Page 1


R S 2 0   |   PA G E S 3 6   |   V O L U M E 0 1   |   I S S U E 0 5

JUNE 2013





Information Security has evolved over time and is now a top priority for most enterprises. Partners, however, need to gear themselves up as lack of skillsets is acting as the biggest limitation for them.  /20


Cover.indd 1

18/06/13 8:41 AM

Advts.indd 19

21/03/13 8:04 AM


Services to be Big Business.


During the early part of the month I was in Boston, MA to attend the Cisco Partner Summit 2013. It was a very good place to understand the market sentiment. I could realise that between the earlier Cisco and present Cisco there is a huge difference. They no more call themselves as the leaders in networking space. Rather they want to be called as the leader in infrastructure and services. So it is not that Cisco only is trying to label them so but most of the server & storage players including IBM, HP, Dell, Oracle, etc. are taking the same path. When services and solutions becoming centre stage, the principals are realizing that CIOs are the real vectors of technology transformation along with the channel partners. Even in some cases they are finding CIOs more important than the partners. So unlike the earlier days, today whenever there is any discussion around enterprise technology, the CIOs are given the first invite. On the other hand, channel partners are looked to be remaining in their own paradise. It is a fact that in today’s enterprise scenario role of partners are inevitable but they should acquire skillsets so quickely that whenever the CIOs are consulted they should take the name of the partners. My second thought is that channel should persuade the market to go for services more because in services the channel partners would have their own IP so that for any change they will be the first contact. And this will allow the customers to invest their money judiciously. I could see Cisco is talking very aggressively about their services business. They predict that services business will be much larger in future times than the present. Some time back Dell was also doing the same in their partner conference. The think tank of Dell was exactly explaining their partners and motivating them on the same lines. Of course Cloud is becoming a big game changer in the market but before they move to the Cloud there is a great opportunity for the partners in services. I could well realise that acquiring skillsets is not so easy job and is also not every one's cup of tea but one should always try for the same. ë









FAX +91 22 26395581 MOBILE: +91 9967 232424


J U N E 2 013

Edit.indd 3


18/06/13 8:41 AM





BEYOND GUNS, GUARDS AND GATES Information Security has evolved over time and is now a top priority for most enterprises. Partners, however, need to gear themselves up as lack of skillsets is acting as the biggest limitation for them.  /20


“The role of the CIO and the IT department is changing” SHARDA TICKOO OF TREND MICRO INDIA


“Doing Business in Security Space Requires a Different Mindset”


ALLIED TELESIS SWITCHBLADE X8112 It is a 12 slot Layer 3 chassis switch designed to deliver high availability. It also provides high density and high performance, combined with the lowest power consumption.

IMPORTANT UPDATES Enterprise Solutions  /14 Ruffling Biggies

Infrastructure  /16 One Stop Solution Provider

SUNIL SHARMA, OF CYBEROAM EDITORIAL:::::::::::::::::::::::::::::::::::::::::::::::::::: 03 CASE STUDY  /28

Building a stable IT infrastructure for the Indian films business

CHANNELSTREET:::::::::::::::::::::::::::::::::::::: 06


GUEST TALK::::::::::::::::::::::::::::::::::::::::::::::::: 32

PARTNER CORNER::::::::::::::::::::::::::::::::::: 27

INNOVATION::::::::::::::::::::::::::::::::::::::::::::::::: 34


Contents.indd 4

J U N E 2013

18/06/13 8:40 AM

Advts.indd 6

17/06/13 10:01 PM



VMware has introduced VMware vCenter Log Insight, a new automated log management and analytics product for the cloud era. By extending analytics to logs, VMware enables IT organizations to gain real-time insights from vast amounts of log data generated by applications, physical hardware and virtualized infrastructure, helping to minimize troubleshooting times as well as improve operational efficiency and reduce IT costs. “Dynamic virtual and cloud environments generate vast amounts of structured and unstructured data, requiring analytics for real-time intelligence and visibility across IT infrastructure and applications,” said Ramin Sayar, VP and GM (Cloud Management), VMware.

JUNIPER AUTOMATION SOLUTION TO SIMPLIFY DATA CENTER OPS Juniper has announced a holistic set of network automation and orchestration tools for simplifying data center operations. Extending the benefits of a simple to manage, flat, any-to-any network architecture, Juniper’s automation solutions incorporate continued advancements on its industry-leading networking platforms and Junos operating system, as well as integration with leading orchestration and IT automation platforms, such as OpenStack and Puppet announced the press release. These solutions allow enterprises to capitalize on the benefits network automation has to offer today.


channel street.indd 6


CtrlS Partners Redington India for Cloud Offerings Managed services provider CtrlS has entered into a strategic partnership with Redington India Limited. The partnership will make select set of partners of Redington capable of selling Managed Services, Network Services and other offerings such as Disaster Recovery, Cloud offerings, Messaging solutions among others. With the partnership, CtrlS aims to increase its reach and also address challenges faced by Companies, for a smooth functioning in a dynamic and complex IT environment. With the strategic partnership of its distribution and overall India business strategy, CtrlS has set the tone for an aggressive growth plan and strategies for the India market announced the press release. Under the alliance, Redington will also offer CtrlS marketing support in order to promote the products and services of the company to all prospective customers who look to avail similar services in the territory. Speaking on this occasion, Sridhar Reddy,

Founder & CEO, CtrlS. “We at CtrlS, realize that every CIO dreams of being a contributor to the strategic goals of the organization. He wants to lead with technology. The partnership with Redington will help us serve the need of every CIO and ensure that he can invest in the right technology for his organization.” “We are sure, with Redington, whose excellent distribution network, broad distribution portfolio and strong knowledge of market dynamics will definitely help us quickly achieve a more significant footprint for enterprise solutions in India. With a robust growth plan, a stronger distribution network was the next obvious step” he added. “We are happy to have CtrlS for our cloud offerings. We look forward to a mutually beneficial long term relationship with CtrlS and provide value to their business” said Sundaresan, Strategic Business Unit Head, Enterprise SBU, Redington (India) Limited.

J U N E 2013

18/06/13 8:40 AM

Advts.indd 10

17/05/13 10:19 PM


Axis to garner 40 % Revenue by 2020 Axis Communication has initiated a three-city roadshow named “Axis Solution Seminar” in Mumbai, Delhi and Bangalore for channel partners. The objective of this seminar is to present smart video surveillance products which allow channel partners to choose smart solutions. Sudhindra Holla M, Country Manager (India), Axis Communication, said, “Our focus is to make the camera very powerful with ARTPEC Chipset which is the heart of the camera and gives the best image quality and it also takes least bandwidth. We also have SLAs to repair and send it to customers if any problem occurs under

the warranty periods with the help of our repair center in Bangalore which address the need. Besides, we have first discovered chat related support which no other in the industry has discovered and Axis is the first to innovate the chat system for support.” Axis is educating the channel partners by showcasing the products in trade shows, secondly, via business academy program which is for the sales and pre sales person to understand how it can benefit the customers, and lastly through Axis academy training for technical training and business academy for sales training. At present the company has 1,100 channel partners in India.

ORACLE, GOVT. OF GOA TO EMPOWER TECHIES Oracle and Government of Goa have signed a Memorandum of Understanding (MoU) to integrate the Oracle Academy curriculum into the educational programs of the state’s colleges and schools to help inspire the next-generation of technology professionals. The company informed that this effort will allow Goa’s Ministry of Education to build a strong foundation of technology programs to prepare 18,000 students for successful IT careers, and help meet growing local demand for a highly skilled technology workforce. As part of this MoU, 250 faculty members will undergo specialized training on the Oracle Academy curriculum that will be delivered to 18,000 students from 113 institutes in Goa, including the state’s engineering colleges, polytechnics, degree colleges as well as secondary and higher secondary schools over the next three years.

ASPECT SOLUTIONS ENABLES KARUR VYSYA BANK Aspect Software has announced that Karur Vysya Bank has gone live with Aspect Unified IP 7.1 a comprehensive solution with multi-channel customer contact capabilities with the power of software. The company informed that the solution Aspect Unified IP 7.1 has multiple communication channels such as Voice, IVRS, Chat and Email. Account balance / transaction enquiry, Account / Debit Card related requests and financial transactions ( with OTP) viz., stop payment instructions, funds transfer between Karur Vysya Bank Accounts and instant funds transfer to other bank accounts through IMPS are delivered through IVRS. J Natarajan, GM and Group Head (IT & Operations), Karur Vysya Bank, said, “Karur Vysya Bank Ltd recently opened its state of the art Contact Center in Chennai. The bank which believes in blending tradition with latest technology to serve its customers has another feather in its cap. It is one of the few banks amongst its peers to assist customers in six languages through IVRS and Voice.”

Most CMOs Not leveraging Latest Tech Apps HP’s global research reveals CMOs understand that technology is driving customer satisfaction, but more than half are not leveraging the latest technologies and application design solutions to deliver highquality user experiences. User expectations for mobile applications are rapidly rising. As these applications become the face of an organization, they need to be highly intuitive, intelligent and add value to users’ daily lives. Applications that fall short of these high standards will quickly fail, negatively impacting an organization’s credibility and customer


channel street.indd 8


loyalty. According to global research commissioned by HP, more than two-thirds of companies reported leveraging mobile applications to

improve customer loyalty, but 78 per cent indicated that they could be more customer-friendly. At the same time, only 31 per cent of com-

panies have in-house applications development teams that are wellversed in user experience issues. This means that a large majority of companies need to partner with experts who have the skills to create innovative, quality customer-facing applications. “While today’s CMOs recognize that applications are a key driver for customer acquisition, engagement and retention, most application portfolios were built to run an organization, not differentiate it,” said Faisal Paul, Head, Marketing and Solution, Alliances, Enterprise Group, HP India.

J U N E 2013

18/06/13 8:40 AM


“Today a CIO is an important business partner and is expected to deliver IT solutions that solve business challenges.” SRIDHAR S, DIRECTOR (ENTERPRISE SOLUTIONS GROUP), DELL INDIA

HP Updates its HP Anywhere Platform

Enyo and jQuery Mobile for mobile HP has launched a new version of application development. the HP Anywhere platform that Parag Amalnerkar, Country Marketenables organizations and developing Manager (HP Software & Soluers to build, distribute and manage tions), HP India, said, “With the rapid user-centric mobile applications for adoption of smartphones, tablets and the enterprise. BYOD, organizations’ mobile applicaThe company informed that HP tions must address the dynamic needs Anywhere is designed to provide PARAG AMALNERKAR, of the modern workforce. HP provides enterprise scalability by giving COUNTRY the tools developers need to create and developers the flexibility to work with MARKETING MANAGER (HP deliver enterprise mobile applications their tools of choice by leveraging SOFTWARE & core technology standards including SOLUTIONS), HP INDIA that employees will actually want to use residing securely on their mobile and HTML5, JavaScript and Apache tablet devices of choice.” Cordova, as well as support for Sencha Touch,



MPHASIS NAMED MAJOR CONTENDER BY EVEREST GROUP MphasiS has been named as a major contender in the life sciences application outsourcing space by Everest Group, an advisory and research firm on global services. Everest Group’s PEAK Matrix report ‘IT application Outsourcing (AO) in the Life Sciences Industry – Service Provider Landscape’ published in November 2012, recognizes MphasiS for its specialization and innovative models across the Life Sciences domain. In this report, Everest Group analyzed the position of various service providers on the Everest Group Performance | Experience | Ability | Knowledge (PEAK) Matrix for Life Sciences AO. The PEAK Matrix is a framework to assess the absolute market success and overall capability of service providers. These service providers are divided into three categories, Leaders, Major Contenders and Emerging Players, based on market success and delivery capability. LSI LEADS IN GLOBAL SSD CONTROLLER REVENUES LSI has achieved the No. 1 position in worldwide solid state drive (SSD) controller revenues for


