SME ChannelsMarch 13

PLUS

IBM to Help Business Partners Seize the Big Data Opportunity /08

india’s first IT magazine for sme business VOLUME 04 | ISSUE 01 | PAGES 96 | MARCH 2013 | RS. 20/-

SECURITY CORNER

SME CHAT

SME TREND

Symantec: Mobile Market to Bring Next Phase of Growth /58

HP: “SDN Can Help Partners Build Large Networks“ /32

Schneider: Continues to Innovate /40

3RD

ANNIVERSARY SPECIAL

SMEs are vital for a country’s economic growth and is rapidly gaining dominance as the fastest growing economic segment. They are contributing a significant chunk of GDP and India, which is home to about 4.88 crore SMB units, is all set to become the largest SME nation globally. /42

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PLUS

Trend Micro Takes Channel Partners to Bangkok /22 www.smechannels.com

india’s first IT magazine for sme business VOLUME 04 | ISSUE 01 | PAGES 96 | MARCH 2013 | RS. 20/-

GUEST TALK

/88

Dell SonicWall: Security without Compromising Performance

SME TREND

/28

Dell: Government and Mid-Market Promising Areas for Dell this Year

FEATURE

/54

Cisco: Cloud Adoption is Faster

MY EXPERIENCE EDITORIAL

INDIA TO SPEND RS.16.65 LAKH CRORE SANJAY MOHAPATRA editor@smechannels.com

DOES ONE know that India requires Rs. 16.65 lakh crore in 2013/14 to spend? Out of this figure nearly Rs.2.48 lakh crore will be spent on subsidy. For example on petroleum the subsidy will be Rs.650 billion, on food it will be Rs.900 billion. And there are a number of other subsidies including fertiliser, etc. which could easily cross another Rs.700billion.

You know what is the source of the income for the expenditure? The government is expecting to generation Rs.133 billion through direct taxes and Rs. 47 billion from indirect taxes. Similar, the govt. expects Rs. 558.14 billion to be generation from the stake sales in state-run firms and targets Rs. 408.5 billion from airwave surcharges, auction of telecom spectrum, licence fees, etc.

If you calculate there is still a shortage of around Rs.6.29 trillion, which is expected to come from borrowing.

The whole of the figure is the presentation of union finance minister, Govt. of India, Mr. P Chidambaram, during his budget presentation in the Lok Sabha of the Indian parliament. The government will borrow 5.7 trillion rupees by issuing bonds in the current fiscal year that ends in March.

All the borrowing and income will be spent on women development, health, Scheduled Caste welfare, farm credit, malnutrition, rural job scheme, water, urban development, human resource development, midday meal scheme, food security and integrated child development.

The government will also invest heavily on infrastructure development and road sector. There will be scheme to enhance the health of state-run power utilities.

Having allocated funds on all priority areas, the government of India is thinking that there will be growth of 5% though touching 8% is not an impossible.

The entire figure given here shows the amount of money going into various projects in India and the opportunity for all the players is really great. To my reckoning IT is the catalyst of all the projects happening all across. There is always seen that whenever government starts spending the GDP, overall economy and in particular IT market makes an upward move. Some years back when India had touched 8+per cent GD growth, the government projects were the catalyst. So this year also, from the words of the finance minister of the country, the overall economy will perform well so also IT industry.

Last but not the list SME Channels has entered into its 4th year of operation and I would like to extend my heartiest gratitude to all the well-wishers and associates.

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HP ElitePad 900 HP BUSINESS tablet, HP ElitePad 900 is designed for businesses and governments.

It features the optional HP ElitePad Smart Jackets; which add connectivity options and an additional ultra-slim battery for longer runtime along with specific add-ons that customize the tablet for specialized uses.

As the mobile workers require, it is ultrathin and lightweight. It offers the full serviceability, enhanced security and manageability.

The Tablet delivers military-grade durability for drops, vibration, dust, temperature extremes and high altitude. Powered by nextgeneration Intel mobile processors, it delivers PC productivity for those on the go and Intel x86 compatibility for existing business application support. It is optimized for Windows 8 and supports touch- and pen- input.

SPECIFICATIONS It offers a 10.1-inch diagonal display, weighs just 0.63-kilos and measures 9.2 mm thin.

FINAL WORDING Priced at Rs.43, 500 and ensuring security and manageability, the tablet is ideal for today’s mobile workforce.

OVERALL RATING

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contents

MAR VOLUME 04 ISSUE 01

2013

ER COV RY STO

india’s first IT magazine for sme business

Publisher: Sanjib Mohapatra Editor: Sanjay Mohapatra Assistant Editor: Karma Negi Reporters: Aparajita Choudhury Executive Editor: Smruti Chaudhury Copy Editor: Neil D’Souza Web Designer: Vijay Bakshi Technical Writer: Manas Ranjan Satya Sagar Sinha Lead Visualizer: DPR Choudhary MARKETING Senior Manager: M Raj 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 / 9313891660 E-mail: raj@smechannels.com Bangalore Subrat S NO.661, 10th Main, 5th cross, 4th Block, Koramangala, Behind Old Maharaja, Bangalore-560034 Phone: 9886107294 E-mail:info@smechannels.com 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

The SME Route /42

SMEs are vital for a country’s economic growth and is rapidly gaining dominance as the fastest growing economic segment.

They are contributing a significant chunk of GDP and India, which is home to about 4.88 crore SMB units, is all set to become the largest SME nation globally.

TREND SETTER Canon /38

Want to Wean SMEs from Laser to Inkjet

SECURITY CORNER Norton /58

Mobile Market to Bring Next Phase of Growth

SME TREND Citrix /66

Networking is the Fastest Growing Business for Citrix

BC-286, Laxmi Apartment, Kestopur Kolkata-700101 Phone: 9674804389 EDITORIAL OFFICE

TOP

Delhi: 6/103, (GF) Kaushalya Park, New Delhi-110016, Phone: 91-11-41657670 / 46151993 editor@smechannels.com Bangalore 136/ 9, Ground Floor, Eden Crest Apartment, Grape Garden, Ejipura

VADS /70 BRANDS /76 PRODUCTS /90

more inside

Vivek Nagar PS Bengalore-560047 edit@smechannels.com

Printed, Published and Owned by Sanjib Mohapatra Place of Publication: 6/101-102, Kaushalya

Editorial~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ 04

Park, Hauz Khas

Snippets~ ~~~~~~~~~~~~~~~~~~~~~~~~~~~ 08

New Delhi-110016

SME Chat~~~~~~~~~~ 32, 36, 48, 50, 68, 75, 94 SME Trends~~~~~~~~~~~~~~~~~~~~ 28, 40, 52

Phone: 91-11-46151993 / 41055458 Printed at Karan Printers, F-29/2, 1st floor, Okhla Industrial Area, Phase-2, New Delhi

Feature: Cloud computing~~~~~~~~~~~~~~~ 54

110020, India.

Partner Corner~ ~~~~~~~~~~~~~~~~~~~ 62, 65

All rights reserved. No part of this publica-

Case Study~ ~~~~~~~~~~~~~~~~~~~~~~~~~ 64

tion can be reproduced without the prior

SME Solutions~~~~~~~~~~~~~~~~~~~~~~~~ 66 Guest Talk~~~~~~~~~~~~~~~~~~~~~~~~~~~ 88

written permission from the publisher.

Subscription: Rs.200 (12 issues) All payments favouring: Accent Info Media Pvt. Ltd.

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FIVE Ways to Boost sMB ProFItaBIlIty. Partner with McAfee and opportunities abound Millions of small and medium-sized enterprises are in search of a trusted security advisor. When you partner with the leader in digital security, you can take advantage of this tremendous growth opportunity.

Here are the top five reasons to say “yes” to partnering with McAfee: 1. Opportunity Increase deal opportunities in the growing SMB market when you partner with McAfee, the largest dedicated security technology company.

2. Flexible Solutions Offer your customers the most flexible security solutions for SMB—from SaaS to on-premise suites.

3. Profitability Start earning more, fast with up to 25% higher margins and lucrative McAfee SMB rewards programs, with quick and easy deal registration.

4. Program Address the needs of your SMB customers with a range of enablement tools, turnkey marketing programs, and exclusive profitability programs.

5. Breadth of Coverage Provide the right SMB solution for every customer need—email, web, endpoint, and mobile security—only with McAfee.

Need more reasons?

Learn more at www.mcafee.com/becomeapartner.

Copyright © 2012 McAfee, Inc. All rights reserved.

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SNIPPETS PRODUCT | CHANNEL | CONSULTING | SERVICES

for more log on to smechannels.com

IBM to Help Business Partners Seize the Big Data Opportunity IBM has launched a set of global initiatives to arm its global ecosystem of business partners to embrace cloud, mobile and big data analytics technologies to generate new revenue streams with new

buyers such as the Chief Marketing Officer (CMO) and the Chief Financial Officer.

IBM is empowering its business partners with tools and new services to maximize the efficiency

of their own digital marketing efforts and better serve their clients, especially small to midsize businesses in emerging markets such as India and Africa.

“The interdependence of mobile,

social, big data and cloud is undeniable, and will only multiply as data growth and mobile use continue,” said Mark Hennessy, GM, IBM Global Business Partners. “We are committed to the success of our business partners in this shift in the way we do business across industries and around the globe.

To seize this big data opportunity, IBM has laid the foundation for a comprehensive set of initiatives for IBM Business Partners, who are key to our growth strategy, can help these clients address their business needs as the business grows.”

IBM will now offer business partners one-year free access to cloud-based IBM Digital Analytics technology that helps businesses analyze big data to identify patterns in customer preferences and transform real-time marketing strategies to target the individual consumer more effectively.

IBM Business Partners in this program will also receive access to services to help them capture, qualify, prioritize and assign client leads more effectively.

IBM will increase its dedicated channel sales and technical sales specialists by 50 percent in 2013 to assist Business Partners in closing more solution opportunities.

RSA Unveils Big Data-Driven Risk Analytics RSA, The Security Division of EMC, has released the RSA Authentication Manager 8, the next-generation access control solution engineered to combine both strong one-time password technology and risk-based authentication to secure access to sensitive data and resources in the enterprise and the cloud.

RSA Authentication Manager 8 is engineered to use a risk-based approach to evaluate and assure user identities transparently. User login processes are fast, familiar and simple while RSA’s self-learning Risk Engine conducts authentication checks in the background against a number of unique risk factors to help assure the security of every user session.

Leveraging Big Data analytics, RSA Authentication Manager 8 is designed to provide deeper visibility into access control risk by building rich user profiles based on both device and behavioral characteristics to detect and permit normal behavior and challenge or block anomalous activity.

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SNIPPETS

8th Edition of Rashi CBF Concludes Rashi Peripherals has concluded the eighth edition of Channel Business Forum (CBF-VIII) at Gwalior and Agartala simultaneously on 16th Feb. This year the Rashi team travelled 2,800 km to cover across the country in 41 cities within 76 days, and over 3000+ partners participated in these 41 cities.

The purpose of such an event was to increase partners’ interaction with vendors, distributors and other partners of the location. The Rashi team helped the partners understand and enjoy the theme with a wide display of products offered by Rashi peripherals.

Rajesh Goenka, VP (Marketing & Sales), Rashi Peripherals Pvt. Ltd., said, “CBF has always been a crown jewel for Rashi and we have always strived to perform better and better every year. This event signifies the popularity and loyalty of partners from diverse backgrounds. We hope to make the next CBF bigger and better in every aspect. We at Rashi believe in value addition and this is the best addition to build a partnerdistributor relationship.”

Asia Powercom Organizes Channel Road Show in Coimbatore Asia Powercom conducted a road show for partners in Coimbatore to penetrate in the tier II cities of India. The road show attracted 35+ partners and they were educated on the use of good quality power products against the local brands in which quality of the products is compromised.

The company said that Asia Powercom team stressed on the value addition to the customers that partners can provide through educating and selling good quality products which may be priced slightly higher than the quality-compromised products available in the market at lower price.

HP Fulfills 1.5 Million Notebooks Commitment to UP Govt.

HP has begun fulfilment for India’s largest digital inclusion project – the distribution of 1.5 million HP notebooks by Uttar Pradesh (UP) government to eligible students in the state. The first 10,000 HP notebooks were handed out by the Uttar Pradesh Chief Minister Akhilesh Yadav at a ceremony held at Colvin Taluqdars’ College in Lucknow today.

As part of the project, HP notebooks are being provided by the UP state government to all students passing Class 12 or equivalent examinations in 2012, and enrolling for higher education, across 313 tehsils in the Uttar Pradesh region.

Rajiv Srivastava, VP and GM (Printing and Personal Systems Group), HP India, while lauding the UP government’s ‘vision of delivering technology access to 1.5 million students across the state,’ said, “It’s our privilege to be part of this groundbreaking project which aligns HP’s vision of using technology to change the lives of millions and making it matter for them through education.”

MY POINT

“Of the large countries of the world, only China and Indonesia grew faster than India in 2012-13. And in 2013-14, if we grow at the rate projected by many forecasters, only China will grow faster.”

P CHIDAMBARAM UNION FINANCE MINISTER, GOVT. OF INDIA

eScan SoHo Version With Cloud Security eScan launched 14 SOHO editions with cloud security during its reseller meet. Power packed with technologies such as eScan Security Network, Advanced Virus Control, MicroWorld Winsock Layer, Non- Intrusive Learning Patterns as well as Domain and IP Reputation Checker, eScan ensures proactive protection even from next generation threats announced the company’s press release. It also includes a new Tile-based GUI making it extremely user-friendly and is highly optimized to increase performance. With its Secure Delete facility under Privacy Control, users can permanently delete files and folders without the fear of having the files retrieved by the use of third-party applications, thus preventing misuse of personal information.

NETGEAR Switching Services for SMBs NETGEAR has expanded its switching services with a full range of 10 Gigabit Copper (10GBASE-T) switches for small and mediumsized businesses (SMBs), government organizations, educational facilities and other networks supporting fewer than 500 users.

The company has introduced three new switches including the lightly managed ProSafe 8-port 10 Gigabit Plus Switch (XS708E) for small networks, the ProSafe 12-port 10 Gigabit Smart Switch (XS712T) for small and medium-sized networks and the ProSafe 24-port 10 Gigabit Copper M7100 series Managed Switch (XSM7224).

ZyXEL Demos Wireless Mobile Solutions At Mobile World Congress 2013, ZyXEL demonstrated a comprehensive range of wireless mobile solutions, including 4G LTE CPEs supporting Voice-over-LTE (VoLTE), Femtocell and Wi-Fi hotspots, as well as a modular 4G LTE multi-WAN wireless gateway. This was ZyXEL’s first appearance at the Mobile World Congress (MWC), which took place in Barcelona, from 25-28 February, 2013.

According to the Global Mobile Suppliers Association (GSA), 145 operators had launched LTE-enabled commercial services in 66 countries by the end of last year. It forecasts that 234 LTE networks will be commercially available in 83 countries in 2013.

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SNIPPETS

Strontium Rolls out USB Reward Scheme In a bid to engage Resellers, Retailers and Channel Partners to participate in its USB Flash Drive Business, Singapore based Strontium Technology has announced a two-month duration special channel incentive scheme.

The scheme covers the entire range of Strontium Flash Drives purchased from the authorised distributors. Strontium USB Reward scheme is designed for pan India and valid till 15th April 2013.The special scheme will entitle the partners to avail this offer and earn rewards at the time of buying from the respective distributors.

The Resellers or Retailers have to buy the desired quantity in a single invoice from their authorized distributors viz. Hundia Infosolution, KBC Computech, OSR Distribution, Shree Computers Sales and Redington India Limited to the avail the free reward.

PANTEL UNVEILS PENTA T-PAD WITH JELLY BEAN OS

Pantel Technologies has launched tablet PC Penta T-Pad WS707C with Jelly Bean operating system.

It comes with Cortex A9 1.0 GHz processor, Mali 400 3D Accelerator GPU, 1GB DDRIII RAM, 8GB storage, and an EDGE enabled SIM Slot.

The company informed that it has a 7-inch, multitouch capacitive touch screen with 3D graphics support, and a high screen resolution of 1024x600 pixels for an amazing visual display. Besides, the power packed Penta T-Pad gift pack comes with 3D goggles for 3D video viewing and data cable. Further, the tablet PC comes with a dual camera, 0.3 MP front camera and 2.0MP rear camera.

Vijender Singh, MD, Pantel Technologies said, ““As a pioneer in the Tablet PC industry, Pantel Technologies is proud to introduce the power packed Penta T-Pad WS707C. Endowed with superior specifications, Penta T-Pad WS707C is an EDGE-enabled device which personifies performance with superior connectivity at an affordable price.”

Considering the user’s experience, the tablet PC comes pre-loaded with the Penta Application suite which contains apps such as 'YouTube', 'NexGtv', 'Facebook', 'Skype', and many more.

Penta T-Pad WS707C is not just high on entertainment but a perfect companion for all your professional, education and infotainment needs.

Atrust Launches Server/Client Solution on MultiPoint Server 2012 OS Atrust Computer has launched Server/Client solution based on Microsoft Windows MultiPoint Server 2012 operation system in India Market. Windows MultiPoint Server 2012 is the third version of a Windows product primarily designed for educational institutions that allows multiple users to simultaneously share one computer.

Based on Windows MultiPoint Server 2012, Atrust offers an integrated system solution incorporating the Host Servers (st100 and st110A), Zero Clients (m300, m302 connects to USB port; m320 connects to an Ethernet port) and Thin Clients (t60, t62 and t170W which support RDP with RemoteFX).

Windows.

Bitdefender Ensures Women’s Cyber Safety Alarmed by the increasing number of cyber security cases around the country, Bitdefender has taken the initiative to launch Toll Free number for helping Women in need of Cyber Security.

The service being a pan India initiative, the women can contact on 1800 1033 444 to secure their cyber space. This initiative is basically to ensure Women cyber safety and curb the on-going cyber crimes targeting women users especially on social networking sites and shopping portals.

Arghya Sanyal, South Asia Channel Director, Bitdefender, said, “The Toll Free Helpline is an initiative to help women victims of cyber crime/security who are not sure or unaware of whom to approach.”

Zebronics Unveils External Power Bank Zebronics has introduced its ‘Power Grid” line of mobile external power banks which can charge two tablets or devices simultaneously, and works with a variety of smartphones and small devices powered via micro/mini USB connection.

Zebronics External Power Banks are available in three variants, ZEB-PG2400 (8, 88 wH, 2400 mAH), ZEB-PG4800 (18wH, 4800 mAH) and ZEB-PG7200 (26.6 wH, 7200 mAH). It comes bundled with Micro USB and Mini USB connectors and all the accessory cables enabling users to connect and charge their digital devices such as phones, laptops, tablets, media players or gaming devices.

neoteric Creates Awareness of Intel Products Among Partners

neoteric infomatique limited conducted Xplore & Evolve and Xperience Live events for Intel in Coimbatore and Surat on the 21st of December and 28th of December, 2012, respectively and Xperience Live was conducted from the 26th - 29th December 2012 at IT Street in Bangalore.

The objective of the Xplore & Evolve events was to generate awareness for Intel’s products amongst the partner community.

BPE Appoints Iris as National Disty BPE has appointed Iris Computer as its national distributor. With this appointment BPE aims to boost its penetration into IT system integrator channels’ various power requirements.

Rupesh Kumar Sr GM, said, “Iris has a wide network, with 33 branches, and many SIs are already aligned with them.”

BPE’s AGM Vishal also informed the launch of two partner specific program, BPPC (Best Power Corporate Partner) and BPPV (Best Power Volume Partner) program.

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SNIPPETS

25% of Enterprises Will Have an App Store by 2017 By 2017, 25 percent of enterprises will have an enterprise app store for managing corporatesanctioned apps on PCs and mobile devices, according to Gartner, Inc. Enterprise app stores promise greater control over the apps used by employees, greater control over software expenditures and greater negotiating leverage with app vendors, but this greater control is only possible if the enterprise app store is widely adopted.

“Apps downloaded from public app stores for mobile devices disrupt IT security, application and procurement strategies,” said Ian Finley, research vice president at Gartner.

“Bring your own application (BYOA) has become as important as bring your own device (BYOD) in the development of a comprehensive mobile strategy, and the trend toward BYOA has begun to affect desktop and Web applications as well. Enterprise app stores promise at least a partial solution but only if IT security, application, procurement and sourcing professionals can work together to successfully apply the app store concept to their enterprises.”

NEC INDIA TO REINFORCE VOLUME SALES WITH CHANNEL EXPANSION In an endeavor to strengthen its presence in India NEC India concluded its “NEC Partner Connect 2013” in Dubai.

The four day channel partner conference was organized to commend the performance of its partners and celebrate milestones made in focused sectors such as Healthcare, ITES and Retail. In addition to applauding large customer gains, the company also outlined its roadmap for FY2013.

At the event, NEC rewarded all its partners with certificates of appreciation for their exemplary support in growing the business and meeting customer demands effectively.

Commenting on the occasion, Zubair Alam, GM (Sales & Marketing), NEC India elaborated, “Our vision is to drive the ONE NEC approach to empower our customers with holistic IT and networking solutions to meet their display, communication and security needs. With this vision in mind, our go-to-market strategy aims to reinforce volume sales with strong focus on channel expansion, engaging into mutually beneficial relationships for all turnkey projects, drive enhanced market share through focus on high growth verticals – Hospitality, Telecom, Government sector, Education, Healthcare & BFSI.” Ravinder Raina, Country Head (Private Network Solutions), NEC India, said, “Our partners have extensively contributed to our success and been instrumental in taking our brand values to our esteemed customers. With continued assistance from our partners, we have been extremely successful in achieving a leading position with SMBs in India.”

EXECUTIVE MOVEMENT

DOUBLE DIGIT GROWTH FOR INDIA PC MARKET IN 2013 THE OVERALL INDIA PC SHIPMENTS FOR CY 2012 STOOD AT 11.0 MILLION UNITS RESULTING INTO A YEAR-ON-YEAR GROWTH OF 3.5% OVER CY 2011. DESPITE A DRAG ON OVERALL IT SPENDING, THE GROWTH IN THE INDIA PC MARKET WAS DRIVEN BY SPECIAL PROJECTS LIKE ELCOT AND SPURT IN CONSUMER DEMAND FOR NOTEBOOKS. VENDOR SHARE - INDIA OVERALL PC MARKET, CY 2012 (% OF SHIPMENTS)

42.7% Others

15.9% Lenovo

15.2% HewlettPackard

13.2% Acer

13% Dell

Diversified industrial manufacturer Eaton has named Subhasis Chatterjee managing director for the company’s Hydraulics business in India.

Canon India has promoted Puneet Datta as Director of Professional Printing Products (PPP) group, Canon India.

Sushil Virmani has been named as sales director, Electrical Sector, South Asia, Eaton.

Autodesk has appointed Sunil M.K. as head of its Architecture, Engineering & Construction (AEC) business, for its India operations.

Avaya has appointed Hrishi Parthasarathy as director, Channels and Strategic Partners, India & SAARC.

IDC Asia Pacific Quarterly PC Tracker, CY 2012

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SNIPPETS

Synology DiskStation Manager 4.2

DIGEST

Synology has released the official version of DiskStation Manager (DSM) 4.2. It features LUN Snapshot and Clone to provide up to 256 snapshots per LUN. Synology High Availability (SHA) now supports more DiskStation/RackStation, and together with Global hot spare disks, ensures business continuity across enterprise and SMB environments announced the company.

