.
GIGABYTE Technology (India) Pvt. Ltd. Website: www.gigabyte.in; Toll-Free: 1800-22-0966; www.facebook.com/GIGABYTEindia Gujarat: 97250 59195; Mumbai, Goa, Vidarbha: 99677 18653; Rest of Maharashtra: 99677 18653; New Delhi & Uttar Pradesh: 99583 72672; Chhattisgarh 98269 92970; Himachal Pradesh, Haryana, Uttarakhand: 99100 86976; Punjab, Chandigarh and Jammu & Kashmir: 99100 86976 Madhya Pradesh: 98269 92970; Rajasthan: 99100 86976; Bihar: 90075 45577; Jharkhand: 90405 06080; Orissa: 90405 06080; North East: 80118 64316; West Bengal: 97485 02710; Karnataka 81236 86976; Andhra Pradesh, Telangana: 90405 06080; Tamil Nadu: 74117 74666; Kerala: 98950 99231
SNIPPETS
Small Businesses Want More Financial Expertise: Intuit Study According to the latest study by Intuit nearly all of India’s small businesses believe they could have been more successful with better financial management. In the study, titled “Financial Management – An Essential Tool for a Healthy Business,” 94 percent of the entrepreneurs surveyed said they could improve their financial skills. Given that India has the second largest number of small businesses in the world – a total of 48 million – the whitepaper sheds light on the important role that financial management plays in the life cycle of a small business. The start of the new financial year is an appropriate time for small businesses in the country to take stock of their business’s financial health. The whitepaper found that 33 percent of small business owners took over three years to realize that business sustainability relies on efficient financial planning. It is critical that small businesses establish the financial management processes in the first year, and fine tune by the time they hit the three-year mark.
MICROSOFT & ZNETLIVE TO GET SMBS IN RAJASTHAN ONLINE AT INR 199/MONTH Microsoft and ZNetLive, a technology provider, have come together to empower SMBs in Rajasthan to take their business online, for as low as INR 199*. With this offering they aim to help over 20,000 SMBs in Rajasthan reach more customers globally, while making the business more discoverable, keeping the identity secure and enabling collaboration. This partnership will enable all small and big businesses to host and publish their website in less than 45 seconds, and enhance their sales output by connecting with more customers digitally announced the press release. “Our association with Microsoft will help SMBs take their businesses online at an affordable price of INR 199 per month. Our offer will not just provide them with website solutions, but also make them more collaborative and productive. We want businesses today, to recognize the power of web and cloud, and translate it to growth,” said Munesh Jadoun, CEO, ZNetLive. Present at the event to talk about the success of ZNetLive and Microsoft’s efforts to enable organizations get online and increase productivity, were customers of ZNetLive, Rajasthan Four Wheel Drive and Orchid Consultancy Services. Manohar Hotchandani, Director, Business Development, Microsoft India, said, “Technology has made the world a smaller place with businesses transacting and exchanging ideas globally, and our engagement with ZNetLive is aimed at achieving just that for the SMB community. This offer provides them with opportunities to connect and engage with their existing and prospective customers more seamlessly. This will even help them strengthen their engagement with global customers leveraging secured communication channels through Microsoft Office 365.”
SMEs CREATING HEALTHY DEMANDS FOR IT SERVICES ACCORDING TO IDC’S H2 2014 IT SERVICES TRACKER DATA, THE INDIAN IT SERVICES MARKET GREW 7.1% YEAR-ON-YEAR TO REACH INR 470708.13 MILLION (USD 7719 MILLION) IN CALENDAR YEAR 2014. INDIA IT OUTSOURCING SPEND BY SERVICE (2014)
EXECUTIVE MOVEMENT Shanmugh Natarajan has been appointed executive director, Adobe India. Natarajan will take on this role in addition to his ongoing responsibility as vice president, Engineering, Digital Media.
Application Management
11% Network Management
29%
Desktop Management
16%
5%
Smartlink has named Kalpak Bhatt, as Regional Sales Head, West Region. Hosted Infrastucture Services
3% Hosted Application Services
36% Infrastucture Outsourcing Source: IDC H1 & H2 2014 India IT Services Tracker
14 SME CHANNELS JUNE 2015
SAP gets its new MD in Deb Deep Sengupta for SAP Indian Subcontinent to drive its growth strategy and operations in India, Bangladesh and Sri Lanka.
Lenovo has appointed Rohit Sandal as the company’s India HR head. Subhankar Roy Chowdhury, the erstwhile India HR head, will take on a larger mandate as the Global Head HR Strategy, M&A and Analytics.
SNIPPETS
Quick Heal Chosen as Business Partner for IIIT Pune Quick Heal has been selected by Maharashtra Government as one of the business partners for a state-of-the-art Indian Institute of Information Technology (IIIT) to be set up in Pune. The other business partners for the Pune IIIT project are Rolta India Limited and Hubtown Limited. Kailash Katkar, MD & CEO, Quick Heal, said, “It is an honor to be associated with an illustrious project such as the IIIT. It is only while setting up Quick Heal – the country’s largest software product company, today – did I realize the power we Indians have when equipped with knowledge and the right direction. I’m grateful to the Government of Maharashtra, who have given us the opportunity to help them create an infrastructure that will provide students from all sectors gain access to quality education.” On Wednesday, the state cabinet of the Maharashtra Government gave its nod for the project in Pune, the second city in the state after Nagpur to have such an institute. Both IIITs will be set up on Not-for-profit Private Public Partnership (N-PPP) model.
Rashi wins Top Distributor award from Intel
Matrix Comsec Awarded by TEMA Matrix was recently awarded with ‘Excellent Innovation in Telecom Technology and Products’ by TEMA for its exceptional efforts in bringing about technological innovations and quality engineering in its products. In a function at BSNL headquarter in Bangalore the award was presented by TEMA and CMAI Association of India in association with BSNL QA at Bangalore on 22nd May 2015. This award, instituted by TEMA, acknowledges the most outstanding technological innovation that has brought prestige to India. Matrix awarded for ‘Excellent Innovation in Telecom Technology It is awarded to technology and Products’ by TEMA. that is developed in the country by Indian innovators and meets the highest global standards. Technologies leading to commercially successful products, processes and services, which give India a sustainable competitive advantage, are considered for the award. On receiving the award, Ganesh Jivani, Founder, Matrix, said, “We are very honored to receive the TEMA Award for ‘Excellence in Innovation’. This is a great recognition for the outstanding team of Matrix that has consistently delivered world-class products to its customers. This award is a validation of the quality and reliability of our products, support services, the efforts of all our channel associates who represent Matrix across the globe, marketing and selling our products. We congratulate them and the entire Matrix team for this achievement.”
At the recently concluded “Intel Distributor Leader Summit” held in Macau Rashi won the “Top Distributor Award” in the desktop CPU category for emerging markets category in Asia Pacific and the Japanese region. “Despite the challenging DIY market sentiments, we have been able to bag this award which is a testament of our passion towards Intel business. We look forward to many more milestones with Intel in near future,” said Rajesh Goenka, Vice President (Sales and Marketing), Rashi Peripherals.
China’s DIY AIO PC Manufacturer ViewPaker Enters India Shenzhen, China-based PC Manufacturer ViewPaker co. has made its foray in to the Indian IT space. The company is an expert in advanced quality customization of All-in-One PCs, and has made significant contributions to the designing of all-in-one computers in the international market, since 2000 announced the press release. Shalini Pandey who has taken over as the Director of the India operations of ViewPaker, said, “AIO PCs as a segment is evolving in India. Consumers are in a continuous need to experience the best of the brands offered globally in one personalized system. Our sole purpose here is to meet with that demand by providing unique Barebone AIO solutions.”
16 SME CHANNELS JUNE 2015
SMBs Disregard BYOD Threats Many small-business owners believe BYOD (bring-your-own-device) poses no threat to their company and have no interest in spending effort on mobile device security, while employees themselves think security is the responsibility of the business, a study by Kaspersky Lab has found. A total of 6,219 respondents from 21 countries (including India with 299 respondents) took part in this year’s B2B Brand Tracking 2014. Respondents represented companies employing 1-1500+ people. All respondents were categorized according to the size of their business: Very Small Business (VSB, 1-50 employees), Small and Medium-sized Business (SMB, 50-1500 employees) or Enterprise (1500+ employees). The survey was conducted from October to November 2014. All participants answered questions concerning the main obstacles they faced when building and maintaining a reliable IT infrastructure.
SNIPPETS
Google India’s 2017 Target: Bring 20 million SMEs Online Cementing its commitment to help SMEs go digital in India, Google India has launched a nationwide initiative to help small medium businesses to go digital and get online presence on Google search and Google maps, without having to invest in a website or domain. As part of this new initiative, Google India will get 20 million SMEs online by 2017 by using a simplemobile based app called, ‘Google My Business’, that will help businesses to create and manage their business information across Google products for free in both Hindi and English. Speaking about the initiative, Rajan Anandan, VP & MD, Google South East Asia & India, said, “... in the last 5 months during our pilot phase, over a million SMEs have found a place on the Internet, and we are engaging 25000 new SMEs every week.”
Dell Recognizes Channel Partner for their Hard work Dell hosted the ‘Dell India Partner Summit’, the largest channel partner and ecosystem event for Dell India till date. The summit was a gathering of 100 top performing preferred and strategic Channel Partners and Distributors of Dell in Prague from 14th – 17th May, 2015. Anil Sethi, Director & General Manager, Channels, Dell India, said “The Partner Summit - 2015 was an Dell Excellence Award presented to opportunity to further strengthen these partnerIris Computers Ltd for exemplary ships, strategically align ourselves with our channel Contribution to the IT industry in partners and maximize effectiveness through this India route-to-market.” Dell felicitated top performing channel partners and distributors with awards in terms of revenue, commitment and contributions to the Dell Commercial Business. Among the 16 key awards presented included the Dell Excellence Award presented to Iris Computers Ltd for exemplary contribution to the IT industry in India.