2012, according to figures recently released by

Symantec and the Ponemon Institute released the 2013 Cost of Data Breach Study: Global Analysis which reveals human errors and system problems caused two-thirds of global data breaches and three-fourths of data breaches in India in 2012, pushing the global average to INR 7,360 per record. ANAND NAIK, MD (SALES, INDIA & Issues included employee mishandling of confidential data, lack of SAARC), SYMANTEC. system controls, and violations of industry and government regulations. Heavily regulated fields including healthcare, finance and pharmaceutical incurred breach costs 70 percent higher than other industries. “Given organizations with strong security postures and incident response plans experienced breach costs 20 percent less than others globally, the importance of a well-coordinated, holistic approach is clear,” said Anand Naik, MD (Sales, India & SAARC), Symantec. “Companies must protect their customers’ sensitive information no matter where it resides, be it on a PC, mobile device, corporate network or data center.”

share in 2012 to 38 percent, nearly twice the share

Forward Insights, a leading IC market research firm. According to the report, LSI grew its revenue of the closest competitor. “LSI’s unique ability to offer customers standard and custom solutions is a strong competitive advantage in this space,” said Greg Wong, BROCADE DELIVERS FIRST ON-DEMAND FABRIC ORCHESTRATION SOLUTION FOR OPENSTACK Brocade to continue its support for the OpenStack initiative and its on-going commitment to bringing open network solutions to enterprise and service provider customers through the introduction of a new Brocade VCS fabric plugin that delivers powerful on-demand fabric provisioning capabilities in OpenStack-based cloud environments. Available as a component of the OpenStack Grizzly release, the Brocade VCS

POLYCOM SOLUTIONS HELP BRIDGE DISTANCE FOR DR REDDY’S Polycom’s immersive video collaboration solutions including the Polycom RealPresence Experience (RPX) has been selected by Dr. Reddy’s to enable executives and employees across two major corporate offices in Hyderabad, India, and Bridgewater, New Jersey, USA to collaborate face-to-face via secure, high-definition video. The company’s smaller offices, manufacturing units, and research and development facilities dispersed across the globe will also benefit from the rollout of the video collaboration solutions announced the press release.

plugin expands the native attributes of Brocade VCS Fabric technology -- unsurpassed network automation, efficiency and elasticity -- by coupling these benefits with the ease of provisioning provided by OpenStack. This will allow customers to deploy network capacity and services in their cloud-based data centers far more quickly than with legacy network architectures and provisioning tools.

J U N E 2 013

channel street.indd 9


18/06/13 8:40 AM


SAP Named a Leader in MDM Magic Quadrant SAP AG has been positioned by Gartner in the leaders’ quadrant of the “Magic Quadrant for Mobile Device Management (MDM)” report. The positioning is based on an evaluation of the SAP Mobile Secure portfolio, including the SAP Afaria mobile device management solution, the SAP Mobile Documents solution for mobile content management and the SAP Mobile App Protection solution by Mocana. SAP is recognized by its customers globally as a market leader

for its ability to execute and the completeness of its vision. The cloud edition of SAP Afaria is a highly scalable enterprise mobile security and analytics solution that helps companies of any size manage and secure enterprise mobile devices in the cloud for one euro per month, per device. The solutions combine to form the SAP Mobile Secure portfolio, which provides customers with enterprise-grade security for devices, apps and content.

TCS AMONG “TOP 10 BEST BUSINESS OUTLOOK” Tata Consultancy Services has been named one of the “Top 10 Companies with the Best Business Outlook” by Glassdoor, the online career and workplace resource community. The report and rankings are the result of a comprehensive online company review and employee satisfaction survey that employees voluntarily and anonymously completed, which included the question: “Do you believe your company’s business outlook will get better, stay the same or get worse in the next six month?” TCS received an overall score of over three and a quarter stars (3.3) out of five and received high marks in the categories of Culture & Values, Career Opportunities and Work/Life Balance among others.

AVAYA REVEALS ITS VISION FOR TRANSFORMATIVE COLLABORATION Avaya has outlined its strategic vision for transformative collaboration at the International Avaya User’s Group (IAUG) Converge 2013 event, the primary resource for education, networking and advocacy for Avaya’s global customer community. In his keynote address at IAUG, Avaya president and CEO Kevin Kennedy shared the company’s plans for a new, open environment to foster the rapid development and integration of next-generation collaboration applications that connect the right people, to the right information, using the right context – to improve business results. To break down silos and accelerate innovation, the Avaya Aura Collaboration Environment will provide businesses with a single integrated application platform that works across any device or system, and enables enterprises and developers to build and deploy applications.

JUNIPER SECURES DATA CENTERS AGAINST DDOS ATTACKS Juniper Networks has announced the availability of Junos DDoS Secure to protect data centers against increasingly complex Distributed Denial of Service (DDoS) attacks. A key part of Juniper’s security portfolio, Junos DDoS Secure uses behavioral analytics and detailed network visibility to provide scalable protection against all major types of DDoS attacks. According to a February 2013 Ponemon Institute study commissioned by Juniper Networks, IT professionals surveyed cited web-based (65 percent) and DDoS attacks (60 percent) as the most serious types of attacks experienced by companies. Along with traditional high-volume attacks that leverage massive amounts of traffic to overwhelm a data center, businesses now face targeted low-bandwidth attacks on data-heavy applications that go undetected by traditional DDoS mitigation solutions. Preventing application-level or “low-and-slow” attacks requires security professionals have granular visibility and control of network traffic once it enters the data center versus simply the ability to block DDoS traffic at the edge of the network. Junos DDoS Secure is available later this quarter and is offered as both a perpetual and subscription software license.

MCAFEE HELPS MANAGE MOBILE FOOTPRINT McAfee’s Enterprise Mobility Management (McAfee EMM software) is now fully integrated with the McAfee ePolicy Orchestrator (McAfee ePO) platform announced the software security company. With McAfee EMM software, comprehensive security, policy, and management capabilities are extended to mobile devices. McAfee ePO software enables


channel street.indd 10

enterprises to protect their data on company-issued and employee-owned devices (smartphones, tablets, laptops, and desktop computers) through a single, unified infrastructure and console. “Businesses are leveraging mobile technologies to deliver a competitive edge yet many organizations manage these

devices separately from their core infrastructure,” said Ari Jaaksi, Senior VP and GM (Mobile Engineering Operations), McAfee. “Every device that’s connected to the Internet or that has access to an organization’s network or database needs to be secured and managed. McAfee is making it easier for IT departments to see and manage their mobile

footprint along with the rest of their infrastructure.” McAfee EMM software also includes McAfee Secure Container for Android and McAfee VirusScanMobile for Android software (unmanaged). McAfee EMM software provides mobile security for devices, data, and applications, as well as mobile device management.

J U N E 2013

18/06/13 8:40 AM


Wipro Eyes M2M Solutions Wipro and Axeda Corporation have announced that Wipro, an Axeda Platinum Partner, has made an investment in Axeda. With this investment, Wipro and Axeda will accelerate services and end-to-end solutions designed to help organizations connect with any asset, leverage real-time machine data to enhance business processes, and develop new innovative enterprise applications. The partnership gives Wipro and Axeda’s customers the ability to benefit from

Axeda’s rapid M2M application development and Wipro’s big data analytics capabilities to make more informed decisions that foster better business outcomes. Anurag Srivastava, CTO, Wipro, said, “Wipro’s investment in Axeda is driven by growing demand and interest for M2M solutions across verticals from global customers and partners alike. We find that customers prefer to work with mature partners like Wipro and Axeda who have the capability

and experience to plan, build and integrate M2M solutions that are able to demonstrate quick business results.” Todd DeSisto, President, Axeda, said, “Our strategic partnership is built on our history of combined innovation and the strong relationship between our two organizations that reaches from the field to the executive level. We are committed to the continued growth of our joint customer base, and the result of this investment will be a faster.”

WEB CLIPS SYNTEL TO SPONSOR ENACTUS INDIA NATIONAL COMPETITION Syntel, a global information technology services and Knowledge Process Outsourcing (KPO) firm, is presenting sponsor for the Enactus India National Competition to be held at the Taj Lands’ End Hotel in Mumbai, India on June 18 and 19, 2013. Enactus, formerly known as Students in Free Enterprise (SIFE), is a global non-profit organization operating in 38 countries.

PROPALMS ADOPTS PANO-LOGIC ASSETS Propalms has acquired the rights to provide sales and support to Pano Logic’s channel partner and customer base. Pano logic is a provider of zero client desktop

SOPHOS HOLDS GLOBAL PARTNER CONFERENCES Sophos recently concluded its annual global partner conferences, held across the Americas, Asia/Pacific and EMEA regions. In all, the company welcomed 800 partners to hear about the latest in complete security innovations. Additionally, the company recognized select partners worldwide for their growth, commitment and success with Sophos solutions over the recent fiscal year announced the official statement. “As a channel-first company, our partners are our customers and we work tirelessly to ensure their success,” said Mike Valentine, Senior VP (Worldwide Sales and Channel), Sophos. “Our global partner conferences are a great way for us to not only educate partners on our vision, roadmap and messaging, but to thank them for their ongoing contributions and efforts. ”

computing and has an innovative desktop virtualization (VDI) hardware and software solution called the Pano System, which redefines the delivery and management of end user computing by centralizing desktop management announced the company.

TECH MAHINDRA SIGNS MOU WITH NIS Tech Mahindra has signed a Memorandum of Understanding (MoU) with “Navigation Information Systems” (JSC “NIS”) GLONASS, company that offers dual-system GLONASS/GPS chipsetbased navigation equipment to the Indian market. As per the agreement, both the parties will jointly identify and develop potential opportunities, while agreeing to explore the emerging markets

MOVEMENTS Dell named ALOK OHRIE as the President and Managing Director, Dell India. In this role, Alok will be responsible for driving growth for Dell’s India market. Fujitsu Consulting India has appointed JASWINDER SOHAL as their new CEO F5 Networks has appointed PARAG KHURANA as the Managing Director for India. ANKOOR SARKAR has joined Viking Technology as director sales, South Asia. Citrix has appointed YATIN KAVISHWAR as the head of government & defense business for India region.


$ billion

is the total worldwide security software revenue in 2012, a 7.9% increase from 2011 SOURCE: GARTNER, INC.

with strong focus on solutions such as Fleet Management Solution, Intelligent Transport Solution, Vehicle Security, Geo-fencing, and Precision Positioning Services among others.

ACCENTURE RATED ‘STRONG POSITIVE’ Accenture was rated “Strong Positive”, the highest possible rating given, in Gartner’s latest “MarketScope for Business Intelligence and Information Management Services, North America” and “MarketScope for Business Intelligence and Information Management Services, Western Europe.” Narendra Mulani, senior managing director, Accenture Analytics, said, “Accenture Analytics helps governments and businesses navigate the analytics journey to return on investment (ROI) from data and analytics to insights and actions. We believe our ‘Strong Positive’ rating is proof that our clients view Accenture as a strategic and valued partner.”

J U N E 2 013

channel street.indd 11


18/06/13 8:40 AM


Kaspersky Lab Initiates Partner Pitstops Following the launch of its flagship security solution for corporate, Kaspersky Endpoint Security for Business (KESB), Kaspersky Lab has embarked on a series of partner technical and sales enablement trainings and meetings across multi-cities in India. Titled Partner Pitstops, the series in its first phase has covered Mumbai and other south Indian cities, including Cochin, Chennai, Bangalore and Hyderabad. The trainings in South India are being conducted along with Kaspersky Lab National Distributor for corporate business,

eCaps announced the company. In the second phase, such Pitstops are planned for Delhi and other North Indian cities. Altaf Halde, MD (Kaspersky Lab South Asia), said, “The year 2013 will see us consolidating our partner network and working closely with them to deliver technical and sales enablement trainings in addition to supporting them with customer leads. As we are a 100% channel-centric company, it is imperative that we support our partners with training and marketing to grow their business.”

