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BUILDING A ROBUST BACKBONE

With newer applications, evolving enterprise architectures, enterprise networks are faced with daunting challenges. Partners have the opportunity to lead with innovation and solidify this backbone of enterprises  /20

ECJlE2013RS20 “HP—BANKING ON EASY-TO-USE TECHNOLOGY” /26

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EDITORIAL

Understanding the Future.

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

In the last issue we were talking about software defined datacentre. Although networking was part of the coverage but we realised that it needs more attention. Therefore it was incumbent upon us to bring out a comprehensive coverage on enterprise networking and various components to it in order to demystify the entire topic. The first component in the enterprise networking discussion today is the emergence of SDN. The industry pundits understand that SDN will definitely bring revolution in the overall space of enterprise networking because of its own control/ management applications on a common platform which enhance the control and cost parameter to create user defined networks and brings flexibility. The second component is 802.11ac Wireless protocol. The continued quest for connectivity in a multitude of devices has now been joined by an additional requirement, an insatiable appetite for speed. 802.11ac is a new Wi-Fi technology standard developed to provide Gigabit speeds. In-Stat forecasts that the impact of this new standard will be equally as fast, as it will push shipments of 802.11ac-enabled devices from 0 in 2011 to nearly 1 billion by 2015. The driving factors in facilitating the 802.11ac have been the increasing demand of quality and quantity of data. With increasing usage of video and voice applications, there is now a great demand for bandwidth. This bandwidth is being used by consumers on multiple devices, thus leading to an explosion in data usage. Last but not the least is transition to IPv6. Today with IPv4 network addresses almost like out of stock, moving to IPv6 is now a necessity. It is more for the reason that IPV6 addresses business needs. In the concept of connected, converged and integrated environment, all the devices and appliances– whatever electronic and electrical items come to the market or used by the consumers or business - will have a unique IP address and IPv6 can only enable that. So there will be a migration from the earlier to IPv6 to stay connected. The pundits are also of opinion that an Ethernet fabric is the future of data centers. It provides higher levels of performance, utilization, availability, and operational simplicity to meet the business needs of virtualized data centers today and into the future. So, overall this issue covers some very valid analysis of the futuristic technologies and need of the business. Hope you will enjoy reading this issue! ë

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CONTENTS VOLUME 01 ISSUE 06 J U LY 2 0 1 3 W W W. E N T E R P R I S E C H A N N E L S . C O M

2013

COVER STORY

BUILDING A ROBUST BACKBONE With newer applications, evolving enterprise architectures, enterprise networks are faced with daunting challenges. Partners have the opportunity to lead with innovation and solidify this backbone of enterprises  /20

INTERVIEW  /18

“Aspiring to be a Key ICP Vendor” SONIA AHLUWALIA REGIONAL HEAD (SOUTH), HUAWEI ENTERPRISE

CORPORATE STORY  /12

NEC: Leveraging Channel Strengh

INNOVATION  /34

HDS TURBO CHARGED INFRASTRUCTURE SOLUTIONS The most efficient IT platforms on the market to accelerate insight, improve decision-making and free up resources to attain innovation that transforms businesses

IMPORTANT UPDATES Surveillance  /14 Helping to Migrate from Analogue to IP

New Pitch  /16 Continuing the leadership

Enterprise Storage  /26 One Stop Solution Provider

EDITORIAL:::::::::::::::::::::::::::::::::::::::::::::::::::: 03

CORPORATE STORY  /28

LinguaNext: Eyeing at 200% Growth

CHANNELSTREET:::::::::::::::::::::::::::::::::::::: 06 GUEST TALK:::::::::::::::::::::::::::::::::::::::::: 27, 31 SECURITY CORNER:::::::::::::::::::::::::::::::::: 30 CASE STUDY:::::::::::::::::::::::::::::::::::::::::::::::: 32 INNOVATION::::::::::::::::::::::::::::::::::::::::::::::::: 34

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CHANNEL

STREET IBM TO ELEVATE CUSTOMER EXPERIENCE OF JET AIRWAYS

IBM has extended their relationship with Jet Airways to provide a comprehensive solution for Customer Contact Centre operations, including improved Analytics capabilities as well as an IT infrastructure refresh. Under this agreement, IBM will provide contact center and back office services for the airline’s 11 lines of business covering its domestic and international reservations, Jet Privilege program, cargo, re-issues, refunds and helpdesk services. The solution not only includes implementation of an Interactive Voice Response (IVR) system to improve service levels but also Advanced Analytics technologies to provide increased revenue through insights gained while managing the contact centre.