Cyberoam Brings Wireless Security Appliances for Small and Branch Office Cyberoam has launched CR10wiNG, the “fastest and most affordable UTM appliance” with built-in Wi-Fi capabilities for the SOHO/ROBO markets. The CR10wiNG wireless appliance supports 802.11 n/b/g standards and up to eight virtual access points. It delivers UTM security features over WLAN to offer enterprise-level security and meet the requirement of mobility in this segment. Cyberoam CR10wiNG offers high performance with firewall throughput of 400Mbps and UTM throughput of 60Mbps. The wireless networks in organizations face huge risk of information theft due to their inability to trace users, especially guest users, within the network. Additionally, lack of IT security staff and budgetary constraints make it difficult for the SOHO/ROBO segment to find security solutions that are adequate, cost-effective and easy to manage. Also, organizations with distributed networks, remote and branch offices, especially in sectors like retail stores, logistics and transportation, and Utility distribution centers, demand mobility within the network and need network security, secure remote access, and secure Wi-Fi for walk-in customers.
QNAP Partners with Seagate At Computex Taipei 2015, QNAP Systems demonstrated the world’s first Thunderbolt NAS, the unique search tool “Qsirch”, a hybrid approach to virtualization with Virtualization Station and Container Station, the new QTS 4.2 operating system, multi-zone multimedia system, and various new and popular feature-rich Turbo NAS models for home and businesses. QNAP also cooperated with HGST, Seagate, Toshiba and WD at Computex 2015 to showcase joint solutions of QNAP NAS with a wide range of HDDs and SSDs. QNAP TVS-871T, the world’s first DAS/NAS/iSCSI SAN triple solution, features the incredible power of Thunderbolt 2 and enables simultaneous 4K video transfer and display. Featuring Thunderbolt and Ethernet dual network, the TVS-871T allows users to flexibly share files across multiple devices simultaneously. With two Thunderbolt 2 ports available on the TVS-871T, users can flexibly arrange the connection of their computer workstations with the TVS-871T and its storage expansion enclosures based on their needs and benefit from high accessibility, optimal collaboration and seamless expansion.
ViewSonic’s new LightStream Projectors aimed at SMBs ViewSonic has released the whole new LightStream Series – multimedia projectors offering exceptional audio and visual features to meet the needs of small- to medium-sized business and consumers from presentation. ViewSonic brings the exclusive SonicExpert technology and built-in ViewSonic SonicMode sound system to deliver higher volume and the absolute best-in-class sound for premium audio experience announced the press release. The exclusive SuperColor technology offers a wider color range for true-to-life image projection. Moreover, the series comes in an elegant glossy design with state-of-the-art ergonomic features provide the ultimate in style and productivity. “Our new generation of LightStream projectors demonstrates ViewSonic’s continued dedication to lead the visual display industry with innovative and feature-rich digital projectors that range from affordable entry-level to advanced projection solutions,” said Max Hsu, PM Director for ViewSonic Asia Pacific. “ViewSonic will expand the LightStream series with more innovative design and embedded smart functions in second half of 2015 to suit every need.”
SME CHANNELS 17 JUNE 2015
SNIPPETS
Create Private Cloud with NETGEAR ReadyNAS 100 NETGEAR has launched its ReadyNAS 100 Series available in two models RN102 and RN104 at INR 21,310 and INR 35,260 respectively. ReadyNAS100 series features unprecedented protection of your files, the ability to manage stored data from any web enabled device and a library of add-ons that allow you to do more with your storage than you ever thought possible announced the press release. Commenting on the product Subhodeep Bhattacharya, Regional Director, India & SAARC, NETGEAR, said, “Now the users need not have to worry anymore about their important files and entertainment. With ReadyNAS100 series, your photos, videos and files are fully protected and you can access them from anywhere using the ReadyCLOUD web portal or mobile apps.” ReadyNAS devices can be managed through NETGEAR ReadyCLOUD – a powerful way to gain all the benefits of public cloud storage, but without the on-going subscription costs or the serious privacy risks.Hae pos, no. Bit, ne orum dit dem imilicisquam pat. Tum st recondament re multordius confic
D-Link Appoints neoteric as VAD With enhanced focus on futuristic networking and in a bid to expand its distribution network, D-Link (India) has appointed neoteric infomatique as its value-added distributor. Neoteric will act as the promoter & facilitator of D-Link’s futuristic networking range across the length & breadth of the country. In recent times, D-Link has introduced a gamut of futuristic networking range that aims to benefit the new age digital consumer lifestyle. D-Link’s range of futuristic products include Wireless AC Series of Router, mydlink Enabled Camera, Baby Camera, Media Streamer, Range Extender, IoT Range of products. neoteric as a value added distributor will work towards propagating D-Link futuristic networking range & create a strong customer pull in the market. Commenting on the strategic development Tushar Sighat, Executive Director & CEO, D-Link (India) Ltd., said, “It is our endeavor to enable the masses to benefit from our futuristic networking range. As a result we have roped in neoteric as our value added partner to take our futuristic lifestyle technology to newer markets & widen our customer base.”
Neoteric, ALU Launch SMB Champions League Neoteric infomatique in collaboration with enterprise communications specialist Alcatel-Lucent Enterprise (ALE), has launched the SMB Champions League for its accredited Independent Resellers (IR). Applicable from May 1, 2015 to December 31, 2015, the Partner Rewards Program will recognize IRs under two categories—Biggest and Fastest Achievers—for their overall business performance in driving sales for the Alcatel-Lucent OpenTouch Suite for SMB, engineered specifically for SMB customers in India. The Biggest Achievers category is open to IRs registered under the Alcatel-Lucent Enterprise Partner Program. The Fastest Achievers category is open for existing as well as new IRs. New IRs need to get accredited by November 30, 2015 to participate in the SMB Champions League. Top partners in each category will win quarterly rewards. The ultimate reward for 16 qualifying partners will be a fully-paid international travel to an exotic location. The last date to register for the program is June 30, 2015. “The SMB Champions League has been designed to motivate existing partners to drive growth of their ALE solutions business and at the same time to enroll and encourage new partners to become accredited and win rewards. We are seeing great traction for our products and solutions among large enterprises and SMBs in the country,” said Prasath L Rao, Head, Enterprise Channels & Operations, South Asia, Alcatel-Lucent India Limited. “With SMB Champions League our aim is to double the ALE partner base. To help partners achieve their targets we will provide them value-added services including marketing, business development, pre-sales and integration support,” said Shirish Moghe, Country Sales Manager, Commercial Business Unit, neoteric infomatique Ltd.
18 SME CHANNELS JUNE 2015
DIGEST FORTINET FORTIWAN PRODUCTS Fortinet has launched three WAN Link Load Balancers under the new FortiWAN product line. These products are the evolution of AscenLink products line acquired from Xterra two years back. Featuring the same capabilities and proven reliability of AscenLink, enhanced with the legendary security and performance that only Fortinet can deliver, the FortiWAN 200B, 1000B and 3000B models are yet another example of the breadth of integrated end-to-end solutions that Fortinet delivers to secure organizations from endpoint to cloud, and everything in between.
MEDIATEK MOBILE SOC CPU ARCHITECTURE MediaTek has launched the MediaTek Helio X20 – the world’s first mobile processor with Tri-Cluster CPU architecture and ten processing cores (Deca-core). The Helio X20 continues MediaTek’s mission of delivering industry-leading computing performance coupled with unmatched power efficiency. With the integration of MediaTek’s WorldMode Category 6 LTE modem with carrier aggregation and upgraded CorePilot 3.0 advanced scheduling algorithm, the Helio X20 is set to revolutionize the mobile processor industry and address the global demand for flagship mobile devices. The Helio X20 is expected to be available in consumer products by end of this year.
HYPERX 128GB DDR4 MEMORY KIT HyperX has created the world’s fastest DDR4 128GB memory kit running at an astounding 3000MHz.The kit consists of eight 16GB HyperX Predator modules (16GB x 8) with ultra-tight 16-16-16-36 timings and XMP profiles for easy and stable overclocking. The accomplishment was achieved using the MSI X99MPOWER motherboard in an eight module, quad-channel configuration along with an Intel Core i7 5820K processor.
SEAGATE PORTABLE HARD DRIVE Seagate Technology has launched high-design, ultra-slim (only 7mm depth) external drive. Named as Seagate Seven drive, it is believed to be the slimmest drive that carries 500GB of data. As per the release, this product also recently won the prestigious iF Design and Red Dot Design awards for its world-class design. Further, it is priced at INR 8,990 and available from authorised Seagate partners in India.
NEW AXIS CAMERA STATION Axis Camera Station released recently includes support for two-way audio, which enables integration of Axis network video door stations and network horn speakers. In addition, ‘Axis’ operator mode’ is a dedicated interface for efficient operation that meet the requirement of the occasional user as well as the more active user in applications such as retail stores, manufacturing facilities and schools. The operator mode is a full screen view with easy access to key functionality such as live view, recordings and event log to improve operator efficiency.
SNIPPETS
WD Launches Enhanced Partner Programme WD has launchesd its enhanced myWD Partner Program for MSPs, VARs, and SIs with new features such as product solution centres, industry-focused marketing assets and ondemand product training. As a result of more than a year of survey and ongoing feedback from WD’s valued myWD partners, the new and improved site offers new features that lead to a smooth user experience for myWD partners providing relevant and easy-toaccess information at their fingertips. Jamie Vo, VP (worldwide marketing), WD, said, “With the re-launch of myWD, WD is proving its commitment to invest in the channel by presenting our valued partners opportunities to build their business in the growing storage applications of NAS, surveillance and data-centres.” “In India, we currently have more than 4300 myWD partners.”