MICROSOFT: SOCIAL TOOLS WILL SPEED COLLABORATION The survey, conducted for Microsoft by the research firm Ipsos, of 1,825 employees across the APAC region also found that 40 percent of employees feel there isn’t enough collaboration in their workplaces and that social tools could foster better teamwork. According to the survey findings, 57 percent of employees in the Asia-Pacific region would like to be more involved in the decisions to add new technologies and tools at their workplaces, and 45 percent of employees would be willing to spend their own money on social tools to drive company efficiencies.

TCS BAGS SI PROJECT FROM DEPT.OF POSTS TCS has won a six-year contract from the Department of Posts for an end-to-end IT modernisation program to equip India Post with modern technologies and systems to enable it to serve more services to more customers in an effective manner. The IT modernisation project dubbed India Post 2012 will help the department achieve a wider reach among the Indian population through increased customer interaction channels and through new lines of business. The project will help India Post provide better customer service through IT enablement of business processes and support functions announced the official statement. P Gopinath, Secretary, Department of Posts, said, “India Post has a vision of being a technology-enabled self-reliant market leader and is looking to move from a government service provider to a customer enabled world class service provider where the customer will be the focus of multifarious service delivery platforms.

SOCIAL MEDIA NOT YET PART OF MAINSTREAM MARKETING Wipro in association with Efma, a global not-for-profit organisation that brings together more than 3,300 retail financial services companies from over 130 countries, has launched the first ever retail banking digital marketing report at the Efma Distribution Week conference in Brussels. This report, the first of a series, is based on a global survey of banks covering marketing and digital channels. The proliferation of digital channels is changing the way customers consume banking services, with digital soon to emerge as the primary channel of interaction. Given this trend, banks are focusing on digital marketing initiatives to target this growing segment of customers. Location, context and behavior-specific real time event led marketing, driven by analytics will likely be the norm in the future. Rajan Kohli, VP and Head (Banking and Financial Services), Wipro Ltd., said, “Digital technologies, social media and the explosion of data are redefining customer engagement models. If we look at the marketing spend reported by the banks in our survey, traditional advertising represented just 55 per cent of the total marketing spend. The CMOs that we spoke with made it clear that the role of the CMO is changing as banks adapt to the development of new channels and capabilities.” Only 13 per cent of the banks surveyed demonstrate the highest level of maturity in digital marketing.

NEC DISPLAY SOLUTIONS PRESENTS NAVISET ADMINISTRATOR 2 NEC Display Solutions Europe has launched a new version of its remote management and monitoring software to control and monitor different NEC display devices including projectors, desktop monitors and large format displays. NaViSet Administrator 2 helps organizations to reduce technical


channel street.indd 12

support costs and improve display and projector control by remotely administering installed NEC products announced the company. NaViSet Administrator 2 is an all-in-one remote support solution to control the majority of NEC display devices and Windows computers. It is ideal for managing

any multi-device installations in larger environments, for example in corporate/large businesses as well as the aviation, energy and utility, finance, leisure and museum, retail and transportation industries. Through an easy to use and sophisticated graphical user interface (GUI), businesses can reduce their

administration effort and costs by remotely diagnosing and correcting technological issues. The NaViSet Administrator 2 software is designed to run from a central location and provides monitoring, asset management and control functionality of remote displays via LAN or serial connections.

J U N E 2013

18/06/13 8:40 AM


Cisco Pledges to Be No.1 IT Company Mid-market and hybrid IT to drive partner’s business and they should adopt cloud computing, software & services business aggressively. n W O R D S : S A N J AY M O H A PATA < S A N J AY @ E N T E R P R I S E C H A N N E L S . C O M >


n its 17th annual Partner Summit 2013 held at Boston, Cisco’s chairman and CEO John Chambers announced his goal of making Cisco a No.1 IT company in very near future. Addressing thousands of its channel partners and international media, Chambers focussed on three points i.e. midmarket opportunity, cloud as a differentiator and hybrid it. With the theme of “Today, Tomorrow, Together”, the partner submit was joined by nearly 2000 partners from 1121 companies from 93 countries and 6000 virtual partners. Speaking on the theme Bruce Klein, senior vice president of Cisco’s worldwide partner organization, said, “Everything is happening today and we are hearing a lot about Internet of Everything for tomorrow and we can do it together with our partners. Our partner centric model is differentiator for us and I thank them for that.” He added that cloud, software and services, solutions are going to play a big role for the channel partners. The deal size is going to become

anywhere from 2.5x to 7x and reduce time to close deal by half. Chambers highlighted that towards becoming a No.1 IT company, Cisco has been enhancing its strength through many acquisitions – to be precise 15 companies in last 12 months. And, if possible there will be many other acquisitions also in future. As per him Cisco values SMB market very much, which they address as commercial market. Services and security are going to play a major game changer in the market and channel partners have to adopt these businesses aggressively. As per the presentation of the company- Internet of Everything represents$14.4 trillion worldwide revenue. As per Chambers the midmarket opportunity is top of mind for Cisco, with the company promising to double its investment in “Partner Led” resources, from $75 million last year to $150 million in fiscal year 2014. The goal of the investment is to help partners capture a $55 billion

market: $25 billion in product and $30 billion in services revenue by 2016. Last year Cisco had introduced the cornerstone of its support framework, Partner Plus – designed to help partners grow their midsize business practices. In a press note, Cisco said, today there are 2000+ partners enrolled globally in the Partner Led programme. Out of them more than 40% have made their targets and receiving reinvestment checks. Partners that leveraged virtual engineering resources grew two times more quickly. There has been 11,000 leads and 39,000 prospects routed to partners through the sales collaboration platform. Similarly Cisco also pledges to continue to build on the industry’s broadest “made for midmarket” portfolio of products, solutions and services. The Cisco midmarket portfolio delivers a wide selection of options to ensure customers are getting the right-sized, rightpriced offering with the right set of functionality and compliment of services. New offerings that the company highlighted in the venue included Cloud Managed Networking Portfolio, Managed Services Dashboard, Catalyst Switch 2960-X Series and Virtualised Foundation Smart Solution. Similarly, the company also highlighted on the Meraki Managed Services Dashboard, Cloud Services reseller and Business Transformation Playbook. When the Managed Services Dashboard brings together a number of features for managed service providers (MSP) to offer cloud-managed networking as a service to their customers, the MSP dashboard features specific tools, analytics and monitoring capabilities and is built to allow service providers to manage end-customer networks easily from a central location while still maintaining separation and security of each customer network. Cisco is also making significant new enhancements to its Cloud Services Resale Model to accelerate the cloud services reseller’s ability to capture new revenue from the cloud opportunity and provide a variety of new benefits to help them be successful. Cisco Business Transformation Playbook is to provide a blueprint for partners transitioning their business from a product reseller model to include annuity-based cloud revenue.

FINALLY… As the market is moving towards the concept of solutions and services, Cisco’s empowering of channels is a welcome move. It will not only help the company to be number one but also the partners to be profitable in the process. ë

J U N E 2 013

Corporate Biz-Cisco.indd 13


18/06/13 8:40 AM



Ruffling Biggies When most of the big global companies in the CRM space going down and losing bottom-line due to the overall global market downturn, here is an Indian company which is showing its mettle with a bunch of domestic talent and with some aggressive marketing strategy.

As per Gartner total worldwide CRM software revenue is totalled at $18 billion in 2012, which is up by 12.5% from $16 billion in 2011. Where as in India, the growth is around 15 - 20%, which is much higher than the global number and the value is around US$ 100 million. Today, it is a small market in India but with the higher growth in retail and enterprise segment, Indian CRM market is bound to grow faster. In this situation, this geography is seen the presence of most of the global players. But the beauty of this geography is that we have a number of home grown developers, which are giving good challenge to the biggies in various pockets of market. One of them is CRMnext. Present since 2002 in the Indian CRM market, CRMnext has developed strong CRM platform. The strength of the company has been its engineering and R&D activities as Sushil Tyagi, Director Sales & Marketing, CRMnext, says. The first few years, the company had spent its energy and investment in the R&D. The objective was: before the company comes into market they should have a very strong product in hand. Mind it: the think tank was of cognisance that they would be competing against the biggies. Sushil informs that their goal and focus was the enterprise market


Enterprise-Solutions-CRMNext.indd 14

with 1000+ seats and in order to get the deals they had to be very aggressive in the market and have to influence the decision making. From the product perspective it is a single end to end CRM product that CRMnext offers, which takes care of all the requirements of an enterprise starting from lead management to the customer service to marketing, document management, analytics, etc. It has the capability to address most of the vertical market but as per Sushil the product comes with best practices of eight verticals including banking, financial services, insurance, mutual funds, pharmaceuticals, media, manufacturing, retail, etc. The beauty of CRMnext product is that it is all code less. Almost 90 – 95% implementations happen without fiddling with the code. Therefore the product does not need engineers for implementation. Sushil adds, “If you are non-technical you can still understand it’s a GUI based application. You can configure a lot of features; add a lot of fields and layouts. We are one of the early adopters of the Mashup control though it is a buzz word today. We adopted it almost ten years back when we started the product design. The product is always upgraded seamlessly without any downtimes and without any risk of business. So, today, all our

customers would be always running on the latest version of product base as such.” So the product capability and aggressive marketing strategy has enabled CRMnext to bag some of big accounts now. “HDFC bank is our biggest client. We have done one of the biggest CRM implementation in the APAC markets with this bank for their 38, 000 users. In fact we have won the Celent Model Award last year in 2012 on HDFC,” maintains Sushil. “Apart from that, we have most of the thought leaders as our customers in the BFSI industry, including Reliance Mutual Funds, UTI Mutual Fund, Tata AIG, Max Life Insurance, IIFL, Bajaj Auto Finance, Crisil, etc. Outside BSFI segment, we have companies like Pfizer. In the media company we have Reliance and Big FM as our customers. So there is fairly large market share we have & especially in the + 1000 seats customers’ segment.” In terms of market strategy, CRMnext used to go all alone direct to the market, but from last year the company has started moving into the directions of the partners because CRMnext understands that the market for them is too large and too widespread and their sales force may not address the entire market. Therefore their objective now is to create a viable partner model,

J U N E 2013

18/06/13 8:39 AM


in terms of tying up with large SI partners like TCS, IBM, Wipro, Mahindra Satyam, etc. As per Sushil account like UTI Mutual Fund has been won along with TCS. After decent success and given the small market size in India, CRMnext has stepped out of India. Sushil added, “Our first phase of go to international market strategy has been focused on the APAC, Middle East and Africa markets. We already have our first customer from Uganda known as the Housing Finance Bank and we also have our first customer from Indonesia. In this year, we do feel we’ll have fairly larger market share in the international arena.” Most of their R&D activities happen out of Noida Facility, India although they have one more office in Mumbai which is for sales and service. The company is growing fast. So today, there might be more than 200 man power working with CRMnext. Sushil adds, “The kind of response we are getting from the market and the kind of projects we already have in hand, we expect to take the headcount to 300- 350 by the end of this year.” But as they are gaining customers in overseas locations, as per Sushil they might also open offices in Middle East and APAC though today CRMnext is being available through local partners. However in today’s virtual world, can support customers from any location, so you don’t need to be physically present in every location but yes the company would surely like to



“If you are nontechnical you can still understand it’s a GUI based application. You can configure a lot of features; add a lot of fields and layouts. We are one of the early adopters of the Mashup control though it is a buzz word today.

remain closer to the customers. The customers can acquire this product, in whichever way they want to. For example they can acquire CRMnext on premise or through private Cloud or even subscribe through the public Cloud. The customer can run the application on any device of his choice including laptops, desktops, tablets or any mobile device with capability to handle enterprise solutions. Sushil says, “If you look at the history of CRM there has been a lot of success stories and also a lot of failure stories. The reason for failure is not the feature of the product but the capability of the platform which push those products to failure. One should look at the customers’ requirementwhen I’m talking about customers - not my own customers but my customers’ customer. Their customers’ requirement changes very fast. If a product cannot adapt to those changes then the challenges are enormous. You normally end up either replacing it with another application or you decide to not to invest enough and allow your customers to suffer. Over here what we bring is in-depth capability to adapt to managing changes.” The licensing model of CRMnext solution is quite flexible and modular. The customers can go for licences or could go for subscription model. Sushil adds, “If you look at other CRM players in the industry– most of them either would have only on premise or only Cloud. Even though some could offer both the worlds’ of licencing model but chances are the customers would have restriction on versions. So what we are offering is a single product and the customer would have choice of picking up the module on devices of their own.” From the pricing perspective, CRMnext would be at par with any of the A-Level CRM products. But as per Sushil the final decision depends on other factors. Even though CRMnext is a very good product, but never does the company lose sight of taking any appropriate decision on marketing. The company participates in various expos and events along with its partners or direct, depending on the opportunity of engagement.