HP INTENSIFIES CONVERGED STORAGE PORTFOLIO HP has expanded the company’s converged storage portfolio with a solid-state optimized all-flash HP 3PAR StoreServ system that delivers performance and low latency without compromising enterprise resiliency or adding datacenter complexity. HP also has extended its six-year lead in software-defined storage with a new HP StoreOnce Virtual Storage Appliance (VSA) that cuts the cost of small site backup by up to 65 percent announced the press release. The HP 3PAR StoreServ 7450 Storage system delivers more than 550,000 input or output operations per second with less than 0.7 millisecond response time.

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VISHAK RAMAN, SENIOR REGIONAL DIRECTOR (SAARC)

Fortinet Shares Tips to Minimize ‘Policy Accumulation’ The escalating number and complexity of security rules and policies accumulated by organizations over time is leaving many unable to respond effectively to the changing threat landscape declared Fortinet, and following this Fortinet has shared five tips for minimizing ‘policy accumulation’. Firstly, ‘Drive Application Awareness’ means the process of simplifying security policies is challenged by the introduction of application-aware security. Secondly, ‘Enable Single-Sign On’ means applying Single Sign On (SSO) is another instance where simplified security policy need not be at the cost of losing valuable context about the user’s location or device. Thirdly, ‘Unify Wired and Wireless Network Visibility and Control’ as runaway policy accumulation invariably occurs where wired and wireless network access is entirely separate for management purposes. Fourthly, ‘Rationalize

Network Security’ because managing a large estate of specialized security devices from many different manufacturers is a sure fire way of multiplying the number of live security policies. Lastly, ‘Focus Smart Policies by Users and Devices’ means iOS, MacOS, Windows, RIM, Android, Ubuntu, Unix, Linux all require policy differentiation at some level, which can have a huge drain on management time. Vishak Raman, Senior Regional Director (SAARC), Fortinet, said, “Rules are constantly added to security devices, but seldom removed, and this complexity is spiralling out of control. Administrators find it increasingly challenging to understand the security they are implementing and are under impossible time pressures to troubleshoot new problems. The risk is that security holes open up amid the chaos. The answer to complexity is not more complexity.”

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CHANNEL STREET

Cisco Updates Enterprise Networking Portfolio Cisco has introduced new and updated Cisco Catalyst switching and Integrated Services Router products that provide high-performing, fully programmable enterprise networking solutions. The products are part of the new Cisco Enterprise Networks Architecture, which enables applications to get the networking information they need to offer more innovative services to end users with less hands-on administration from IT professionals. The architecture expands the scope of Cisco’s Open Network Environment (ONE), a portfolio wide strategy that applies software programmability to ASICs, operating systems, networking

functions, and services across the data center, WAN and LAN. Cisco is updating its entire service provider and enterprise networking portfolio to become open and programmable, and this news addresses the campus and branch portion of that transition. “The network is more important than ever before in enabling the user experience in today’s applications. Network intelligence, simplicity and innovation will be the key factor in unlocking new business opportunities and competitive differentiation for our customers,” said Rob Soderbery, senior VP and GM, Cisco Enterprise Networking Group.

DELL SOLUTIONS ENABLES PIXOMONDO Dell solutions have been utilized by Pixomondo to generate visual effects for “Game of Thrones” and “Star Trek Into Darkness” announced the press release. The company informed that Pixomondo relied on a complete Dell solution comprised of Dell Precision workstations, Dell PowerEdge servers, Dell PowerVault storage and Dell UltraSharp monitors to conceive larger than life animations and tackle tough design challenges for season two of Emmy-Award-winning TV series “Game of Thrones” and to work on critical scenes in J.J. Abrams’ epic “Star Trek Into Darkness.” Dell solutions enables Pixomondo to help the “Game of Thrones” and “Star Trek Into Darkness” teams work on projects 24/7 from offices around the world and from within many different departments.