D-LINK & GAJSHIELD ORGANISE ROADSHOW Following its recent alliance with GajShield for high-end network security solution, D-Link along with GajShield has rolled out a multicity channel engagement program. Christened as ‘SecureEdge 2015’ – the roadshow is an ideal platform to showcase next generation security solution and engage with partners/ system integrators present PAN India. Partners at SecureEdge 2015 “As an organization specializing in end-to-end networking, it has been our endeavor to serve our customers with practical & comprehensive network solution. Through SecureEdge we aim to reach out to partners Pan India with D-Link-GajShield security solution and help them address the enterprise security concern in an effectual manner. The key take away for Partners would be the USP that the Solution offers, which also gives it an edge over other competing UTM players in the market,” said Sumith Satheesan, AVP – Security & Storage Business, D-Link (India) Ltd. The inaugural show of ‘SecureEdge 2015’ was recently held in Mumbai, which had over 60 partners in attendance. At the event D-Link showcased its end-to-end network security solution range for SOHO, SMB, SME and Enterprise segment. SecureEdge 2015 will reach-out to partners in A & B Class cities over a period of next 2 months; with Delhi & Hyderabad planned for this week.
Enjay Scouting for Partners Enjay IT Solutions Ltd. launched Enjay Synapse Mini - IPPBX with built in CRM - in Mumbai recently. It’s a small box which can support up to 4 telephone lines and up to 100 IP extensions. It can also support up to 20 CRM users, with 8/10 concurrent users. Claiming to be first of its kind solution in the market it is mainly targeted towards SMEs, and has been designed keeping in mind the SME segment of India announced the press release. Limesh Parekh, CEO, said, “We expect to sell 700 units before March 2016 and are also looking for partners not only in India but outside too.” Enjay has also appointed two distributors for Mumbai region: Aashray Infratech Solutions and Digicom. These distributors will take care of distribution of solution as well development of channel and implementation of the solution. Both partners have long relationship with Enjay and also very vast experience in IT and Telecom. “We are doing launch events in Pune (17th June), Ahmedabad (20th June), and will cover Delhi in the first week of July; and will soon cover the rest of India,” concluded Parekh.
SAP GST India Forum Showcases Solutions SAP India reaffirmed its assurance to its customers and partners with regard to Goods and Service Tax (GST) reform in the country at the SAP GST India Forum in Delhi today. SAP will offer a range of localized solutions which have the Indian tax functionalities integrated within the business process to help companies transition to GST. At the forum SAP laid out its plan to address GST legislation and showcased solutions that will equip Indian enterprises to provide greater transparency and effective management practices to support their tax compliance requirements. The corporate landscape for GST is rapidly evolving with the proposed amendments and is expected to impact the Tax Structure, Tax Incidence, Tax Computation, Utilization and Reporting leading to a complete overhaul of the current indirect tax system. The SAP GST India Forum which was designed to assess the impact GST would have on the business processes across various industries, brought together an ecosystem that included decision makers, partners, customers and consultants. Over 450 organizations and 1500 participants were present at the event.
Trend Micro Unveils Partner Program to Foster Sales Trend Micro has released a program for its channel partners to enhance sales of its Worry Free security solution. Named the ‘Summer Chiller’ scheme the program started from May 11and will go on till June2, 2015. Anand Shringi, National Sales Manager (SMB & Consumer Products, India & SAARC), Trend Micro, commented, “We believe that this scheme is a perfect way to reward the most deserving, and motivating them to drive the business further. We are confident that we will receive positive feedback and great participation for the same.” The qualifying criteria to win the prizes are bifurcated into three slabs: slab 1 is applicable for partners who sell Worry Free Fresh worth INR 1,50,000, and would stand a chance to win Apple iPad mini with WIFI 16GB; slab 2 is applicable for partners who sell Worry Free Fresh worth INR 3,00,000 and will stand a chance to get Samsung LED TV Full HD 40 inches; third slab, the partners who will sell Worry Free Fresh worth INR 4,00,000 will get an Apple iPhone 6 – 16GB. This scheme is valid on fresh Worry Free paper licenses for 5 users to 250 users only.
SME CHANNELS 19 JUNE 2015
COVER STORY
THE
RISE OF
MOBILITY As Mobility sweeps across organisations small and medium businesses can no longer ignore it if they want to stay competitive. BY KARMA NEGI
karma@smechannels.com
W
e are living in an era of mobile workspace. The coming of BYOD has made it easier for everyone to conduct business on the go. As per SMB Group report smaller businesses are spending more money on mobile solutions as a percentage of their overall technology budget and plan to continue to do so. Consumerization, says Ovum, has had driven the enterprise mobility market over the last few years. Mobile devices and mobile business apps are playing an important part in business
20 SME CHANNELS JUNE 2015
today and considering SMBs their spending on mobile solutions has increased as an overall part of their technology spending says SMB Group report. Its 2014 SMB Mobile Solutions Study among very small (1-19 employees) and small (20-99 employees) businesses further reveals that in the past one year the number of regularly used mobile business apps rose by 27%. “Mobility is a game-changing technology. Mobile devices and apps are playing a growing role in businesses today; sweeping into the enterprises at a rapid rate- perhaps more than any other technology. This is especially true
in the case of SMBs. A key driver behind the SMB’s full-fledged interest in business mobility is the “bring your own device,” or BYOD, concept,” informs Tarun Kaura, Director (Technology Sales), Symantec India. Many SMBs do not have the resources to supply employees with the latest mobile technologies, yet they still want to partake of the benefits of an always-connected workforce. Compared to the other sectors, the SME sector is vast, fragmented and has a huge potential to grow and are increasingly becoming aware about the benefits of adopting mobility for the flexibility it provides and for
COVER STORY
SME CHANNELS 21 JUNE 2015
COVER STORY
“SINCE THE CONCEPT OF ‘MOBILITY’ ITSELF IS SOMETIMES MISUNDERSTOOD, SMES ARE NOT COMPLETELY SURE OF THE DIRECTION OF ITS ADOPTION.” VISHAL PAREKH, MD, KINGSTON TECHNOLOGY INDIA
increasing one’s business productivity. One of the most common cases is for notifications and emails to ensure faster response time to customers and business contacts. “The SME sector has already embraced mobility,” announces Mangesh Panditrao, Co-founder & CEO, Shoptimize, “We see our SME customers rely very heavily on mobile devices. Most people are now using computers only in extreme cases and want to get most of the work done through their mobile devices. We are seeing a lot of growth
in apps specifically for this including communication apps, analytics apps, etc.” As part of its 2015 TrendstoWatch: Enterprise Mobility report, Ovum predicts that SME demands for greater mobility will continue to increase this year as the industry pushes to become more mobile centric. Backing this stance, the SMB Group’s 2014 SMB Mobile Solutions Study showed that year-overyear, spending on mobile solutions as a percentage of total technology spending has risen 10% per year among very
WHAT SMBS NEED TO KEEP IN
MIND
“THE SME SECTOR HAS ALREADY EMBRACED MOBILITY.” MANGESH PANDITRAO, CO-FOUNDER & CEO, SHOPTIMIZE
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Ready for its adoption
Devising an appropriate strategy to enable mobility
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COVER STORY
“A KEY DRIVER BEHIND THE SMB’S FULL-FLEDGED INTEREST IN BUSINESS MOBILITY IS THE “BYOD”, CONCEPT.” TARUN KAURA, DIRECTOR (TECHNOLOGY SALES), SYMANTEC INDIA.
2014 SMB MOBILE SOLUTIONS STUDY BY SMB GROUP SMBs with 10 to 999 employees
“SMES ALSO NEED TO LOOK FOR SOLUTIONS THAT CATER TO MOBILE APPLICATION MANAGEMENT, NOT JUST MOBILE DEVICE MANAGEMENT.” MIKE FOREMAN, SENIOR VP AND GM, AVG BUSINESS, AVG TECHNOLOGIES.
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8% 24 SME CHANNELS JUNE 2015
of the budget on mobile security. of the funds to spend on mobile management. of those dollars on consulting services.
small businesses, and 7% among small businesses. The same small businesses also indicated that they planned to increase mobile spending in the coming year. For those who have to be on field a lot it is no longer necessary to chug along the heavy laptop when we can make do with tablets and smartphones. Nilesh Patel, Chief Executive Officer, LeadSquared, says, “Businesses with field sales force are more open to adapt mobile solutions to track and manage distributed sales teams and are prime candidate for embracing enterprise mobility solutions.” But what is “Mobility”? Does it entail just the use of smartphones, tablets, laptops, or desktop PC; “no,” says Vishal Parekh, MD, Kingston Technology India, “It includes better ability of sharing, management, security and analysis of data and corporate applications. It means that the businesses should be able to exert control over corporate information assets and convert this functionality into positive opportunities.” Mobility should ideally lead to increased productivity, improved interactions with customers, faster and more efficient workflow processes he adds. Panditrao says, “For the traveling workforce,
COVER STORY
“BUSINESSES WITH FIELD SALES FORCE ARE MORE OPEN TO ADAPT MOBILE SOLUTIONS … AND ARE PRIME CANDIDATE FOR EMBRACING ENTERPRISE MOBILITY SOLUTIONS.” NILESH PATEL, CEO, LEADSQUARED
it is no longer required to carry around a laptop everywhere as most work can be conducted using a mobile device. It has also reduced the amount of capital tied up in computers in certain cases. There is an increase in productivity as well as a better work life balance as employees need not be in the
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Key understandings With the increasing awareness of the SMEs regarding the benefits of mobility they need to become more proactive while devising appropriate mobil-
ity strategies to enable mobility of the workforce. Their concept of Mobility and its benefits should be well defined - like responding faster to their customers and prospects, making it easier and faster to order from suppliers, keeping track of inventory in real time, reducing cost of operations etc. Making users adapt and use mobility solution will be most critical aspect of deriving the benefit. Towards that one most make sure that applications are easy to use and intuitive. “Primarily, since the concept of ‘Mobility’ itself is sometimes misunderstood, SMEs are not completely sure of the direction of its adoption. Also, there may be issues relating to the compatibility of the applications. There may even be an increase in the data inflow and outflow and since security also becomes a key issue while adopting this trend,” says Parekh. “It now depends on ‘How sooner do they adopt’.” “Some applications may need to work on 2G networks so that has to be thought through as well. In some cases the users will be contract employees who bring their own device, keeping
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SME CHANNELS 25 JUNE 2015
COVER STORY
WHAT BEST PRACTICES SMBS SHOULD FOLLOW: SYMANTEC TAKE STOCK
SECURE
Know which employees are using mobile devices to connect to business resources. The fact of the matter is you cannot protect or manage mobile devices you don’t know about.