FINALLY… CRMnext has been working for last four years on a new product which is called Business Next. As per Sushil, Business Next would have various flavours and capabilities. It would be a complimentary product to their CRM solution. Further, CRMnext has been growing at 40 – 45 % for last four years and is expecting to double its revenue in next 2 years. ë

J U N E 2 013

Enterprise-Solutions-CRMNext.indd 15


18/06/13 8:39 AM



One Stop Solution Provider Global market slowdown has created a lot of changes in the market situation. The enterprise market is moving from Capex to Opex approach. Therefore vendors are strengthening their solution and service capability by acquiring companies. So Dell’s acquisition of many companies over a period is just predicted. n WORDS: KARMA NEGI <KARMA@ENTERPRISECHANNELS.COM>


ell has been strengthening its enterprise portfolio for some time now offering the greatest and best of technologies in the world. Either the company is acquiring the technologies or participating as a member to the alliances. The ultimate goal of the company is to make the competition stand out of its way to become No.1 in the datacentre market. It has been strengthening its position in end to end infrastructure space including converged infrastructure, virtualization, Cloud, BYoD, Open source and Big Data. Towards achieving competitive advantage in the aforesaid space, the company has been acquiring many companies and integrating them to make it a fluid one. Some of the acquisitions include Boomi, AppAssure, Kace, Quest Software, Wyse Technologies, SonicWall, SecureWorks, Clerity Solution, Make Technologies, Credant Technologies, Compellent Technologies, Scalent and Force 10, etc. If one marks the salient features of these acquisitions, all the products are software in nature except Force 10 and SonicWall, which are networking solution for high-performing computing and security appliance respectively. With Boomi, Dell brings a lot of flexibility in application integration and BI. Similarly, Kace, Wyse, Quest and AppAssure bring systems


Infrastructure_Dell.indd 16

management and SonicWall and SecureWorks offer security solutions. But all these solutions are scalable in nature addressing the computing requirements of mid-tier market all the way to the very large organizations. So today, Dell is a complete company with addressable capability of all the customers’ segments. On the top there is Dell Enterprise Group, along with it has the Software Group, then SMB Business Unit and on the bottom there is Consumer Group. Executing the mid-tier Business, there is Dell Global Commercial Channel, which is to sell solutions and products through the channel partners. Whereas for enterprise business, Dell Enterprise Group has its own channel and SI partner base and of course a great direct sales force. If one looks at the Indian market, no corporate can go direct so Dell is going through an evolution from direct to adopt the partners in their go to market. Sridhar S, Director – Enterprise Solutions Business, Dell India Pvt. Ltd. says, “So rightly a lot of capability is being built within Dell and some of it is happening through organic investments, improvements and through acquisitions. Secondly, as we go along improving our capability we also need to increase capacity. One way is to look at doing all by ourselves, the other way is to look at the partners who would do it. So we are

evolved our overall partner focus.” Sridhar adds, “On one side, we have got the large global systems integrator partners who would be working on turnkey projects where they bring lots of value addition in terms of executing the overall projects. Then there are the large Indian system integrators with whom also we would work with. The third is the global commercial channels which deals with local system integrators to value added resellers. Besides we have some distribution partners, who cater mostly to our consumers segment.” Sridhar maintains, “Over the last few years, we have put the partners upfront, we have tried to bring a lot of focus in our approach to partners & enable them. Not only do we have our own capability & capacity we also deliver a lot of solutions through our partners which lends itself to a lot of reach and a lot of last mile in various different projects.” Sridhar adds, “Now if you look at the different customers’ segments, you would see that probably consumers’ sales is largely done through partners so also the public sectors. But, in the large enterprises’ segment we are improving our presence in terms of partners. We are picking partners with right kind of solutions capabilities. It is called as partners’ identification and we are working closely with them in structuring the entire stack of solutions to be able to deliver what the customer wants. The other area that we are focusing on is the mid-market. We are actually going pretty aggressive with partner community in various mid-tier markets.” This probably gives one a flavour of how much Dell is direct and how much is through partner. Plus, Dell is beefing up its inside sales organization both from its customer facing sales entity and technology sales entity which Sridhar runs so as to improving the capacity of delivering what is needed for the partners so that the partners are able to carry the breadth of its solutions more to our customers. Coming to the data centre market, where Dell is riveting its eyes on - the company is building up a lot of infrastructure in India. There is a rapid adoption of virtualization today, which is pretty much the first step towards the cloud. Many customers are looking at whether their application is cloud ready on a long run. Today, the first thing a CIO is looking at is what the business value that he is delivering. No more do they buy an IT or Technology for the sake of technology. When he makes an investment what is the return he gets for the business. He looks at how he can make the business more efficient. Sridhar says, “We are beginning to see this conversation pretty rapidly in India and in the

J U N E 2013

18/06/13 8:39 AM

next 5-7 years CIO’s will probably go leaps and bounds in being able to deliver the business values. As you begin to virtualise you remove hardware from infrastructure and as you begin to add more and bring in the concept of consolidation. As you need to consolidate, you should look at the fact that you have built some datacentres in the past; you have made some assumptions in the past. You free up some level of capacity or you free up some of the datacentres themselves or some companies even have acquired other companies. So there are multiple datacentres at present. So how do you integrate these datacentres and consolidation and what goes with the consolidation in the next step.” He adds, “Many customers - even the large enterprises are re-looking at their datacentres, which might have been built five– ten years back. At that point of time they would have made some assumptions and as they go along they have added capacity in terms of power, cooling and would have added lot more compute, storage and networking devices in their datacentres, which are power guzzlers in some ways. So how do we go and optimize what is there in the datacentres – so that is becoming an important criterion today. So these are from Infrastructure point of view what are driving the datacentre purchase. Similarly, from the application point of view whether my application is ready for the cloud. Am I able to enable those applications on the cloud? How do I best equip these applications to run on the cloud and get my people on the field



“So the journey which we began to transform as a solutions company before four & a half years back and started implementing aggressively about three years back in India are beginning to bear fruits.” to be able to leverage the company’s resources and in the process how do I keep it secure because security is becoming the biggest concern for most of the CIOs. Then as you begin to look at it, how do I help the businesses whether it is through implementation - for example for SAP Hana or do I have to migrate my SAP to a newer version or do I probably have to look at to migrating


towards Linux to be able to keep my applications or my infrastructure that much more nimble and ready for growth or for next addition so typically you are moving back into our scale out kind of architecture. So then as you marry these two you look at how do you create the infrastructure where you would be able to provision as the demand increases and that is where the concept of conversions comes where you break down the barriers & you breakdown the silos and you create one converged infrastructure which is capable of scaling with scaling needs and then you deliver the kind of provisioning of resources as may be needed by each application or each department or each initiative. That is where we are evolving into.” As per Sridhar moving to datacentre is a journey and in the process the customers need to necessarily run from their private datacentre or private cloud and of the lower intensity applications are hosted from the public cloud. Of course there are many that are in-between applications for hybrid cloud provide there is right kind of safeguard and management. So in this market situation, Dell offers open stack non-locked in solutions. The customers have the choice of solutions for their every requirement. All the acquisitions that Dell has done over a period of time has enabled it to empower its partners and brought flexibility to its customers. Today, the customers would not have to go from place to place to bring various solutions whether that is Wyse Thin Client, Quest Software, server and storage from somebody else or Dell and setup a VDI by themselves or setup a datacentre manage by themselves. It is that much easier for the customer to actually talk to one company - Dell and asks for a particular solution. A happy person with the progress of Dell in India, Sridhar adds, “Some accounts that we have won recently in the last 6-12 months and the kind of machine critical applications that we have been able to deliver is probably unheard of earlier. So the journey which we began to transform as a solutions company before four and half years back and started implementing aggressively about three years back in India are beginning to bear fruits. The green shoots are coming up now. I don’t have a crystal ball unfortunately but I can tell you in the next two years this momentum will only definitely grow and the competitive environment will definitely favour us.”

FINALLY… With market being very cautious on investment, Dell’s positing is quite critical for the custoemrs. Secondly, from the partners’ perspective it is a big opportunity. ë

J U N E 2 013

Infrastructure_Dell.indd 17


18/06/13 8:39 AM





Security has received a lot of attention lately due to various hacking incidents. How has this impacted your business? A lot of the developments that occurred in the computing world in the recent times


My Views-Trend Micro.indd 18

involved the automation of day-to-day tasks. These developments have made peoples’ lives so much easier, causing the development of a dependency on them. Paralleled by innovations, however, is abuse, as cybercriminals continually employ them in malicious schemes with a single

goal in mind i.e. to gain profit. This very reason—profit—has proven to be a sufficient motivation for hackers to constantly innovate in terms of attacking security technology. They research, explore, and develop malicious programs that we now call “malware.” Although these malware are continuously developed, whether to become more resilient to antivirus solutions or to become more effective in terms of their intended payload, the threat trends paint a consistent picture—malware automate hacking. As more and more malicious activities are automated with the use of malware, it looks like there will be more future challenges for the security industry. What we may know as highly targeted attacks today may one day be just malicious codes operating independently for their malicious creators. Trend Micro protects users from this threat via Smart Network Protection™, which prevents