COMGUARD – WINMAGIC SEMINAR SERIES COME TO AN END Comguard Networks along with Winmagic productively concluded their joint seminar - “Understanding The True Cost of Data Encryption” in Chennai. The event was held in Sheraton Park Hotel, Chennai on June 7, 2013, following the accomplishments in Delhi, Bangalore and Mumbai previously. The main aim behind holding this seminar was to provide customers a platform to exchange knowledge, interact and develop a better understanding about significance of encryption. Encryption acts as a shield to your data, providing security to the authorised person’s records, at the same time keeping the work and access smooth and secure. Commenting on the event Aren Naidoo, AVP (Distribution & Alliance), Comguard, said, “Series of seminar concluded successfully and Indian IT market has great potential. We are overwhelmed with the response we got from the participants. We are looking forward to widening our network and adding more partners.”

Fujitsu Simplifies HPC Fujitsu has introduced a new initiative to enable companies harness the power of High Performance Computing (HPC), with solutions that enable faster product development and accelerated time to market. Uwe Neumeier, VP (Global Server Business), Fujitsu, said, “Speed of execution is key, and Fujitsu HPC Simplicity brings faster, high-end computing within the reach of many mid-size companies for the first time ever. Affordable HPC systems help companies more swiftly to realize their strategic objectives, and the

almost limitless computing power means that no data processing or calculation job is too big, or will take too long. ”

Fujitsu HPC Simplicity introduces new software stack enhancements and a simplified, web-based user experience, while

a scalable file system improves innovation cycles, by enabling parallel distributed processing of read or write transactions. For organizations developing new products and solutions, reducing time to market is often critical to profitability, and HPC is a vital competitive tool for achieving this, both at the research and development and at the production stages. Fujitsu HPC Simplicity enables enterprises to capture the knowledge and expertise that matters to their business, making the use of HPC easier for experts and more broadly accessible to beginners.

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CHANNEL STREET

IT Spending Slashes to $3.7 Tn Gartner has lowered its projections for global IT spending for 2013 to USD 3.7 trillion due to fluctuation in US dollar exchange rates. Gartner, in its previous forecast in the last quarter, had projected a growth rate of 4.1 percent in overall IT spending in 2013 from USD 3.6 trillion in 2012. The 2.1 percentage point reduction mainly reflects the impact of recent fluctuations in US dollar exchange rates; growth in constant currency is forecast at 3.5 percent for 2013, down only slightly from last quarter, Gartner said in a

statement. Richard Gordon, Managing VP, Gartner, said, “Exchange rate movements, and a reduction in our 2013 forecast for devices, account for the bulk of the downward revision of the 2013 growth.” “Regionally, 2013 constant-currency spending growth in most regions has been lowered. However, Western Europe’s constant-currency growth has been inched up slightly as strategic IT initiatives in the region will continue despite a poor economic outlook.”

TE UNVEILS CLOUDSPLITTER CONNECTOR SYSTEM TE Connectivity (TE) has released Cloudsplitter Connector System, a single cable solution for powered devices that delivers Cat5e performance and up to 250 watts of power over a single cable. The system is RoHS/REACH compliant, designed to meet UL444 and utilizes CM rated cable. It is ideal for use in video surveillance over IP networks, intelligent building management, factory automation and wireless network transceivers announced the press release. The Cloudsplitter SMT cable plug combines eight 26AWG stranded signal conductors and two 18AWG stranded power conductors in shielded or unshielded configurations. The SMT jack is backward compatible and accepts a Cloudsplitter plug or a standard RJ 45 shielded plug.

POLYCOM SOLUTION DEPLOYED BY CAIRN INDIA Polycom’s RealPresence video collaboration solutions has been selected crude oil producer, Cairn India Ltd., to enable seamless connectivity with project sites, offshore oil rigs and customers overseas. The high definition audio and video technology has enabled Cairn India to speed critical decision-making and improve team meeting experiences throughout the company announced the release. Cairn India deployed Polycom video collaboration solutions, including the Polycom HDX 8000 room system and a Polycom RealPresence Immersive solution Polycom Open Telepresence Experience (OTX) at the company’s head office in Gurgaon, New Delhi, and at various operational sites across the country, to enhance the company’s existing UC environment and collaboration capabilities.