After taking stock, make sure that employees are following a few simple guidelines when it comes to their devices if being used for work: n Mobile devices connecting to company resources should have mobile security software installed
and have their encryption features activated. n No “jailbroken” or “rooted” devices allowed! Such devices have security holes that leave them
vulnerable to attack. n All mobile devices should be password protected, no exceptions. n Lost or stolen devices should be immediately reported.
MANAGE
n Avoid opening unexpected texts messages and emails from unknown senders on business-
connected devices. Just like with PCs, malware can infect mobile devices through such messages. n Be aware of surroundings when accessing sensitive information. Whether entering passwords
Using mobile device management (MDM) and mobile application management tools is a relatively simple step to help SMBs maintain an inventory of the devices connecting to company resources and also make sure employees are adhering to the above policies.
data costs low will be extremely important for them while they use mobile apps,” answers Patel. Some of the common misconceptions SMEs suffer from are that enterprise mobility is only for the big players or that it’s beyond their budget; they also have concerns regarding the time an enterprise mobility strategy takes to implement and manage, and how it can be secured. With BYOD now well-established, another trend that is making itself heard is CYOD (choose your own device) and this industry says should be on SMEs radar because of the implications it will have on their business. “As part of this, it is important to remember that BYOD and CYOD not only means mobile and tablets but also extends to traditional devices like laptops. Enterprise mobility solutions need to cater for these as well if they are to prove effective,” stresses Mike Foreman, Senior VP and GM, AVG Business, AVG Technologies.
MDM With the adoption of Mobility Data security is
26 SME CHANNELS JUNE 2015
or viewing sensitive or confidential data, users should be cautious of who might be looking over their shoulder. n Only use app marketplaces hosted by well-known, legitimate vendors for downloading and
installing apps. Mobile malware authors often use unregulated, third-party app stores to peddle malware. n Download an app on your mobile devices that allows you and your employees to lock and wipe
a phone in the case of theft or loss n Make sure that employees get in the habit of updating apps as soon as they are prompted to. n Don’t let mobile security be your blind spot. With so much personal data on our devices and
mobile malware on the rise, our mobile now needs the same attention given to PC protection.
becoming another important consideration and this is where mobile device management solutions comes into play to gain control and transparency over mobile users access to enterprise data. According to SMB Group 43 percent of small businesses use a mobile device management solution and 33 percent use a solution to manage and secure mobile apps. “With BYOD, employees use their personal mobile devices for work. Cybercriminals are aware of this tactical shift and therefore SMBs must protect their business information regardless of where it resides—whether on-the-go or in the office,” says Kaura. Cost is a major hindering role in the wider adoption of mobility and data solution. “User adaption won’t be a challenge for simple applications, for complex use cases it will be important to have training for users. There are lots of mobile device management (MDM) solutions that give users access to devices and those will address data security concerns,” say Patel. Today the market is flooded with various SaaS
offerings that too at low cost which SMEs can avail to start with and can be scaled if the benefits are being realized by the businesses. Reputable MDM tools also allow SMBs to make sure mobile devices, both personally-owned and company-owned, are wiped of company information if an employee leaves the company or a device is lost or stolen informs Kaura. “SME management needs to move them self on to enterprise mobility to resolve any open issues they may have. The biggest misconception is that it is not productive,” says Panditrao. “As more and more vertical specific apps gain traction and adoption, SMEs also need to look for solutions that cater to mobile application management, not just mobile device management,” says Foreman.
Finally SMEs are warming up to the idea of mobility but they need to place policies in place regarding BYOD and also need to have an understanding of security issues before they start seeing the benefits of having MDM solutions.
KASPERSKY
SME BIZ
KASPERSKY GUNG-HO ON ENTERPRISE BIZ Having made its name in the SMB space Kaspersky India wants to replicate the same story for its enterprise business. BY KARMA NEGI
karma@smechannels.com
T
he anti-virus maker Kaspersky India is going through a phase of consolidation on its consumer side of business and wants to replicate its SMB success story for its enterprise segment. Within its two lines of business - Consumer and License - the Consumer business has undergone some changes in the last couple of months when Kaspersky parted ways with Sakri (one of its two distributors). This led to consolidation of the business which is still going on and expected to take some more time to settle down. Throwing more light on this Kaspersky Lab’s MD for South Asia Altaf Halde says, “In Consumer we are consolidating the changes that have happened; and I don’t foresee it getting completed this year. The market dynamics have changed a lot. Some of the partners are not willing to open up and understand our new ways of working and adapting themselves; and we are trying our best to convince them otherwise.” While some partners have decided to go with them, there are others who want to part ways, and Halde convinces the percentage is too low for them to be negatively impacted. He speaks highly of their newly inducted partners who he says are doing much better compared to what the partners would have done earlier. With its distributor VR Infotech Halde said they have been successful in the dissipation of knowledge in tier2 and tier 3 cities where he feels it is much needed; but said still only 20% of that has been done and they still have a long way to go. “This is why I feel consolidation is not going to happen by end of this year,” he answers.
ALTAF HALDE MD (SOUTH ASIA), KASPERSKY LAB “With their presence in innumerable tier 2 and 3 cities, which are our focus, VR has given us the market reach. But pricing still remains our biggest issue; the partners want good margin hence we are giving lot of importance to this. The B2C space is full of security vendors and last heard there were 40 antivirus brands which are further increasing; but fortunately everyone is doing well in their own space,” replies Halde. Calling IT Security its main forte Kaspersky has created a Cyber Security Training team at its headquarters which conducts trainings in various organisations at different levels - intermediate, beginner, expert, and professional. While in the B2B business it’s comfortably established in the SMB space (claims to be in the top three) Kaspersky wants to chart the same story for its enterprise business. Halde reveals that they haven’t signed any large deals so far in enterprise but has managed to get in the below 2000 users while there are few cases of 5000-7000 users too. “We established ourselves in the SMB space with a proper strategy, we want to do the same for the enterprise space. For this we are hiring an enterprise sales manager - in fact the positions are out and we are interviewing people,” informs Halde. In addition, the company is also in the process of hiring a pre-sales manager just for enterprise. At present, Halde leads a team of 18 people in Kaspersky India and plans to hire two more in his team. Kaspersky mainly plays in the replacement market (90% of the market is replacement and 10% fresh), and claims to be number 2 in the
“WE ESTABLISHED OURSELVES IN THE SMB SPACE WITH A PROPER STRATEGY, WE WANT TO DO THE SAME FOR THE ENTERPRISE SPACE.” Consumer space and number 3 in SMB. And in Enterprise is confident that in the next two years it will be featured in the top four slots. To strengthen its enterprise portfolio, its channel team, which works in tandem with its existing channels, has picked-up top 40 channel partners recognised for their potential to go and sell to large enterprise. In Delhi it has two partners: Tracker Solutions (which does both B2B and B2C) and Meridian Solutions (only B2B); and Communication Links in Mumbai. Kaspersky’s B2B segment contributes 30% of the business and has three distributors - Sea Infonet, Comguard Infosol, and eCaps Computers. With Cloud picking up steam Kaspersky is tying-up with an organisation (which is already its global partner) to provide cloud based security solutions under a new group named Technology Alliance Group. The products which will be available on clouds will be: corporate endpoint security, internet security, and anti-virus. And for this plans to rope in SPs for the India market who will further offer it to telcos in the country.
SME CHANNELS 27 JUNE 2015
SME CHAT
SARU KAUSHAL, COUNTRY BUSINESS HEAD (GLOBAL CORPORATE PAYMENTS), AMERICAN EXPRESS
“CHALLENGE OF MANAGING EXPENSES EFFECTIVELY”
With mid-sized corporations facing the challenge of managing expenses effectively Card programs such as American Express Corporate Card program plays an effective tool. In a chat with SME Channels Saru Kaushal, Country Business Head (Global Corporate Payments), American Express, talks about the importance American Express Corporate Card Program for SMEs.
What are the benefits of the corporate card program for the SMEs? With the American Express Corporate Card Program, SMEs can put their Corporate Cards to work for their company and drive end–to-end efficiencies and savings. The program offers effective payment systems to corporates around the world with major benefits including: Streamlined payment processing, extended payment terms, real bottom line savings, increased visibility and control, and membership rewards and employee benefits. Specifically designed to help manage business travel expenses and entertainment expenses, the American Express Corporate Card Program can be extended to manage everyday business expenses like electricity, telecom, office supplies and more. How do you take this solution to the market? Is it through channel partners or direct? Please elaborate American Express provides consistent products and solutions to mid-market companies and large corporations worldwide. We issue local currency Corporate Cards in more than 65 countries and territories, Global U.S. dollar and Euro Corporate Cards in approximately 100 countries and territories, and offer Corporate Cards issued through our Global Network Services partner relationships in an additional 35 countries and territories.
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What is the percentage of SMEs who are using these solutions vis-a-vis outdated expense methods? In India, a large number of SMEs rely on ad hoc methods to manage their business travel and related expenses. This includes managing cost on their own or using travel agents, centralized administration process; third party travel service and spending personal cash and getting it reimbursed later. However, SMEs indicate high levels of satisfaction while using a Corporate Card for their business purposes - while the credit limit is the important factor for the SMEs; other factors include measures for fraud protection and use of the Card as an expense management tool. How does the solution help SMEs to keep track on all business related expenses and gain visibility over the same? With American Express expense management solutions, travel expenses, entertainment, and business related costs can be recorded in a complete expense management system. This provides complete transparency of company expenses, allowing management to more effectively achieve objectives such as: n Consolidating suppliers and identifying savings opportunities n Driving compliance and identifying out of policy spends
n Setting individual limits by staff and expenditure type n Leveraging insights to compile best practices n Integrating expense management and management information systems n Simply and pro-actively discovering trends n Improving extended payment terms Companies can also have 24/7 access to reporting online, with data that can be sorted and customized according to their individual requirements.