J U N E 2013

18/06/13 8:39 AM


access to the sites hosting these hacking tools and the survey scams. It also detects and deletes the related malware from the system. With constant sophistication of cybercriminals, we have also endeavoured to simultaneously advance in the Internet content security and threat management solutions that make the world safe for businesses and consumers to exchange digital information. With more than 20 years of experience, we’re recognized as the market leader in server security for delivering top-ranked client, server, and cloud-based security solutions that stop threats faster and protect data in physical, virtualized, and cloud environments. What are the key trends in the security space in India? IT security is an essential ingredient of an organization’s IT system and the need for IT security is expected to continue to gain momentum. IT threats are becoming more sophisticated all over the world and organizations are demanding new, robust, affordable and upgraded security solutions in order to protect their confidential data. The Indian IT security market has been dynamic, with a considerable rise in outsourcing work. Meanwhile, off-shore data storage continued to threaten Indian companies with possible cyber attacks. IT security is a major cause of concern for Indian companies, with the threat of their network being hacked constantly looming. SMBs need to develop proper IT infrastructure and Indian companies need to comprehend the potential risk of data theft. For this they will have to raise their level of investment in effective IT security systems. The Indian IT security market has huge opportunities for further investment as enterprises have become aware of the potential danger of data theft and are increasingly spending a major chunk of their budgetary allocation on IT security solutions. Companies need to become accustomed to the new post-perimeter world and look for security solutions that are not dependant on antivirus signatures as the means of protection from malware attacks. This will surely be beneficial to companies seeking effective IT security solutions. What are the key areas in the security space where partners should focus on? Partners should focus on associating with such security solution providers and program that will

take their business to new heights and recognize their unique capabilities. Offering the updated security solutions and simultaneously increasing profitability and productivity. We at Trend Micro offer program which provides the tools partners need to achieve new levels of success and enhance their service quality. We offer the support, resources, and rewards to help them differentiate their business, gain a competitive advantage, and grow their share of the security market. More than a third of CIO/CISO’s time usually goes into firefighting when it comes to enterprise security. How does a company focus on fighting new threat vectors and build strategies, given such a scenario? The role of the CIO and the IT department is changing fundamentally. On the one hand, the CIO should become the strategic service broker leading the service and technology governance for the enterprise and sourcing the right service from the correct source, be it internal or external. On the other hand, the CIO should become the key advisor on information technology to the whole company. The prominence of the Chief Information

to the strategic and operational objectives of an organization. The alignment of business and information technology strategy has long been recognised as a key issue for managers and has grown in importance as IT has become strategically significant. Until recently, the traditional role reserved for IT has been fairly subservient in business planning. IT has been merely an implementation tool, not intrinsically involved in shaping strategy. Now, as more and more new business opportunities and channels to market are created by technology development, IT plays an increasingly pro-active role in developing the long-term business strategy. So, we ensure that our IT and business strategy functions are completely synchronized towards common business-oriented goals. There is a major shortfall for skilled security professionals in India. Do you think that is impacting your business in some way? What are you doing to change this? India is evolving and the significance of skilled security professionals have been realised. In this digital era, as a security leader, we are focused on


Officer position has risen greatly as information, as data and information critical to the business has risen to one of the most valuable assets of the corporation and has become increasingly important as part of any forward thinking organization plans. Typically, a Chief Information Officer is involved with driving the analysis and re-engineering of existing business processes, identifying and developing the capability to use new tools, reshaping the enterprise’s physical infrastructure and network access, and with identifying and exploiting the enterprise’s knowledge resources. I know of very few other Corporate Officers that take on this type of corporate tasks or have the background to do so. Many CIOs head the enterprise’s efforts to integrate the Internet into both its long-term strategy and its immediate business plans. CIO’s are often tasked with either driving or heading up crucial projects which are essential

securing the cloud journey. We are constantly innovating with the increased pace of sophistication of the cybercriminals. We are directed towards creating a world safe for exchanging digital information with its Internet content security and threat management solutions for businesses and consumers. We encourage our employees worldwide to become involved in their immediate communities and beyond. Trend Micro delivers timely threat intelligence, service, and support to our global customer base and defends millions of customers round-the-clock through TrendLabsSM— a worldwide network of threat research and product service and support centers. As new threats and vulnerabilities emerge, Trend Micro remains committed to timely threat intelligence and ongoing innovation to help customers secure data, ensure compliance, reduce costs, and safeguard business integrity. ë

J U N E 2 013

My Views-Trend Micro.indd 19


18/06/13 8:39 AM




Cover Story.indd 20

J U N E 2013

18/06/13 8:38 AM



he information security market in India is expected to grow by 18 per cent to reach Rs 1,415 crore this year due to increased spending by companies to secure their information assets as per a PwC report. Another report from Frost & Sullivan suggests that the network security market in India is forecasted to grow fast during the forecast period from 2012-2019, and is expected to hit a revenue of $634 million in 2019, representing a stable CAGR of 15.3 percent. Increasing number of high-profile security incidents and regulations within and outside the country are key reasons for this increase. In security, no matter what cutting edge technology you implement at the organizational perimeter, the weakest

regulator acknowledges that given the increasing reliance of customers on electronic delivery channels to conduct transactions, any security related issues have the potential to undermine public confidence in the use of e-banking channels and lead to reputation risks to the banks. The regulator has institutionalized a whistle-blowing system by means of a quarterly assessment of all banks towards their progress on these guidelines in the AFI (Annual Financial Inspection) cycle 2011-2012. To conform to these guidelines, financial services organizations in India will need to demonstrate compliance with RBI regulatory mandates, which include data protection, event collection and analysis, endpoint controls, and related security measures.

Information Security has evolved over time and is now a top priority for most enterprises. Partners, however, need to gear themselves up as lack of skillsets is acting as the biggest limitation for them. n WORDS: KARMA NEGI  n PHOTO: ISTOCKPHOTO.COM

link in your armour always stands to be exploited by the hackers. To add to this, the sophisticated malwares doing rounds, just increase the problem manifold. “So far, the implications of being hacked was only considered to impact the image of the company, but with increasing personal/user data being stored on the websites it may well be the decider between retaining a customer or losing him completely. This has caused a surge of customer queries, wherein we update the customers on possibilities and impact of these new threats and also on the improvements made in technology to deal with them,” said Amit Singh, Country Head, Dell SonicWALL.

REGULATIONS Regulatory compliance today has become of the key driver for security spend for Indian companies. Whether it is IT Act mandating protection of privacy information, UASL requiring Telcos to manage their security risks or RBI regulations requiring banks to have a comprehensive security program, Indian companies are looking to implement solutions which not only address current regulations but will also bring in scalability to address any new mandates which may come in the future. More than actually meeting the security requirements, companies incur higher cost in demonstrating compliance. Indian banking regulator (RBI) has been proactive in advising banks on issues relating to security and has acted as an important institution to drive the importance of this matter at the level of Board of Directors. According to the Reserve Bank of India report released in January 2011, the

Navin Sadhwani, Head Channel & Commercial Business, India & SAARC, RSA opined, “A few years ago, Indian companies listed in US markets struggled to satisfy the ever increasing demands of auditors and regulators for Sarbanes Oxley compliance. Indian conglomerates have learnt from this experience. Today, instead of looking for point solutions to satisfy current regulatory demands, companies are investing in solutions such as IT GRC which helps them bring in seamless visibility across security and compliance domains. This approach helps compliance and security departments work collaboratively to use the same set of data to maintain internal security and demonstrate compliance.” Diwakar Dayal, Head - Security, Borderless Networks Sales, Cisco India & SAARC added, “The government plays a crucial role in strengthening and enforcing laws/ regulations around security, thereby leading to higher awareness levels in the ecosystem. This will enable organizations to deploy next gen security solutions to protect their critical data.” Predicting higher security investments in Indian enterprises over the next couple of years, Pinakin Dave, National Manager-Channels & Alliances, McAfee India said, “While in the ITeS and IT services industry, confidentiality of customer data and its adherence to global regulatory norms such as Sarbanes Oxley and HIPAA is sacrosanct, Indiaspecific regulatory mandates are also an increasing concern. For e.g.: As of 2012, the Information Technology Act of India and RBI have put in place compliance measures in the form of RBI Mandated Cyber Due Diligence for financial

J U N E 2 013

Cover Story.indd 21


18/06/13 8:38 AM




“With increasing personal/user data being stored on the websites it may well be the decider between retaining a customer or losing him completely.”

services organizations in India. Over the next two years, financial services organizations in India will need to demonstrate compliance with RBI regulatory mandates, which include data protection, event collection and analysis, endpoint controls, and related security measures.” Kamal Sharma, Group CIO and ITIM SBU Head, Mindlance said, “There is ample of space for betterment in regulations. With awareness towards regulations now there is significant increase in security budget, like we are seeing in BFSI, ITes and government too.” Collaboration across risk, compliance, security and audit departments is bringing efficiency in technology spends by reducing redundant investments which address only one aspect of the risk and compliance framework. As regulations keep increasing and compliance becoming more complex, security spends will definitely increase. However these would be directed towards


Cover Story.indd 22





“Today, Companies are investing in solutions such as IT GRC which helps them bring in seamless visibility across security and compliance domains.”

“The government plays a crucial role in strengthening and enforcing laws/ regulations around security, thereby leading to higher awareness levels in the ecosystem.”


products which integrate seamlessly into a overall risk program, effectively manage security threats and demonstrate compliance.”

THREAT VECTORS The threats vectors seen in 2012 and expected to be seen in 2013 are not very different from previous years. What is different however, is the sheer sophistication and volume of these threats. Let’s take a look at some of the key threat vectors:

l Targeted attacks- 2012 saw an increased growth in targeted attacks that proved successful in disrupting service and fraudulently obtaining significant amounts of intellectual property. It is expected that cyber criminals will continue to use this method and as a result, we are likely to see significantly more targeted attacks and targeted malware. This type of attack is more difficult to protect against. Uniform attacks are still out there but as soon as they are identified and a security

J U N E 2013

18/06/13 8:38 AM




“Confidentiality of customer data and its adherence to global regulatory norms such as Sarbanes Oxley and HIPAA is sacrosanct, Indiaspecific regulatory mandates are also an increasing concern.” fix is released they are no longer effective. “One disturbing development in this trend across last year was that we started to see more targeted attacks that also destroyed evidence of the attack afterwards and we are likely to see this continue. It also adds to the difficulty in ensuring effective incident response as hackers literally attack any hardware on the way out. Protecting against this will be a major challenge – particularly for enterprise and government,” Dave explained. l Need for incident response: As a consequence to the advent of advanced persistent threats, organizations will have to review their processes for dealing with a targeted attack. If the organization falls foul from a targeted attack or Advanced Persistent Threat (APT) they will need to adopt a process of incident response and many organizations don’t necessarily have the technologies in place to ensure timely investigation and remediation is possible. As such,

solutions providing incident response capabilities will become a security infrastructure priority for many organizations. l Authentication: In the current context, we see significant focus in Identity and Authentication. Internet users have come to understand that passwords are not enough, and identity and authentication systems used today are too difficult and possibly ineffective in dealing with today’s issues. The subsequent months will see massive adoption of multi-factor authentication processes and more solutions to tie your identity to your device and information. l Security Data and Analytics: SIEM is no longer a viable solution unless it provides the ability for real-time incident analysis, compliance and response taking into consideration every device connecting and communication within an organization. The requirement to bring together event, threat, and risk data with security intelligence will facilitate rapid incident response and the ability to make real-time decisions as to the security posture of the organization and how to make better information decisions on how to protect the organization. l Situational Awareness: The sheer volume of threats and the nature of hidden, stealthy malware that is designed to evade traditional protection counter measures will require every organization to have instant visibility across every device. Situational awareness can help organizations become sensitive to and informed of changing events, as they change. Instead of making tentative and reactionary decisions based on little data, organizations can take decisive action based on clear understanding of correlated events and their implications for infrastructure. As organizations become more aware of their security posture, they can determine if they are at risk or may be at risk to present-day exploits or future attacks. l BYOD: BYOD provides a variety of advantages to organizations, ranging from improved productivity to increased ROI for IT departments who make the migration. However, a BYOD environment also lacks many of the traditional security controls that organizations have relied on to secure their data, leaving gaps in their data and device protection strategy. “In order to address the balance between usability and security, organizations are taking a variety of steps. While some draconian approaches (such as denying all personal devices on the corporate network) might be warranted for extremely secure organizations, most organizations want to adopt a BYOD policy that offers some flexibility for users while enforcing corporate policies and


TO MAXIMIZE OPPORTUNITIES IN SECURITY It is important to understand security implications before any deployment. Here are the guidelines for partners to handle some of the key threats: ADVANCE PERSISTENT THREAT In the last few years, we have seen the advent of APTs which is basically a targeted attack at a person or organisation, intended to compromise the specific target, largely for financial motives. A recent example of this was in 2011, when McAfee identified the Night Dragon attack on oil and gas companies that pilfered confidential information. APTs are sophisticated in nature and needs to be categorised very strategically, since the attacker is going to use every technique possible; which can be a combination of - identity based attack, phishing. For an organisation with 10 people or even with 200 employees in their IT department, is not easy to deal especially since an organised hacker group have multiple different tactics to break down the process such as traditional engineering, existing malware, social engineering technique, Guidelines: In most organisations the IT infrastructure architecture is basic & it is very easy to penetrate the network which can be done even with Remote access control. In the context of threats such as APTs, CISOs needs to focus on user approach technology. The old security architecture needs to be reviewed to check if it can handle the security challenges of today and hence its effectiveness. The need of the hour is to analyse & review the security option being used, evaluate the technology, check for a platform. S O U R C E : M C A F E E

J U N E 2 013

Cover Story.indd 23


18/06/13 8:38 AM








“There is ample of space for betterment in regulations. With awareness towards regulations now there is significant increase in security budget, like we are seeing in BFSI, ITes and government too.”