DiskStation Manager’s radius server enhances Wi-Fi security and offers centralized authentication for access control. Disk Usage Report visualizes storage usage for IT admins, generating storage reports to ensure best storage utilization. Moreover, Synology NAS can provide TFTP service to create a PXE environment, allowing users to boot up systems over the network.

The company further informed that the enterprise-ready Cloud Station supports nearly unlimited user accounts and merges easily into LDAP and AD environments. Data management becomes more efficient with up to 52% of performance gains in file transfers to Mac.

ASUS INTRODUCES ZENINSPIRED DVD WRITER

NETAPP BOOSTS Q3 ’13 PERFORMANCE NetApp has reported results for the third quarter of fiscal year 2013, which ended January 25, 2013.

Revenues for the third quarter of fiscal year 2013 totalled $1.630 billion and the revenues for the same period a year ago totalled $1.566 billion.

The report further said that for the third quarter of fiscal year 2013, GAAP net income was $158 million, or $0.43 per share compared to GAAP net income of $120 million, or $0.32 per share for the same period a year ago. Non-GAAP net income for the third quarter of fiscal year 2013 was $243 million, or $0.67 per share compared to non-GAAP net income of $216 million or $0.58 per share for the same period a year ago. NetApp estimates that the share count for the fourth quarter of fiscal year 2013 will increase to approximately 372 million shares.

The company said that during the third quarter of fiscal year 2013, NetApp extended its product and technology innovation leadership., strengthened its alliance ecosystem of strategic best-ofbreed partnerships, and continued to be recognized as one of the world’s best places to work.

Asus has launched Zen-inspired Asus SDRW-08D3S-U, an external slim DVD writer compatible with Smart TVs and pads. The DVD writer’s AV Function instantly switches to AV Mode with one press to play content with more devices informed the company.

Asus SDRW-08D3S-U has Drag-and-Burn interface with only three simple steps to burn a disc and one of the major features is Double the Security On-the-Go Disc Encryption II that doubles the security with password-control and hidden-file name functionality, providing maximum data protection. Disc Encryption ensures Double Security and privacy for the data. Disc Encryption features provide 128-bit encryption for protecting data discs.

KINGMAX PRO EXTREME SERIES UNVEILED Kingmax has launched a Kingmax PRO Extreme Series memory card which features SDXC and SDHC products, increase shot-to-shot speed for HD recording. It comes with maximum read speeds of 90MB/s and maximum write speeds of 60MB/s.

Kingmax PRO Extreme Series memory cards are available in a range of capacities of 16/32/64GB. When shooting photos with 16 mega pixel resolution, users can save up to 11440 photos on a 64GB card. With that same card, users can log up to 320 minutes of video at (1920x1080)/28Mbps resolution. These cards are temperature proof, shock proof, x-ray proof and magnet proof and moreover it support UHS-1 speed mode SDR104.

RAPOO LAUNCHES 5.6MM WIRELESS TOUCHPAD KEYBOARD

Fujitsu Introduces 39.6 cm Lifebook AH552SL Fujitsu India has launched the Fujitsu 39.6 cm Lifebook AH552/SL which comes with built-in switchable webcam and microphone. It features 3rd generation Intel Core processors and Intel mobile platform.

Alok Sharma, Country Manager (Workplace Systems), Fujitsu India, said, “The Fujitsu Lifebook portfolio offers a range of entry-level and more powerful, individual solutions. Fujitsu Lifebook delivers highest reliability, driven by a unique combination of German precision engineering and Japanese quality, supported by 30 years of experience. This unbeatable combination is now available ex-stock in India.”

Dell’s Inspiron 15z Promises a Faster Touch Experience Dell has made new addition to the line of Inspiron Series with the Inspiron 15z Ultrabook.

As part of Dell’s flagship Inspiron brand, the Inspiron 15z includes a built-in optical drive, great battery life, Intel Rapid Start Technology and Intel Smart Response Technology along with 3rd Gen Intel Core CPUs. Available at a starting price of Rs. 41,990 + taxes it features Waves MaxxAudio 4.0 audio processing and Skull candy speakers, is 21 mm thick and weighs 2.17kg (non-touch). It also boasts of Corning Gorilla glass touch display, optional NVIDIA GeForce GT630M 2GB DDR3 graphics; weighs only 2.46 kg (touch) and a mere 23 mm in thickness.

Rapoo has launched wireless 5.6mm touchpad keyboard, E9080 which is designed to address the requirement of wireless speed and boardroom presentation setups where PC is connected to a big screen. It is a ‘floating’ controller that will allow one to direct the action from anywhere in the room.

Further Rapoo informed that the E9080 connects using 2.4GHz wireless via USB 2.0 receiver. The QWERTY portion has 82 physical keys and a multi-touch surface for 19-button numeric keypad. With a finger-swipe along the bottom edge, the pad turns into a massive 72x106mm touchpad with two-finger scrolling and a three-finger tap gesture that functions as a right-click.

PORTRONICS UNVEILS SCANNY 5 Portronics has launched a rechargeable scannerScanny 5, fifth scanner in the series. In one charge, Scanny 5 can scan 1200 pages and can easily be charged through the AC plug within a few minutes. With Scanny 5, you can scan a document of more than 4 feet in length and width of an A4 page at a time announced the company’s press release.

The white-coloured Scanny 5 weighs 190 gms and is easy to carry. It is lightweight but has a robust design in terms of usability. The pricing is 6,999 INR and is available across India.

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Digicare Shifts Service Center to Andheri, Mumbai

LG EYES 30% MARKET SHARE FROM STAND-ALONE MONITOR

Digicare has shifted its Kalina Service center to Andheri, Mumbai. The company had planned to locate its RMA centers with close proximity to its customers, with primary objective of making its warranty support infrastructure more accessible to partners and customers announced the company.

Krishna Upadhyaya, Business Unit Head, Digicare, said, “We believe in servicing our customer’s needs in the quickest possible time. The availability of high class technical support center with latest debugging tools and other facilities such as BGA rework machines will certainly help bring delight to our customers and strengthen the sales efforts made by our distributor, dealers and resellers.”

Upadhyaya added, “In our constant endeavor to be reachable to our customers, wherever they are, we are expanding and adding service centers across the country. We always attempt to stay closer to our customers and to fulfill this objective; for this, we are adding service centers in the IT hubs of major cities”.

Unistal Ties Up With Wipro

With the launch of 19.5” display PC Monitor, Model No 20EN33, LG Electronics has entered into a new category in the monitors segment, and plans to increase the category presence to 55%.

The series would have an Entry Segment 15.6” (39.62 cm) and 19.5” (49.53 cm), a Mid Segment 20.1” (51.05 cm) and 22” (55.88 cm), and a Higher Segment 23” (58.42 cm) , 24” ( 60.96 cm), 27” (68.58 cm) and 29” (73.66cm).

The new line up includes 16EN33, 19EN33, 20EN33, 22EN33, 23EA53, 24EN33, 27EA33, Sanjoy Bhattacharya, IT Head, 24EA53, 27EA53 and 29EA93. Keeping the Indian LG India consumer sentiments in mind, all the models’ onscreen displays would come with a language option of Hindi, which is another added advantage of the product.

Sanjoy Bhattacharya, IT Head, LG, India, said, “This category contributes 50% sales to the over-all PC Monitor segment, and now with the introduction of the 19.5” 20EN33, LG aims to increase the category presence to 55%. Our strategy is to up sell from 18.5” screen size to the newly introduced 19.5” screen size.”

He further added, “LG hopes to capture 30% market share from the stand-alone monitor market and establish product leadership in the monitor category.”

Further, the 19.5 inch PC monitor 20EN33TS is priced at MRP of Rs 6,900/-

Unistal Systems has signed up an agreement with Wipro Limited for a minimum of 200000 quantity of three of its utility products to be bundled along with Wipro computers which will be shipped within 12 months.

These 3 utilities software include Unistal’s flagship OEM product Crash Proof, the data loss prevention software, Data Wipe, the permanent file deletion software and Port Locker, the data leakage/data theft prevention software.

Alok Gupta, MD, Unistal Systems Pvt Ltd, said, “We have a decade old association with Wipro and we are delighted to have this new tie-up. Together we will maximize opportunities for Government, end user, SMB and Enterprise markets.”

HGST Appoints Avnet as Disty

LinguaNext Endorses SAP

HGST (formerly Hitachi Global Storage Technologies and now a Western Digital company) has appointed Avnet Technology Solutions (Avnet) as a new authorized distributor for HGST storage products, expanding its reach in India and the sub-continent (SAARC).

As part of this agreement, Avnet will distribute the company’s Enterprise and Mobile drives, and Touro external storage solutions in India and the SAARC region. The new alliance with Avnet gives customers a broad range of high-quality, reliable HDD and SSD solutions for a broad range of enterprise, cloud, personal storage, consumer electronics and notebook applications announced the company’s press release.

Avnet will distribute HGST’s Ultrastar SSDs and HDDs, Travelstar HDDs, Touro external storage solutions.

LinguaNext has partnered with SAP for the Indian sub-continent enabling all SAP solutions to be used in all Indian languages without any changes to the SAP database.

The company informed that with Linguify, many new business areas with strong local language requirements can now harness the full power of SAP solutions. SAP software now being available in Indian languages allows all businesses to get an off-the-shelf solution instead of having to spend time and money in developing custom solutions.

Linguify supports all Indian languages including Hindi, Marathi, Gujarati, and Tamil. Adopting Linguify S. does not require any upgrades or patches to the SAP software or to its underlying database. Linguify S., which supports all versions of SAP, works completely on the client-end, and does not impact the enterprise data-center.

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Eaton Continues its Focus on India Market Eaton has inaugurated its Filtration division’s first manufacturing, assembly and distribution facility in India. The new manufacturing facility occupies an area of 6,500 sq. ft.

The primary focus at this location is to manufacture Eaton’s Internormen filter elements with specification and distribution that support local customer requirements. The facility will offer element and filter assembly services, filter systems assembly and customized filter element design and manufacturing.

Richard Jacobs, President, Eaton’s Filtration division, said, “India continues to be one of our focus markets. This new facility will further energize our efforts towards bringing Eaton’s industry leading Filtration solutions to our customers in India.” Eaton has approx 103,000 employees and sells products to customers in more than 175 countries.

CYBEROAM ACHIEVES GLOBAL ISO 20000 CERTIFICATION Cyberoam has become world’s first network security player and the only UTM vendor to achieve global ISO 20000:2011 certification.

Assessed by Det Norske Veritas (DNV) Ltd of UK, this certification recognizes Cyberoam Global Support Management Centre (GSMC) for demonstrating excellence in post-sales product and technical support to its global customers. This achievement highlights Harish Chib, Sr. Vice President, Cyberoam GSMC’s capabilities in ensuring desired Cyberoam Technologies consistency, traceability and readiness to augment customer experience and confidence with excellent technical support services. The ISO 20000 assessment had Service Strategy, Design, Transition, Operation and Continual Service Improvement aspects as key focus areas.

Harish Chib, Sr. Vice President, Cyberoam Technologies, says, “We understand that more and more organizations, irrespective of their scale, size and business nature seek to implement stronger network security backbone. They expect network security to be the strongest link in their IT infrastructure and see technical support carrying strategic importance. I’m glad to say we have succeeded in fulfilling our global customers’ expectations to ensure admirable quality system for post sales technical support, to help them build adequate cyber resilience. ”

AMD Launches “Never Settle: Reloaded” Bundle Program

Foxconn Rules the Tablet OEM Business

AMD has announced the arrival of its “Never Settle: Reloaded” game bundle, the sequel to last year’s “Never Settle” bundle.

“Never Settle: Reloaded” delivers by bundling up to four of this year’s most anticipated PC games “BioShock Infinite” by 2K Games and Irrational Games, “Crysis 3” by Electronic Arts, “DmC Devil May Cry” by Capcom and “Tomb Raider” by Square Enix - with select AMD Radeon HD 7900 and HD 7800 Series graphics cards.

“AMD knows gaming and in 2013 we plan to make a huge mark on the industry,” said Matt Skynner, Corporate VP and GM, AMD Graphics. “The ‘Never Settle: Reloaded’ bundle clearly stands apart from anything else in the market. Gaming has always been, and will remain, the core of the AMD Graphics strategy and success. In 2013, we plan to forge greater inroads into the gaming industry and it begins with packaging this year’s biggest games with the best graphics hardware from AMD.”

Foxconn has declared that its revenues reached a NT$351.733 billion (US$12 billion), representing an on-month growth of 27.6%.

Foxconn’s December revenues will continue to be strong and the fourth-quarter revenues are likely to exceed NT$1 trillion, an on-quarter growth over 40%. Sources believe that Foxconn’s revenues have been influenced by Apple products and also for the orders that Foxconn has received from Amazon and Microsoft.

The company’s press release informed that it continues its domination in the tablet OEM business in this fiscal cycle.

Defenx Strengthens Foot Prints in India Defenx has announced that it has expanded its branches across all metro cities in India which include Bangalore, Mumbai, Kolkata, New Delhi, and Chennai. This effort was put-in to assure partners on faster support and services.

The second phase of expansion in major cities like Hyderabad, Chandigarh, Ahmadabad and Lucknow is targeted to complete before the end of March 2013. With these expansions, Defenx would extend faster support to the channel and also target to increase the business development activities in India. The channel partners will be given training on how to sell the Defenx products effectively.

The company’s press release said that Defenx is one of the few companies in the world which has its own software engine. Defenx follows two strategic business lines, one is IT and the other is telecom.

Vishal, CMO, Defenx Software Solutions, said, “It’s our first step towards successful penetration to have our presence in all metro cities. We have been growing steadily in the market and are expecting to do much more with this expansion. Shortly you will see our focus in educating the tier II city’s channel partners as well.”

Plextor Introduces M5PRO SSD Series To penetrate in the India market Plextor has launched M5PRO SSD series with read and write speeds of 100,000 / 88,000 IOPS. The Plextor M5Pro is a professional SSD designed for business and advanced users who demand high performance, reliability, and true data integrity announced the company’s press release.

The M5Pro has is backed by a unique Robust Data Hold-out Algorithm in Plextor’s exclusive firmware further added the company.

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McAfee Reveals the Rise of New Ways of Hacking

TREND MICRO TAKES CHANNEL PARTNERS TO BANGKOK

McAfee has released the results of ‘Mobile Security: McAfee Consumer Trends Report’, documenting sophisticated and complex risky apps containing multi-faceted scams, black market crimes, drive-by downloads and nearfield communication threats.

The report identifies a new wave of techniques hackers use to steal digital identities, commit financial fraud, and invade users’ privacy on mobile devices.

According to IDC, mobile devices are surpassing PCs as the preferred way to access the Internet and the number of people using PCs to go online will shrink by 15 million over the next four years, while the number of mobile users will increase by 91 million. With the mobile space becoming a more enticing platform for online mischief, the complexity and volume of threats targeting consumers will continue to increase. Using its extensive global threat intelligence network (GTI), McAfee Labs analyzed mobile security data from the last three quarters.

Kaspersky Business Security Soln

Trend Micro along with its regular schemes and offers materialized an incentive tour to Bangkok for select channel partners. After having established itself in the enterprise business, Trend Micro is aggressively looking at gaining strong foothold in the consumer segment beginning from January, 2012 in India announced the company’s press release.

The company further added that it wants to ensure profitability of the partners and assist them in achieving this by selling world-class product. Channel schemes designed for tier-1, -2 and -3 partners by Trend Micro help partners to make money. “From the product perspective, Titanium gives good value proposition to the channels,” said the Company.

Rajat Sahu, PMM (Consumer, India & SAARC), Trend Micro, said, “This scheme was an initiative to further promote and empower our partners and simultaneously offer the best of value added services.”

Kaspersky Lab has unveiled new generation of business security solutions designed to help businesses overcome the latest challenges in managing a secure and efficient network. Kaspersky Endpoint Security for Business is the first true security platform built from the ground up, offering a business critical combination of deep protection, efficiency and seamless manageability claimed the company.

It comes with a number of new and improved technologies that allow IT Administrators to see, control, and protect their network. It lets administrators secure and protect data, even on employees’ own smartphones and tablets and mobile endpoint protection can be deployed remotely through centralized MDM.

Symantec to Go Beyond PC Symantec has launched a system builder pack for Norton Internet Security which contains five different licenses. It provides the flexibility on products, flexibility to start the licenses for small medium, micro businesses and end customers.

Moreover, the company said that it will continue to invest on the leadership of PC but the main focus is to go beyond the PC and develops it for future.

Ritesh Chopra, Country sales Manager (Consumer Products and Solutions), Symantec Corporation, said, “The products are designed and available for channel to go and sell because the PC sales are dipping, laptop goes out and tablet rules but the software channel need not be worry about it because Norton has taken the leads of bringing the products which are catering to the new upcoming market.”

Microsoft India Expects Higher SMB Adoption of Office 365 Microsoft has rolled out its next-generation Office 365 for businesses in India. Launched in mid-2011, Microsoft says Office 365 is one of its fastest growing businesses globally.

The suite seamlessly integrates with cloud and works across multiple devices, and is social. Apart from word, PowerPoint, Excel, Outlook, OneNote, Access, Project and Visio it also includes updated Lync Online, Exchange Online, SharePoint Online and Yammer.

The software giant revealed that the number of small and medium-sized businesses using office 365 around the world grew over 150% in the last 12 months.

For small to large enterprises the suites are priced between $6 per user per month to $22 per user per month depending on the capabilities.

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For more information Call : 1800 425 8970 email : marketing_in@trendmicro.com http://affinitypartner.trendmicro.com

Delhi : 91-11-42699000 Mumbai : 91-22-28395776 Bangalore : 91-80-40965068 www.trendmicro.co.in

Š 2012 Trend Micro, Inc. All rights reserved. Trend Micro and the t-ball logo are trademarks or registered trademarks of Trend Micro, Inc

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FusionStor Brings Inova Unified Storage Series for SMBs

DIGEST

FusionStor Technologies, the US based company in servers, storage and switches, has launched a high performance Inova Unified Storage Appliance Series in India market. It would support multiple connectivity and access options.

Inova Unified Storage Appliance Series comes as all-in-one storage platform offering NAS, iSCSI (IP SAN) & Fiber SAN connectivity. It focuses on small- medium sized businesses looking for top class features within their means. The series ensures best–in class space utilization, power efficiency & advance enterprise features announced the company’s press release.

The line up, which offers rackmount and tower Unified Storage appliances, is embedded with security features like data protection, multiple raid protection with hot pluggable drives, iSCSI to FC Migration and vice versa.

Fortinet’s FortiGuard Labs has launched new cloud-based sandboxing and IP reputation services that are designed to help protect against advanced persistent threats (APTs). The new FortiGuard Labs services provide additional protection capabilities for the company’s FortiGate, FortiCloud, FortiWeb, FortiDDoS and FortiDNS network and application security platforms.

APTs are usually operated by highly-skilled teams or governments and use advanced technology and multiple methods and vectors to reach specific targets and obtain sensitive or classified information.

VIEWSONIC LAUNCHES FULL HD HYBRID PROJECTOR ViewSonic has launched laser LED hybrid Full HD home cinema projector, the ViewSonic PRO 9000 at an MRP of INR 1,79,999. Intelligently combining breakthrough laser and LED technologies to provide more stable and safer hybrid lighting elements, the lamp-free Pro9000 enhances 50% color range and has 100,000:1 contrast ratio announced the company’s press release.

The Pro9000 delivers vibrant, sharp, saturated high quality images and a rich color spectrum, enriching overall color rendition and displaying high-definition multimedia content in Full HD resolution. With the Pro9000, users can enjoy dynamic multimedia content from high definition Blue ray DVD players, media players and games consoles projected onto large screens.

The ViewSonic Pro9000 also provides an environmentally friendly and sustainable solution in any environment calling for premium projection experience.

Dell Enables Partners to Engage with End-customers Dell India organized a series of ‘Solutions for Success’ events in 10 cities of India in association with the respective partners. The aim of these events was to empower the Dell partners to better address their customers’ requirements. This event series initiative was taken to enable partners to jointly address the customer pain points with Dell solutions.

Ajay Kaul, Director & GM, Global Commercial, India, stated, “We feel that this event campaign is a perfect platform to reach out more customers jointly with our commercial channel partners showcasing our commitment towards the India market. This event was focused on communication various solution from Dell which would enable the customer to be successful in their business growth journey.”

Seagate Brings New Wireless Storage With the mobile revolution gaining ground and the usage of smartphones and tablets proliferate in a big way, Seagate has launched 2nd Generation 1TB wireless storage, Seagate Wireless Plus Mobile Device Storage which is designed to wirelessly stream content for up to eight smartphones and tablets and it comes with 10 hour battery life and USB 3.0 adaptor. This storage device is accessed through the mobile Seagate App for Apple iOS, Android and kindles Fire devices.

Rajesh Khurana, Country Manager (India and SAARC, Vietnam, Philippines), Seagate Technology, said, “Regular campaigns, road shows and advertisements are the part of our strategy to position our products in the market. Moreover we have four distributors which include Redigton, Supertron, Ingram Micro and Fortune as well 400 channel partners who also help to cater our products across the country and we help always help and enhance our channel partners in order to make them adopt new technologies.”

FORTINET RELEASES NEW SERVICES AGAINST APTS

NEVALES NETWORKS GETS A SILICON VALLEY ADDRESS Keeping with its expansion plans, Nevales Networks has established its office in Silicon Valley. To support Nevales’ efforts in this direction, Kaushik Thakkar, Silicon Valley-based entrepreneur and Co-Founder will be taking over as CEO. In his new role as CEO, Kaushik will be in charge of providing strategic direction, creating international opportunities and driving the global eco-system roadmap for Nevales.

Ravishankar will take on the role of President India Operations continuing focus on expanding channel partnerships and enterprise accounts in the Indian market.

POLYCOM OFFERS BYOD SUPPORTING VIDEO COLLABORATION Polycom has launched Polycom RealPresence Mobile 2.2, a software update which includes Polycom Smart Pairing technology, content sharing and SVC support for Android devices, as well as new support for the Apple iPad mini and Apple iPhone 5.

Polycom SmartPairing technology with ability to control Polycom room systems now supports an Android tablet which was first announced in October 2012 for Apple tablets running iOS. It pairs tablets to Polycom’s video conferencing systems.

WATCHGUARD ANNOUNCES A 3-CITY TECHNICAL TRAINING WatchGuard Technologies successfully conducted two days hands-on technical training on 21st & 22nd Feb. ’13 for its channel partners in Mumbai. The training was done by WatchGuard expert trainer, Mr.Carlo Alvarez, who has been specifically called for this purpose. Followed to this, WatchGuard has organized similar trainings for two more cities – Chennai & Delhi on 25th & 26th Feb. and 28th Feb. & 1st March 2013, respectively.

“The security threat landscape is changing fast and blended threats need blended solutions.

At WatchGuard, it is our continuous endeavour to provide our partners solutions that can meet the ever-evolving challenges of network security threats effectively and it is equally important to train them on these solutions,” said Mr. Mohit Puri, Country Manager, WatchGuard India & SAARC.

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Check Point in Leaders Quadrant Check Point Software has been positioned in the leaders’ quadrant for Gartner’s recently published Magic Quadrant for Enterprise Network Firewall1. Check Point has been in the leader’s quadrant for 16 consecutive years.

Gartner defines leaders in the Enterprise Network Firewall Magic Quadrant as “containing a mix of large and midsize vendors, with the common element of making products that are built for enterprise requirements. These requirements include a wide range of models, support for virtualization and virtual LANs, and a management and reporting capability that is designed for complex and high-volume environments, such as multitier administration and rules/policy minimization.