What are the challenges faced by SMEs in terms of complying purchasing policy? How does a corporate card program save costs for SMEs? One of the key challenges that mid-sized corporations face is managing expenses effectively. This is where the American Express Corporate Card program comes in as an effective tool to help mid-market companies – both in facilitating ease of payment processes and in driving savings. Besides bringing savings, the program also provides various liability options as well as user defined spend controls and limits that help companies control expenses even at merchant level. Moreover, business travel is highly important for the growth and development of the business specifically within the SME segment. A substantial spend gets directed towards business travel and lodging. Marrying this business need with spend cuts is an important challenge for SMEs
SME CHAT
– and that’s where American Express’ expense management solutions come into play. How big is the opportunity for this solution in the market? In India, American Express defines mid-sized corporation as using a combination of number of travelers (2-100), business turnover (>Rs. 5600 crore) and size of travel and entertainment expenses (upto Rs. 10 crore). With evolving Indian economy there are a large no. of organizations which fall under these categories – hence we see a big opportunity for this solution in the market. What is the market share you command? We issue a number of core card products as well as co-brand card products. Globally, we serve 63 percent of Fortune 500 companies. What is the feedback you received till now from SMEs? As per our long standing policy, we cannot disclose client related details. However, American Express Corporate Card program targets a diversified set of companies - Indian companies, SMEs and MNCs, across industries like IT, Retail and Manufacturing. We already work with several mid-sized companies across the country to deliver expense management solutions, and we are seeing an increased demand from tier 2 cities. Our expense management solutions have received a very favorable response from the companies and SME’s in India. We continue to receive requests and queries on an ongoing basis.
“BESIDES BRINGING SAVINGS, THE PROGRAM ALSO PROVIDES VARIOUS LIABILITY OPTIONS AS WELL AS USER DEFINED SPEND CONTROLS AND LIMITS…”
How does American Express Consulting drive efficiencies in the procurement strategies? What can procurement leaders do to support cash flow within their company? Simply negotiating more favorable payment terms with suppliers is likely to damage valuable relationships and only serves to force liquidity issues down the supply chain, but there are solutions that benefit both the parties. Our expense management solutions enable a company to gain better visibility of business expenses, which again can lead to better terms being negotiated with suppliers. What is your future roadmap? We are represented in 12 cities across India currently and plan to extend our solutions and offerings to newer cities this year.
SME CHANNELS 29 JUNE 2015
SME CHAT
TARUN WIG, CO-FOUNDER, INNEFU LABS
“PASSWORD HAS BECOME MOST VULNERABLE” The two-factor authentication market in India is the third largest authentication security market after North America and Europe. In a chat with SME Channels, Tarun Wig, Co-Founder, Innefu Labs, talks about the importance of multifactor authentication.
Please brief us about your company? Innefu Labs is an information security research development organization specializing in developing niche and innovative cyber security solutions. We believe in innovating and creating the latest technologies to combat the rapidly growing menace of hacking and reduce dependency on human factors. Varied skills and expertise of our security team has led to the development of multiple security products used all across the country in varied domains. We also hold provisional patents for integrating Two Factor Authentication at a protocol level rather than end applications. What all solution or products you have in your portfolio?
Our major products include: AuthShield Two Factor Authentication (www.auth-shield.com) - Innefu Authshield 2FA solution uses dual mode of identification where along with the user id and password of the user, verification is also done through a secure randomly generated one time password (OTP) or a challenge response mechanism using PUSH Notification protocol. The system can be integrated at a protocol level thereby providing security to Corporate mail ID’s, SAP / ERP, Web Applications, Windows Login, VPN etc. Innsight (Social media Monitoring) – Innsight is a unique social media monitoring product which is used to monitor Twitter, facebook, youtube etc. The product is already in use by multiple corporate to manage and monitor
their online brand Do you also provide cloud-based multi-factor authentication? Yes, cloud based multi-factor authentication is one of the major offerings from our side for SME sector. What is the relevance of single factor authentication in today’s scenario? How big is this market? As per a recent market and market research report, the two factor authentication market in India for 2014-2015 alone is $ 172 million. It is the third largest authentication security market after North America and Europe. As you will realize from latest hacking statistics,
SOME OF OUR CREDENTIALS Empanelled with Defense Research & Development Organization (DRDO)
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A strong Board of Advisor consisting of former Army officers and academicians
Served key clients in Private and Public sector for more than five years
Management with combined experience of more than 5000 Hours in information security
Multiple patent pending technologies including Two Factor Authentication for Database queries and Mail servers
SME CHAT
“WITH PASSWORDS BECOMING REDUNDANT, ORGANIZATIONS NEED AUTHENTICATION SECURITY FOR THEIR CRITICAL INFORMATION ASSETS.”
Organizations need to realize that securing their perimeters is just a small part of their security strategy. Implewmenting firewalls, Intrusion Prevention Systems, Anti-virus servers may protect their IT assets but does not provide a comprehensive protection to their Information. Today, the most critical assets of information are the mail ID’s of the users as well as information available in SAP / ERP systems, databases etc. It is this information that is targeted maximum by hackers. Organizations need to ensure that a single authentication mechanism can be integrated with multiple applications such as mails, SAP etc. At the same time, the integration has to be seamless (directly with the protocol) without requiring any extra devices or logins to ensure that user functionality is not hampered.
most of the cyberattacks today start with phishing scams. Getting access to user credentials has become the biggest cybercrime in the world. Commonly known as Identity theft this has biggest the second most profitable crime in the world after the drug mafia. What is driving this demand? There have been numerous cases recently where organisations have been hacked by organized hacking groups. The employees and senior management of the organization are targeted and their credentials are used too. Organizations have realized that the only foolproof security against such user level cyber attacks is Multifactor Authentication. With passwords becoming redundant, organizations need authentication security for their critical information assets such as SAP, mails, System logins, Web applications server access etc. A single Authshield multifactor authentication system can be integrated in multiple systems thereby ensuring security across different applications and domains.
So, the password is dead? The password has become the most redundant and vulnerable part of Information security. It is the favorite point of attack for hackers. Any organization which does not look towards multifactor authentication is liable to get hacked sooner or later. How much of demand is coming from the SMEs? Almost 50% of the total $ 172 million multifactor authentication market in India is driven from SME’s. Which are the major verticals you are targeting? We are targeting multiple verticals including government, BFSI and IT. In our next phase we intend to target healthcare and manufacturing What should customers keep in mind when planning out an authentication strategy?
What role does channel have here to play? Please elaborate on your channel strategy? A strong channel network is the only way to reach out to a market segment as vast as India. We are in the process of setting up a strong channel partner network in India and other countries in South East Asia. While we have already tied up with multiple Tier 2 partners across the country, we are in the final stages of tying up with few Tier 1 partners. We believe that most organizations in the country require 2FA on their mails as well as SAP or other ERP systems. They will also prefer to have this functionality without going through the hassle of requiring a VPN. We intend to capitalize on this unique proposition of ours and take it to multiple customers across the country via our partners. Going forward, what are your plans for growth this year? We are targeting to provide authentication security to at least 50 new clients this year, each with at least 500 users.
SME CHANNELS 31 JUNE 2015
SME BIZ
WPG, INTEL, MICROSOFT LAUNCH NUPC Aim is to reinvent the desktop PC market BY: KARMA NEGI
karma@smechannels.com
(L-R) Vineet Durani, Director, Windows Business, Microsoft India; Rajeev Bajpai, President, WPG C&C Computers; and Rajiv Bhalla, Director (Sales), Intel South Asia.
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ith its present India revenue totalling US$ 200 million Taiwan-based semiconductor distributor WPG Holdings is expecting this to jump to US$2 billion by 2020. It does fit into its scheme of things when globally it aims to become a US $20 billion company. Aligning itself with the government’s ‘Make in India’ vision WPG recently, along with Intel and Microsoft, launched a new form factor PC - NuPC. President of WPG C&C Computers and Peripherals Rajeev Bajpai informs that NuPC is a result of the close cooperation it has with Intel (which provides the tech to make PCs), Microsoft (which powers all the devices), and LG because
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RAJEEV BAJPAI, PRESIDENT, WPG C&C COMPUTERS AND PERIPHERALS.
“We entered this market because of its size - IT CAN BE USED ACROSS VARIOUS APPS AND IT ALSO CONSUMES LOW POWER...”
of its display. “While we are good in software the same can’t be said about hardware and WPG comes in to create that manufacturing environment. We entered this market because of its size - it can be used across various apps and it also consumes low power which makes desktop PC very reliable,” he adds. Calling themselves enablers in the business Bajpai says they are trying to empower SME manufacturing or SIs so that they can device their own solutions and market them too. For this it plans to create 200 sub-branches where people can treat NuPC as their own product and market them. This business he expects to contribute .8% to its overall business. It further plans to come out with a compute stem very similar to a USB stick, which when inserted in to a TV will make it a fullfledged computer. “All the stakeholders believe that India is at the cusp of digital revolution. Govt of India’s ‘Make in India’ initiative and its vision for India augers well for the industry; and Intel, Microsoft and WPG are aligned with it,” says Rajiv Bhalla, Director (Sales), Intel South Asia. With the deluge of new mobility solutions like laptops, mobiles, tablets everyone is quick enough to dismiss the desktop as something on the verge of dying but with India’s PC penetration hovering still around 10% desktops contributes 45-50% of the overall PC TAM. Asserting this fact Bhalla replies, “Desktop is alive and kicking; it is consistently reinventing itself. In India we have adopted three strategies to work on maintaining and growing this desktop space, and are looking at invigorating the desktop space by bringing in new products, new processors etc. We are looking at reinventing this category by bringing out newer form factors and NuPC is one of them.” He says they are also looking at reinventing desktop through new usage apps, touch base devices, voice recognition devices, 3D camera based devices. And NuPC is one such device that is going to aide new usages, new apps and will help make things smarter. “It’s a powerful compute device which has all the features of a desktop. It uses one-third of the power that traditional PCs use, is customisable,” Bhalla informs. It is working on aggressive campaigns towards driving awareness, footfalls and sales for this product and plans to create visibility across 200 stores which will cover approximately 30 cities. This will be a joint initiative and together they will work towards creating a push for NuPC. “This is just a first step forward and you will see more and more players come and foster local innovation and growth,” asserts Bhalla.