“Most organizations want to adopt a BYOD policy that offers some flexibility for users while enforcing corporate policies and adopting best practices.

“The ongoing value of social media to the digital consumer experience means that social mediabased cyber-attacks will become even more prevalent in the months and years ahead.”

adopting best practices,” said Vishak Raman, Senior Regional Director, Fortinet SAARC. l Web 2.0: Web 2.0 or consumer-driven technologies like social media have unleashed a new wave of Internet-based applications that can easily penetrate and circumvent traditional network security barriers. Web 2.0 applications has made enforcing data security policies a far more complex problem. Even worse, many businesses have no way to detect, much less control these new applications, increasing the potential for intentional or accidental misappropriation of confidential information. “The ongoing value of social media to the digital consumer experience means that social media-based cyber-attacks will become even more prevalent in the months and years ahead. In order to protect themselves, enterprises need to deploy a mix of strategies that include user education and basic security protocols,” opined Ashish Dhawan, Managing Director, Asia, Juniper Networks.


Cover Story.indd 24

CAPACITY BUILDING As per a study frxom The International Information Systems Security Certification Consortium (ISC)2, a not-for-profit information security professional body, the global shortage of information security professionals is having a profound impact on the economy and is caused by a combination of business conditions, executives not fully understanding the need for security, and an inability to locate enough qualified information security professionals. The data concludes that the major shortage of skilled cyber security professionals is negatively impacting organizations and their customers, leading to more frequent and costly data breaches. This shortage is causing a huge drag on organizations. More and more enterprises are being breached, businesses are not able to get things done, and customer data is being compromised. Given the severity of cyber espionage, hactivism, and nation-state threats, the time is now for the public and private sectors to join

forces and close this critical gap. Focus should be on building a skilled and qualified security workforce that is equipped to handle today’s and tomorrow’s most sophisticated cyber threats. On the India front, the scenario too is grim. India currently has approximately 22,000 certified cyber security professionals, far lesser than the requirement of 77,000 personnel. According to recent data, India would need 4.7 lakh cyber security professionals by 2015 to protect its IT infrastructure. The reason for the shortfall is due to the lack of demand as a career in information security is not as lucrative for the masses as it is for a small set of passionate people, opined Rajesh Ganesan, Director of Product Management, ManageEngine. “Businesses either have no awareness or the incentive to have strong information security programs. Strong government regulations that are equally enforced will make businesses take security seriously, which in turn will drive more professionals taking up a career in informa-

J U N E 2013

18/06/13 8:38 AM






“These tools are in network protection as per customer profiling, IAM with One time passwords, FIPS140-2 certified user identification and log aggregator devices and host based protection mechanisms.”

tion security. Good training and certification programs already exist and as soon as the attitude of businesses changes, we will see demand for IT professionals.” Raman offered, “Customer and partners can get their support engineers certified by opting for training offered by Fortinet directly. Fortinet offers two levels of certifications – Fortinet Certified Network System Administrator (FCNSA) and FCNSP (Fortinet Certified Network System Professional). Fortinet also provides regular 40-minute technical update sessions on a regular basis. Fortinet provides a wealth of information, sizing tool and training resources such as recorded webinars on its partner portal to partners. This offers opportunity for partners to learn Fortinet products and technology at their own pace.” Similarly, RSA has strengthened the presence of its Education Services Division in the country and is offering various training courses to end users on security awareness, security fundamen-



“Additionally, partner must educate enterprises to strategically address security issues through smarter, simplified and safer security solutions.”

tals, architecture design and monitoring. Free online trainings are also offering to customers who are migrating from older versions. We are also working closely with Training Centres in India to offer product administration trainings at subsidised costs.

OPPORTUNITY AREAS IN ENTERPRISES In this evolved environment, channel partners are consulting organizations to deploy security solutions that offer an all-encompassing, defensein-depth model, Daval opined. “This reduces vulnerability of networks, minimizes the impact of attacks, and improves overall infrastructure availability and reliability. Partners need to focus on trends around cloud, mobility and BYOD as these critical technologies are altering business models and driving an inherent shift in how security is developed and deployed to secure data necessary for business continuity.” As against few years back, today we have

• Web Application Firewalls that protect the Internet facing setups from OWASP top 10 vulnerabilities. • The increasing use of IAM (Identity and Access Management) products for handling the key requirements of identifying the power users and their actions, thereby creating a transparency. • Use of SSL certificates for handling the site security and identifying the authentic web portal and creating SSL based secure communications. • Use of encryption systems for handling the data encryption both at rest and in the transit. • Use of FIP-140-2 certified devices for handling not only users but also the log aggregations • Segregating the roles of security operations and network operations to create a clear deterrence for system auditability and audit trails. • Use of forensic tools for generating the incidents and handling the exceptions. • Adopting world class standards such as ISO 27001, PCI-DSS or SSAE16 (ex SAS 70). CtrlS has 7 certified PSI DSS client setup architected on private cloud in one calendar year. • Using Host based IDS, integrity checkers SOURCE: CTRLS

appliances, applications & tools to defend against the newer threats. Organizations (vendors & customers, sell and buy newer tools, appliances etc.), in their haste to plug weaknesses. However, the technology or the solution itself is new and vendor community does not have certified personnel on their board. The solution is deployed and a ‘so-called’ knowledge transfer happens between vendor specialist & IT security team. CISOs are forced to rely completely on the knowledge transferred to local team (depending on what they understood). This leaves a huge gap where CISOs feel that since the tool is in place, they are secured whereas the ground reality

J U N E 2 013

Cover Story.indd 25


18/06/13 8:38 AM



“Strong government regulations that are equally enforced will make businesses take security seriously.”

couldn’t be further from the truth. Sadhwani explained, “Today the hyper extended enterprises have open boundaries to allow interactivity. While this helps productivity it also allows unwanted users to come into the organisation’s infrastructure. Organisations should therefore assume that they are in a ‘state of compromise’ at all times and should have security policies implemented to protect their most critical data if its compromised (as its not feasible to protect all data) and reduce the window of vulnerability to minimum. They should also be able to balance ease of use with protecting data. CISOs have a much tougher task today than they did a few years ago.” The key areas to focus in the security space is to understand the regulatory compliances and the best practices and create a control based approach for the various standards and best practices, opined P Sridhar Reddy, Founder & CEO, CtrlS. “These tools are in network protection as per customer profiling, IAM with One time passwords, FIPS-140-2 certified user identification and log aggregator devices and host based protection mechanisms,” he said.


Cover Story.indd 26





“The decision-makers are looking to the industry to provide them with the most advanced security solutions at the most competitive prices.”

“We would love to see vendor teams differentiate their offerings more on business relevance and benefits with flexible commercial models.

Partners will play a crucial role in enabling security to the organizations by taking into consideration the ever changing business dynamics, trends and the way data is being created and shared. “Partners should focus on enabling organizations in embedding IT security and risk management into business planning and ensure organizations are prepared to foresee and address the threats. Additionally, partner must educate enterprises to strategically address security issues through smarter, simplified and safer security solutions,” offered Vic Mankotia, Vice-President, Solution Sales, Asia Pacific & Japan, CA Technologies. Talking about his expectations from the vendors to meet these opportunities, Sunil Pillai, Co-Founder and Managing Director, iValue InfoSolutions said, “We would like vendor to invest in India with a long term perspective. Our expectation is more on the technical support and warranty support for hardware based solutions from vendors for our partners and customers. We would love to see vendor teams differentiate their offerings more on business relevance and benefits with flexible commercial models to win

more customers during uncertain economic phase.” Given the skillset gap in the industry, another opportunity area for partners is that of Managed Security Services. “The shift to security outsourcing is driving the market. Shifting security operations to Managed Security Service Providers (MSSPs) enables organisations to outsource progressively more complex security requirements to the experts, while focusing on their own core business processes. Although security remains a priority for organizations, the decisionmakers are looking to the industry to provide them with the most advanced security solutions at the most competitive prices,” explained Sunija Rishi, VP Marketing and Business Development, Nevales Networks. The managed security market is gaining acceptance among enterprises and small and medium-sized businesses. Organizations are showing inclination towards these solutions because, with lesser inhouse resources, managed security becomes very helpful to them to meet compliance regulations and manage their branch offices and remote locations. ë

J U N E 2013

18/06/13 8:38 AM



Creating Market Opportunities

When most of the channel partners are struggling to hang on to their bottom-line, there are also partners who are thinking out of box and making their bottom line quite fatty. They are creating business opportunities in those geographies and those verticals where traditional IT partners do not think of. n W O R D S : A PA R A J I TA C H O U D H U R Y < A PA R A J I TA @ E N T E R P R I S E C H A N N E L S . C O M >


n today’s market scenario, it is hard to depend on a source or one set of customers and expect sustainable business. One should be proactive to create business opportunity for oneself. It is not that there is no money in the market or the customers do not have the willingness. It is a matter of providing right value to the customers to get business out of them. Nishant Gupta, Director, Radiant Info Solutions, says, “Business is there in India. You have to go and create your own space. Everyone likes easy cake. Let us go to those departments where there is fund but they do not know how to spend. There is still huge government business which is not touched. Instead of getting into the deals which are not enough for one company, we should explore multiple opportunities. So I feel that one should try to explore suburbs and upcountry markets. For example Gujarat, Punjab, J&K, Rajasthan and Odisha, Bihar, Uttarakhand are the geos where we see good opportunity because there are paucity of skillsets. We should look at these places aggressively.” He adds, “For us it is a huge market because our focus is mostly on structure cabling. We do both - systems integration and distribution. We are looking at turnkey projects because we have technical ability, manpower and very good team to execute any size of projects.” The strength of Radiant is that it can execute projects end-to-end. Starting from


l Network

Enclosures Cabling



“We are looking at turnkey projects because we have technical ability, manpower and very good team to execute any size of project.”

l Structured l VoIP

l Power

l Access l CCTV


l Wifi

l Switching l Security

Appliance & Laptops l Fire Detection System l Video Conferings Solutions l  Desktops

civil work to delivery of projects, it can execute everything, whether it is active, passive, or even after sales stuff. The company has a very good team for execution and facility management also. The company even go to the extent of giving manpower after the handover of the project. Radiant Info Solutions is not that old company. Started in 2007, it has some of the best brands. For example it has products like Netrack, Molex, Leviton, Draytek, Yealink, APC, M2Sys, Autocop, ValuePoint, xTreme, HP, Lenovo & Dell, VU Telepresence, etc. For some products it is the distributor partner and for others it is the authorised partner. Even then the company

prefers integration and solution business over distribution. Radiant has a rock solid core team, which is allowing any situation to remain in control. They have got a large pool under them to execute any project. So, quite happy with the way the business is happening, Radiant wants to bring up its own training institute for passive networking in a few months’ time. As per Nishant, they will get the course affiliated by some ITI kind of organizations because in the passive networking business, no engineers will be interested to work. So the certification course will be for the ITI pass outs and they will also get some incentives including free tools during the certification course.”