An NGFW capability is an important element as enterprises move away from having dedicated IPS appliances at their perimeter and remote locations.

TP-LINK UNVEILS 300MBPS ADSL2+ MODEM ROUTER TP-LINK has launched TD-W8968 300Mbps Wireless N USB ADSL2+ Modem Router in India. The 3-in-1 device combines the functions of a DSL modem, an NAT router and a wireless access point. With 4 LAN ports, it provides users to access and share Internet connections wirelessly at speeds of up to 300Mbps, allowing for seamless use of bandwidth-sensitive applications such as HD Video streaming, online gaming and Internet calls.

The device supports various Internet access methods: ADSL, 3G using the versatile USB port or Ethernet WAN (EWAN) connection using the interchangeable LAN/WAN port. It gives users the freedom to choose Internet connection from ADSL, VDSL/Cable/Fiber modems and 3G modems.

The company said that with the TL-W8968’s multi-functional USB 2.0 port, users can share printers, files or play media throughout the network at home with several different computers, using the device’s FTP server functions.

Matrix IP-PBX and Grandstream IP Phones are now Interoperable Matrix Comsec and Grandstream networks have completed interoperability between Matrix NAVAN and ETERNITY range of IP-PBXs and Grandstream cordless DP715/710 IP-DECT phones.

The interoperability of Matrix IP phone systems with Grandstream cordless IP-DECT phones provides freedom to roam anywhere inside the office and still be reachable to co-workers.

Grandstream DP715/710 cordless IP-DECT phones offer industry’s best wireless VoIP solutions with excellent voice quality, affordability and wide indoor/outdoor radio coverage for mobile communications. The plug-n-play installation and wire-free operation eliminates the need for physical wiring on user desks. With tight integration of Matrix NAVAN CNX200 and ETERNITY IP-PBX features, Grandstream IP-DECT users can connect as cordless extension of the system and access range of call management features of IP-PBX systems such as call pick-up, transfer, forward, conference, voice mail and many more while working from anywhere inside the office building, campus or cafeteria.

Aditya Infotech Empowers Channel Partners and SIs Aditya Infotech Ltd. (AIL) has joined hands with Dahua Technology, professional manufacturer in the security and surveillance field for empowering and equipping channel partners and system integrators with knowledge on Dahua’s new technology and latest product categories as part of “Dahua Technology Show” programme.

AIL and Dahua initiated these technology road shows in 5 major cities including Chennai, Bangaluru, Kolkata, Ludhiana and Ahmadabad, across India wherein Channel Partners and System Integrators came from different spectrum of the surveillance domain.

Emerson Network Measures the Speed of Mobile Revolution Emerson Network Power has released an infographic that illustrates how rapidly convergence is happening and what it means for consumers and providers. The advent of the smart phone has fundamentally changed the way consumer’s access information. In 2007, before the introduction of the smart phone, consumers purchased almost 300 million PCs. In 2011, that number was 350 million. In 2007, about 1.1 billion people accessed the internet from PCs and about 400 million from mobile devices.

AOC Unveils 27” LED Display System AOC has introduced i2757Fh 27inch IPS LED Monitor which comes with 2 HDMI Ports for multi- connectivity with gadgets like play station, DVD Players, Set top boxes etc. The monitor offers a maximum resolution of 1920 x 1080 and comes with 16:9 aspect ratios and 20,000,000:1 contrast ratio.

The company informed that the i2757 breaks the norm of standard LED monitors that offer a viewing angle of 170’ / 160’; this monitor offers a viewing angle of 178’ / 178’, which provide wide viewing angle both horizontally and vertically.

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GOVERNMENT AND MID-MARKET PROMISING AREAS FOR DELL THIS YEAR Dell has been in the India market for the last eleven years and is transforming itself from a seller of PCs and accessories to providing solutions and services to enterprises of all sizes.

BY: KARMA NEGI

karma@smechannels.com

W

ith business dynamics changing companies across the world over are undergoing a transformation and are increasingly looking at solutions to survive in the market. In the last two years Dell has been on an acquisition spree and has acquired almost 20 companies. Traditionally having a legacy of being hardware oriented it’s in the process of transitioning from selling products to selling solutions.

Dell has been in the India market for roughly around eleven years and has close to about 2,000 partners in the country.

The transformation that Dell has undergone is aimed at bringing up the level in terms of the work it does with the customers and aligned with this Dell acquired close to 20 companies in the last two years, which bolstered its product portfolio with a wider range of end-to-end solution offerings for the customers. This also spells good opportunity for the partners who can work with their customers more like consultants and become trusted advisors rather than just selling products.

“My personal belief is that apart from the amount of resources we spend on our own people on imparting them with skill on the latest technologies and offerings, we also should be spending equal amount of resources on our partners as well. Because they are going to be the frontrunners for us when it comes to giving these

technologies and solutions in tier 1 and 2 cities where they play a critical role,” says Ajay Kaul, Head (GCC), Dell India.

India boasts of having the second largest SMEs in the world. Dell refers to it as the mid-market segment and in India it spans across tier 3 or even tier 4 cities. And the customers here have high expectations from the OEMs and usually want them to do lot many things and Kaul say that with Dell’s offerings it makes a lot more sense for customers in these cities to go with them and it will be the partner in these cities who will take these solutions to the customers.

He further says that all the customers have highly benefitted in terms of scalability as all its solutions are highly scalable and as their business and requirement grows, adding to the infrastructure it won’t pinch hard on their pockets. Dell is also working on specific programs which are aimed at these cities and says has seen a rampant growth specifically in these tier 2, 3 cities maybe tier 4 cities coming up. “And these partners when we enable them with these offerings are in a position to provide a variety of choices to these customers.”

Dell recently launched a program called “Emerging market program”, and has identified 11 cities, which it calls as the Next Cities, where they feel there is a good potential growth of IT requirements. In each of these cities specific partners have been identified who will be work-

ing with Dell and the customers in enabling these technologies for the latter.

“It becomes a good ecosystem. Where the partner is enabled, partner enables the customers and it’s a win-win situation for everybody. We have also recently started Dell’s Engineers Club where we register engineers of our partners. The idea is to enable them with in depth knowledge to go through the product and solutions offering that we have. And this is also a forum where they can get together and share their case studies or best practices they have done in some place and can also be done at the customers’ sides,” adds Kaul.

For the partner communities who have been traditionally selling the products and solutions of its recently acquired companies like SonicWall, Wyse, Quest Software, there lies an opportunity as once these partners are on board the whole Dell product portfolio becomes open to them.

Kaul explains, “Partner who was selling only SonicWall till yesterday can now sell servers, storage and the entire ecosystem to those customers. And at the same time the erstwhile Dell partners who were not able to sell Dell Thin clients can now start selling them. So there is a host of opportunities for partners on both the sides. There is no dearth of customers’ needs or requirements. The question today is of selling the right things, being at the right time and ensuring that you have few options that you can provide

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to the customers today, rather than just going with a single strategy.”

Kaul further says that the customers are always on the top of their minds and makes sure that they don’t suffer during the integration of the companies. “We strive to get these integrations in the best possible time frame and have already on board these partners from the companies as well and there are synergy being placed. Hence I don’t see it as an issue, in fact as an opportunity.”

For customers and partners who lack enough capital there is Dell Financial Services to help them in such situation. Dell is also working with third party finance organisations with whom the end-customers or the partner might be comfortable with. Then there are distributors in the market who also support this need and Dell also works with them when resellers execute their requirements through those distributors.

“We are as much flexible as we can be. We understand the need of having these financial capabilities in place and being flexible enclosing all those areas. And we don’t see any issue on that because lot of partners do enjoy credit facilities. We are aware of that need being there. And we have enough resources and way and means,” informs Kaul.

Cloud computing is one of the initiatives Kaul feels will gain momentum in 2013.

Though so far it has not performed as expected but as per the projections from research com-

“Today, we are not looking at making IT objectives of the organisations rather trying to see how we can align with their business objectives.”

AJAY KAUL, HEAD (GCC), DELL INDIA

panies by 2013 Cloud will be something to look forward to.

Dell has offerings on cloud for the customers, and the partners working with Dell can become the enablers of those services for the customers.

For this year Dell India is looking at two areas which it says looks promising. First is public, the govt area where after a lot of push and pull, lot of focus seems to be coming up and are opening up on various fronts.

The second is the mid-market or the small and medium businesses which have been able to sustain in the industry through ways and means, and are now slowly growing up and investing in various areas. They are not traditionally from the main metro cities.

“So these are the two areas we think should be promising as the year progresses,” says Kaul.

And in order to work with the partners effectively Dell has classified them under “partner profiling”. For example, partners who have an expertise in working in the government space and have the desired solutions. “Earlier SIs had to work with 5-10 OEMs to stitch a solution. But today the majority of the solution requirements are being met by Dell alone. Today, a lot of them are keener to work with us and we reciprocate the same in working in the govt space with them,” he says.

In the mid-market space Dell is identifying the partners in each of the 11 cities mentioned earlier, and enabling them with products and technologies which are ready for usage. Dell has signed up with Digilife Distribution and Marketing Services (DDMS), the distribution arm of HCL Infosystems, for entry level enterprise products, like entry level servers, entry level storage, and entry level network, and have products available off the shelf in these 11 cities. This means that customers in these cities will get a product whenever he wants it.

In order to have dedicated partners Dell intends to enable them with whatever the needs that they may have to fulfil the requirements of these customers.

Kaul shares, “These are some of the things which we feel will put Dell very strongly in the customers’ mindshare and partners as well. I think it will be a promising year for us.”

Finally…

“In a nutshell, today we are not looking at making IT objectives of the organisations rather we are trying to see how we can align with their business objectives. At the end of the day IT is not the need customer has, it is the business need they want to fulfil and we along with partners are trying to get into that level,” concludes Kaul. SME

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SME CHAT

PRAKASH KRISHNAMOORTHY, COUNTRY MANAGER, HP NETWORKING, HP INDIA

“SDN TO HELP BUILD LARGE NETWORKS“ The SDN market is hotting up and is projected to grow to $3.7 billion by 2016, according to IDC. SME Channels spoke to Prakash Krishnamoorthy, Country Manager, HP Networking, HP India, to know more about SDN and its plans for the future.

Excerpts.

2012 was a disappointing year for many vendors. How did this year fare for you?

The last two three years were not easy; each year had its own share of problems and while economy was trying to revive the telco industry came to a standstill. Telco is a big part of networking business and when telco started limping back, there were inflation, liquidation issues within corporate etc. Last year, in particular, was a mixed year.

Though we were unable to meet some of the growth objectives but we did meet a lot of other key metrics of the business like winning in the high end, getting into the data center, the cloud space, and being part of customers’ cloud strategy.

We wanted to enlarge our reach and acceptance in the channel community and SIs, as well as the smaller reseller community. I think from that perspective we are able to build a very cohesive segmented approach for all the three plays.

We have a GTM aligned customers indentifying working with SIs like HCL, Wipro, TCS. In the Channel space we have segmented them into Value channel and Volume channel. And done right investments in the form of trainings.

Growth was missing last year but this year we are looking forward to see the real growth happen because those basic elements that we need to run a business, we fixed it last year.

Now that you have put in place

all those elements what will be the GTM for 2013?

Our whole GTM is built around how do we engage with some of the top corporate houses in the country for which we have a specialist team.

India has a very large number of mid-sized enterprises. And they continue to expand and hire more people, open new offices, go to new cities. So we are aggressively going for this vertical, which we call the mid-market, using our partner community called the C3 specialist. And the lowest end of the market which is distribution and sub distribution we have a community of business partners. So we are trying to work in a very clear and systematic way both in the high-end and lowend segments.

In which verticals do you see business happening?

India’s manufacturing still has potential growth hence for me the number one priority vertical is manufacturing, followed by financial services.

Insurance sector is still a high growth opportunity market and this year we will see a good growth happening in this sector as BYOD really appeals to the sector. So I think insurance sector will see phenomenal growth in BYOD. And in the coming years we will focus on insurance sector as it employees a huge workforce who are mobile workforces.

How are you targeting the huge SME opportunity that India presents?

For us the SME is a growth engine; we manage this business, customers very well. Our products come with lifetime warranty which significantly appeals to them. We have 200 odd partners who carry our products as stock, and are readily available. And we also play in that what you call the 1 GB space very well.

A particular area of large focus and interest that I and my team have in SMEs is around wireless.

SMEs may not build fancy offices but they still will hire more people. Thus in a limited space if you have to have more people coming in and working wireless is the best way to connect to resources and people. So we are seeing good growth and we have also brought to market some very interesting technology for wireless which are very well designed for SME space.

In addition, while setting their own networks SMEs also try and leverage technologies like IP telephony, putting surveillance in their premise, CCTV cameras etc. They also put the modern display devices and terminals and products, and all these devices take advantage of what we call the PoE. That’s a category where our switches are very well designed and we outperform some of our competitors in the market. So if you look at SME space our 1 GB, PoE, wireless access device are significant to that market space. These products

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SME CHAT

There are two fold opportunities for partners.

First, the complexity associated with building a network that only big companies can set a big network, that myth will get busted. Small organisations, understanding few core tech elements can set a large network. And this happens because the complexity associated with each and every device of the network gets removed.

Today with SDN what you can do is take the control panel to the controller environment, from a single pain which is a SDN controller you can actually purpose all those devices out there as part of the network. So you do not need to put so much talent and skill and intelligence everywhere.

SDNs bring lot of power to the small reseller who with a good grasp of SDN technology can seamlessly, and effortlessly build even massive networks. And as industry becomes more and more aware of open flow and as more and more switches from all vendors become open flow enables somebody who has a good understanding of SDN controller architecture, an individual who knows how to do it is good enough to deploy thousand of network elements.

“A PARTICULAR AREA OF LARGE FOCUS AND INTEREST THAT I AND MY TEAM HAVE IN SMES IS AROUND WIRELESS. BECAUSE SMES MAY NOT BUILD FANCY OFFICES BUT THEY STILL WILL HIRE PEOPLE.”

are all designed with the SMEs in mind: easy to install, easy to manage, easy to upgrade.

Another trend we are seeing is that SMEs are also expanding. So the definition of SMEs also varies a bit. An SME can also have branch offices.

So we also make very simple, easy to use routers built for the SME space. And some of our entry level routers come with wireless so it’s not only a router but also router plus wireless.

And what about the services?

SMEs want a technology simple and easy.

All they need is a good break fix technology. If a product fails they know how to get it quickly.

Most of our products have lifetime warranty which means the life of the customer and the life of the product is long. And if a product fails we ship a new one and only then the customers ship back the defective one. This kind of system

works all over the world, it’s not something new and SMEs simply love the way how easy it’s to buy an HP product and live with that product lifelong.

So I would say in terms of retention of the customers our retention of SME customers is almost 100%.

What about SMEs in BYOD? I think SMEs will take on BYOD faster than anybody else because for them it’s about speed, and time. For SMEs BYOD as a technology has universal appeal but the segment which will adopt wireless in my opinion is SME followed by corporate.

HP and other players have been firming up SDN strategies, what are the opportunities for partners in this?

How much focus is on enterprise and SME? This is a difficult question. Show me who has got the money, or the requirement. I think today we are in a unique position where we have the products, and people aligned into those segments.

Enterprise and SMEs are like two eyes. I maintain a sharp focus on SME because there is business happening everyday, and at the same time I maintain a sharp focus on enterprise because enterprise buys big. So I need both.

In a month 30% of our business comes from SMEs and the rest is a mix of government, public sector and large enterprises.

How strong is your finance arm?

We do have a HP finance service as a financial lease arm or tech finance arm. But we do not see too much of SMEs needing it because some of these technologies, investments aren’t heavy. They are not huge investments. Most of the customers are the mid-sized corporate or the large corporate and not truly SMEs. There is a belief in the industry that SMEs need money. SMEs need working capital.

I think SMEs typically look at finance for machinery etc. I haven’t truly come across an Indian SME wanting to finance their network infrastructure. What they probably need is extended credit day. I think the SMEs manage the 30 day credit or 45 day credit. It varies. Some SMEs are typically given cash and do cash discount and buy. That’s my personal take.

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SME CHAT

MANOJ JAIN, VP, MICROTEK INTERNATIONAL “MICROTEK

“CHANNEL IS ALWAYS A PARTNER IN GROWTH WITH THE COMPANY” Microtek International Pvt. Ltd., is one of the largest power products manufacturer having products like Line Interactive UPS, ONLINE UPS, DIGITAL & SINEWAVE INVERTERS/UPS EB/UPS E2/UPS 24x7. The company relies heavily on its 21000 channel partners in terms of its go to market. SME channels spoke to Manoj Jain, VP, Microtek International to know more about their market strategy… Excerpts.

What is the market size of power continuity market in India? What is the opportunity for this year?

The size of the market could be more than 5000crores. The opportunities are same as earlier, deteriorating power situation is always going to keep the power backup market on growth track.

Which market verticals are likely to drive the UPS and other power solutions business in India?

The major segment going to be is SOHO and domestic households.

What are your views on SMEs being largest buyers?

SME’s will be largest buyer’s for Hi-end and big units only.

What is your USP vis-à-vis the competition?

MICROTEK has always stood for the masses and has been regularly designing and developing value for money range of user friendly products, supported by pan India service network of more than 113 service centers and 355 service points.

That has been the unique strength of microtek.

What is your preparedness to meeting the fresh challenges?

Microtek the leader in power products have been innovating in technology with time to meet fresh challenges. After launching regular series of backup ups and inverters, microtek launched e2 energy efficient range with environment friendly technologies like ZPS-Zero Power Switching, DFLC- Digi Fuzzy Logic Charging etc.

Subsequently Microtek has also launched 24x7 gen-next technology based ups/inverters with IBGM-Intelli Battery Gravity Management technology which prolongs the life of the battery and charges the battery quickly.

What is your distribution and channel strategy?

Microtek has network of more than 21000 committed dealers and distributors all across India.

What kind of channel empowerment would you make this year?

Channel is always a partner in growth with the company.

What is strategy?

your

marketing

Our market strategy is channel based, from time to time we are giving our channel partners attractive incentive schemes. We ensure availability of our products at customers nearest point.

Which products would you promote with the SMEs? We have developed a Multi-Inverter series from 2.6KVA to 5.6KVA, this series inverters are designed with latest technologies and are suitable for most of the industrial as well as IT Applications.

What is your support strategy?

Microtek has a pan India service network of more than 113 service centers and 355 service points. That has been the unique strength of microtek.

What kind of growth are you expecting this year and what will be the contribution of SME specific products?

Microtek is expecting good growth as it has achieved in last many years and the share of SME segment is going to be quite reasonable.

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CANON

WANT TO WEAN SMES FROM LASER TO INKJET Canon CSP Group has done some restructuring in its sales team and plans are afoot to grow its direct channel. It is also expecting approximately 25% growth for inkjet, and in laser too, it plans to maintain its share.

BY: KARMA NEGI

karma@smechannels.com

A

RAJEEV TEWARI, DIRECTOR (CSP GROUP), CANON

“APART FROM THE ADVENT OF THE NETWORK PRINTER THERE HAS ALSO BEEN THE ENTRY OF THE INK EFFICIENT PRINTERS WHICH CAN GIVE A HIGH YIELD AT A LOW CARTRIDGE COST. AND THESE ARE THE KIND OF PRINTERS WHICH CAN TAKE THE PRINTER BACK INTO SME SEGMENT.”

ccording to research company InfoTrends despite recent advances in the office inkjet technology, laser devices continue to dominate office environments worldwide. It estimates that approximately 73% of print devices in the office in 2011 were laser based (globally) compared to 27% for inkjets.

Even the SMEs show favouritism towards laser and are of the belief that even though the inkjet printer cost is low but the printout cost is high.

Canon India too have seen a fare share of its customers moving to laser but it wants to turn the trend towards inkjet and bring back the SMEs to inkjet.

On weather weaning the SMEs to inkjet will not affect its own laser market Rajeev Tewari, Director (CSP Group), Canon, says, “It doesn’t happen that way because then we will also be trying to capture from the mid and high end drive we will also try to capture the enterprise segment.”

He explains that technologically wise there hasn’t been much change in any product, they have remained the same, however there has been an improvement in the quality of the ink. “Apart from the advent of the network printer there has also been the entry of the ink efficient printers which can give a high yield at a low cartridge cost.

And these are the kind of printers which can take the printer back into SME segment,” he says.

As far as GTM for Canon goes it is based on restructuring its sales and channels. Being the number two in laser market, Tewari informs they grew very rapidly in inkjet market last year. From around 12% share beginning with 14% share in Q1, with a share of 24% in Q3 and 22% in Q4, it exited the year at 19%. It was an improvement of

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12% from the previous year and hence increased by 7%. This year Canon is expecting approximately 25% growth for inkjet.

In laser too, it plans to maintain its share. Last year, it lost a little bit of share. Tewari reasons, “We didn’t have the right products in the MFD segment and that’s the area which is growing. We are trying to bridge the product gap in that area.”

Canon has also done some changes in the sales team of both inkjet and laser. Till now it was present in 25 markets for laser and in 17 markets for inkjet. Now it has merged the sales teams from inkjet and laser and created a team of 52 people who will be present in important markets in India and continuously improve and monitor the secondary sales.

Therefore, the basic shift has been from primary to secondary sales. So this is the overall strategy for selling inkjet or laser through the traditional distribution channel by making the teams available locally. And thereby improving the secondary sales, Tewari reasons, primary sales automatically gets improved.

However, in inkjet and laser there are two areas which Tewari says needs to be strengthened. In laser there is the need to strengthen the mid and high-end color products. Normally these mid and high-end color products are not

sold by the traditional distribution channel but have to be pushed because the enterprise customer don’t buy boxes, rather they want to see if this fulfil their solution requirements. With this in mind Canon is appointing value added resellers and canon corporate partners. These people have direct contact with the customer, and are in touch with SMEs and medium organisations and they sell the product there, demonstrate the products, and describe the benefits.

“So this channel will help us in improving our mid and high-end color sales for inkjet or laser,” avers Tewari.

While for inkjet improvement is required in the direct connect or direct selling area. Direct connect means that today people are buying the inkjet printers from LFR like Croma, Reliance, etc. They are buying the printers off the shelf, online, TV shows etc. (Canon’s partner Star CJ sell approximately 3,000 printers in a month). Hence to bring the products closer to the customers Canon is planning to increase its presence in the retail area of shops and electronics hops too. “We should have lot of presence in the retail area of the shops nearby and electronics shops everywhere which sells a TV, washing machine etc. Inkjet printer can also be made available there. Electronic stores have started keeping mobiles, iPads etc., so why

TREND SETTER

not our printer too be made available there.”

Canon has its own brand stores called Canon Imaging Square, and at present there are approximately 93 of them, and in the coming year this figure is expected to go to 160, which means that it will add approximately 70 store retail points.

Similarly, in the national retail chains or the large format retail like Croma it is present at 330 locations which will go up by 510.

“We have our own direct partners (means these direct retail stores which we started on an experimental basis this year) and have appointed 10 partners and in the coming year after seeing their success we are going to increase it to 40 partners.

So basically in 2012 our product was displayed at approx 445 places and plan to grow this to 760,” informs Tewari.

Finally…

To survive in market which is not growing, Canon’s strategy is to improve its market share.

In inkjet it plan to give lot of emphasis on the ink efficient printers, Wi Fi connected printers and on multiple color printers, and also plans to come out with printers in color variants.

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SME TREND

SCHNEIDER

CONTINUES TO INNOVATE With the traditional UPS market touching its maturity curve there is nothing much to differentiate. Therefore, leaders like Schneider Electric are focusing on developing energy efficient green UPS giving reasons to buy over other products.