CISCO
SME BIZ
CISCO EYES DOUBLE-DIGIT REVENUE GROWTH To enable manufacturing in India, announces investment of USD 60 million BY KARMA NEGI
karma@smechannels.com
“INDIA PLAYS A PIVOTAL ROLE IN THE COMPANY’S OVERALL GROWTH, INNOVATION AND TALENT STRATEGY, AND WE PLAN TO MAKE DIRECT AND INDIRECT INVESTMENT OF UP TO USD 20 MILLION TO TRAIN AN ADDITIONAL 120,000 STUDENTS IN INDIA BY 2020.” JOHN CHAMBERS CHAIRMAN AND CEO, CISCO
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etting big on India Cisco said it is committed towards India becoming a world leader in manufacturing to support ‘Digital India’ vision and will invest USD 60 million. Every year Cisco pumps in USD 1.7 billion in India, and with its annual India revenue standing at USD 1.1 billion Cisco expects it to grow in double-digits over the next four-five years. We are betting on India in a big way,” announced John Chambers, Chairman and CEO, Cisco, at a press gathering held in Delhi. “India plays a pivotal role in the company’s overall growth, innovation and talent strategy, and we plan to make direct and indirect investment of up to USD 20
million to train an additional 120,000 students in India by 2020. We are also making an investment of an additional USD 40 million for the next phase of expansion in India.” “We are committed to manufacturing in India,” said Chuck Robbins, incoming CEO, Cisco, “When we met Prime Minister Narendra Modi he said why not make India your home. He understands Technology... We are excited at the vision India has. The Indian government’s vision for a Digital India is truly transformative and will create huge opportunities for the country and its citizens.” To help accelerate the development of India’s electronics manufacturing ecosystem, Cisco
will organize the Cisco Design and Innovation Conference in Bengaluru in February 2016, to bring together over 75 of Cisco’s key suppliers and partners to drive collaboration on product development and IoE enabled supply chain technology. As part of Cisco’s commitment to accelerating India’s digital transformation, the company will expand the Cisco Networking Academy program to help India increase its pool of highly skilled technology professionals. Cisco’s USD 40 million investment will go towards the expansion of its India facility which is spread over 4 million square feet, and designed as a campus-as-a-city for thousands of Cisco employees to work, play and learn.
SME CHANNELS 33 JUNE 2015
SME TREND
VMWARE: AIMS HIGH ON PARTNERS PROFITABILITY AND SDDC ADOPTION After establishing its leadership in the server and desktop virtualisation, VMWare has moved ahead to virtualize the storage and networking piece for an SDDC infrastructure but the challenge is to empower partners to take it to the market.
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Mware, a month back, held its Partner Summit 2015 in Bangalore, New Delhi and Mumbai. Held over a day in each city, the events brought together over 400 members from VMware’s partner ecosystem to discuss the future of the industry. Partners were able to gain valuable insight on how to leverage new technologies to deliver next generation enterprise hybrid cloud solutions to customers. The day’s agenda included sales and technical sessions, and an executive breakout session as well. “Today, as companies face new challenges in this liquid business environment, there are exciting new opportunities being created for our partners,” said Sundar Balasubramanian, Senior Director for General Business, VMware India. “The Partner Summit provided us an opportunity to acknowledge and recognize the contributions our partners are making in the market. Our partners are vital to our success in enabling our customers’ transition to a new model of IT that is fluid, instant and secure. We look forward to continued collaboration and success in India,” he added. But the objective of the whole exercise was to make the partners understand the growth of VMware and empower them to adapt to the changes. Sundar says, “As we have successfully taken the compute piece to the virtual layer, our agenda is to take networking and storage piece to the virtual layer and make both software defined. Once we move the three layers to the virtual layer through a management or automation
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SUNDAR BALASUBRAMANIAN SENIOR DIRECTOR (GENERAL BUSINESS), VMWARE
“SO THE AGENDA IS HOW TO MAKE THE PARTNER A LOT STICKIER WITH VMWARE. IF THEY ARE HUNGRY THEY WILL BRING CAPABILITIES TO THE COMPETENCIES THEY NEED TO HAVE.”
tool, it becomes a software defined data centre (SDDC).” “The good news is that there is a good reception from the customers. People have started adopting NSX and vSAN which are for the networking and storage virtualization tools and at the same time all the analysts are saying that we are ahead because SDDC is going to be the future,” he added. But the question is when is it going to the future? When will it be adopted? The fact is that the entire SDDC story is coming out very nicely with the cloud story. Once the three technologies move to the software layer, it becomes easier for the customers to embrace cloud as per their choice – whether it ison-premise, hybrid or public. May be: mission critical customers will prefer to stay on-premise and embrace hybrid for disaster recovery and the smaller customers will go to the public. This should be the right model because fair amount of pressure is coming from businesses onto IT department. Five years back CIOs were the king choosing from any solutions they wanted at any cost because they were given a huge budget but now the pressure is humongous to justify each dollar they are spending on creating IT assets. On the other side, what used to be in the years in the past now it is happening on the tap of the figure - you commission storage or servers on the fly. So in this scenario SDDC concept is becoming more compelling proposition for the CIOs. Apart from its success in the datacentre technology which is part of its UC portfolio,
SME TREND
ARUN PARAMESWARAN, VP & MD, VMWARE, ADDRESSING THE PARTNERS AT THE SUMMIT
VMWare also has a strong play in the end-user computing and mobility post its acquisition of the AirWatch.
Profitability of the partners “The profitability of the partners is significantly higher than some of the other companies in the competition. We run the richest partner programmes. The partners’ hunger is very good. So the agenda is how to make the partner a lot stickier with VMware,” Sundar maintains. “If they are hungry they will bring capabilities to the competencies they need to have.” “Earlier we used to be a single product company but now we have different product suites and we are also into the cloud services. So the transitions we are making in the market, we need our partners to do the same. Good thing is that the engine that we deploy for the competencies building for our employees - internally, we deploy the same engine to develop capabilities within our partners,” he added. The services game has been completely changed now compared to a few years back. Some of the services are given on fly instan-
taneously. With the services capabilities, the money he can make is significantly higher. People say that partners are the extended sales force but VMware says they are our sales force. Sundar says, “For the customers, we do a lot of sessions on what new technologies we are bringing and how we can educate them on the new technologies etc. I personally have met many customers. The resonance that we get from the customers with the SDDC is significantly higher.” But again with limited resources, VMware cannot cover all the prospective customers. It is the partners who can create the visibility and educate the customers more. Therefore, one directional growth that can be seen among the partners is towards cloud. Because of the cloud growth in the market, there are many companies now which did not exist even a year or two back: Ola, Flipkart, etc. are some of the examples of the cloud success. Five years back products were bought as separate infrastructure but now with VCE coming into the picture, things became converged. Solutions got pre-configured and landed on site
and you deploy it and it is up and running. Two – three months back VMware also brought out hyper converged infrastructure in the form of EVO: Rail, which is being sold by nine partners in the industry. It is pre-optimized and out of a single box and offers the customer one neck to choke in case of any issues. As per the VMware global report, the company has spent US$300 million last year for the partner development. With this calculation, India would have spent US$3 million– plus or minus - on the partner development programme, which is not bad at all.
Finally… No company can ever aspire to do business and be successful in India without having engaged with the partners. But the channel business in India needs to grow and mature to accommodate the future technology so that they can provide right solution to the market and in the process enhance their revenue. And aligning with VMware’s strategy around SDDC or end-user computing will certainly provide the partners the requisite ammunition to scale up and earn more revenue.