FINALLY… Radiant has closed year 2012-13 with Rs.8 crore turnover and is expecting to cross Rs.10 crore this year, out of which the distribution arm will be responsible for 90%. But Nishant would surely like to see its integration business to grow bigger. Similarly, the company would like to expand its presence to Chandigarh, Haryana and UP in order to grow the business geographically. ë

J U N E 2 013

Partner Corner-Radiant.indd 27


18/06/13 8:38 AM


Building a stable IT infrastructure for the Indian films business

Yash Raj Films gains archival capabilities to cater to a growing film catalogue.

n W O R D S : S A N J AY M A H A PAT R A < S A N J AY @ E N T E R P R I S E C H A N N E L S . C O M >

Over the years, YRF has widened their horizons into home entertainment by marketing and distributing DVDs, VCDs and Blu-ray discs around the world. Always a step ahead of the changes taking place in the entertainment industry, YRF has plans to scale up their production output every year and grow their existing catalogue of 55 films.

ARCHIVING FILMS FOR FUTURE GENERATIONS With YRF producing between five to eight films per year, the company’s growing archive of films was being stored on a variety of devices including servers, tape drives, and HDDs. With the digitization of content giving the company greater flexibility to expand the distribution of their films and film footage over multiple media platforms,

the company needed a solution to archive their catalogue. Dilip Patil, senior manager, digital and systems, Yash Raj Films Pvt.Ltd., explains, “With the increasing number of digital platforms available through the internet and mobile technology, and growing global interest in the Indian film industry, our films are being distributed and watched more than ever before. To meet this demand we needed a single solution capable of archiving our expanding film catalogue for future audiences.” YRF considered solutions from HP, Isilon, IBM and Dell. The studio wanted a dedicated storage solution that would ensure archived films remained highly available, and deliver reliable data protection. “If we lose footage due to hard drive failure or disk corruption, then the entire film project could be lost. This would be an enormous cost to the company and detrimentally impact

on our distributors and audience. We need to guarantee to our studio that all film and film assets are protected,” says Patil. With the final film being stored on high-resolution files, all the digital assets of a film can require up to 10-15 terabytes of hard disk space. Following discussions with Dell representatives, the studio reviewed the Dell™ EqualLogic PS6500E virtualized iSCSI storage array with SATA disk drives, for archiving their film catalogue. After attending demonstrations and workshops in Mumbai, YRF realized the EqualLogic storage array was the perfect fit for their needs.


SINGLE STORAGE SOLUTION IMPROVES RESPONSIVENESS The studio now has the flexibility to access and use their archived catalogue





Case Study-Yash Raj Films-Dell.indd 28

J U N E 2013

18/06/13 8:38 AM

Yash Raj Films needed a single, scalable solution to store their catalogue film footage in a digital format that would guarantee availability of content and specific footage when required by various business touch points.







The studio deployed an archival solution using a Dell™ EqualLogic storage array to ensure instant access to the studio’s entire film content in various digital formats.








• Entertainment company secures film archive through scalable storage solution • Provides protection for entire film catalogue • Snapshot feature saves time through restoring specific film footage • Open standards work seamlessly with film industry solutions • Scales to meet the studio’s growing catalogue

• Storage Solutions • Services

Services: Dell™ Support Services, Dell ProSupport™ Mission, Critical with 4 hour, Onsite Response Hardware: Dell EqualLogic PS6500E, Virtualized iSCSI Storage Array

of films for a range of media projects across platforms such as YouTube, Netflix, and iTunes. With these platforms being accessible to millions of film lovers, having an easily accessible film catalogue that is searchable down to the level of the single frame is critical for ensuring global distribution of YRF. Specific film files are delivered to dedicated workstations where the IT team can package the film or film clip in the appropriate format for upload, thereby ensuring maximum exposure for the entire YRF catalogue. Without a centralized archive, the studio previously found it very time consuming to respond to each request for film content by having to locate films storage across multiple disparate devices. Patil says, “With our films now archived within a single location, we have the ability to expand our audience for both current and back catalogue films. We can respond to requests within days now, while previously it used to take weeks, and deliver exactly what our partners and media require.”

the company. “A big advantage was the snapshot restoration feature of the Dell EqualLogic SAN where we could restore a single frame that may have been corrupted, rather than having to restore the entire film. That saves us a sizeable amount of time and ensures we experience no delays during the film’s promotion and distribution,” says Patil. Fully redundant and hot-swappable SATA disk drives means the studio has the confidence of data protection for its film files, providing the assurance that Patil needs when protecting the films produced by the studio. Previously the studio’s film archive was at risk through disk corruption and having no back up or redundancy in place for their server storage. “Having fully redundant disk drives was a key feature for us because it means that if one disk drive fails, our films remain protected and all we need to do is replace the faulty disk. This technology ensures that our film catalogue will remain to be enjoyed by our existing fans as well as new audiences,” says Patil.



Patil explains that the ability to take snapshots and then restore specific data was a critical feature for

Due to continued technical innovation within the media industry, the increased use of computer-

generated and computer-altered imagery and a greater demand for high definition (HD) films, YRF’s storage requirements will rapidly increase. Without a centralised archive, scaling storage meant the team had to predict future storage demands in advance of the need. Purchasing additional physical storage solutions increased their data center footprint and resulted in poor utilization of resources. “We need large volume storage to archive HD films. Being able to scale our current storage solution whenever we need enables us to maintain a unified platform for our film archives. That makes film management easier and means we can deliver a high level of service to our media partners who in turn receive quick access to our catalogue,” says Patil.

OPEN STANDARDS SUPPORT INNOVATION YRF received training from Dell and found the simplified administration of the Dell EqualLogic PS6500E storage array easy for any member of the IT team to manage. Ease of management has reduced time spent on archiving from days to hours and has enabled the team to focus on new projects. For example, with Dell storage solutions based open standards; YRF can integrate the storage array with industry software to add metadata tags to their digital assets to make their film catalogue easily searchable in response to specific industry requests. Patil comments, “We now have the ability to integrate the digital asset management software with our Dell EqualLogic storage solution, and this interoperability isn’t available on other solutions. Using our storage array we can automate the tagging process and eliminate what was a time-consuming manual task. Open standards support continued innovation within our company in the content we can provide to consumers.”

PERSONALISED LEVEL OF SUPPORT With a small number of IT staff dedicated to the entire film studio, the team relies on Dell ProSupport™ with Mission Critical 4 hour Onsite Response service to support their storage solution and keep the studio on schedule. Despite the expanding archive requirements and increasing demands from media partners, YRF has been able to maintain the size of their IT team. “I have been in this industry for 17 years and worked with almost every leading technology provider. The level of support we receive from Dell is really impressive. They really take care of us through their personalized approach and go out of their way to ensure we have seamless access to our film archive,” says Patil. ë

J U N E 2 013

Case Study-Yash Raj Films-Dell.indd 29


18/06/13 8:38 AM





Security has received a lot of attention lately due to various hacking incidents. How has this impacted your business? Let’s elaborate this expression ‘hacking incidents’. A security breach today can have much bigger


My Views-Cyberoam.indd 30

implications than a typical ‘hacking incident’. It may amount to a financial hoax causing a massive monetary loss. To make things worse, a hacking incident in today’s business information networks may target extremely sensitive and classified data such as a country’s defense

information, details on a company’s intellectual property, trade or product secrets and even theft of key users’ personal data. Network security landscape has evolved to a great degree; also the ways of distributing or delivering such threats have evolved. Cyber criminals have become deft in adopting innovative modus operandi and are capable to sneak into extremely well guarded yet poorly monitored or managed networks. From impeding business productivity to derailing a nation’s growth and defense agenda, today’s network attacks can cause catastrophic damage. This is primarily because high-speed internet and always connected smart devices have become entrenched in our lives. Increasing use of mobility and social media are being exploited for identity theft. We have witnessed grave consequences of network security threats and are also witnessing emergence of new cyber weapons such as DDoS attacks that hit several top American financial institutions last year. Cyberoam offers evolved network security with future-ready features that provide proac-

J U N E 2013

18/06/13 8:37 AM


tive protection against web apps, BYOD, cloud and virtualization. Also our team of vulnerability researchers in our Threats Research labs share regular alerts and disseminate insightful understanding into latest threats. Given our extensive portfolio of security solutions for small, mid-sized and enterprise businesses, we are reaching out to more customers than ever including Government businesses. Our value added services such as Web Application Firewall (WAF), Outbound Spam and Platinum Support are redefining network security solution value proposition and arresting unprecedented business traction while winning more customers. What are the key trends in the security space in India? A spate of trends such as cloud, mobility, BYOD and virtualization are redefining network security. Also the role of information security managers is evolving. They find it inevitable to emerge “information enablers” and scramble to make sense of their information networks and events that occur in it. They seek capable network security solutions that ensure steady and improved network performance, enhanced visibility into user actions, device awareness and protection against new sophisticated cyber threats. Meeting regulatory compliance as discussed is also gaining equal attention. Channel partners and resellers too remain eager to forge partnerships with vendors that can help them explore higher growth beyond box selling. They are therefore turning to network security vendors like Cyberoam to arrest this business traction and to gain business opportunities in services and solutions space too so that they can emerge Managed Security Service Providers and distinguished VARs with new business models and know-how. What are the key areas in the security space where partners should focus on? Doing business in security space requires a different mindset. Although security business offers a huge scope to grow with evident business traction, the probability of tasting failure is more unless some basic key areas not addressed proactively. Some of the key areas in security space for partners to focus on could be: l  Develop in-depth understanding and know-how for customers’ evolving needs and address them with the right kind of products, solutions and professional services l  Focusing on a segment with evident business traction and opportunities for comprehen-

sive growth avenues (eg. Anti virus market is getting mature where as network security market is not only growing at healthy 15-20% rate but also creating avenues that go beyond products and box selling) l  Developing and grooming the right team armed with latest industry know-how and awareness into evolving security trends and use cases l  Place strategic importance on organized and competent post sales support with a team of skilled professionals l  Choose a product / vendor with a vision and readiness to commit required training and timely business support to resolve customer queries. Also place equal importance on what kind of marketing assistance and innovative growth opportunities would follow. l  Conducting vendor assisted awareness campaigns, especially for SOHO/SMB customers to increase product acceptance by sharing better understanding on improved RoI, cost reductions and effective utilization and monetization of IT resources can yield handsome returns and can help foster customer confidence and relations.

to security needs could be: l  Change mindset that security lapse will not happen for us. We are lucky l  Do regular security/vulnerability assessments through internal and external consultants l  Update and upgrade on regular basis l  Install the solution which can not only solve present security requirements but can also protect against future threats l  Select security solution which could be scalable to future needs l  Depend on robust solution which has strong support team to resolve unexpected issues in time l  Ensure to global compliances/regulatory requirements and conduct training sessions for concerned resources to enable them to deploy best security practices There is a major shortfall for skilled security professionals in India. Do you think that is impacting your business in some way? What are you doing to change this? Severe shortage of skilled security professionals