BY APARAJITA CHOUDHURY

aprajita@smechannels.com

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ower supply has always been a major issue for India. This has direct bearing on the industrial performance of the country. And has led to the growth of uninterrupted power supply (UPS) in the Indian market and it’s growth ratio is proportionate with the growth of the overall industry. And this condition has allowed the major domestic and the MNC players to vie for more piece of the pie.

However, the power solution industry is bogged down by the challenges of withstanding the cheaper import products and increasing cost of operation due to rise in the raw material. Some syndicated market report says that the UPS market in India is about Rs. 3,000-Rs. 3,500 crore although it is difficult to get data from the local players. However, Frost & Sullivan reports that demand from IT, ITeS, government and manufacturing sectors is anticipated to drive the UPS market and India’s UPS market is estimated to reach $828.2 million by 2017-18. Hence MNCs and Indian suppliers are putting in lot of efforts to sustain their leadership position in this very market as well as preserve their margins. Schneider Electric IT Business India Pvt. Ltd., formerly known as APC by Schneider, a global leader in integrated critical power and cooling services is also managing to maintain their strong foothold in the UPS market.

Today, in terms of technology, there is a rapid change within the UPS technology platform, and industries are breaking away from the traditional platform to IGBT platform. Schneider Electric IT Business, which claims that ‘they are the pioneers in this IGBT platform, invests a lot in R&D, to innovate and brings out new products. In 2012, the company launched high- performance Back– UPS, which, it says is the most energy efficient

green UPS. The entire concept is about how the company minimizes the energy consumption, which can help the customers to save on energy usage. So more and more green concepts are coming in the topology of the UPSs and going forward, the customers can expecthow to reduce the power consumption and OPEX spend. Besides, the company is working on beyond the UPS space by looking at technologies which can manage and monitor the UPS installations.

Jayabalan Velayudhan, Director (Strategy and Business Development, IT Business India), Schneider Electric, says, “At Schneider Electric, in the UPS business we are into power protection and management, so there is a continuous investment that is happening especially for India as ‘India for India’ initiative, where more focus is on developing products which are suited for the Indian environment. We have our dedicated R&D team which work on such solution. Besides, we find out what are the energy efficient solutions which are possible considering the applications which the UPS or the power systems are put into, so there is a dedicated focus on developing products and enhancing the portfolio.”

In terms of market reach, Schneider Electric is present in most of the tier-I, II and III cities via 8,000 plus partners across India. Velayudhan maintains, “We have been rapidly growing as compared to two years back. We will increase the channel partners from 6,000 plus to 8,000 plus, the city coverage was 300 plus which we are planning to increase to 500 plus. As growth moves from tier -I cities to tier -II and -III cities, we are present in that.”

Empowering and motivating channel partners have always been the significant tool of any organization’s strategy to increase the sales or pro-

JAYABALAN VELAYUDHAN, DIRECTOR (STRATEGY AND BUSINESS DEVELOPMENT, IT BUSINESS INDIA), SCHNEIDER ELECTRIC

“WE WILL INCREASE THE CHANNEL PARTNERS FROM 6,000 PLUS TO 8,000 PLUS, THE CITY COVERAGE WAS 300 PLUS WHICH WE ARE PLANNING TO INCREASE 500 PLUS. AS GROWTH MOVES FROM TIER-I TO TIER-II AND -III CITIES, WE ARE PRESENT IN THERE.” ductivity, Schneider Electric too continues to run innovative incentive programs and training programs for the channel partners. As per Velayudhan, the company also has a few web platforms which have been developed. Coming back to the partners programs, the company has High Power Partner program covering the SIs, and Secured Power Partner program covering that ETSI partners. “These are all highly specialized partners and require focus training and sales enablement tools which are available, and all these things are actually happening,” remarks Velayudhan.

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The structure of partner program actually depends upon the certification and enablement of the channel partners. Schneider Electric has two types of partner programs one which enables the partners. It is more towards enablement, training and certification of the sales, services teams and technical resources which are available with the partners. The other program is the incentive program, which is driven every quarter. Under this program, the company has certification program called Channel Landscape program where the partner gets certified on various levels, right from registered, premier, select and elite partner program.

It is said that on the business side or enterprise side, the market is slowly moving towards solutions and services space, so now the question arises whether the channel partners are also following the same trends or direction? Velayudhan, avers, “On enterprise side, the partners are getting more into the solution space providing end-toend solution, so it is not only products selling they also have to be into solutions as well as services.

Services that are available includ audit and assessment, promotion services, upgrade and retrofit

services and energy management services, etc. So these are some of the services portfolio which has got added to the solution as well. Thus, more and more partners are migrating from only product or box selling to solution and services.”

Whereas on the home and SMB side, the partners are largely into box selling but they are also moving into value selling so as to increase the portfolio of offerings. Besides, as the value proposition enhances in solution selling, the margins are much higher in solution and services space.

“The margins vary. Higher the value addition higher will be the margins,” says Velayudhan.

Schneider Electric has four layers of partners, i.e. Registered, Premium, Select and Elite. The Registered and Select Partners are more into box selling and the Elite Partner program covers largely the SIs that is where the solution and the services play happens. So there is equal focus on all the four layers. And the company is encouraging and helping all partners to expand their pie of business in the market.

There are millions of MSMEs in Indian market and it is growing fast. MSMEs will get into higher value adds. And Schneider Electric is quite cog-

SME TREND

nizant of this and has therefore products starting from 600Va to 20 kVA for them. Even the products for the entry level market are different from the competition, it says. For example, one of the entry level products - the BACK UP Pro 2012 is the most energy efficient product. This is helps to minimize the energy consumption and the consumer can save as much as Rs. 2,000 on electricity bills.

The OPEX-based market is another trend, which is also happening in the UPS market. Segment wise, this model differs but Schneider Electric is watching the situation.

Finally, Compay reveals that the growth in the next year will be much higher than what is predicted in 2013. As per the syndicate reports are concerned, the market will grow 7 to 8%. Moreover, the impact of all that is happening in the market place also signifies that the decision making is slightly delayed but there is no dearth of projects. While the delay in the decision making still continues, Schneider Electric hopes that H2 will be better than H1.

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COVER STORY

SME MARKET

THE SME ROUTE

SMEs are vital for a country’s economic growth and is rapidly gaining dominance as the fastest growing economic segment.

They are contributing a significant chunk of GDP and according to market research firm Zinnov India, which is home to about 4.88 crore small and medium business units, is all set to become the largest SME nation globally.

BY KARMA NEGI

karma@smechannels.com

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ndia has the second largest SME population, second only to China.

With 50 million SME’s spread across the geography, about 10 million are technology ready and are adopting IT solutions to meet their business needs. They are considered as the growth engines of the Indian economy. According to Zinnov, the SME

contribution to GDP has been growing at a steady rate of CAGR 12 percent over the last seven years and will reach $15 billion by 2015.

Considered the backbone of the Indian economy, today small businesses view IT investment as a strategic decision enabling them to fulfill their business needs. They are looking at adopting tech-

nologies to help them scale their business and give them a competitive edge.

Although the initial cost of migration and low awareness is a deterrent but they have started realizing the need for robust IT infrastructure. And taking in account the stagnant economic situation, India SMEs are somewhat concerned about the current economic climate. Their overall

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COVER STORY

SME CONTRIBUTION TO GDP HAS BEEN GROWING AT A STEADY RATE OF CAGR 12 PERCENT OVER THE LAST SEVEN YEARS AND WILL REACH $15 BILLION BY 2015.

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SME MARKET

“SINCE THE SMES ARE PRICE SENSITIVE, CLOUD COMPUTING, WHICH OFFERS ‘PAY BY DRINK MODEL’ IS FAST BECOMING A PREFERRED MODEL.” ARUN DHARMALINGAM, VP (PARTNER LED VELOCITY AND DISTRIBUTION SALES), CISCO INDIA AND SAARC.

performance has been moderate – showing a revenue growth of around 6% annually in ’12 says AMI-Partners.

To get an idea on how fast the SME market is growing, consider this. According to IDC, 38% of Enterprise IT spending in 2011 was by the SME segment. The proportion is expected to grow to 43% by 2015.

Not only this, today, SMEs contribute to a major chunk of business. Around 60 percept of WatchGuard’s business comes from SMEs and for Cyberoam nearly one fourth of its business is realized through customers in SME segment. Cisco has achieved 45% CAGR Y-o-Y in the last three years in the Partner-led segment and expects this momentum to continue.

Mobility is fast establishing itself as a fundamental tool in SMEs. They have begun to embrace BYOD, cloud, virtualization etc. “While a significant number of SMEs are still at a basic technology adoption level, others are fast moving to more mature levels and new age technologies like collaboration — especially video, data centre and virtualization, cloud and cloud based services are fast becoming preferred investment options among SMBs,” says Arun Dharmalingam, VP (Partner

Led Velocity and Distribution Sales), Cisco India and SAARC. AMI survey finds that the future outlook for SMEs is quite positive; they are optimistic about the future since a significant proportion of them feel that business conditions will get better in the next 3-6 months. SMEs also have significant plans of growth and expansion next year via new hires and branch expansion. They perceive around 8-9% revenue growth next year – this indicates a good sign although lesser than double-digit prospects. Interestingly, India SME IT expenditure is anticipated to rise at a higher rate - around 14% next year indicating their technology focus.

However, before pitching the SMEs vendors need to understand the pain points of the SMEs and make efforts to resolve them. They need to analyze the size of SME market and current state of business requirements. “Following this, in order to target a specific vertical in SME segment, a vendor needs to identify growth prospects and key challenges being faced by that particular segment,” informs Sunil Sharma, VP (Sales, India & SAARC), Cyberoam Technologies Pvt. Ltd. While the scale may be smaller, vendors need to realize that the needs and wants of an SME in

“IN ORDER TO TARGET A SPECIFIC VERTICAL IN SME SEGMENT, A VENDOR NEEDS TO IDENTIFY GROWTH PROSPECTS AND KEY CHALLENGES BEING FACED BY THAT PARTICULAR SEGMENT.” SUNIL SHARMA, VP (SALES, INDIA & SAARC), CYBEROAM TECHNOLOGIES PVT LTD

“BEING ACTIVE ON DIGITAL MEDIA WILL ENABLE SMES TO INCREASE THEIR BUSINESS PROPOSITION AND ADDS VALUE TO THEIR BUSINESSES.” SUDHINDRA HOLLA, COUNTRY MANAGER, AXIS COMMUNICATIONS, INDIA

terms of IT solutions and services are same as that of large enterprises in terms of complexity and problem solving ability.

Sudhindra Holla, Country Manager, Axis Communications, India, says, “SMEs want tailor made products that cater to their unique requirements and essentially seek practical solutions with rapid return on invest. In addition to the above, SMEs also prefer end-to-end solution providers.

This enables them to take quicker decisions without spending time to engage and evaluate multiple manufacturers.”

“SMEs have apprehensions and challenges with respect to costs and manpower. The importance of identifying the business goals that virtualization will help them achieve in order to benefit from the technology has been realised,” says Mohit Puri, Country Manager,WatchGuard (India - SAARC).

Taking on Technology Unlike enterprises SMEs have limited resources to their disposal for technology adoption. With IT emerging a key driver of business growth, SMEs have become increasingly IT-driven, however, they need to exercise due diligence in order to justify their decisions on tech spend says Sharma.

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SME MARKET

Sharma further says, “Primary challenge for them is identifying the relation between a technology and their business goals. Also how they will utilize a particular technology to maximize competitive advantage for their business also needs to be ascertained. Besides, SMEs have to investigate that adopting a particular technology does not result into a bottleneck or a hurdle, negatively impacting their business objectives and compromising their business continuity.”

“The key challenges faced by SMEs are lack of customized solutions to suit specific needs of the business, limited capability to invest in high-end IT infrastructure as well as inadequate in-house management capacities. SMEs also raise concerns around RoI of IT investments as benefits cannot be identified immediately making it difficult to justify the expenses incurred. Security challenges are another area of concern where SMBs tend to let their guard down owing to resource constraints,” informs Rajat Sahu, PMM Consumer (India & SAARC), Trend Micro.

SMEs also face the challenge of human and financial IT resources, which makes managing small IT spaces challenging. Increasingly the influx of gadgets is putting a strain on the existing network. These are making the deployment of IT infrastructure more complex and critical than before.

“Therefore, SMEs are increasingly investing in IT, especially in server room technology to ensure better downtime. They are looking at solutions that can provide them with end to end solutions and service guarantee,” says Shailendra Shukla, Director (Sales- Enterprise Channels & System Integration), Schneider Electric IT Business, India.

But still the adoption of technology among the SMEs is dismal. There are several problems plaguing the SMEs when it comes to technology adoption. They face challenges in terms of financial

limitations, lack of proper infrastructure, labour shortage, lack of awareness about technology and how it can help them improve efficiency and RoI, lack of knowledge about vendors and channel partners providing technology solutions, fear of possibility of data loss and lost working days during migration.

Shukla says, “IT infrastructure is not yet perceived as a business enabler for SMEs and is still considered as a cost center which is the reason why an SME has a much greater expectation from every single rupee spent on IT infrastructure which essentially means that they want to spend less and expect more.”

Puri avers, “Small businesses need big security too. They are easy targets for hackers because they tend to have either outdated security systems or consumer-grade endpoint protection. We have our XTM Series in place to assist SMEs in overcoming such barriers.”

Holla says Axis understands the nuances of the Indian market, and has invested and wishes to invest more in terms of awareness, technology transfer, training and education to overcome the challenges and achieve growth. “This would be a gradual progress and today, we are witnessing a change in the way SMEs adopt technology.”

Power of Branding Marketing and branding is not only the necessity of the enterprises but SMEs too and with increasing competition it is fundamental for SMEs to engage in effective marketing and branding activities to improve sales and build new businesses.

However, as per AMI the current status of marketing and branding is relatively quite low among SMEs. In most cases – smaller SMEs manage sales processes with few field sales personnel. AMI finds that the interest in developing own websites is significantly high among SMEs and many innovative website hosting, designing, development

“TO AVAIL OF THE OPPORTUNITIES PRESENT IN A DEVELOPING MARKET, INDIAN SMES SHOULD FOCUS ON STRENGTHENING THEIR BRANDS BY POSITIONING THEMSELVES BETTER FOR THEIR NEW TARGET AUDIENCE.” MOHIT PURI, COUNTRY MANAGER, WATCHGUARD (INDIA - SAARC)

COVER STORY

“IT INFRASTRUCTURE IS NOT YET PERCEIVED AS A BUSINESS ENABLER FOR SMES AND IS STILL CONSIDERED AS A COST CENTER.” SHAILENDRA SHUKLA, DIRECTOR (SALES- ENTERPRISE CHANNELS & SYSTEM INTEGRATION), SCHNEIDER ELECTRIC IT BUSINESS, INDIA.

and maintenance firms have also emerged who can assist SMEs in this endeavour.

Puri informs, “Due to financial constraints, not many SMEs focus on branding. To avail of the opportunities present in a developing market, Indian SMEs should focus on strengthening their brands by positioning themselves better for their new target audience.”

Meanwhile, Sahu says, “In today’s scenario, where there are big and small, established or upcoming businesses in the market, SMEs have realised the importance of marketing and branding tools which assists them in establishing the right communication in the most cost effective manner. SMEs are focused towards cost effective solutions specifically that generate new leads, raise brand awareness and bring in new business.”

In recent times, many SMEs have also started utilizing the Digital Media like social networking (e.g. LinkedIn, Twitter, Facebook, etc.) as well as Blogs, search engines, etc. in an effort to increase visibility in the web world and marketing.

Holla says, “For SMEs, it is certainly a value addition, they can absorb innovative business ideas from various discussion forums that discuss products and services, customer interests, feedback, better connect and reach among the

SME CHANNELS 45 MARCH 2013

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COVER STORY

SME MARKET

“THE KEY CHALLENGES FACED BY SMES WHILE ARE LACK OF CUSTOMIZED SOLUTIONS TO SUIT SPECIFIC NEEDS OF THE BUSINESS, LIMITED CAPABILITY TO INVEST IN HIGH-END IT INFRASTRUCTURE AS WELL AS INADEQUATE IN-HOUSE MANAGEMENT CAPACITIES.” RAJAT SAHU, PMM CONSUMER (INDIA & SAARC), TREND MICRO. target audience. Being active on digital media will enable SMEs to increase their business proposition and adds value to their businesses.”

Catching the Cloud It’s not just the large enterprises, but more and more SMEs are embracing cloud computing due to its cost effectiveness and increasing productivity and market opportunity. According to a study done by Microsoft, paid cloud services could double among small and medium businesses within the next five years. According to Frost & Sullivan, SMEs are banking on the cloud opportunity to enhance efficiency in their work without having to invest heavily.

Dharmalingam remarks, “There is a difference in how a business funds for its technology. If it’s an SME, the cost typically comes out of their pocket, whereas, in case of an enterprise, the cost comes out of their budgets. Since the SMEs are price sensitive, cloud computing, which offers ‘pay by drink model’ is fast becoming a preferred model as they get charged basis their consumption of a Cloud service (usually delivered through cloud).”

According to AMI Cloud computing is a key growth area for India SMEs. Many SMEs feel attracted to Cloud computing due to its inherent advantages like low or zero CAPEX, minimal OPEX, non-requirement of a dedicated internal IT team, automatic updates, flexibility and scalability, etc. AMI estimates SME Cloud-spending as 10% of the overall ICT spending. This proportion is anticipated to rise by around four percentage points within the next five years, approx.

AMI analysis finds that the top two large spendcomponents within the SME Cloud-portfolio are related to Website-related expenditure and Remotely Managed IT Services. In terms of faster

growth – AMI finds that IaaS and SaaS-based items like Productivity/ Mail/ CRM/ Business Intelligence are forecasted to show considerable growth

However, the route to cloud for SMEs is fraught with several challenges. A major concern for them is on the issue of Security; the constant fear of losing data to cyber criminals. Another major challenge is the apprehensions of work stoppage due to problems at ISP/ hoster’s end.

SMEs are also hesitant to adopt cloud computing due to lack of sufficient case studies measuring return on cloud computing investment. SMEs are facing problems when it comes to include expensive credit, non-availability of funds etc.

WatchGuard as a matter of fact says that as the world goes through tough financial conditions these problems would prevail.

Meanwhile, AMI feels that a lot more needs to be done by banks and other FIs for providing credit and other financial assistance to SMEs. “Few technology firms have their financial wings like IBM Finance, HP Finance, Cisco Capital, etc – however they are not much active in financing SME technology needs in India,” says Swati Sasmal, VP (Research), AMI-Partners.

But for Trend Micro it’s not a major concern area. “As per the SMEs are concerned, they mostly depend on their regular AMC partners to provide them with the credits. As they normally share a long terms and amicable relationship. Hence, we do not see this as major concern areas,” says Sahu.

On a positive note AMI says that many of these fears are gradually being alleviated due to concerted efforts by Cloud vendors, Channel Partners, etc. who try to improve the Cloud infrastructure/ecosystem and increase SME awareness about the Cloud and its utilities.

Finally

“FEW TECHNOLOGY FIRMS HAVE THEIR FINANCIAL WINGS LIKE IBM FINANCE, HP FINANCE, CISCO CAPITAL, ETC – HOWEVER THEY ARE NOT MUCH ACTIVE IN FINANCING SME TECHNOLOGY NEEDS IN INDIA.” SWATI SASMAL, VP (RESEARCH), AMI-PARTNERS.

Nasscom in association with Nielsen India has identified vast potential for technology companies to tap the small and medium enterprises sector. The study highlights that only 64% of SMEs actually using technology thereby creating a major opportunity for Indian technology and software providers.

From IT giants like Cisco to security major like Trend Micro SMEs has emerged as the blue eyed boy. This is where the money is. Cisco has made an investment of approximately US$ 100 million to develop products for small businesses and have a dedicated R&D team to address this market.

And today, it offers a wide variety of products focused on satisfying essential business needs in security, connectivity and productivity. These products are designed to meet the SMB needs and also offer flexibility to scale up when required for SMBs. As Sharma puts it, “We want our SME customers to grow more nimble and break new ground by adopting latest technologies.”

46 SME CHANNELS MARCH 2013

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SME CHAT

HUZEFA Y BIVIJI, PROPRIETOR, SMB AUTOMATION, MUMBAI

“WE WIL BE VENTURING INTO SECURITY SOLUTIONS” Futuristic solution selling automation company, SMB Automation believes that its core strength lies in its existing customers who come up with requirements and referrals of clients. SME Channel spoke to Huzefa Y Biviji, Proprietor, SMB Automation, Mumbai, to know more about its growth strategy. Excerpts…

Brief us about SMB Automation?

Established in 1994, SMB Automation is the futuristic solution selling automation company having a vast experience of more than a decade in the telecom field. An innovative, customer focused organization, SMB Automation is dedicated to keep pace with revolution in the telecom and automation industry. With over 1,000 installations in all kinds of industry, SMB Automation over the years has gained trust from its customers.

What is your strength in terms of market reach and others?

Our strength has been our existing customers coming up with new requirements, referrals by our satisfied clients; we are also formulating a lot of marketing techniques in the coming financial year.

What kind of solutions and products are you dealing in?

We deal with PBX / IP-PBX System, Boardroom & Home Automation Solutions, Building Security Intercom System, Audio / Video Conference,

Voice Mail System, Access Control, Voice Loggers, Projectors, Video door phone, Fire Alarms, CCTV camera, VoIP Solutions, Structured Cabling and Digital Video Recorder.

How do you find telecom market in India?

The telecom market is emerging and is at a nascent stage. Today’s customers are very brand conscious.

Therefore, we should develop confidence in our country products so that customers opt for Indian products rather than Japanese or Chinese brands.

What kind of telecom solutions do you have?

We offer complete office automation solutions.

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 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?

Potential for Matrix solutions is huge, the only challenge according to my personal opinion could be marketing.

What the company needs to do to improve the market share?

As said earlier, Matrix needs to aggressively market its products by adopting appropriate strategies.

As a partner what kind of products you want to add this year?

Apart from Matrix telecom, we would be venturing into security solutions of CCTV surveillance, time attendance and access solutions as well as diversify to other brands.

48 SME CHANNELS MARCH 2013

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21/03/13 9:22 AM

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20/03/13 8:48 AM

SME CHAT

NATHAN SU, FLASH SALES DIRECTOR, KINGSTON TECHNOLOGY (APAC)

“WE PLAN TO EXPAND AND GROW EVEN MORE THIS YEAR “

While the India market grows in leaps and bounds Kingston sees a lot to tap and plans to expand and grow even more this year. Talking with SME Channels Nathan Su, Flash Sales Director - Kingston Technology (APAC), reveals plans for this year. Excerpts.

How was the flash drive market (USB and NAND) for Kingston in 2012?

The market has been growing in a steady, encouraging manner since last year and continues to do so. We have seen a greater adoption of SSD technology across the globe throughout 2012.

As far as USB flash drives are concerned, Kingston has seen greater innovation during the last year. We have also seen a growth in market for secure flash drives. More and more enterprises and professionals have recognised the value of protecting sensitive work data, and they realise the growing threat of data theft. All these trends have helped Kingston innovate and grow and have also helped make 2012 a very good year for us.

How has been Kingston’s growth in the India flash market?

In the India flash market, we’ve done fairly well throughout 2012. We hit a rough patch in the middle of the year when the Indian rupee value kept falling but we tried to keep the pricing consistent throughout so we could protect the interests of our channel partners. It is important that we safeguard our channel partners especially during difficult economic situations because they are the ones that help Kingston grow. Towards the end of 2012, we saw a tremendous growth for Kingston in the Indian flash market.