SME CHANNELS 35 JUNE 2015
SME CHAT
MURALI URS, COUNTRY MANAGER, BARRACUDA NETWORKS, INDIA
“BARRACUDA AIMS TO ESTABLISH GLOBAL CONSISTENCY“ With the market moving faster towards a regime of digitization and IoT, most vendors are aligning their products’ and partner strategy to make a smooth transition. SME Channels spoke to Murali Urs, Country Manager, Barracuda Networks, India, to understand about their partner strategy
What is it that you (Barracuda) seek to establish with this worldwide Partner Program? Barracuda has enhanced its channel program to provide the necessary structure and tools to allow resellers to successfully sell and support Barracuda solutions for mutual customers. The new program is designed to accelerate profitability for loyal partners, and to attract new, motivated partners. With the enhanced program, Barracuda aims to establish global consistency with more levels for greater participation, and rewards partner loyalty at each of the new levels – Premier, Preferred, Authorized and Registered. Tell us about the restructured program levels and what are the key attractions for prospective Channel partners that would make them likelier to associate with you? In an effort to reward and better support VARs at all levels of the partner program, Barracuda has added an additional level – Premier, and adjusted the revenue and training requirements at all levels. The restructured program levels are as follows: l Previous levels included Diamond, Platinum and Certified l New levels change to Premier, Preferred, Authorized and Registered Growing and regional partners will be able to
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more competitively offer Barracuda solutions to local customers through improved deal registration and protection for more product models, with higher discounts.Partners will benefit from increased discounts for certain product families and receive an increased Not For Resale purchase limit to use towards solutions in their own networks and for training. Under Barracuda’s new program, channel partners who qualify and are approved by Barracuda to provide managed services can do so by leveraging Barracuda Backup and Barracuda NG Firewall. This option opens up new revenue generation opportunities for channel partners who offer managed security and storage services to customers. Partners on each level will have the opportunity to take advantage of improved discounts for evaluation products throughout Barracuda’s broad portfolio, extensive product training from Barracuda University and a more flexible deal registration process. The enterprise communications space is made up of companies with a great deal of brand equity: there are the incumbent ones and then the relatively novel ones. So what does Barracuda have to offer that others don’t? Barracuda has become a highly visible and recog-
nizable brand as a trusted IT partner. We believe partners and customers alike have come to rely on Barracuda as a trusted IT partner. We invest in brand development efforts to help solidify our position as a go-to provider of powerful yet easyto-use security and storage solutions. The principal focus of our marketing programs is to reach IT professionals and elevate their awareness of our comprehensive portfolio of security and storage solutions. As a result of our strong investment in brand and differentiated ways to reach the customer at key decision points, we believe we have developed strong brand awareness. Our business model is built on the core values of speed and agility, which we apply to all aspects of our approach, including our technology innovations, delivery and deployment of our solutions, and responses to customer inquiries. We maintain control of the value chain across our solutions, marketing efforts, sales processes, manufacturing, delivery and customer support. This integrated model enables us to tailor the customer experience to deliver powerful yet easy-to-use security and storage solutions and high-value, recurring subscriptions to IT professionals in the way that works best for their organizations. We believe this is highly differentiated from our competitors and keeps our customers coming back to Barracuda over and over again. Our new program is designed to provide partners with the necessary economics, resources and
SME CHAT
opportunity in the traditional business, but the key message is that resellers need to be planning and implementing the right strategies for cloud now and in the future. They then need to take an advisor / thought leadership position with their customers and show them how greater efficiencies / scalability can be achieved by moving to a cloud model, perhaps developing transition plans, which can tie the reseller partner to a longer term relationship with their customers as they themselves evolve their IT infrastructure. As these customers transition to a cloud based model, reseller partners can evolve to become Cloud Integrators at the same time. Barracuda offers channel partners the right solution portfolio to achieve this transition by delivering technology that is cloud agnostic and agnostic about cloud vs. on-premises and/ or hybrid while delivering the solution that fits best for their customers’ current journey to the cloud. Through our breadth of delivery platform (Appliance or Virtual Appliance, via public cloud or utilizing the Barracuda Cloud), partners can make money in each of the scenarios and develop recurring revenue streams for the future.
“WE BELIEVE PARTNERS AND CUSTOMERS ALIKE HAVE COME TO RELY ON BARRACUDA AS A TRUSTED IT PARTNER.”
technology to enable their businesses. Barracuda was honored with the 5-Star Partner Program rating by CRN for its world-class partner program two years in a row. The 5-Star Partner Program rating recognizes an elite group of vendors that give solution providers the best partnering elements in their channel programs. Any success we have with our program and across the channel landscape is because of our partners. Tell us more about how Reseller Partners can be successful in selling cloud-based solutions. Channel partners have traditionally focused on the infrastructure or applications, selling and installing software and hardware solutions. They have invested and become certified in security, storage and networking, earning margin from the
resell and the implementation piece of solution sales. As the cloud model evolves, traditional channel partners need to think more in terms of being a ‘Cloud Integrator’ and delivering more services around aggregation of different cloud solutions for their customers and developing services to help their customers manage different cloud providers. The cloud model, if implemented well, can be a route for traditional channel partners to build strong recurring revenue models, whether through aggregation or ongoing services. The shift to this model however, will require a significant evolution of their business model and the skills they invest in as an organisation. The good news is that the Cloud Model is evolving and not all customers are moving everything to the cloud, so there is still strong
Name the distributors or VADs you have in India? M Tech, Round Robin and Redington India Limited are distributors we have in India.We had appointed Redington, one of the largest IT distributors in India, as our National distributor last year. As a part of this alliance Redington is distributing the complete Barracuda product portfolio through its network. This partnership has helped Barracuda leverage the strong reseller base of Redington to expand its customer solutions and reach in India. What kind of goal have you set in terms of geographic spread through channel or director, business growth, market growth for this year? Future plan for Barracuda is to continue building the Barracuda brand, end customer market and the channel community. We also want to continue building a team to focus on a hybrid model which will work with the partners and with end customers. Going forward our focus will be on to sell strategic solutions like WAF, Message Archiving and Next Generation Firewall to large enterprise businesses. We want to power our channel community even further. India is a high potential market for the entire portfolio of products and we will continue to invest locally as the business grows.
SME CHANNELS 37 JUNE 2015
SME CHAT
ASHOK PRABHU, CEO, VALUEPOINT TECHSOL
“BARRACUDA IS ONE-STOP-SHOP FOR SECURITY SOLUTIONS AND BACK-UP” For Valuepoint Techsol, Barracuda’s enviable security and storage solution offerings, and its Cloud based management interface for all its solutions is what makes it ideally suited for the SME market. In a chat with SME Channels Ashok Prabhu, CEO, Valuepoint Techsol, talks about the why Barracuda to him is a technology sale, and not a box sale. What was the deciding factor to join Barracuda Networks as a channel partner? Barracuda Networks has very enviable security and storage solution offerings and has an unrestricted user based licensing model for better ROI. Also, Barracuda has Cloud based management interface to manage all Barracuda solutions which is a huge advantage. This makes Barracuda ideally suited for the SME market. How important is upgrading the skill sets of your team, and how does the alliance with Barracuda help you get there? Barracuda Networks to me is a technology sale and not a box sale. Hence, we need to be fully updated and trained on the pre-sales and postsale implementation and support. Barracuda’s local pre-sales team plays a major role in training our technical resources and helps achieve certification subsequently. Which recent initiatives, according to you, will ensure more busi-
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ness for Barracuda Networks? Barracuda’s initiatives focused around Web Security, WAF, Firewall, Mail Security with central management will ensure more business for the company. What according to you is the impact of Barracuda products amongst the customer base in India? Customers are looking at consolidating their vendors when it comes to Security and Storage solutions and for Barracuda that plays a major part as they have an enviable stack of proven solutions. Any definite plans to ensure better brand connect with Barracuda Networks? We are planning to bundle Barracuda solutions as part of each proposal which will connect the Barracuda brand with our customer base. What is the big change you have seen in the past couple of years at the customer’s end?
“BARRACUDA NETWORKS TO ME IS A TECHNOLOGY SALE AND NOT A BOX SALE. HENCE, WE NEED TO BE FULLY UPDATED AND TRAINED.”
Customers are looking at consolidating their security investments and are looking for Solutions with better ROI. They are also exploring the Cloud Model for security implementations. Enterprises are looking at implementing solutions which offer high visibility into their network on their threat landscape. Also, detection based techniques are gaining momentum as most of the breaches have been attributed to the inability of solutions/policies to detect threats in real time. What does Barracuda offers that others do not? Barracuda Networks is a one-stop-shop for security solutions and back-up. It has an unlimited user based licensing i.e. not restricted to number of users and provides cloud Management on all solutions.
SME CHAT
VINAY SHARMA, OWNER, GEMINI INFOTEL, MANALI, HIMACHAL PRADESH
“THERE ARE GOOD BUSINESS OPPORTUNITIES IN THIS VERTICAL” For Himachal Pradesh-based Gemini Infotel its strength lies in providing effective solutions backed with timely support to our trusted customers. In a chat with SME Channels Vinay Sharma, Owner, Gemini Infotel, Manali Himachal Pradesh, talks about the opportunity in the market.
Brief us about your company? Gemini Infotel was incorporated in 2006, at Manali, Himachal Pradesh. We are the leading wholesaler and supplier of electrical equipment’s, Sudarshan solar, boiler and security products like solar water heating systems, hot water generator, Matrix digital EPABX system, Samsung LED Television, and Syska LED Lights, etc. Our skilled and well experienced team works in compliance with given client’s specifications to deliver the best customized product range. We further ensure that products are sourced from reputed global manufacturers and conform to the prevailing international standards. What is your turnover and growth percentage? Our turnover in the last financial year was Rs. 75 lacs and we grew by 15%. What is your strength in terms of market reach and others? Our strength lies in providing effective solutions backed with timely support to our trusted customers. Moreover, our dedication and loyalty has also helped us in expansion as we have been
promoting Matrix brand right from our initiation. This has helped us both in terms of growth and brand value. What kind of solutions and products you are dealing in? We are dealing in telecom and security products both from Matrix and other brands and we register good growth in both the verticals. How do you find telecom market in India? I have been in this business since 2006, and I personally feel that there are good business opportunities in this vertical. How do you find Matrix products in terms of its advantages vis-àvis other brands? Matrix is SUBSTANCE brand. Substance is in the DNA of Matrix solutions. Substance in the form of technology, depth, genuineness and going beyond the mere outer façade and offer more values in all the areas. This is what differentiates Matrix from the lot. Matrix solutions are packed with More. More
“AS A PARTNER I WOULD LIKE TO ADD MATRIX COMSEC RANGE OF PRODUCTS TO OUR EXISTING PORTFOLIO.” productivity, more applications, more flexibility, more functions, more features, more cost saving, more reliability, and more support. Matrix positioning is based on offering more of these true inherent values which customers expect from infrastructure solutions. What is the potential and challenge for Matrix in the market? Matrix security products and inventions are very promising and have immense potential for growth. And in the coming years, Matrix will be known as one of the leading brands across the globe. What the company needs to do to improve the market share? I think Matrix needs to emphasis on brand promotion and must meet customer requirements. As a partner what kind of products you want to add this year? As a partner I would like to add Matrix Comsec range of products to our existing portfolio.
SME CHANNELS 39 JUNE 2015
CASE STUDY
MATRIX
ADANI ADOPTS MATRIX ACCESS CONTROL AND TIME-ATTENDANCE SOLUTIONS After understanding complete requirement, and access control solutions for their 25+ business units and 12,000+ employees spread across the India and Indonesia.
INTRODUCTION Adani Group is an Indian multinational conglomerate company headquartered in Ahmedabad, Gujarat, India. Its diversified businesses include resources, logistics, agri-business and energy sectors. Managing employee’s attendance and timing from a central place is critical for them. They wanted to have centralized timeattendance and access control solutions for better productivity and security.