More than a third of CIO/CISO’s time usually goes into firefighting when it comes to enterprise security. How does a company focus on fighting new threat vectors and build strategies, given such a scenario? Role of CIO/CISO’s is dramatically shifting from being just a technology implementer to technology enabler for the growth of an organization. Investment in IT is no longer considered to be a cost and just a requirement, but it has become a necessity to sustain and grow. In this scenario, when dependence on IT has increased, CIO/ CISO’s primary concern becomes the sustenance and developing contingency backup plans incase of crisis. Moreover, being reactive in times of security lapse could be a matter of life and death for an organization. CIO/CISO’s need to be proactive rather than reactive. For this CIS/CISO’s have to adopt and take actions that can impact their security needs for present and future. Some things that company can focus on being proactive

is a reality and is plaguing many nations and businesses. Cyberoam continues to establish a strong and innovative thought-leadership for its brand message “Securing You.” As a network security organization we know that dearth of capable and skilled security pros is hurting even world’s most advanced ewconomies such as US, UK and Australia. Security threats are evolving and convergence of network and IT ecosystems is getting accelerated like never before, creating new security challenges. World needs a huge pool of cyber security professionals armed with thorough understanding of real-world security challenges, latest know-how and industry recognized certifications. Cyberoam Learning, a training division of Cyberoam provides comprehensive, industry-focused and vendor neutral education, skills training and certifications to create next-generation of network security professionals for Cyberoam customers, partners, various businesses and government organizations. ë

J U N E 2 013

My Views-Cyberoam.indd 31


18/06/13 8:37 AM



A Little Security for Big Data Securing Big Data in the Enterprise Requires Smart Policies Enforcement, Thorough Analytics and High Performance Tools


Bringing the issue of security into the Big Data discussion often producestwo divergentschools of thoughtfrom IT professionals −categoricaldenial that Big Data should be treated any differently from existing network infrastructure, and an opposite response towards over-engineering the solution given the actual(or perceived) value of the data involved. Big Data − defined by Gartner ashigh-volume, high-velocity and/or high-variety information assets that require new forms of processing to enable enhanced decision making, insight discovery and process optimization –increases routine security challenges in existing data networks. These are the four facets, as defined by IDC, that give rise to challenges but also opportunities: • Volume:The amount of data is moving from terabytes to zettabytes (1 zettabyte is 1021bytes or 1,000,000,000 terabytes) and beyond • Velocity:The speed of data (in and out), from static one-time datasets to ongoing streaming


data • Variety:The range of data types and sources −structured, un/semi-structured or raw • Value:The importance of the data in context Yet, while Big Data presents new security challenges, the starting point to resolving these challenges remain the same as creating any other data security strategy:by determining data confidentiality levels, identifying and classifying the most sensitive data, deciding where critical data is to be located, and establishing secure access models for both the data and analysis. PLAN AROUND THE BIG DATA LIFECYCLE Properly defended Big Data necessitates defining specific security requirements around the Big Data lifecycle. Typically, this begins with securing the collection of data followed by securing access to the data. Like most security policies, a proper assessment of the threats to the organization’s Big Data never ends but revolves around ensuring the integrity of data at restand

Mr. Vishak Raman, Senior Regional Director, SAARC, Fortinet Inc., has spearheaded the company’s operations since it entry into the Indian market seven years ago. An active advocate of pro-active security environments and a die-hard UTM evangelist, Vishak is credited with having built, ground up, the Fortinet UTM success story in India. He was also instrumental in setting up the first of its kind, Technical Assistance Centre (TAC) at Bangalore that provides 24 x 7 technical support for worldwide Fortinet customers. Today, in addition to his growing responsibilities in India, Vishak is busy expanding Fortinet footprint in strong emerging markets in SAARC. With over 14 years’ experience in sales, marketing and business development functions, Vishak has previously held senior level responsibilities at number of leading security and channel companies including WatchGuard and Satyam Infoway. As Country Manager for India at WatchGuard, Vishak was responsible for driving business opportunity in the region. Prior to that, he served as the product manager for Internet and Network Security business at Satyam Infoway Ltd. (Sify). Raman holds a Bachelors of Engineering in Computer Science from the PSG College of Technology and PGDBM (Post graduate Diploma in Business Management) from IIM Ahmedabad (96-98 batch)

during analysis. Performance is a key consideration when securing the collected data and the networks. Firewalls and other network security devices, such as those for encryption, must be of sufficiently high performance so they can handle the increased throughput, connections and application traffic. In a Big Data environment, policy creation and enforcement are more critical than usual because of the larger volumes of data and the number of people who will require access to it. The sheer amount of data also proportionately increases the need to prevent data leakage. Data Loss Prevention technologies should be employed to ensure that information is not being leaked to unauthorized parties. Internal intrusion detection and data integrity systems must be used to detect advanced targeted attacks that have bypassed traditional protection mechanisms, for example, anomaly detection in the collection and aggregation layers. The inspection of packet data, flow data, sessions and transactions

J U N E 2013

Guest Talk-Vishak Raman Fortinet.indd 32

18/06/13 8:37 AM


Web logs RFID data

SIEM a Big Data Problem

To improve their security, some organizations have Security Information and Event Management (SIEM) solutions to help them collect and analyze security alerts and logging systems.This may inadvertently, however, create a Big Data problem − if every single log and alert is collected. To avoid this problem, organizations should begin thinking less about security as a purely defensive system and instead as an abstraction layer above all pertinent enterprise data. They need to ask themselves what data is relevant in a security context. Obviously network-level logs (i.e., firewall, IPS, etc.) and useraccess logs would still be required. However, are endpoint security logs, proxy-related logs and even deep packet inspection data, may no longer be relevant.

should all be scrutinized. Because Big Data involves information residing over a wide area from multiple sources, organizations also need to have the ability to protect data wherever it exists. In this regard, virtualized security appliances providing a complete range of security functionality must be positioned at key locations throughout the public, private and hybrid cloud architectures frequently found in Big Data environments. Resources must be connected in a secure manner and data transported from the sources to the Big Data storage must also be secured, typically through an IPSec tunnel.

LEVERAGING BIG DATA WITH THE RIGHT TOOLS While Big Data presents challenges, it also offers opportunities. With the right tools, vast amounts of information could be analyzed, and this allows an organization to understand and benchmark normal activities. This effort is aided by competent IT staff and efficient deployment of the appropriate security tools. These tools include dedicated logging, analysis and reporting appliances that can securely aggregate log data from security and other syslogcompatible devices. These appliances will also analyze, report and

Social network data

Sensor networks Internet search indexing

Internet search indexing

Examples of Big Data

Call detail records

Medical records

Photography archives

archive security events, network traffic, Web content, and messaging data. Policy compliance could then be measured and easily customized reports produced. The difficulty in capturing, managing and processing information quickly in Big Data environments will continue to make security an afterthought in many firms.As portable storage and bandwidth continue to grow, the mobility of these larger datasets will also increase, resulting in breaches and disclosure of sensitive datasets.Threats will likely come from intruders manipulating the Big Data in such a way that business analytics and business intelligence

tools could generate false results and lead to management decisions that could profit the intruders. Even small changes in Big Data can have a big impact on results. So, organizations must not ignore the need to secure Big Data assets – for security reasons, business intelligence or otherwise.They must address Big Data’s main needs in terms of authentication, authorization, role-based access control, auditing, monitoring, and backup and recovery. Going forward, Big Data analytics involving behavioral benchmarking and monitoring will also become increasingly crucial in addressing next-generation information security challenges. ë


38,000 40,000 10% Newsletter reaches over 38000 subscribers daily

20,000 Copies every month to our target audiance

Over 40,000 monthly pages views

EDM open rates of 10%

DELHI Sanjeev Raj 6/101, Kaushalya Park, Hauz Khas New Delhi-110016 Phone: 91-11-9818928164/ 41657670 9313891660 / 41055458 E-mail: BANGALORE Subrat S No.661, First Floor, 10th Main, 5th Cross, 4th Block, Koramangala, Behind Old Maharaja, Bangalore- 560034 Phone: 9886107294 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 +91 9967 232424 CHENNAI Thaga Pandian No-27, Rajan Street, Kodambakam Chennai - 24 KOLKATA S Subhendu BC-286, Laxmi Apartment, Kestopur, Kolkata-700101

J U N E 2 013

Guest Talk-Vishak Raman Fortinet.indd 33


18/06/13 8:37 AM


Allied Telesis SwitchBlade x8112 Allied Telesis’ SwitchBlade x8112 is a 12 slot Layer 3 chassis switch designed to deliver high availability. It provides high availability, high density and high performance, combined with the lowest power consumption

in its category. These features make the new SwitchBladex8112 the green chassis. Utilizing high-efficiency power supplies and lowpower chip sets, the switch becomes eco-friendly. Easily the most power efficient chas-

sis in its class, the SwitchBlade x8112 features lower cost of ownership — and is better for the planet. Allied Telesis’ easy resiliency features based on VCStack and EPSRing technologies, make it the

ideal solution for modern enterprise networks where resiliency, reliability and high performance are key requirements. It delivers reduced CapEx and OpEx for customers due to its Active-Active architecture. The Active-Active switching fabric utilizes all available system bandwidth all of the time and fast failover is provided with the second control card in hot-standby.

KEY CAPABILITIES n Dual controller fabric slots and 10 line card slots n High port density in a compact form factor n Extensive Gigabit and 10 Gigabit connectivity options n High reliability with dual redundant load-sharing PSUs n Maximum uptime with all hardware hot-swappable n Active-Active switch fabric n Most eco-friendly chassis in its class n Power over Ethernet Plus (PoE+) n AlliedWare Plus featurerich operating system n Industry-standard CLI n Industry-leading Quality of Service (QoS) n E PSRing (Ethernet Protection Switched Ring) n Access Control Lists (ACLs)


BROCADE VCS FABRIC PLUG-IN Brocade VCS fabric plug in delivers powerful on-demand fabric provisioning capabilities in OpenStack-based cloud environments. It expands the native attributes of Brocade VCS Fabric technology by coupling these benefits with the ease of provisioning provided by OpenStack. This will allow customers to deploy network capacity and services in their cloud-based data centers far more quickly than with legacy network architectures and provisioning tools. This solution is an essential component of the Brocade “On-Demand Data Center” strategy, a comprehensive approach that depends upon highly automated and scalable network architecture. Brocade VCS fabrics are self-forming, self-healing, and highly resilient. By eliminating Spanning Tree Protocol (STP), they provide active-active connections originating from the server, which doubles the utilization of the entire network while improving resilience. Featuring a high level of resiliency, Brocade VCS fabrics provide rapid failover and fabric reconvergence, and links can be added or modified quickly and non-disruptively. Unlike other Ethernet fabric architectures, Brocade VCS fabrics are masterless and can be designed in full mesh, partial mesh, leaf-spine, and various other topologies, and they are easily modified or fine-tuned as application demands change over time.


Innovations.indd 34

KEY CAPABILITIES n Non-Stop Networking n Simplified, Automated Networks n Brocade VCS Fabric technology is hypervisor-agnostic n An Evolutionary Approach for Investment Protection n Brocade VCS fabrics operate seamlessly within traditional Ethernet architectures n VCS fabrics can flatten the network and simplify the access and aggregation layers

J U N E 2013

18/06/13 8:36 AM

Advts.indd 11

22/03/13 9:59 AM

RNI NO: DEL ENG/2013/49006   Postal Reg. No.: DL-SW-1/4169/13-15

Date of Publication: 18 of Every Month Date of Posting: 20 & 21 of Every Month

S e c u r i n g Yo u S e c u r i n g Yo u

Advts.indd 6

17/06/13 9:59 PM

Enterprise Channels June 2013  
Enterprise Channels June 2013  

enterprise channels