Will the cloud eat into the flash drive market?

I don’t believe it will. Of course the cloud storage option does provide convenience but it is not always 100% secure. The flash drive market will not be affected much by the popularity of cloud storage.

What are the trends and future of flash drive market?

So far, we’ve seen some really heartening trends in the Indian flash market. It is encouraging to see how SSD technology is getting more popular both among knowledgeable consumers and also among enterprises.

We’re excited about how much the Indian market has grown as far as flash storage is concerned – products like the Wi-Drive and secure flash drives are also gaining popularity. The sales of our flash cards have also increased tremendously and we expect even higher growth this year.

The incredible thing about the Indian market is that even though there’s been so much growth, there is a lot to tap still. We plan to expand and grow even more this year because we know India has so much more to offer.

What are the new opportunities and the challenges in the flash drive market?

One of the biggest challenges we face in the Indian market is the growth of counterfeit products. This is an inconvenience both to the consumer and the various brands in the market too. It affects the flash market adversely and impacts the product quality of the flash market in a negative way.

Another challenge we face is the high tax imposed on storage products in India. This causes the prices to increase and in turn slows down the growth of the market.

On the positive side however, the fact that India is such a big, diverse market makes it very exciting for us. If the production of counterfeit flash products is controlled, the growth of the Indian flash market this year could be pretty phenomenal.

What is your go-to-market strategy for channels? What is the roadmap for 2013?

During this year, the strategy is to strengthen and support our channel partners. Our plan is to empower and educate the channel further because it is their growth and progress that will benefit Kingston.

Our schemes and promotions will also be developed based on feedback and suggestions provided by our loyal channel partners. The roadmap as mentioned earlier is to develop an even stronger position in the Indian market this year.

50 SME CHANNELS MARCH 2013

Chat-Nathan Su of Kingston.indd 50

21/03/13 9:23 AM

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SME TREND

DONJIN

ABUNDANCE OF OPPORTUNITY In the highly competitive India market DONJIN, a large player in the computer telephony market, is now among the top two CTI companies in India.

I

ndian SMB market is around US$10 billion and thriving. As per the studies by the market research firm Zinnov, with 4.88 crore SMB units, India is all set to become the largest SME nation globally. As per the report, the Indian SMB sector has increased at a CAGR of 5.29 per cent and is largely dominated by micro scale businesses, contributing 95 per cent of the SME landscape, followed by small scale businesses contributing 4.8 per cent and the rest 0.2 per cent by medium scale businesses.

In this situation, the computer telephony integration (CTI) market is also quite substantial and large in the SME segment. The total CTI market can easily cross US$1 billion in the industry with only BPO industry quite huge. There are a large number of SMEs, which are also deploying CTI technologies. Most of global technology providers are also cognisant about this. One of the large players in the CTI market, DONJIN treats Indian market as very important. Hariharan Iyer, Country Head for India and SAARC region, DONJIN Communication Technology Co. Ltd., says, “Over the last six years or so, the CTI market has matured in India and DONJIN is now amongst the one of the top two CTI companies in India.”

To tap the entire potential, DONJIN has local presence in Delhi and Mumbai with complete sales and technical support team to support its customers distributed across the entire geography of India and SAARC region.

With approximately 12-15% of the global revenue coming from India, DONJIN plays on three platforms vendors in India, both in VAS and enterprise segment of the CTI industry. It has the entire range of products required for CTI industry right from analog boards, digital boards, High density digital chassis (Keygoe), High Density IP, Signalling products etc.

The good thing is that the company is taking the market more than as a sales destination Iyer

says, “We intend to double our existing manpower and invest significantly to boost our research and development presence in the country.”

According to the needs of the SMEs, DONJIN provides services which refer to the aggregation of various voice and data resources operating in the DONJIN corporate communication system, mainly including: voice switching resource, conference resource, fax resource, voice recording resource and media processing resource etc.

The sheer architecture and the scalability of keygone not only help its customers when it comes to investment protection but also the density offered by its platform helps the customers to pack a lot of applications on different platforms thus reducing the overall cost of deployment . “Our price/performance ratio is better than most of the competitors’ products,” says Iyer.

Today in VAS every application is implemented on a revenue share model. DONJIN has helped the VAS service providers and system integrator to reduce their ROI timeframe by less than half, and the density offered by the platform is much higher than any of the present available solutions in the market. “This is backed by the quality of the product as well as the competitiveness in pricing of our offering which has really helped customers to have faster ROIs specifically in VAS segment,” says Iyer DONJIN has been in India for the last six years and Indian market is highly competitive and challenging. There has been a continuous evolution in DONJIN products over the last six years specifically for Indian market and current focus for DONJIN is the MVAS platform and IP platform for the India market.

The immense power of mobile devices, telecom operators have been able to provide voice connectivity to most remote parts of the country. There is no doubt that the telecom industry has brought about enormous economic and social benefits in

HARIHARAN IYER, COUNTRY HEAD FOR INDIA AND SAARC REGION, DONJIN COMMUNICATION TECHNOLOGY CO. LTD.

“WE INTEND TO DOUBLE OUR EXISTING MANPOWER AND INVEST SIGNIFICANTLY TO BOOST OUR RESEARCH AND DEVELOPMENT PRESENCE IN THE COUNTRY.” India in recent years. The origin of MVAS players in India lie in basic service like SMS, Ringtones and CallerID. The advent of 3G gave huge opportunity to MVAS players enabling them to provide high volume of existing services and in terms of moving up the value chain.

Finally…

India has the potential to take the lead when it comes to innovation in MVAS due to the quality of work. Cricket, Music, astrology, mobile video streaming, mobile gaming, mobile commerce for mobile transactions and local content rich services , m-education application, m-health application and dating applications still play a very important role in MVAS business. In this situation DONJIN’s role will be quite expanded.

52 SME CHANNELS MARCH 2013

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FEATURE

CLOUD COMPUTING

ADOPTION IS FASTER

With cloud computing replacing or co-existing with the traditional IT infrastructure, most of the technology vendors are embarking on this but for Cisco the journey began in 2007 when it acquired WebEx.

BY APARAJITA CHOUDHURY aparajita@smechannels.com

W

ith the consumers increasingly adopting cloud computing, IT companies are betting hard on Cloud. Gartner reports that public cloud market will grow at 18.5% to touch $131 billion in 2017. Moreover, SMB segment which is considered one of the significant part of India’s economic growth will spend one third of its IT budget on Cloud. Cisco which understands the potential of cloud started the Cloud journey when it acquired WebEx way back in 2007.

Cloud computing allows organizations to focus on their core business rather than on IT infrastructure that will enable their business.

The benefit of the large corporations is that

they can pay an operator on a monthly basis or quarterly basis and avail the infrastructure and application. This model offers cost advantage.

Not only this, the user does not have to worry about the updates or upgrades of software or refresh of the hardware, etc. There are examples of oil companies giving out their entire LPG distribution application to a service provider, who in-turn manages it over cloud.

Secondly, there are many customers who do not want to rely on service providers but build their own private cloud because they have got various business groups and multiple entities.

In this backdrop Cisco acts as a common resource and addresses the needs of respective groups, companies or business units.

But there is one major issue which comes out of all these discussions: that only having a data centre does not serve the purpose, customers need a partner who understands the whole mechanism of building a private cloud which is basic infrastructure at the networking layer, at the compute level and at the storage level.

When it comes to cloud adoption, security aspect is one of the major concerns. So as per Manu Bansal, VP (Architecture, Channels), Cisco, the company has evolved a program which comprehensively takes care of all the various facets of what a customer would require.

For example, an enterprise which wants to build a private cloud can get the connectivity from the service provider and he does not need to build a data center.

Coming to the market opportunity for the service providers, the scope for traditional service providers remains constrained as large organizations and top-end of the commercial organizations do not always intend to give their core infrastructure to a service provider.

Thus it is very difficult for a service provider to operate in that space, to go build, customize applications, build networks, maintain them and refresh them as time continues.

Bansal says, “The sweet spot for service providers is to start with the SMB space because that is an area where our solution can be faster, and so is the decision making. Moreover, new trends in the IT industry keep coming and it is best that every business owner - small or big - from a channel partner or SI’s points of view figure out the opportunities that evolve in the given change.”

Bansal sites the example of TCS which about three to four years back would not have imagined putting up a cloud infrastructure but now are seeing it as a great opportunity by putting up the entire infrastructure themselves and reselling it, and hence behaving like a service provider. Similarly, Wipro and Dimension which are the classical service providers realized that they need to grab this opportunity and see what more can be done in this space.

Cisco’s service providers enjoy other benefits, which encompass joint go-to-market, and commitment from Cisco. They get access to value incentive (VIP) program, teaming incentive program, technology migration program and opportunity incentive program. Besides, some of the SIs also split away from the traditional business and set up new business as service provider and enjoy great reach because of their

54 SME CHANNELS MARCH 2013

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20/03/13 8:47 AM

FEATURE

CLOUD COMPUTING

classical network strength. So as new business models evolve, service providers are adopting cloud services.

As the cloud computing change the entire game of the market place, IT companies are able to fulfill the need of partners and customers with the latest and greatest IT tools. It also enable consumers to offload more and more of their non-core application like SAP server, anti-virus and email. Bansal explains, “Our own analysis shows that this adoption of cloud in Asia Pacific region is even faster than what it is in Europe and US and that is because our legacy is as strong as Europe and US. So we have the freedom when we are building our infrastructure, to choose what is latest and the greatest available, and that is probably the basic essence while we are adopting it much faster than some of the other geographies.”

Virtualization also plays a major role in cloud computing because it allows consumers to use the same data center with virtual machines in a much better way. So the requirement of a partner is very important to understand the entire infrastructure portion and the billing mechanism because one needs to charge back to their group companies. Then there is also a need of a partner who has the entire auditing process in place and can actually work with the customers.

Earlier in traditional environment, the whole process used to be different as one had to actually procure machines from outside or internally, but in cloud model one can get a virtual machine assigned. So a partner has to define their entire catalogue and give it to the customers and of course charge back mechanism comes under it, and here comes the role of Cisco Cloud Builder program. Bansal says, “In India we have got about three certified partners and have five to seven partner who will adopt the program in times to come.”

Apart from the required expertise, the partner should be certified from ecosystem partners like EMC, NetApp, and Hitachi on the storage side. In addition, they should have necessary accreditation from virtualization partners like Microsoft, VMware and Citrix and then only the partner will be accredited with Cisco Builder Partners.

Bansal explains, “Once the certification is done, the partner obviously expects to go to the market. We support them by giving a demand generation programs, funding is available to them and they get various types of rebates etc.”

However, Cisco expects that partners should have at least two Cisco Power Services. For

example, if a partner is providing infrastructure as a service (IaaS) like compute or storage, then their entire stack should be on Cisco.

Cisco also has set up a website (www.marketplace.cisco.com), a central repository where the companies put up their own expertise and host of partners’ expertise. For example, Wipro as a partner is listed on the website. Even Wipro will have its own micro website where all the information and services of Wipro can be put up.

“OUR OWN ANALYSIS SHOWS THAT ADOPTION OF CLOUD IN ASIA PACIFIC REGION IS EVEN FASTER THAN WHAT IT IS IN EUROPE AND US.” MANU BANSAL, VP (ARCHITECTURE, CHANNELS), CISCO So a customer who is looking for expertise and offerings can actually leverage the Cisco market place by virtue of going to that website.

Cisco also provides branding support like the partners who get affiliated on Cisco’ website obtains a specialized logo, as Accredited Cisco Cloud Builder program. Apart from this, there are two other programs called Managed and Cloud Services Program. Bansal adds, “We earlier had a Managed Services Program which was targeted at our service providers like Tata, Bharti Airtel. Almost 10% of revenue comes from managed services partners like Tata ATNT, Orange, etc. - all put together. Then we have a program called Cloud Provider where we give solutions for compute, storage and the complete application. So that the service provider should have the entire expertise of managing the infrastructure, ensuring that billing is done properly.”

So Cloud Provider is targeted more at organizations which are giving out services to end customers rather than building the services.

The company informed that the whole Cloud Partner Program Cisco has evolved in the last 12-18 months is getting better and better. Cisco continuously has incorporated feedback from partners on the basis of whatever they are learning at the customers’ premise. So depending upon the market segment, particular partner is managing or addressing can take the relevant accreditation from Cisco.

About a year ago, Cisco had Cloud Builder Program, Cloud Provider Programme, Cloud Reseller Program and Managed Services Program but now only two remains. Cloud Partner Program and Managed Services Program have been merged into one. Cloud Reseller continues to remain as separate program. Similarly, Cloud Builder Program too remains the same with some sort of modifications.

Last year, adoption of cloud among the partners did not accelerate as expected due to economy slowdown and tentativeness in the customers’ mind over security related aspects.

But all these issues have been addressed with constant messaging and interaction of the IT community with the customers. Moreover, the customers are also being ensured that they are into infrastructure which is hosted at the service providers’ premise under the cloud model.

Bansal expects FY13 to be a much better year in terms of cloud adoption as the market sentiment is looking up, and more and more customers are back in buying mood. Many partners are also building specific IP. For example, TCS has built iON offerings, which caters to the SMB market. They are offering horizontal applications like email, antivirus or vertical application for hospitality, education, etc. The SMB customers are adopting it very fast as they want to put specialized IT infrastructure which sometimes they cannot afford due to technical and commercial reasons.

Finally…

Surely the adoption of Cloud in 2013 is expected to assume massive growth and service providers are expected to benefit the most. The pie of smaller partners does not seem to be great as more adoption is happening on the top end of the pyramid hence vendors like Cisco has to ensure that smaller set of partners are supported to cash on the bigger customers’ leads.

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SECURITY CORNER

MOBILE MARKET TO BRING NEXT PHASE OF GROWTH Access of smart phones and tablets among consumers has witness a tremendous growth and are spending significant amount of time and money on mobile devices. However, even as they bring a lot of convenience, the devices are also becoming potential gateway to data loss or data theft. Keeping this in mind Norton has changed its strategy to address the Mobility market more aggressively.

BY APARAJITA CHOUDHURY aprajita@smechannels.com

A

s per the IDC report in 2012, the consumption of smart phones saw enormous growth as compared to that of PC in the consumer space. If this trend continues, in 2013 mobile solutions will overshadow the PC businesses which in turn will boost the need to install antivirus software in mobile devices as well, and mobile security might then be the biggest revenue generator for the security industry. A cybercrime report published

by Norton Security says that in 2012, 42 million people were victims of cybercrime in cities including Delhi, Bombay, Bangalore and Chennai - put together.

As the proliferation and acceptability of smart phones and tablets gain ground and internet penetration increases and multiply manifolds, Norton has come up with, what it says are path breaking products, which focus not only from security perspective of antivirus, anti malware, anti phishing but also look at mobile devices theft, locked and tracked.

For example, Norton Mobile Security, one of the hero products of Norton comes with sneak peek feature that reduces the threat of losing the phone because the software allows the phone to silently, without any flash or sound, take pictures of the user of the phone and emails the photo and coordinates to the owner of the phone. So one can

not only know where the phone is but can also identify the culprit.

The other feature associated with Norton Mobile Security is Intelligent Live Roaming Updates which prevents user from paying huge phone bills because it stops updating those applications which the user downloads from their smart phones while travelling and roaming but it does not postpone the updates of emails, facebook updates and WhatsApp messages.

Ritesh Chopra, Country sales Manager (Consumer Products and Solutions), Symantec Corporation, says, “We have a basic entry level product called Norton Anti-Virus which is much more advanced because even at our basic level, we provide scans for news feed on your facebook. com. We protect your internet experience by giving you safe web even at that level which the competing brands do not do, so Norton tries to go ahead and do more. The second is our advanced security product which is called Norton Internet Security, which is an anti-virus plus safe web with the full suite of protection. Besides Norton 360 Multi Device comprises antivirus, internet security, online backup of 25GB and this product even takes care of Android, iOS, Windows and Mac Operating systems. Lastly, the Norton mobile security a standalone product for tablets and smart phones, which supports both Android and iOS.”

He further adds, “Under the broadest product range, we have different users like one user, three users, five users and ten users, so we cover the small and medium businesses as well as micro businesses. If the consumer has a requirement where they need a readymade product off the shelf directly working out of the box that is when we will recommend them Norton but if a customer needs a special enterprise policy to be delivered by the IT head of that organization then you will need an enterprise solution and that we will cover through our enterprise arm under the Symantec brand itself.”

A survey by Symantec which covered about 13,000 odd people revealed that only 22% of time consumers spend on mobile devices for voice and the rest 78% of time consumers spend on doing social media activities, emails, online banking, shopping and general internet browsing, etc. So unlike desktop or laptop where the consumers spend 8 -10 hrs a day, they are virtually connected to mobile devices 24x7 because the users hardly switch off their phones or tablets; even in plane they place it in a safe mode or air safe mode.

Moreover, these small devices are too vulnerable to theft or being misplaced and therefore the importance of security needs is paramount.

The report further revealed that last year 56% of people were affected by cybercrime, while ten years ago in the PC business, people did not feel

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GIGABYTE Technology (India) Pvt. Ltd. Tel: 022-40633222; Website: www.gigabyte.in

Mumbai, Goa, Chhattisgarh 99677 18653; Maharashtra 98509 60003; Nagpur 98905 99745; Madhya Pradesh 93027 80368; New Delhi, Uttar Pradesh: 99583 72672; Himachal Pradesh, Haryana, Uttarakhand 99100 86976; Punjab 97818 33433; Rajasthan 88907 31111; Bihar 90075 45577; Jharkhand 90405 06080; North East 98642 30150; Orissa 90405 06080; West Bengal 98319 90308; Andhra Pradesh 86860 37899; Karnataka 98200 50207; Tamil Nadu 98409 66725; Kerala 98950 99231

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SECURITY CORNER

“Norton Internet Security five users’ System Builder Pack is something we have uniquely done for small and medium business, the system integrators, system builders and services engineers.”

RITESH CHOPRA, COUNTRY SALES MANAGER (CONSUMER PRODUCTS AND SOLUTIONS), SYMANTEC CORPORATION,

the need to have antivirus.

So as far as Norton’s strategy is concerned, apart from continuously strengthening its position in the PC segment, the company will focus on ‘beyond the PC’. Products like Norton Mobile Security and Norton 360 Multi-Device will show the way. Norton is going to focus on protecting consumers and their data in the virtual world irrespective of what devices they use or what form factors they use.

Today the devices come with in built 3G at affordable price point, which has triggered internet penetration in a big way. If the sale of mobile phones and tablets in India witness two folds growth then the number of internet users will be double. Similarly, even though PCs are going to rule the market in India, the new form factor like tablets and smart phones market will also grow faster. In this situation, Norton will win the new markets as well says Chopra.

Without getting into the whole business of whether PC sales are dipping, laptops are going out of fashion or tablet ruling, which have noth-

ing to do with the software channel market, Norton has taken the lead of bringing products which are now catering to that new upcoming market. Three months ago, when Symantec did a road show in India, they interacted with channel partners, end-customers and small, medium and micro businesses, and understood that they need flexibility in terms of product offerings and flexibility to start the licenses when required. So the company came up with unique packaging called System System Builder Solution pack with five different licenses for different number of users. These packs are categorized as Norton Internet Security, Norton AntiVirus, Norton Save and Restore, Norton Ghost, Symantec PcAnywhere.

Norton believes that as a leader in security business, selling product is just one thing, they also need to educate the channel partners, getting them ready for the future prospects and sharpen their skills. Last year, in April, the company’s channel base was about 1,200, in December it increased to 3,000 and the number can easily swell up over next one year.

Symantec as a company has natural concerns over some issues, one among them is profitability of the channel partners for which the company has revised the pricing strategy. Second one is about the reach in tier-II and -III cities because the actual consumption has moved down to these cities, hence from April onwards, the company will execute channel incentives schemes at tier-III levels. The third one is call center support which the channel community demands to be in local languages apart from English. The company informs that in September last year they started operations of Hindi call center as well.

Norton Mobile Security and Norton 360 MultiDevice are brand new products, and there is huge opportunity considering the size of the market.

This will be followed by Norton Internet Security five users’ System Builder Solution Pack, which will be a big driver of Norton business informs Chopra.

Finally…

From the channel perspective, Norton plans to initiate 30 road shows across India and expand the channel base in tier III cities. The company is also looking at appointing more resellers, SIs and system builders and will be rolling out a campaign very soon in which they will be inviting these people who connect and get attached to Norton directly. Besides, Norton will also launch a training and certification program as a part of this campaign.

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PARTNERS CORNER

M.TECH INDIA

BHAVIN BHATT, COUNTRY MANAGER, M.TECH INDIA SOLUTIONS INDIA PVT. LTD.

INTENDS TO BE EXTENDED HANDS OF THE VENDORS With the vendors bringing in more and more niche products into the industry and increasingly shying away from offering its applications related knowledge to the partners and the industry, they are resorting to VADs who are proving to be more valuable to them.

BY APARAJITA CHOUDHURY

aparajita@smechannels.com

S

tarted in the year 2002, the M.Tech Group is known as a value added distributor for security and networking products in entire South-East Asia, India and SAARC including Australia and Japan with presence in 16 countries. The company is part of the Singapore Stock ExchangeListed Multi-Chem Group which focuses on the electronics equipments and PCB design and manufacturing industries. But the company kick started its India operations in December 2007.

Headquartered in Bangalore the company is present pan India with its offices in Delhi, Mumbai, Chennai, Hyderabad and Pune. Today, MTech is $100 billion plus company.

Being a value added distributor, MTech distributes over more than 20 products in Indian market.

But the company claims that more than products they are a solution centric company as they provide most value added services to the customers with the availability of seven tech support centers.

Apart from that, the company has its own authorized training center through which they provide trainings to the resellers in terms of the technology, pre-sale, sales, etc. Bhavin Bhatt, Country Manager, M.Tech Solutions India Pvt. Ltd. India, says, “We always choose the best opera-

tive product in Indian market, in terms of the need of the Indian market, and gaps present in providing the solutions to the customers and the resellers.”

And in product offerings, MTech offers a very niche product line in Indian market. To name a few, Imperva is a web application firewall and data base access monitoring on the firewall, as well as file access monitoring and firewall. With the aim to push the boundary of product portfolio, the company recently signed up with a new brand called Backbox.

Another unique solution which MTech offers is Tuffin, a solution which works with any firewall or IPS solution and when it gets implemented in any firewall securities, it does the firewall security management and directs what rules are not supposed to be allowed. Another new solution that the company has brought into the market is Vormetric, which secures the data as it encrypts important files and folders on the selective form when users store the data outside system and network to cloud.

Furthermore, MTech also offers RiverBed, and Citrix NetScaler solution which complements the SSL and VPN solution.

Bhatt avers, “We started promoting Citrix

virtualization software in terms of the desktop virtualization or server virtualization and we have signed up for niche products in IPS segment. We are the distributor of Source Fire in India which is a unique solution in terms of application security.

We have also signed up with Fortify HP which is a whitebox testing tool; they have black box testing tool as well called WebInspect. So this is the kind of unique solution that we have in Indian market.”

MTech also associates with RSA for 2Factor authentication where they deal with the Archer which is eGRC or NetWitness, so it is a CCTV camera for the network which gets the information and replay the information that happens in the network and provide the much more advanced security to the entire network infrastructure.

Apart from that, the company has another product called proof point for messaging security and email security which is available in hardware as well as software form as cloud or virtual appliance.