CHALLENGES l
Centralized time-attendance solution for all ports and business units l Different time-attendance policies for different locations l 3rd party integration with SAP software
SOLUTION OFFERED After understanding complete requirement, Matrix offered COSEC timeattendance and access control solutions for their 25+ business units and 12,000+ employees spread across the India and Indonesia. Centralized time-attendance and access control solutions has made their most of the attendance process accurate and faster. With real time notification it becomes easy to solve any exceptional situations by HR or Admin. l Centralized access control and attendance of 25+ business units l Error free attendance data of 12,000+ employees
40 SME CHANNELS JUNE 2015
MATRIX COMSEC Established in 1991, Matrix is a leader in Telecom and Security solutions for modern businesses and enterprises.
CASE SUMMARY LOCATION India SYSTEMS INSTALLED COSEC timeattendance and access control solutions
RESULTS Increase security of strategic business units by 15% Increase productivity of admin by 20% Reduce time of security department using centralized control and monitoring Error free timeattendance and overtime data for fast salary calculation
l Restrict unauthorized entry in all locations l Real-time integration with SAP l Connectivity using Ethernet, Wi-Fi and mobile broadband l Real-time SMS/Email notifications for exceptions
PRODUCTS l COSEC DOOR FOP - Fingerprint and RF Card based Premium Door Controller with LCD and Keypad l COSEC DOOR FOW - Fingerprint and RF Card based Door Controller with Wi-Fi Connectivity l COSEC PATH DCFE - Fingerprint and EM Proximity Card based Door Controller l COSEC PATH RDFE – Fingerprint and EM Prox Card based Reader
l COSEC PATH RDCM – Mifare Card and NFC based Reader l COSEC PATH RDFM – Fingerprint, Mifare Card and NFC based Reader l COSEC LE PLATFORM - Application Software Platform for 1 Million Users l COSEC LE User1000 – 1000 Users License for COSEC CENTRA LE PLATFORM l COSEC LE User10000 - 10000 Users License for COSEC CENTRA LE PLATFORM l COSEC LE TAM- TimeAttendance Module for COSEC CENTRA LE PLATFORM l COSEC LE ACM- Access Control Module for COSEC LE PLATFOR
REVIEW
PRODUCT
CANON PIXMA PRINTERS WITH AFFORDABLE CARTRIDGES
TP-LINK NC200 CLOUD CAMERA WITH 300MBPS WI-FI
tion PIXMA iP2870Scome bundled with new PG-745S black ink cartridge and CL-746S colour ink cartridges. Canon PIXMA MG2570Sis a compact and lightweight printer which allows it to
BY MANAS RAN JAN info@smechannels.com
TP-LINK NC200 CLOUD CAMERA, supporting speeds of up to 300Mbps Wi-Fi, offers a universal platform of sharing and control. It also offers a very modern day method of bringing security and peace of mind to you and your loved ones. TP-LINK’s NC200 looks to embrace these ideas by providing extremely user friendly experiences of home or office surveillance. The whole setup and control process follows a three-step policy of Connect, Register, and View, and takes only a few minutes to install before you are ready to put the camera to full use either through their tplinkcloud.com portal or tpCamera App. The tpCamera App, developed by TP-LINK, is available for both iOS and Android mobile devices, and represents an effective user-friendly way to take control of your NC200 Cloud Camera remotely, giving the user the ability to take pictures and record video at the touch of a button (or indeed, the tap of a screen). Another great feature of the NC200 Cloud Camera is the Motion Detection function, which can be set up to send immediate notifications via email or FTP whenever motion is detected. This automatic alert functionality allows users to remain aware of the situation, while keeping their property safe and secure. Additionally, the NC200 Cloud Camera supports a wireless connection of up to 300Mbps and is able to act as a Wi-Fi signal extender to help increase the range of your current wireless network. This means that fluid video streaming, coupled with impressive Wi-Fi coverage, provides both speed and stability for a greater end user experience.
Canon PIXMA MG2570S and the single func-
easily fit into even the smaller spaces and
FEATURES n Stable and fast 300Mbps wireless
shelves in a home. Auto Power ON mode detects a print command and automatically
connectivity
switches the printer ON with a USB con-
n E-mail or FTP notifications trig-
nection. Interesting features like My Image
gered by Motion Detection
Garden and Creative Park Premium allow
n 1/4� progressive scan CMOS
customers to create attractive collages, use
sensor n Real-time MJPEG compression n 4x digital zoom n Built-in microphone n tpCamera App on iOS or Android
Fun Filter effects to create calendars, etc. These eco-friendly printers have inbuilt ECO Information Window which can be found in the Quick Menu, it will help customers get
n tplinkcloud.com portal for easy viewing and management
an insight on the amount of paper saved and
n Wi-Fi Protected Setup (WPS)
colour.
n Wi-Fi Extender capability to help
eliminate dead zones
CO2 reduced. The printer is available in black Similarly, Canon PIXMA iP2870S is an affordable compact inkjet printer for every-
PRICE
day use. It can fit into smaller spaces and
On Request
shelves in a home. The Auto Power ON mode
CONTACT Brendan Lazarus, Mobile: +91-7405657988
WARRANTY On Request
detects a print command and automatically switches the printer ON with a USB connection. Using the Quiet Mode, users can print at any time of the day without thinking about the noise. The printer is available in black colour.
OVERALL RATING n Price: Canon PIXMA MG2570S- MRP 3,650, Canon PIXMA iP2870S- MRP 2,195 Warranty: On Request Contact: toll free no: 6862 2666.
SME CHANNELS 41 JUNE 2015
PRODUCT
NEW ARRIVALS
LENOVO
NEW LENOVO YOGASERIES
GIGABYTE
GIGABYTE BRIX ULTRA COMPACT PC KIT THE NEW LENOVO Yogo series comprising YOGA 300, YOGA 500, Lenovo YOGA 3 14” and the YOGA 3 Pro complete the extended YOGA franchise. Available across a much wider price range, the new YOGA range offers 360 degrees of flexibility with best-in-class features and enviable mobility. Launched in 2012, the uber-cool range of YOGA convertibles designed towards perfection has changed the way people use a laptop today. In 2013, the YOGA transcended the category by combining the best features of the laptop and tablet, thus truly becoming a PC+ franchise for Lenovo to cater to millennials. Based on customer-centric design that is not only on the surface but involved intense research on user habits and trends, the YOGA has ever since grown to be a key consumer brand for Lenovo globally and symbolises the essence of Lenovo’s consumer-centric innovation. The convertible design of the YOGA allows users to be adaptive, and makes it easy for them to step out of their comfort zone and do more with the device. The feature packed device helps the user to do things differently and be productive at the same time. n Price: INR 30,490 - INR 1,14,990, Warranty: On Request, Contact: 1800 3000 9990
THE GIGABYTE BRIX, an ultra-compact and versatile DIY PC kit, is small enough to sit in the palm of your hand, but in spite of its small size, it ensures a desirable combination of optimal CPU and GPU performance, peripheral connectivity options, power consumption, and of course, price. The BRIX DIY PC kit come with a pre-installed Wi-Fi Mini PCIe module, a power adapter and cable which comply with local standards. From there, the user has the liberty to configure his system to his specific need by selecting his preferred system memory and digital storage option. The BRIX models available in India support dual display functionality. While the Intel Core i3, Core i5, and Core i7 processor based models support dual display through HDMI plus Mini DisplayPort Outputs, the Intel Celeron processor based models do so via a VGA and an HDMI port. Equipped with the Intel® HD 5500 graphics, the Core™ i3 and i5 version of the BRIX system promises to deliver up to 20% more pixel-pushing performance than the previous generation. n Price: (approximate): Rs. 23,000, Warranty: 3 Years, Contact: Anilkumar Ramakrishnan, +91-22-40633218, email: anilkumarr@gigabyte.in
AMD
AMD 6TH GEN PROCESSOR AMD 6TH GENERATION A-Series Processor, the world’s first high-performance Accelerated Processing Unit (APU) in a System-on-Chip (SoC) design. Previously codenamed “Carrizo”, the 6th Generation AMD A-Series Processor takes advantage of extensive AMD processor and graphics IP enabling exceptional computing experiences not possible before. The 6th Generation AMD A-Series Processor is the most versatile notebook processor ever produced, built to excel at today’s and tomorrow’s consumer and business applications, delivering premium streaming entertainment, unmatched smooth online gaming, and innovative computing experiences, with all day unplugged performance.3 The world’s first high-performance Accelerated Processing Unit in a SoC design marks a number of technology firsts: the world’s first High Efficiency Video Coding (HEVC) hardware decode support for notebooks, the first Heterogeneous Systems Architecture (HSA) 1.0-compliant design, and the first ARM TrustZone-capable high-performance APU. The new processor harnesses up to 12 Compute Cores – 4 CPU + 8 GPU* – leveraging AMD “Excavator” cores and the third generation of AMD’s award-winning Graphics Core Next (GCN) architecture. n Price: On Request, Warranty: On Request, Contact: AMD Far East Ltd., Tel: +91-80-332-30000
42 SME CHANNELS JUNE 2015
www.cyberoam.com
Turning CIO into the next-generation catalyst Cyberoam NGFWs enable enterprise CIOs harness IT & network transformation with insights beyond security, helping them innovate, monetize and differentiate.
Key business benefits of Cyberoam NGFWs to CIOs: • Next-generation threat protection (also secures critical infrastructure / SCADA networks)
• Wirespeed gigabit performance • Visibility into BYOD and Virtual environments • Easy compliance • On-appliance Web Application Firewall (WAF)
Also available through
NICSI / NIC
Cyberoam Product Line : Network security appliances (Next-Generation Firewalls/UTMs)
Centralized Management (Hardware & Virtual)
Centralized Reporting
© Copyright 2014 Cyberoam Technologies Pvt. Ltd. All Rights Reserved. | For more information contact : marketing@cyberoam.com
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