In mobile space, MTech has MTM MobileIron which the company expects to be the No.1 product in the technology for the India market by this year and next year.

Bhatt explains, “In India, we have many more products like Blue Coat, Backbox, HP Enter-

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M TECH INDIA

PARTNERS CORNER

prise security etc. We also have Palo Alto which is next-gen firewall which provides much unique solution to the firewall industry. Today, people are looking at next-gen firewall where there is app ID or user ID and provide the application in much better visibility in much more faster way and Palo Alto provides much more and higher throughput as compare to all the competitors.”

Coming to the medium segment customers, the company has SolarWind which provides SLA monitoring, network monitoring, bandwidth monitoring, netflow analysis, application analysis and application performance monitoring and it works very closely with Cisco resellers and Cisco customers.

The comprehensive product portfolio provides MTech’s resellers with a good bottom line in the Indian market. “We are looking after all the value added resellers, developing their skill sets for the security audits market.

We want to do value additions for all our value added resellers and the endcustomers in India,” avers Bhatt.

According to MTech, the real value addition does not lie only in arranging seminar for the customer or bring some sessions but in providing 24x7 tech support center, having demo gear to support all the POCs, demos in the upcoming market, providing certification trainings, having ATC authorize training centers and certified number of engineers on the different technologies.

Bhatt explains, “We arrange road shows and customer events for resellers, provide all the marketing support, provide number of value added services to our direct customers. It is not only about the transaction, it is all about the partnership, and so we do strong partnership with our resellers, and help them grow or improve their bottom line. We also provide good services (post-sales/ pre-sales) and sales trainings. So we are unique in overall space, our response time to the resellers are extraordinary, we have our own insight sales team, marketing team, in house marketing team, in house pre-sales team, post-sales team; and another value addition we do unlike my all the competitors we never go to the customers directly, we go through the channel. And we do provide logistic support as well.”

He further says that the USP of MTech is its low attrition rate, as 60% of the staff is still working in MTech for the last four years, given the fact that the company in India is only five years old. As per Bhatt, MTech is financially very strong and the company has a very strong regional presence and believes that none of the other distributor can compete MTech in value added space in 16 countries. Because while other distributors may do value addition in one or two countries whereas MTech does value additions across South-East Asia, India and SAARC region.

Finally MTech will add few products to complement the existing solution and also plans to step into the storage business to provide storage as a solution. With the availability of the bandwidth management and the optimization solution, the company has decided to add video conferencing as a solution in India which they have already done in other parts of the territory. Apart from this, the company also plans to targets social media and networking space to offer solution on social media security and networking products.

Though virtualization is already a part of the company’s product offerings but they want to add three to four technologies in Indian market in terms of the vertical. Besides 4G will be launched this year which will require lots of infrastructure, so having realized the potential market in telecom, MTech intends to invest in telecom. Whereas in the government space, the company is not very strong but are working with a set of resellers to penetrate into this space. Hence MTech’s basic focus will be on telecom, BFSI and government. SME

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CASE STUDY

TALLY

GLOBAL VALVES MANUFACTURER USES TALLY.ERP 9

C

IRCOR International is a US based global designer, manufacturer and marketer of control valves and other highly productive engineering products and services. The company’s business spans across the entire global market with focus on three vertical segments including Energy, Aerospace and Flow technologies. CIRCOR sells the products through 950+ distributors to over 7,000 customers in 100+ countries.

In India CIRCOR is known as CIRCOR Flow Technologies India Private Ltd. (CIRCOR India) and is a wholly owned subsidiary of CIRCOR International. It was established in 2009 to capitalize on the rapidly growing market opportunities in India within the oil & gas, power generation and industrial segments. CIRCOR’s manufacturing facility in Coimbatore covers a sprawling 60,000 sq. ft.

In June 2010, CIRCOR acquired the valve business of Mazda in Ahmedabad though the facility was closed in December last year. With Mazda acquisition, the company adopted Tally.

ERP 9 because Mazda was using Tally and CIRCOR did not want to disturb the processes. Plus, the CIRCOR think tank realised that Tally.ERP 9, with its many useful modules, could easily address most of their requirement than having a new enterprise solution, which needed to be customized and data to be migrated, etc.

So, since 2011 CIRCOR has been using Tally.ERP 9 for most of its requirements including banking, purchase, inventory, BOM, manufacturing, etc.

Mr. Sankaran Ranganathan, Country Controller, CIRCOR Flow Technologies India Pvt. Ltd., says, “We found that Tally offers simple ways to connect all

MR. SANKARAN RANGANATHAN COUNTRY CONTROLLER, CIRCOR FLOW TECHNOLOGIES INDIA PVT. LTD. CONTACT Tally Solutions AMR Tech Park II, No. 23 & 24, Hongasandra, Hosur Main Road, Bangalore – 560 068.

India.Tel +91 80 66282559; Fax +91 80 30228775; www. tallysolutions.com

BENEFITS

l Inventory control l Third party stock

control with books l BOM control with

actual consumption l GRN vs. purchase

tracking

“We found that Tally offers simple ways to connect all functionalities with a better control.” functionalities with a better control. It is less complicated and highly user friendly.

On top of that, Master Tally Partner (MTP) - Systech was quick and efficient in supporting us in terms of migration and integration of data.” Mr. Ranganathan accepts that Tally.ERP 9 incurs less investment; easy to train the professionals and Tally qualified professionals are available quite easily. Of course, it took them four months to integrate all data in required modules though functionalities like accounting, definition of cost centres, BOM and inventory management process were implemented initially.

Mr. Mohankumar R, Chief Executive, Systech, says, “CIRCOR is a wonderful company to be associated with. Even though it is a US based company, the people are considerate and are understanding and cooperative. It took us

two weeks to complete the entire implementation. Post that we also have AMC contract with them.”

Even though there were some challenges in implementation of some modules, but these were sorted out with the help of Systech. According to Mr. Ranganathan, it is an evolution process.

Tally will be working on continually to improve the efficiency of the solution.

Today, CIRCOR deploys 10 people to use Tally.ERP 9 within the organization and the company is happy that they are able to manage their business with Tally.

ERP 9.

Finally…

Mr. Ranganathan concludes that he likes modules like inventory and purchasing the most because these are the most effective ones.

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PARTNER’S CORNER

TALLY HELPS MAKE AMBITION A REALITY MR. MOHANKUMAR R, CHIEF EXECUTIVE, SYSTECH

“NOW, MY GOAL OF LEADING A GLOBAL SOFTWARE ENTERPRISE IS NOT FAR AHEAD, THANKS TO TALLY.”

S

ystech is an exclusive Tally Services company. Started in 1992, as a channel partner of Wipro, Systech today has converted itself into a pure play Tally business partner. As per Mr. Mohankumar R, the Chief Executive of Systech and an Engineering graduate, it was a ‘love at first sight’ for Tally. Tally has taught him not just financial accounting but a lot of business in the real sense. His tryst with Tally started in 1995, when he was using the software as a customer. It was his ambition of making a software company which naturally lured him towards Tally and in 1999 he became a Tally partner.

Mr. Mohankumar says, “One distinct thing I realized that whenever I went on a Tally business call I could hold my head high. Today, Systech has given up all other businesses to be a Tally exclusive company and all our vision and goals for the future are absolutely based on Tally.”

Today, Systech is not only the Authorized Tally Integrator (TI) but also Master Tally Partner (MTP), Tally Service Provider (TSP) and Tally Academy (TA) partner. The company is handling 3000+ customers. Apart from Coimbatore, Systech has direct presence in Chennai, Salem and Tirupur.

Tally has enabled Systech to provide a vast range of services to the customers including customization, implementation & training, integration, applications that include industry specific modules, macros, add-ons and plug-ins, professional support services and subscription services, etc. Keeping growth avenues on the perspective, Systech’s enhanced capability has helped it to embark on a high margin growth path, which was not likely earlier. Today, Systech has touched a turnover of Rs.1.65 crore from

Rs.1.2 crore in 2010-11.

Mr. Mohankumar adds, “Clearly single-minded customer focus leading to superior understanding of the customer is what gives us the extra edge.

In fact, we don’t limit ourselves to understanding the customer but the customer’s customer. Over the years, we have developed and implemented operational processes to ensure smooth flow both within and outside the organization. Within the organization, we have implemented TradeWinds, an integrated online CRM for hasslefree work flow and efficiency.”

Although Systech, as a Tally Service Provider, addresses all SME domains, it is specialized in the good number of domains including manufacturing, education, distribution, etc. The company has developed exclusive modules for each of these domains.

To give an example, Systech has developed an exclusive School Management Module on Tally.

ERP 9. The module comprises admin management, academics management, library management, etc. accommodating all the paraphernalia within the school administration. Not only that, the company uses the ETI (Enterprise Tally Integration) tool to flash school information on the school website/portal for the access of the parents; there is also integrated payment gateway allowing them to pay school fee through credit/debit cards or net banking.

Similarly, the company has also developed application to integrate SAP solution with Tally using the same ETI tool.

Mr. Mohankumar maintains, “Our solution offers innovative capabilities like management scorecard, built-in SMS module, bar-code inter-

face, attendance machine interface, user manuals, data migration tools and integrated functionalities, etc.”

With the growth and enhanced capability, Systech has also enhanced its team size. Today the company has a strong 25 member team, with 10 of them in sales, 12 in TVAS (Tally Value Added Services) and the rest in administration.

Mr. Mohankumar proudly says, “We are one of the best Tally teams today with many professionals successfully passing out of the TOA tests conducted by Tally. We have the least attrition rate, of 5% in the industry.”

Finally…

Tally has not only made Mr. Mohankumar a successful entrepreneur, but it has also changed his life by making his ambition of dealing with global customers a reality. He states, “Now, my goal of leading a global software enterprise is not far ahead, thanks to Tally.”

In the next three years, his target is to become the No.1 Partner of Tally globally. From the geographic perspective, he would have direct presence across all states in the entire South India and pursue the enterprise segment with the launch of Series B of Tally.ERP 9. And by next year, he wants to take Systech’s turnover to Rs.10 crores.

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SME SOLUTION

NETWORKING IS THE FASTEST GROWING BUSINESS FOR CITRIX Today, users are becoming more demanding and want access to their desktop wherever they are and on whatever devices they have. According to a study done by ABI research the Virtual Desktop industry is projected to grow to 5 billion dollars by the year 2016.

BY: KARMA NEGI

C

itrix over the last 6-7 years has evolved from a single product to a complete solution oriented organisation.

“Globally, we have seen a substantial growth over the last couple of years and Ctrix India too has been a fairly robust growth year on year over the last couple of years,” informs Kaushal Veluri, Director (Channels and Alliances, India Subcontinent) Citrix.

He further informs the market scenario has seen a little bit of slowdown in terms of customer spend, acquisition of technology per se, however they have started looking at technology in a very clear manner from a return on investment or the total cost of ownership point. They have started looking across the board and analysing their infrastructure and seeing in which part of the infrastructure they can become most efficient at. One such place where they are realizing there is lot of manageability going on is at the desktop level.

Customers have started thinking from the managing of end-point devices and this is where Citrix plays a very strong role with its desktop virtualization technologies. “And this is where we have seen a robust growth. Customers have started analysing them. They are analysing the end-point devices and asking how they can use them more efficiently,” says Veluri.

While the virtualisation business is very strong, it’s the networking business that is catching up very strongly. In fact, Veluri says, it is the fastest

karma@smechannels.com

growing business for Citrix.

Whether it is a customer who is coming up with a refresh technology or an organisation wanting to open a new branch and asking whether they take the traditional route or can do something different, this is where Citrix steps in with its desktop virtualization technology and given them the ability to accurately centralize everything at their data centre and then deliver it effectively to their end point device.

Not only this, Citrix also gives them the ability to extend the lifecycle of the desktop. “We have gone and told customers with desktops that have been there for 3-4 years to let us extend the life of your desktop and at the same time you get lot of advantages of security, manageability and mobility perspective into your organisation. And this has caught up with them.”

While starting a new branch office customers are also looking at putting thin clients instead of desktops, which brings down their power consumption, and cost of ownership for that particular branch office, helps save on power, cooling and gives security and manageability aspect.

There will be no issues of hard disk crashing or getting a blue screen or something not working as everything is in the data center. “These are the things that customers have started looking at and which is why the desktop virtualization is picking up as well. Of course, Citrix at the forefront of that entire technology we are reaping the advantages of customers are now realizing the benefits of desktop virtualisation.”

“Today customers ask for references, and we have managed to build those references across segments, industry and across different levels of organisation.”

KAUSHAL VELURI, DIRECTOR (CHANNEL AND ALLIANCES, INDIA SUBCONTINENT), CITRIX “Today customers ask for references, and we have managed to build those references across segments, industry and across different levels of organisation. From big enterprise organisations to a small bank have implemented desktop virtualisation because they understand the value of opening up braches and managing them remotely from a particular location.,” says Veluri.

The biggest worry faced by the online companies is the fact that their website should be available at all points of time and at a fast manner. This is where Citrix has come over with its NetScaler

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SME SOLUTION

devices with application delivery controller, load balancer or application.

A NetScaler device can either be hardware or a software device. Hence it gives the customer the ability to choose; whether he wants to put in multiple hardware devices or not, or put in a combination of hardware and software devices etc.

Another thing that Citrix has in its kitty for them is the “pay as you grow” proposition. It’s not only a good proposition for the customers who can pay according to their usage but also to the service providers. If say a service provider has 30 different clients, rather than buying 30 different load balancers with NetScaler they can take care of those clients on that single box.

Technologies are no longer standalone rather there is a combination of these technologies.

Veluri says, “If I am doing a desktop virtualisation then I also need to have the ability to deliver it to branches.”

Citrix typically work in two spaces. It enables mobile work style through cloud computing.

It goes to the organisation and tells them how it can help set up a private cloud for them; how it can help with the technology and also help them deliver mobile work style to their employees.

“This is the world of cooptation you have to cooperate and compete. There are no friends

and enemies in the technology world. Inherent thought process complexity of from a solution perspective is there. The moment you become a solution oriented organisation there is an inherent amount of complexity that comes in. The way we take that to the customer is obviously the ability to tell them in a very simple format that we are a cloud computing company that enables mobile workstyle.”

Citrix has also introduced a new thing called “clustering”. If someone says one TB of through put that they need, they can now combine 10 different NetScaler boxes and make it into a cluster.

Citrix says it wants to create a world where people can work and play from anywhere and its acquisitions have been towards building that vision. “For example, we acquired an organisation called KAVIZA which became a part of the organisation as VDI in a box because we understood the fact of desktop virtualisation very strongly,” remarks Veluri.

He further says that the moment you tell SMBs that while doing desktop virtualisation they need to have servers, external storage and usability etc. it becomes very daunting to them. Hence at the end of the day it is simplicity that SMBs require.

So to make them understand the desktop virtualisation concept in a more simplistic way is what

Citrix has done with VDI in a box.

Citrix differentiates itself from other on many levels. First is from reach out to customer perspective. Lot of its activities are focussed on getting the CIO mindshare; getting the CEO or CIO to understand the concept. Hence it hosts a lot of CIO round tables, CIO outreach programs and account based marketing as well.

The other way it reaches out is through partners. It doesn’t have an OEM arrangement rather it works with very close ecosystems of organisations like Cisco, IBM, Dell, Netapp and go in together as one face to the customer.

The last is about references. At the end of the day the customers want to see if this has been implemented and work effectively. Citrix says in the last couple of years it has done a very good job of building those references. “We have managed to ensure that we have customers in every industry segment that a new customer can go and refer to.”

Finally…

Change is always a difficult proposition, especially when end users are told that everything will be taken away from the desktop and will be put in some data center, from where it will be delivered.

Hence the challenge lies in convincing the customers this actually works. SME

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SME CHAT

SUNIL GREWAL, SALES DIRECTOR (INDIA), GIGABYTE TECHNOLOGY

“OUR PRIORITY IS TO ENHANCE THE CHANNEL PROFITABILITY” Gigabyte’s channel partners drive 95% of its business hence it leaves no stone unturned to guarantee their profitability. SME Channels spoke to Sunil Grewal, Sales Director (India), Gigabyte Technology, to know more about the company’s strategy. Excerpts.

How has been Gigabyte’s performance in 2012?

In spite of the sluggish market, Gigabyte has witnessed a 15% year-over-year growth. Also, if you consider quarter-over-quarter growth, we have grown over 60% compared to the previous year.

What good things have you done?

We have been reasonably successful in evolving our partners into a close-knit Gigabyte family.

We prefer to treat channel partners as Gigabyte’s extended family members. Our priority number one is enhancing channel profitability. As over 95% of our business comes from partners, we leave no stone unturned to guarantee their profitability. Channel profitability is ensured by coming out with rewarding schemes.

Through our incentive programs, and other plans for the channel like training programs, and SI meets, we have built a dedicated channel base in different regions, and have succeeded to a large extent. We carry out regular meets for SIs and value partners to educate them on how Gigabyte motherboards are equipped to develop their business.

Also, the newly opened exclusive, full-fledged service centers have gone a long way in allowing our channel partners to provide faster and superior services to their customers.

You have beefed up service set up. How has this helped the brand to perform?

In 2012, we made substantial investment in India to enhance our post-sales service set-up. We have Gigabyte exclusive, full-fledged service centers in New Delhi, Kolkata, Kochi, Mumbai and Ahmedabad, which act as service hubs for their respective regions.

These offices meet every requirement involved in the delivery of after-sales services. While highend BGA machines, and skilled, experienced engineers (including those from Taiwan), cater to motherboard repairs even up to Level 4, the offices also have plenty of supply of buffer stock to facilitate across the table replacement (ATR).

In addition to Gigabyte personnel, our service partner, Accel Frontline, also provides manpower support at these centers.

The offices work in tandem with Gigabyte’s Special Service Partners (SSPs); Accel Care Centers (ACC); and ATRs. SSPs are Gigabyte Premium Partners appointed as motherboard collection agents. ACCs and ATRs are collection points and replacement centers, which are part of Accel Frontline.

The new service set-up has really helped our service initiatives. We have been regularly able to bring the turn around times (TAT) down to one day.

What do you think about 2013 PC market trends in terms of system builders and channels?

Component business in FY 2013 is expected to be flat. The industry may witness consolidations in terms of the distribution channel and also, vendors. Those who remain in business will be rewarded with improved opportunities, resulting in better profitability.

What will be your strategy in 2013 from sales and marketing perspective?

As always, all strategies for Gigabyte in FY 2013 will spin around two things, channel profitability and innovative product technologies.

For motivating our partners, we work on three focus areas, channel profitability, product innovation, and after-sales services.

What kind of growth are you expecting this year?

We are expecting a growth of at least 30% this year.

And how can this growth be achieved?

Our whole focus is on growing along with our channel partners. Working as an extended family will be mutually beneficial.

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VADs

AVNET TECHNOLOGY SOLUTIONS

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AVNET TECHNOLOGY Solutions is an operating group of Avnet, Inc. (NYSE:AVT) with locations in more than 70 countries. As a leading distributor of IT solutions, Avnet improves how technology products and services are defined and delivered to businesses worldwide through the channel.

Positioned as a premier solutions distributor, Avnet Technology Solutions: today is a unique combination where it collaborates with its channel partners to create and deliver effective solutions that are designed to address the business challenges of end-user customers. Avnet TS India creates indispensable relationships with and between, its supplier and channel partners.

Avnet listens to its partners, takes action to support their needs, and aligns its people, business strategies and resources with those of its partners to bring focus to channel initiatives and remove barriers to growth.

DIMENSION DATA INDIA

Dimension Data is a wholly owned subsidiary of Dimension Data Plc., a US$4.7 billion leading global IT solutions and services provider. Dimension Data operates in more than 60 major offices across 13 Asia Pacific countries. We help clients plan, build, support, manage, improve and innovate their IT infrastructures. Dimension Data combines an expertise in networking, security, data centre, storage, Microsoft solutions and converged communications & contact centre technologies, with advanced skills in consulting, integration, training and managed services to craft IT solutions for businesses.

n Turnover: $25.7 bn FY12 . (Global Turnover) n Employees: 17,000 (Global Number) n Contact Person: Jaideep Malhotra, Vice President & GM n Products: Virtualization, Security & Networking, Storage DR & BCP, Enterprise Systems Management, Collaboration & Mobility, Industry Solutions, Information Management, etc. n Address: A 301, 3rd floor, Supreme Business Park, Behind Lake Castle, Hiranandani Business Park, Powai, Mumbai 400076, Tel. No. 02244200200, Fax.No. 022-44200201

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n Products: Cloud Services, Converged Communications, Customer Interactive Solutions, Data Centre Solutions, Microsoft Solutions, Network Integration, Performance Optimisation Solutions, Security Solutions, Etc. n Turnover: US$5.8 billion (Global Turnover) n Employees: 1400 n Contact Person: Kiran Bhagwanani, Chief Executive Officer n Address: 2nd floor, Trade View, Pandurang Budhkar Marg, Kamala Mills Compound, Lower Parel, Mumbai 400013, India. Tel: +91 22 2498 1212 /+91 22 2423 4500

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TEXONIC INSTRUMENTS TEXONIC INSTRUMENTS is the leading value added distributors of technology based products having over three decades of experience in the field of technology with a commitment to serve customers across India. Texonic Instruments is uniquely positioned to provide products and services to clients ranging from SOHO to Enterprises.

The VAD reduces the complexity of security and communication technologies and also ensure that businesses are futureproofed from the technology changes. Its comprehensive experience in the high-tech marketplace uniquely qualifies Texonic Instruments for this task. n Products: WAN Solutions, LAN Solutions, Wireless Solutions, Network & Data Security Solutions, Voice Solutions, Video Surveillance Solutions, Structured Cabling Solutions, Data & Server Racks, Accessories, UPS, Power Adaptors for Laptops, Gaming Power Supply Units, Power Strips with Surge, Protectors, PC Cabinets n Turnover: NA n Employees: NA n Address: No.9, Athipattan Street, Mount Road, Chennai-600 002, Ph : 044-2841 0638, Fax : 044-2841 5187, Email : contactus@texonic.com, dhanesh@texonic.com

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VIRTUAL NETCOMM VIRTUAL NETCOMM is a group company of Virtual Group, a premier Value-Added Distribution House (VAD) offering best-in-class Information Management Solutions headquartered at Ahmedabad with a network of sales and support offices at Bangalore, Chennai, Delhi, Hyderabad, Mumbai and with overseas operations at Sri Lanka, Bangladesh, Singapore, Malaysia, Indonesia, Dubai and UK. VNPL was established in India in the year 1998 to cater to the needs of this flourishing economy. VNPL offers comprehensive information management solutions including Information security, networking & network management, storage & backup solutions, wireless/wi-fi solutions and video conferencing solutions to partners and customers in India & SAARC. n Products: Networking, security and storage from Palo Alto, Blue Coat, Forescout, RadVision, Splunk, Extreme, Ruckus, Dot Hill n Turnover: Rs.175 crore approximately n Employees: 50+ n Contact Person: Rajendra Shah, Director and Group CEO n Address: 102-103, Panlee Complex, Nr. Sardar Patel Seva Samaj, Navrangpura, Ahmedabad - 380 009. Telephone/ Fax: 079 2646 5303/ 079 2640 8613

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NEOTERIC INFOMATIQUE

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SINCE INCEPTION, it has been bringing the latest products and technology solutions to the market and finding new ways to add value to our customers. It offers a broad array of future bound, well-structured core technology solutions across diverse verticals. neoteric was founded in 1991, as a value added re-seller, by a team of young and dynamic professionals with marketing, sales and technical know-how spread across various industries. In 1997, neoteric leveraged its partnership with key vendors to move into the national distribution space.

n Turnover: NA n Employees: NA n Contact Person: Paras Shah, CEO & Founder n Products: Accessories, Enterprise Networking Data and Voice Products, Desktops, Laptops, Accessories, Servers, Storage and Software, Manageability Solutions, Memory Modules (RAM), Antivirus, Motherboards, etc. n Address: 21/A Film Center, 68 Tardeo Road, Mumbai 400 034, India. Hello +91 22 40859600

INFLOW TECHNOLOGIES

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INFLOW TECHNOLOGIES ADDRESSES the growing need of organizations to manage information more effectively and efficiently. Inflow focusses on ‘Technology Enablement and Distribution of Information Management & Communications - Products, Solutions and Services i.e., Information Security, Storage Management Networking Services.

Headquartered in Bangalore, Inflow operates on a unique “Technology Enabler” business model which ensures integrated solutions using best of breed technologies and services are delivered to customers through leading System Integrators and Resellers across 12 locations in India and Sri Lanka. n Turn Over: NA n Employees: NA n Contact Person: Byju Pillai, CEO n Products: Assessment Services, Implementation Services, Maintenance Services, Educational Services n Address: 2, ‘Krishvi Building’ 1st & 2nd Floor, Airport Road, Domlur, Bangalore – 560071, Email: sanjay.r@ inflowtechnologies.com

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VADs

7 M.TECH SOLUTIONS (INDIA) M.TECH SOLUTIONS (India) Private Limited engages in the distribution of hardware and software relating to internet and network products. The company also offers maintenance services for such products. M.Tech Solutions (India) Private Limited was incorporated in 2010 and is based in India. The company operates as a subsidiary of SecureOne India Holding Pte. Ltd. M.Tech is a Value added distributor for Allot, Armorize, Citrix, HP TippingPoint, Imperva, Isilon, Proofpoint, Riverbed, RSA, SolarWinds, Tufin, Mobile Iron, Tastier and in process to add few more to provide end to end solutions to Indian market. n Turn Over: NA n Employees: NA n Contact Person: Bhavin Bhatt, Country Head n Products: Load Balancers, Application Delivery Model Infrastructures, Multifactor Authentication, Security Incident and Event Management (SIEM) etc. n Address: Ground Flo Kheny Chambers, 4/1 Cunningham Road, Kheny Chambers Ground Floor, Bangalore, Karnataka, 380009, Phone: 91 (79) 26465303, Website: www. mtechpro.com

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8 COMGUARD NETWORKS COMGUARD NETWORKS is a part of Spectrum Group of Companies, which is a synergy of Spectrum Training. Comguard Distribution. ComGuard Value Business, Psilg International, Specrum Network Solutions (India) & ComGuard Networks (India). With offices in Dubai, Riyadh, Mumbai, Delhi and over one of the top ICT players in the region. The group has gained respectability in the Middle East market place for the keen sense of understanding and readiness to serve the network and security needs of Consumers, SMBs, Government agencies and Entterprises in the region. n Turnover: (US$ 35 – 40 million) i.e around INR 190 – 215 Crores. n Employees: Group strength is 200 staff but India: 50 to 60 People n Contact Person: Ajay Singh Chauhan, CEO n Products: IT Network & Security from WinMagic, Gateprotect, Accunetix, Array Networks, BlueCat Networks, Beyond Trust, Paawa, GFI, InfoWatch. Seclore, Data & Voice from Pattern, Swivel, Brocade, CA n Address: MBC Centre Ground Floor, 143/A Ghodbunder Road, Opp. Cine Wonder Mall, Kapur Bawdi, Thane, Mumbai 400 607, India. Phone : +91 22 6193 4848 I sales@ comguard.in

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VADs

IVALUE INFOSOLUTIONS

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FOUNDED IN 2008, iValue Mission is to empower organizations effectively manage their “Digital Assets” to protect, comply & grow the business. iValue Vision is maximizing value of technology investments, in line with business benefits, for our Customers. In the information age, the key differentiator between similar businesses is intellectual property, comprising know-how, skills, knowledge and experiential iValue’s Value Added Services (VAS) team is focused on offering consulting, auditing, compliance, design and deployment across Digital Asset protection and management areas. We deliver these offerings through a system integrator of your choice. n Turn Over: Rs.180 Crores n Employees: 53 people n Contact Person: Sunil Pillai, Co-founder and CEO n Products: Array Networks, Crossbeam Systems, Inflobox, Sanovi Technologies, SonicWALL

RAH INFOTECH FOUNDED IN 2005, RAH Infotech is a technology giant that, along with its world-class business associates, provides cutting-edge technology to organizations. With key business partners in the world of System Integration, Networking and Security Solutions, we possess the necessary experience and expertise to provide total networking and network/data security solutions. Our stringent focus on client satisfaction and maximizing their return on investment, makes us a comprehensive information-infrastructure solutions’ provider! Today, we are India’s leading IT Networking companies providing high-end WAN solutions, Intranets and Extranet gateways, security strategies and effective & high performance solutions for large corporate LANs. RAH Infotech also provides comprehensive technology consulting services in Networking, Security Solutions, Data Centers and Wireless Communication.

n Address: “ivalue House”, No.1, 3rd cross 29th Main Road, BTM Layout 2nd Stage Bangalore-560076, Tel: +91 80 65329944 / 66, Mobile: +91 9500033090, Email: info@ivalue.co.in

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n Turn Over: Rs.50 Crores n Employees: 80 n Contact Person: Ashok Kumar MD & CEO n Products: Astaro, Alfa, Altai, Fat Pipe, Juniper, SMC Networks

n Address: NM-23, Old DLF Colony, Near Sec-14, Gurgaon: 122001, Contact No: 124 4085162, Email: sales@rahinfotech.com

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SME CHAT

RAJESH GOENKA, VPSALES & MARKETING, RASHI PERIPHERALS PVT. LTD.

“JO DIKHTA HAI WOH BIKTA HAI” Rashi Peripherals is a leading IT distributor in India.

The forte of the company lies in its efficient stock and sale model. While most of the distributors are moving away from this space, Rashi has no complains. Rather the company is growing on this model. SME Channels wanted to figure out the secret of the company’s success and spoke to Rajesh Goenka, VP (Sales & Marketing), Rashi Peripherals Pvt. Ltd. Excerpts.

Tell us about the turnover and growth of Rashi Peripherals.

Rashi has been growing at an average rate of 30% YoY. However, due to overall slowdown ourgrowth rate will also be a bit slower.

Do you find it is easy to do business in India? If yes or no, why?

The answer is yes and no. The rapid growing market TAM is the key driver for IT business in India. However, transportation and some local taxes create some hurdles. If these hurdles are streamlined then India business would be the best and we are confident that this will happen soon.

Does it have anything to do with tax policy of the government?

Govt. is continuously working to improvise the various policies, and the efficiency of doing business has improved in last few years. However, local taxations if streamlined would further boost the business.

What should be the ideal tax regime in India?

Everyone is anxiously waiting for GST implementation as soon as possible.

How do you find the current year union budget?

I will say it is positive. As this is expected to bring more compliance and transparency. We see improvement in business gradually.

Do you have any suggestion on the budget front?

India Budget 2013 has been able to fulfill /support partly i.e. for duty free import of plants for wafers only.

Rashi has been a role model for growth in India. What are the aspects helping it to be a growth oriented company?

Rashi has always strived to be a one-stop-shop for all channel needs. We focus equally on distribution marketing, PR and service to our channel partners. Our 2012 CBF which covered 41 cities attracted more than 3,000 partners which is unprecedented. Also, we intent to bring to our partners complete range of products for desktop,

notebook accessories and enterprise solutions.

Rashi is in the stock and sell space, still the growth is happening, What is the secret?

My answer is “Jo Dikhta Hai Woh Bikta Hai”.

Do you think controlling finance is the biggest thing in any of the organizational growth?

In my opinion optimized finances is best suited for business.

What are your tips to the companies in terms of controlling the finance?

Do not give extra credit and do not dump/ purchase excessive inventory. This will keep you finances controlled.

Do you have any suggestion in terms of product addition as well?

Mobility and security are the trends and even partners must strive to focus on these categories over and above portfolios.

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MADE IN INDIA BRANDS

Visionary: Harsh Chitale, CEO and whole-time Director.

PRODUCTS HCL Infiniti Desktops, Beanstalk All-In-One-PC, ME Laptops, ME Tablets, IGL Servers, WINBee Thin Clients, Kiosks, Computing Accessories and Learning Products.

HEADCOUNT:

6500

TURNOVER IN 2011-12: Rs.10, 401 crore

1

ADDRESS: Address: E-4, 5 & 6, Sector 11, NOIDA 201 301, UP, India, Tel: +91 120 2526518/19, 2520977, Fax: 2550923

F

ounded in 1976, HCL Infosystems Ltd has established itself as India´s premier hardware, services and ICT systems integration company offering a wide spectrum of products which include - Computing, Storage, Networking, Security, Telecom, Imaging and Retail. Over the years. It has developed specialized expertise across verticals including Telecom, BFSI, e-Governance and Power.

HCL Infosystem have pioneered the home PC market of India - whether gaming, enjoying music, movies or connecting to the Internet, our systems offer ease of use that transcend to greater performance and more satisfaction for the individual user, be it from work or home.

HCL Infosystem being a global corporation enables business transformation for their customers, with leadership in chosen technologies and markets. Besides the company delivers sustainable world class technology products, solutions and services and thereby creating superior shareholder value. HCL believes in building a symbiotic relationship with the manufacturers, the consumers and the recyclers with the aim to promote integration and sustainability in operations to have least stress on the environment.

HCL over the years has integrated and innovated products for its customer’s giving key emphasis on product life cycle management, commencing from sourcing, manufacturing to installation and recovery at the end-of-life of the product to ensure protection of the environment, health and safety of all stakeholders.

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MADE IN INDIA BRANDS

PRODUCTS TG800 Cat 6 (A) (Copper- UTP), G600 Cat 6 (Copper- UTP), G600 Cat 6 (CopperSTP), E400 Cat 5e+ (Copper- UTP), E400 Cat Cat 5e+(Copper- STP), Cable Constructions, Fiber Cables, Fiber LIU’s, Fiber, Fiber Patch Cords/ Pigtails, Voice Products, Data Center, IPLMS, Universal Products and Tools & Accessories.

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Visionary: GB Ravichandra, Director, Sales & Marketing

HEADCOUNT:

160

TURNOVER IN 2012: NA

ADDRESS: 9th Floor, DLF Building No. 10, Tower C, DLF Cyber City, Phase II, Gurgaon – 122002

2

D

igilink is an industry leader in providing end to end range of structured cabling solutions for enterprises, small and medium business. It is one of the oldest and also a top grossing SCS Brand in India. Its ‘Future proof ’ products deliver unparallel value and enable our customers to excel through lower total network ownership costs, enhanced productivity, total reliability and easy scalability of their networks. Digilink got acquired

by Schneider Electric India Pvt. Ltd in the year 2011.

After the global launch of DIGILINK under the Schneider Electric umbrella, its global range of structured cabling System is now selling in Hub Asia and China Shanghai Distribution Center.

The company exports its products to Middle East, China, Asia Pacific and South East Asia, Central Europe regions.

Digilink shares Schneider Electric India Pvt. Ltd’s vision of ‘A world where we can all achieve more while using less of our planet.’ Over the years, Digilink has received hundreds of awards worldwide, more than any other industry leader in the domain. Such designations have recognized Digilink both for its reliable solutions and its overall business performance. For its products, Digilink receives recognition for its reliability and innovation.

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MADE IN INDIA BRANDS

Visionary: Gopal Srinivasan, Founder & Chairman

PRODUCTS POS System and Terminals, Receipt Printers, Invoice Printers, Brocade Label Printers, Brocade, Scanners, POS Accessories, Keyboards, Mechanical Keyboards Report Printers, Institutional Products and Supplies, All ranges of DOT MATRIX printers.

HEADCOUNT:

454

3

T

TURNOVER IN 2012: Rs. 216.62

ADDRESS: South Phase - 7A, Second Floor, Industrial Estate, Guindy, Chennai-600032.

Telephone Number: +91 44 4200 5200

VS Electronics is a part of the 100-year-old, US$ 4 Billion TVS Group - one of India’s oldest & most trusted business groups and the first among companies in Asia (outside Japan) to win the prestigious Deming Award for Quality.

TVS Electronics (TVS-E), headquartered in Chennai, INDIA (BSE: 532513, NSE: TVSELECT) was founded in 1986 as an IT Peripherals manufacturer and has today transformed into a leading Transaction Automation IT Products & Solution provider.

TVS-e’s business philosophy is to follow the concepts of TRUST, VALUE and SERVICE in everything. The company believes that business is built on relationships and not just on delivery of a product or service at a cost effective price. This is demonstrated by the longstanding, close relationship that has been established with large, institutional as well as small, retail customers & business partners across India. TVS-e’s partnership with global leaders is another commitment to the customers in bringing the best of technologies from across the world. In all the business activities, the company place paramount importance on “customer focus,” seeking to maximize customer satisfaction by approaching things from customers’ perspective and anticipating their needs. The company understands the definition of the term ‘flexibility’, and will deliver what the customer demands.

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MADE IN INDIA BRANDS

PRODUCTS Power Back up Solutions, Power Storage, Electrical Products, Rural Offerings, Renewal Energy Solutions and Enterprise Solutions.

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Visionary: Manish Pant, Managing Director

HEADCOUNT:

5000+

TURNOVER IN 2011-12: NA

ADDRESS: C 8 & C 9, Community Center, Behind Janak Cinema Complex, Janakpuri, New Delhi – 110058

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F

ounded in 1988, Luminous Power Technologies (P) Limited today part of Schneider Electric is a leading company with a differentiated portfolio of solutions for packaged power, diversified generation, electrical control & safety and energy optimization. With 7 manufacturing units, 28 sales offices and more than 40000 channel partners; Luminous apart from its dominating position in the domestic market also has a strong foothold worldwide.

Awarded with the ‘Global Superbrands’ status for the year 2011-12, ISO 50001:2011 certification and MNRE: CRISIL recognition, Luminous is passionately committed to bring uninterruptible and alternate power solutions to the customers that makes their life comfortable and efficient.

Luminous’ philosophy is to listen and respond to Employees, End Customers, Channel Partners and Suppliers. All the products and processes will be aligned to meet the end customer needs. The company will constantly improve the quality of the products and services. All the employees, suppliers and channel partners of Luminous must make a measurable, positive contribution towards the success of Luminous business. All aspects of the business will be quantified and performance measurement will be directly linked to business decisions, compensation and rewards. Luminous vision is “Passionately innovate to make life comfortable and efficient.” And the mission is “Be the brand of choice for products and services that generate, control, store and use electricity efficiently.

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MADE IN INDIA BRANDS

Visionary: Hemal Patel, MD & CEO

PRODUCTS Cyberoam Identity-based Unified Threat Management (UTM), Cyberoam iView 窶的ntelligent Logging and Reporting, Cyberoam Central Console (CCC) for Centralized Management and Cyberoam NetGenie.

HEADCOUNT:

450+

TURNOVER IN 2011-12: US$ 47 million as per Gartner

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C

yberoam Technologies Private Limited is a leading global network security company led by a strong management team with in-depth experience in the security domain. Cyberoam has 450+ employees worldwide with offices in USA, Middle East & India and its R&D and Global Support Management Centre in India. Cyberoam secures organizations with its wide range of product offerings at the network gateway. Cyberoam leverages the power of multi-core processors, offering enterprise-grade performance, in its appliances. With thousands of deployments across more than 125 countries, Cyberoam secures global corporations in the manufacturing, healthcare, finance, retail, IT sectors, and more, in addition to educational institutions, public sector and large government organizations. As a completely channel-centric company with more than 4500 partners across the globe, Cyberoam is focused on strengthening partner presence in the market through channel marketing, process automation and a comprehensive partner program that includes training and certification. The Cyberoam Authorized Solution Provider (CASP) Program includes 5000 leading distributors and resellers from more than 125 countries. They cherish and nourish their relationship with partner community and look forward to ensure pro-active support for them, in all ways possible.Cyberoam UTM has achieved the ICSA Labs Certification for corporate firewalls with High Availability criteria, meeting the tough certification demands required by ICSA Labs, an independent division of Verizon Business.

ADDRESS: 901, Silicon Tower, Behind Pariseema Building, Off C.G.Road, Law Garden, Ahmedabad 380 006, INDIA. Tel: +91-79-66065606, Fax: +91-79-26407640 / +1-201-777-2113, Email : marketing@cyberoam. com, Website: www. cyberoam.com

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MADE IN INDIA BRANDS

PRODUCTS TALLY.ERP 9, TALLY.ERP 9, Tally Developer 9 and Shoper 9.

Visionary: Bharat Goenka, Chairman HEADCOUNT:

740

TURNOVER IN 2012: Rs.230 crore

6

ADDRESS: AMR Tech Park II, No. 23 & 24, Hongasandra, Hosur Main Road, Bangalore – 560 068, India.

W

hat sets the company apart is as much in its DNA as its achievements.

Shaped for success by the visionary late Shri S. S. Goenka, Tally has come a long way. Today, more than two decades since its founding, it enjoys a reputation as India’s leading business management software product company.

Tally powers 95% of businesses in India. With Bharat Goenka, Co-founder son of the late Founder at the helm, Tally remains firmly committed to Indian business. A pioneering company, Tally was the first to introduce codeless software, a natural language interface, path-breaking remote functionality and other unique capabilities. It was the first to launch free service and breakaway commercial terms including free upgrades and no charge per seat to transform the ownership experience. Its strong principle right from the early years to reach customers through a dedicated partner network has resulted in a robust partner system. Tally products are transforming businesses across industry in over 94 countries.

Today, more than 2 million business users benefit from its product philosophy-the ‘Power of Simplicity’.The Central Leadership Team (CLT) at Tally brings together thought leaders with years of leadership experience to guide the company and prepare it for a successful future. As guardians of brand Tally, the members of CLT provide strategic direction to the entire organization with inputs ranging from technology to human resources.

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MADE IN INDIA BRANDS

HOME USERS PRODUCTS Quick Heal Total Security 2013, Quick Heal Internet Security 2013, Quick Heal AntiVirus Pro 2013, Quick HealTotal Security for Mac, Quick Heal Total Security for Android Quick Heal Mobile Security, Quick Heal AntiVirus for Server and Quick Heal PCTuner 3.0.

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Visionary: Kailash Katkar, CEO and Sanjay Katkar, CTO

ENTERPRISE USERS PRODUCTS Quick Heal Admin Console 4.6, Quick Heal AntiVirus for Server, Quick Heal Terminator (UTM), Quick Heal Mail Protection – Linux, Quick Heal Mail Protection – Windows, Quick Heal Exchange Protection and Quick Heal for Linux.

HEADCOUNT:

7

600

TURNOVER IN 2012: For Last 3 years (20092012) CAGR growth was 54.7%

ADDRESS: 603, Mayfair Towers-II, Wakdewadi, Shivajinagar, Pune: 411005, Maharashtra, India.com, Website: www.cyberoam.com

Q

uick Heal Technologies Pvt. Ltd. is a leading IT security solutions and ISO 9001 certified company. The solutions are well integrated systems that simplify IT security management across the length and depth of devices and on multiple platforms. They are customized to suit consumers, small businesses, Government establishments and corporate houses.

Over a span of 19 years the company’s R&D has focused on IT security for personal computing and for Small and Medium Enterprises, robust network and content security solutions to protect corporate resources and communication channels. The current portfolio of cloud - based and advanced machine learning enabled security solutions offer comprehensive security solutions that stop threats, attacks and malicious traffic before it strikes and considerably reduce the system resource usage.

In 2010, Quick Heal Technologies partnered with Venture Capital firm, Sequoia Capital to boost its novel technology and business model. This resulted in an investment of INR 60 Crore from Sequoia Capital. Through its strong customer-focused approach and continuous quest for outstanding quality the company has sustained leadership as one of the most trusted brands in consumer, mobile and corporate security.

Quick Heal has an international presence, with a global spread of offices. The company has continued to grow its global footprint with a string of new offices in US, Japan and Kenya set up in 2012.

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MADE IN INDIA BRANDS

Jayaraman Kesavardhanan gfglcXicp befne `e k_\ `e[ljkip Xj B\j\mXe =fle[\i Xe[ :<F, Founder and CEO

PRODUCTS K7 Ultimate Security, K7 Total Security, K7 Anti-Virus Premium, K7 Antii -Virus Plus K7 Enterprise Endpoint Protection Suite K7 Secure Web

HEADCOUNT:

250+

TURNOVER IN 2012: NA

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ADDRESS: 6th Floor, Rayala Techno Park, 144/7 Old Mahabalipuram Road, Kottivakkam, Chennai - 600 041

I

n the summer of 1991 Jayaraman Kesavardhanan took the first step in what would become the greatest journey he would ever undertake. He founded K7, India’s first and exclusive anti-virus software company. In 1992 K7 Computing, spearheaded by Kesavardhanan, released the VX2000, the first ever DOS based anti-virus software.

In 1994, K7 Computing released the Generic Decryption Engine - a tool that proved vital to combating the viruses prevalent at the time. In 2002, K7 Computing launched K7 Total Security, a sophisticated software that integrated anti-virus, anti-spam, an advanced firewall and Privacy Control software. It went on to set the industry benchmark in security software. K7 signed a lucrative partnership with Japanese software giant Sourcenext, to sell the highly coveted K7 Virus Security Software. As one of Japan’s fastest growing publishing companies, Sourcenext was perfectly posed to take K7 into the highly competitive international market, a market in which K7 has been a major player till date.In 2007 K7 expanded its Chennai operations and opened a new state-of-the-art development lab at OMR. The lab is in line with K7’s vision of the future: To offer online defence solutions in the form of sophisticated anti-virus and Internet security software, to not just large corporations, but small companies and individual users as well.After the success in Japan, K7 now has launched in India its Enterprise products.

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MADE IN INDIA BRANDS

Visionary: Ganesh Jivani, Managing Director

MATRIX TELECOM SOLUTIONS Voice and Data Platforms, IP-PBXs, VoIP-GSM Gateways, IP, Digital and Analog Phones, Defence PBX, PLCC EPAX, Hospitality PBX MATRIX SECURITY SOLUTIONS Access Control and TimeAttendance Solutions, Video Surveillance Solutions, Fire Alarm Panels

HEADCOUNT:

500

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TURNOVER IN 2012: Rs.70.20 crore

ADDRESS: 394-GIDC, Makarpura, Vadodara - 390 010, India

stablished in 1991, Matrix is a leader in Telecom and Security solutions for modern businesses and enterprises. An innovative, technology driven and customer focused organization; the company is committed to keep pace with the revolutions in the telecom and security industries. With around 30% of its human resources dedicated to the development of new products, Matrix has launched cutting-edge products like IP-PBX, Universal Gateways, VoIP Gateways and Terminals, GSM Gateways, Access Control and Time-Attendance Solutions, Video Surveillance Solutions and Fire Alarm Panels. These solutions are feature-rich, reliable and conform to the international standards. Having global foot-prints in Asia, Europe, North America, South America and Africa through an extensive network of more than 500 channel partners, Matrix ensures that the products serve the needs of its customers faster and longer.

Matrix has gained trust and admiration customers representing the entire spectrum of industries. Matrix has won many international awards for its innovative products. All Matrix products are indigenously designed. With around 30% of the total manpower dedicated to development of new products, Matrix R&D is the foundation of its growth and sustenance. Matrix R&D is located at its corporate office and is spread over an area of 77,000 sq. ft. The R&D team designs products conforming to the relevant international standards. Matrix makes considerable investment in R&D tools and equipment to stay abreast with the latest technological advancements.

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MADE IN INDIA BRANDS

PRODUCTS eScan Anti-Virus with Cloud Security, eScan Internet Security Suite with Cloud Security, eScan Anti-Virus Security for Mac, eScan Mobile Security for Android, eScan Tablet Security for Android, eScan for SMBs, eScan Enterprise Edition, eScan Anti-Virus for Linux Desktops, MailScan for SMTP Servers, etc.

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Govind Rammurthy, CEO & MD

HEADCOUNT:

550+

TURNOVER IN 2012: Privately held company cannot disclose.

ADDRESS: MicroWorld Software Services Pvt. Ltd. , Plot No. 80, Road No. 15, MIDC, Marol, Andheri (E), Mumbai - 400 093

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Scan is a part of MicroWorld Group of Companies, the developer of advanced Information Security Solutions that provide comprehensive protection against evolving IT security threats. Incorporated in the USA, MicroWorld has its offices worldwide and is internationally represented by a widespread network of partners across the globe. Over the years, it has been redefining the Information Security landscape by developing innovative technologies and solutions. MicroWorldâ&#x20AC;&#x2122;s continued endeavor is to provide Futuristic Security Intelligence to computers; be it in an Enterprise, SMB, or home.

Some of the major technologies developed by MicroWorld include MicroWorld Winsock Layer (MWL), a revolutionary technology that stops dangerous content at the transport layer, before it enters the application layer. For tackling Spam and Phishing, MicroWorld employs a unique technology - Non Intrusive Learning Patterns (NILP). This adaptive mechanism can analyze each email according to the Behavioral Patterns of the user and can take an informed decision thereafter.

MicroWorld as an ISV (Independent Software Vendor) is part of the partner program of most major software and hardware giants like Microsoft, Intel, IBM Corporation, CheckPoint, Citrix, Suse, and Red Hat amongst others. It works continuously with them to ensure that MicroWorldâ&#x20AC;&#x2122;s products provide comprehensive protection to all systems running these platforms and solutions.

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GUEST TALK

NEXT-GENERATION FIREWALLS:

SECURITY WITHOUT COMPROMISING PERFORMANCE Today, organizations need to deliver critical business solutions, while also contending with employees use of wasteful and often dangerous (from a security perspective) web-based applications.

AMIT SINGH Country Manager, Dell SonicWALL India

BRIEF PROFILE As the Country Manager, Amit Singh is responsible for overseeing all channel sales, marketing and business operations of SonicWALL in the subcontinent. Amit joined Dell SonicWALL India in 2012, bringing over a decade of extensive experience in the sales market with a focus on product management, channel engagement and international business.

Previous to SonicWALL, Amit held various position at Dell India Pvt Ltd. As a Regional Manger he used to look after midmarket business for South, handling key accounts segment for the country, business analysis as well as team management. As a Brand Manager he was responsible for revenue, margin & units performance for enterprise products in SMB India business, developing quarterly India enterprise financial and marketing plans, ensuring effective segment marketing programs. Prior to that he was associated with Redington India Pvt Ltd as a regional business manager. At Redington he was handling clients like HP, CA, NetApp and the whole business for South. He was also responsible for vendor and partner engagement. He started his career as a sales executive with Taurus Marketing later he moved to Nirmal Datacomp and had also worked with Vintage Systems.

IT MANAGERS in corporate and mid-size businesses have to balance both network performance and network security concerns. While security requirements are critical to the enterprise, organizations should not have to sacrifice throughput and productivity for security. Next-generation firewalls (NGFWs) have emerged as the solution to this thorny problem.

Earlier-generation firewalls pose a serious security risk to organizations today. Their technology has effectively become obsolete as they fail to inspect the data payload of network packets circulated by today’s Internet criminals. Many vendors tout Stateful Packet Inspection (SPI) speeds only, but the real measure of security and performance is deep packet inspection throughput and effectiveness.

Defining Next-Generation Firewalls In basic terms, a next-generation firewall applies deep packet inspection (DPI) firewall technology by integrating intrusion prevention systems (IPS), and application intelligence and control to visualize the content of the data being accessed and processed.

Gartner defines an NGFW as “a wire-speed integrated network platform that performs deep inspection of traffic and blocking of attacks.” At minimum, Gartner states an NGFW should provide: n Non-disruptive in-line bump-in-the-wire configuration n Standard first-generation firewall capabilities, e.g., network-address translation (NAT), stateful protocol inspection (SPI) and virtual private networking (VPN), etc. n Integrated signature based IPS engine n Application awareness, full stack visibility and granular control n Capability to incorporate information from outside the firewall, e.g., directory-based policy, blacklists, white lists, etc. n Upgrade path to include future information

feeds and security threats n SSL decryption to enable identifying undesirable encrypted applications The Evolution of Next-Generation Firewalls The SPI generation of firewalls addressed security in a world where malware was not a major issue and web pages were just documents to be read. Ports, IP addresses, and protocols were the key factors to be managed. But as the Internet evolved, the ability to deliver dynamic content from the server and client browsers introduced a wealth of applications we now call Web 2.0.

Today, applications from Salesforce.com, SharePoint to Farmville all run over TCP port 80 as well as encrypted SSL (TCP port 443). A next-generation firewall inspects the payload of packets and matches signatures for nefarious activities such as known vulnerabilities, exploit attacks, viruses and malware all on the fly. DPI also means that administrators can create very granular permit and deny rules for controlling specific applications and web sites. Since the contents of packets are inspected, exporting all sorts of statistical information is also possible, meaning administrators can now easily mine the traffic analytics to perform capacity planning, troubleshoot problems or monitor what individual employees are doing throughout the day.

Today’s firewalls operate at layers, 2, 3, 4, 5, 6 and 7 of the OSI model.

What the enterprise requires Organizations are suffering from application chaos.

Network communications no longer rely simply on store-and-forward applications like email, but have expanded to include real-time collaboration tools, Web 2.0 applications, instant messenger (IM) and peer-to-peer applications, Voice over IP (VoIP), streaming media and teleconferencing, each present-

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2013

ing conduits for potential attacks. Many organizations cannot differentiate applications in use on their networks with legitimate business purposes from those that are not business-critical and simply draining bandwidth or plain dangerous.

Today, organizations need to deliver critical business solutions, while also contending with employee use of wasteful and often dangerous (from a security perspective) web-based applications. Critical applications need bandwidth prioritization while social media and gaming applications need to be throttled or completely blocked. Moreover, organizations can face fines, penalties and loss of business if they are in non-compliance with security mandates and regulations.

In todayâ&#x20AC;&#x2122;s enterprise organizations, protection and performance go hand-in-hand. Organizations can no longer tolerate the reduced security provided by legacy SPI firewalls, nor can they tolerate the network bottlenecks associated with some NGFWs. Any delays in firewall or network performance can degrade quality in latencysensitive and collaborative applications, which in turn can negatively affect service levels and productivity. To make matters worse, some IT organizations even disable functionality in their

network security solutions to avoid slowdowns in network performance.

Workers use business and home office computers for online blogging, socializing, messaging, videos, music, games, shopping and email. Applications such as streaming video, peer-to-peer (P2P), and hosted or cloud-based applications expose organizations to potential infiltration, data leakage and downtime. In addition to introducing security threats, these applications drain bandwidth and productivity, and compete with mission-critical applications for precious network bandwidth. Importantly, enterprises need tools to guarantee bandwidth for critical business relevant applications and need application intelligence and control to protect both inbound and outbound flows of traffic, while ensuring the velocity and security to provide a productive work environment.

The NGFWS Benefit Next-generation firewalls can deliver application intelligence and control, intrusion prevention, malware protection and SSL inspection at multigigabit speeds, scalable to support the highestperformance networks.

The most robust NGFWs enable administra-

tors to control and manage both business and non-business related applications to enable network and user productivity, and they can scan files of unlimited size across any port and without security or performance degradation. The number of simultaneous files or network streams does not limit high-end NGFWs, so infected files do not have a chance to slip through undetected when the firewall is under heavy load. In addition, NGFWs can apply all security and application control technologies to SSL encrypted traffic, ensuring that this does not become a new malware vector into the network.

IT administrators selecting a deep packet inspection firewall need to be aware that there are multiple approaches to processor architectures in the world of NGFWs. Some have chosen general-purpose processors and separate security co-processors. Still others have chosen to design and build ASIC (Application-Specific Integrated Circuits) platforms. The key for IT administrators is ensure that the NGFW solution they chose is absolutely scalable to their projected network performance requirements, and which delivers the most robust performance, most useful network analytics and insight, and ease of implementation and administration.

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PANASONIC LASER MULTI PRINTER KX-MB1500BX PANASONIC LASER Multi Printer KX-MB1500BX is a monochrome 19ppm laser printer that can enable small workgroups and home offices. The small form fator structure houses the most efficient printer at an unbelievable price. This MFP comes with Panasonic Multi-Function Station Suite Software that can help make all your document management very easy. You can also scan any document at up to 19,200 DPI using its flatbed scanning capability. Connecting a telephone line you can send faxes using this machine at a speed of 33.6kbps.

When we unwrapped it from its neatly packed box, it looked very nice with black chick colour, which goes nicely with our work desk. We found it has both USB and network printing capability. It means you can either use it as a stand along printer connected to a particular department or if you are an SME organization, you can also use it as a network printer. Like other panasonic printers, it also copies both sides of one or more ID or business cards consecutively, and then print onto a single page in the 2-in-1, 4-in-1 or 8-in-1 format.

This reduces paper consumption and simplifies information management.

It has a paper tray to hold 360 pages of papers. n Price: Rs. 19,600 Contact: Toll free: 1800 103 1333/ 1860 425 1860 Email: helpline@in.panasonic.com.

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TREND MICRO TITANIUM MAXIMUM SECURITY 6.0 VERSION TREND MICRO Titanium Maximum Security 6.0 - the most advanced version, which revolutionizes in ensuring maximum security, delivered with optimal performance all-in-one, easy-to-use protection for everything users and their family do online - email, socialize, bank, browse, shop, and more. It provides users with a friendly interface, simple screens, and clear reports.

It encompasses revolutionary features viz. 5GB online storage, mobile device protection for tablets and smartphones, secure document vault, password management, parental control, Titanium is now available for all platforms Android, iOS and is also Windows 8 compatible. All existing previous version users with valid license period can upgrade for free from the official Trend Micro website to the 6.0 version. The Titanium 6.0 assists users in effective social networking protection, mobile device protection, online storage and parental control. n Price: Titanium 2012 1 Year 1 User is Rs. 1,599/- & Titanium 2012 1 Year 3 Users is Rs.2,499/-, Contact: Sanjay Kathuria, Tel: 40859600

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VIEW SONIC LED PROJECTOR- PLED-W500 VIEW SONICâ&#x20AC;&#x2122;S ultraportable and energy-efficient LED projector PLED-W500 with 20000hour offers long life. PLED-W500 supports 3D technology with 120Hz frame rates for exciting 3D visuals and can project 33-40â&#x20AC;? screens from a 1 m distance. The beauty of the projector is that it comes with versatile USB connectivity, while the built-in Microsoft Office/PDF viewer and 32GB SD/SDHC card reader can display documents and play multimedia files without connecting to a PC. With the IT DPP6401 image processing chip, the projector supports 3D graphics with 120Hz frame rates for exciting 3D gaming and movies using active shutter glasses. The PLED-W500 provides 500 lumens of brightness.

With dimensions of 214 x 164 x 42 mm, the PLED-W500 is compact and weighs only 1.18 kg. With 500 ANSI lumens, it is superior in the LED pocket projector category. With 2GB on board memory, one can store documents and multimedia files, enhancing presentation efficiency. n Price: Rs. 61,000 Warranty: 2 years and 1 year limited warranty on lamp Contact: Deepak Sharma Tel: 011-42603197/ 9311909945 Email: pjsales@in.viewsonic.com

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D-LINK ALL-IN-ONE MOBILE COMPANION DIR-505 D-LINK ALL-IN-ONE Mobile Companion (DIR-505) is an innovative product for travelers and mobile device owners. It provides the features of a standard wireless router without the bulk and allows anyone to quickly deploy a wireless network wherever an existing network is available. The Mobile Companion also includes USB sharing capabilities that enable users to share videos, music and photos from an external hard drive or flash drive with any iPad, iPhone or Android device.

About the size of a mobile phone wall charger, the Mobile Companion can create an instant Wi-Fi network with a range of useful features designed for todayâ&#x20AC;&#x2122;s mobile professional.

An Ethernet port allows users to easily connect to an existing network using a network cable along with a simple web GUI configuration. Further it can be configured as a switch, Router, Access Point, Wi-Fi Hotspot and Repeater. n Price: Rs. 2,299 Warranty: 1 year Contact: Divya Shetty Email: divya. shetty@dlink.co.in

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WD RED HDD FOR SOHO NAS SYSTEMS WD RED HDD is an innovative SATA hard drive specifically designed for home and small office NAS systems with 1-5 drive bays. The HDD features NASware technology, designed to improve reliability and system performance, reduce customer downtime and to simplify the integration process. This new product line addresses the unique environment of NAS and the growing demand for affordable, reliable and compatible storage that reduces customer total cost of ownership. WD Red hard drives also feature 3D Active Balance Plus, an enhanced balance control technology, which significantly improves the overall drive performance and reliability. In an exclusive for WD Red customers, WD is offering free premium 24x7 dedicated support and a three-year limited warranty.

WD Red hard drives integrate seamlessly with WD NAS solutions and are qualified to work with a wide array of WD OEM partners. Further, it is available Compatibility-tested with top NAS box manufacturers and optimized for power and performance, WD Red hard drives are available in 3.5-inch and in three capacities i.e. 1 TB, 2 TB and 3 TB.

n Price: US$109, US: $139 and US$189 for 1 TB, 2TB and 3TB drives respectively, Warranty: 3 Years, Contact: Srinivas Sampangi, Tel: +91-9880293193, Email: Srinivas.Sampangi@wdc.com

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DELL XPS 12 CONVERTIBLE DELL XPS 12 Convertible bridges the divide between work and play. Based on Windows 8, this unique product is specially designed to provide the next wave of computing experience and addresses customer’s desires. This frees customers from carrying multiple devices, helping them save time and be more productive. XPS 12 comes equipped with enterprise ready features, an intuitive touch experience, the security and manageability required by today’s always-on pace and with the design aesthetic, style and precision workmanship customers’ demand.

With BYOD becoming a by word for the enterprises, this new product will to a great extent solve the dilemmas for the CIOs. It is a synergy of two products in one, providing the full functionality of an ultraportable laptop with keyboard plus the convenience of a tablet. As far as dimension is concerned, it is 32cm (12.5) in size and weighs only 1.54kg. It comes with 3rd Generation Intel Core processors and 6 cell battery for long hours of operations and 256 GB SSD. The innovative flip hinge design can easily transition from laptop to tablet to laptop and features a Full HD screen that provides 97 percent more pixels than a standard HD display. The result is an exceptionally crisp reading and photo and video viewing experience. The XPS 12 convertible features thoughtful design, attractive aesthetics, and is crafted from premium materials such as machined aluminum and carbon fiber, as well as Corning Gorilla Glass for durability. n Price: Rs. 90,490 + taxes Warranty: 1 Years Contact: Dell India Phone: 800-425-4026 / 080-2506-8026

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FUJITSU SCANSNAP iX500 DESKTOP SCANNER FUJITSU NEXT GENERATION ScanSnap iX500 Desktop Scanner supports the Wi-Fi and USB 3.0 interfaces and it allows users the ability to scan and save information directly from the scanner with their smartphones or tablets over the local Wi-Fi network. It delivers a scanning speed of 25 sheets per minute and is equipped with an image processing engine “GI” processor. This scanner comes bundled with business card management software “CardMinder” which supports both Windows and Mac operating systems and this software also supports business cards in 11 languages including English, traditional and simplified Chinese. To improve scanning efficiency, the ScanSnap iX500 delivers a better paper feeding performance and faster scanning speed of 25 sheets per minute, a 25% increase in speed as compared to its predecessors the ScanSnap S1500 and S1500M3. ScanSnap iX500 also features some enhancements to its quick menu and other office productivity softwares such as CardMinder. n Price: Rs. 39, 500 Warranty: 1 Year Contact: Rohit Grover, Fujitsu India Private Limited, Email: rohit.grover@in.fujitsu.com Website: http://sg.fujitsu.com/scanner

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TRANSCEND ULTRA-FAST ESD200 USB 3.0 PORTABLE SSD 9 TRANSCEND ESD200 is a portable SSD featuring the SuperSpeed USB 3.0 interface that provides 10 times the bandwidth of USB 2.0. It delivers read speed of up to 260MB/s write speed of upto 225MB/s.

The ESD200 includes a free download of the Transcend Elite data management tool that helps increase productivity.

Moreover, the ESD200’s One Touch auto-backup button enables users to backup and synchronize data with their notebook or desktop PC. Due to its absence of moving parts, Transcend’s flash-equipped ESD200 SSD runs cool and silent, and can withstand excessive shock or vibration. Taking full advantage of solid-state storage technology, the ESD200 not only offers superior durability and reliability, but is also much smaller and lighter than conventional portable hard drives. Perfect for everyday portability, this credit card sized SSD includes a handy travel pouch to protect the drive’s sleek outer case against scratches during transport n Price: The 128 GB model is for 13,089 INR (approx.) and The 256 GB model is for 23,495 INR (approx.) Warranty: 3-Year Contact: Pankaj Sharma (Distributor), Supertron India Phone: 011 41318277 / 41709019-20/ +91 9311990572 Email: pankaj@ supertronindia.com

QNAP NAS TS469L IDEAL FOR SMES QNAP NAS TS469L is a small compact in size NAS Box having power supply VGA out HDMI port facility. When we opend the box the NAS box very nicely packed. It features 2 LAN ports, 4 USB ports 2.0, and 2 USB 3.0 and 2 portseSATA for HDD. It also comes with front indicator for user indication, one USB port for copy system and is compatible with PC and Laptop via LAN port. Besides it can be accessed through any browser and can connect with provided IP address. With its internal module ram 1GB/2GB, it works faster than other NAS. The 4-bay all-in-one NAS server with exceptional performance, can meet the storage requirements of modern SMB IT environments. An iSCSI/ IP-SAN storage combo solution and a number of versatile, value-added business applications, it can be the right device for the organizational critical business information storage. The QNAP TS-469L is also an ideal shared storage solution for virtualized and clustered environments, via VMware Ready and Citrix Ready certification, and is compatible with Microsoft Hyper-V environments. n Price: Rs. 53,400 (excluding HDD and memory) Warranty: 1 Year, Contact: Sanjay Biswal, Phone:91-119953036535 Email: sanjay@qnap.com

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EPSON WORKFORCE WF-7511 TARGETED AT THE SMEs, Epson’s WorkForce WF 7511 A3 AIOs is first of its kind on inkjet technology. Designed as superior alternatives to colour laser printers to help small to medium businesses save costs without compromising productivity, this WorkForce model achieves an impressive cost per page that is up to 50% lower compared to colour laser printers.

It uses Epson’s extra high capacity 143 DURABrite Ultra pigment inks that offer an extremely low 0.75 paise cost per A4 page for monochrome printing and Rs.2.10 per A4 colour page for colour prints. Yet, they do not compromise on performance with ISO print speeds of up to 15 ipm (black, A4) and draft speed prints of up to 34ppm (black, A4).

WorkForce series also boasts of excellent connectivity. In addition to a standard USB 2.0 interface, the printers have built in Ethernet, and Wi-Fi. Furthermore, WF-7511 has a high performance, fax, as well as memory card slots and USB ports which users can print image or PDF files from, or scan items to. The printers can also print photos and documents from Apple iOS or Android devices through Apple Airprint, Epson iPrint; or from cloud services like Google cloud print apps and Evernote. n Price: Rs. 27,999 Contact: Tushad Talati, GM, Brand & Communication, Epson India, Email: tushad@eid.epson.co.in

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SME CHAT

SHAILENDRA TRIVEDI, DIRECTOR OPERATIONS AND CHANNEL DEVELOPMENT, R&M INDIA

“TIER I AND II CITIES WILL BOOST DEMAND FOR SCS”

Provider of passive cabling solutions for high quality communication networks R&M sees immense opportunity in tier 2 and tier 3 cities. In a chat with SME Channels Shailendra Trivedi, Director Operations and Channel Development, R&M India, talks about the company’s growth and opportunities in the market.

How has been the growth of R&M in India?

R&M has expanded its sales team over the last year and now has direct presence in Delhi, Mumbai, Chennai, Kolkata, Bangalore, Pune and Ahmedabad.

We also have over 180 certified partners under R&M Qualified Partner Program (QPP) across India. We continue to add more partners as we are conducting QPP trainings and certifications program across India and on a monthly basis.

R&M has also added two new regional distributors for the states of Kerala as well as for Maharashtra and Gujarat. For Kerala, Gateway Networking has been appointed as our regional distributor whereas for Maharashtra and Gujarat we appointed Ultima Infotech.

R&M is looking to add more regional distributors in other states of India and is in talks with few companies as we speak.

Please brief us on your marketing and chanel strategies.

We are conducting road shows in tier-I and tierII cities. These roadshows have been very well accepted in the tier-I cities like Mumbai, Pune and Kolkata, also in tier-II cities like Coimbatore, Ahmedabad, Kochi, Hubli and Belgaum.

The roadshows has provided an excellent platform to facilitate effective conversation between

the existing partners, prospective partners and top executives from R&M. Which geographical markets are you targeting?

Geographically, we’ve seen the emergence of tier 2 and tier 3 cities. These cities are also growing and have large projects being planned in the near future. These will boost demand for SCS. There is also a very prominent channel & re-seller ecosystem which demands high performance cabling systems. We are very much targeting these cities.

What are the key trends in the cabling market?

We have seen an inclination towards cabling solutions that are easier and quicker to install.

This will drive growth of pre-terminated cabling solutions. Designed as per the requirements of the customer, these solutions are shipped ready to use, plug and play.

Another trend is the increased emphasis on compliance to industry standards. With a growing number of installations in the industry, cabling manufacturers, the installers / integrators continue to ensure that the quality of the cabling installation is as per global standards and is tested to ensure the required grade of performance.

We see increased deployment of fiber-optic systems including components and MPO/MTP

solutions. We believe this will be in line with the growing performance needs of data centers and networks.

Between copper vs fiber, towards which is the Indian market leaning?

For the enterprise segment, copper still prevails in majority. However, in the last 3-4 years fiber optic cabling has grown in the enterprise. Copper still continues to be used to offer connectivity within a building and to the user’s desk.

Studies on migrations from 10G to 40G over fiber optic cabling have been completed and it is ready for deployment. In case of copper cabling, migrations from 10G to 40G are under review and studies are ongoing to asses this.

Which verticals have you marked for growth?

India, as a market, experienced balanced growth, from across various sectors. We’ve seen a lot of deployment in the IT/ITES sector. The investments made by the public sector are experiencing exciting growth. There has been a surge in demand from the telecom sector as well and we will continue rendering our services to this sector strongly.

The manufacturing sector also scores high as an attractive market segment and there is a lot we can expect from this sector going forward.

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RNI NO: DEL ENG/ 2010/ 31962 Postal Reg. No.: DL-SW-1/4145/13-15

Date of Publication: 20 of Every Month Date of Posting: 22 & 23 of Every Month

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