TREND MICRO ASSOCIATES WITH INTERPOL Trend Micro has collaborated with Interpol to support global law enforcement programs against cybercrime. Due to the complexity of the cyberthreat landscape, cybercrime investigations are profoundly different in nature to traditional crime, requiring high-level technical expertise and large-scale cross-jurisdictional investigations. It is essential that law enforcement prioritize resources, build cross-jurisdictional and crosssectorial collaboration in addition to developing the technical expertise, tools and infrastructure required to effectively combat threats and eventually enhance digital security announced the press release. In response, Interpol is establishing the Interpol Global Complex for Innovation (IGCI) in Singapore in 2014, which will be the centre of excellence for cybercrime toward facilitating international cooperation. The IGCI will seek to implement an alliance with multi-stakeholders, including Internet security specialists from the private sector, to leverage their respective expertise and resources for the benefit of global law enforcement agencies fighting cybercrime. Trend Micro, will support Interpol with its expertise in mitigating cyber threats. Trend Micro will deliver training programs to Interpol, government or police organizations.

ASPECT SOFTWARE’S MOBILE APP TO EMPOWER AGENTS Aspect Software has launched a mobile application - Aspect Workforce Management - to enable a more productive workforce environment. The application is designed to give contact centre agents greater mobile access to Aspect’s Workforce Management solution. It enables agents to view and make changes to their own schedules

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and access performance metrics on their smartphones announced the press release. Aspect Workforce Mobile extends the mobile capabilities already available to managers to contact centre agents. “While many departments have adopted mobile technologies and policies that allow for more flexibility, there has been a notice-

able lack of really robust mobile applications for contact centre agents,” said Spence Mallder, GM (Workforce Optimization) and CTO, Aspect. “Drawing on our market leadership in workforce management solutions, we developed Aspect Workforce Mobile to meet our customers’ requirements for an application that empowers and not just connects agents.”

Built on Aspect’s Applications Foundation which allows easilyconfigured innovative solutions through packaged functional components and APIs, the application provides contact centre personnel access to critical information, the ability to send real-time notifications and to process timely updates directly to the enterprise system, from any location.

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CHANNEL STREET IN PUBLIC

““Sysadmins are the people in the trenches, working hard behind the scenes to make the rest of us look good. They deserve kudos,” RAJ SABHLOK, PRESIDENT, MANAGEENGINE

6

SECONDS

‘ALL THAT GLITTERS IS NOT GOLD’ Xuber has published a new report which reveals

Cybercriminal Using Dedicated Malicious Software According to IDC Market Analysis Perspective: Worldwide Security Products survey conducted in December 2012, nearly half of the companies participated in this survey believes that sophisticated attacks pose a serious threat to their IT infrastructures. The company informed that it’s becoming more and more common for cybercriminals to use dedicated malicious software to launch attacks on corporations, eschewing widelyrecognized malware tools and making it harder to detect and repel intrusions. Of all new threats detected in 2012 by Kaspersky Lab’s products, 87% were detected with the help of Kaspersky

Endpoint Security for Business. Cybercriminals typically exploit vulnerabilities existing in popular software, such as Adobe Flash, Adobe Reader, Java, web browsers or OS components. Kaspersky Lab’s products incorporate the System Watcher software module which regularly analyzes code for suspicious modifications, even in trusted applications. In particular, Kaspersky Security for Mobile, apart from scanning mobile devices for malware, can apply various restrictive policies to installed applications, identify jail broken devices, and remotely wipe corporate data stored in a device.

the transforming power of analytics, and the challenges businesses face in aligning an analytics strategy with operational efficiency. These insights are explored in detail in Xuber’s report, ‘All That Glitters is Not Gold: How to Build a Business Case for Analytics in Commercial Insurance’. The report highlights the role of analytics in enabling insurers to make fast and accurate decisions that will help them to increase their bottom line Richard Clark, Head of Business Development and Specialist Commercial at Xuber said, “Any investment in analytics needs to be firmly in line with an organisation’s strategy and goals, if it is to be utilised to its full potential. Used in the right way, analytics can deliver insight and enable flexibility, allowing insurers to intelligently plot and identify trends and in turn make reliable predictions about the future.

NETWORKS WILL REDUCE TO HALF IN NEAR FUTURE

KONICA MINOLTA DONATES TO UTTRAKHAND FLOOD VICTIMS

According to Network Barometer Report 2013

The recent flash floods have caused havoc and disrupted the life of residents in Uttarakhand. Help is pouring in from all sections and Konica Minolta too has decided to offer support to the victims. The company has contributed Rs. 10 lakhs to Uttarakhand flood victims. Besides this, Konica Minolta’s employees are also giving their one-day salary, the press release announced. Konica Minolta has tied up with a Delhi based NGO TADAHIKO SUMITANI, MANAGING called ‘Save the Child’ to carry out this activity. DIRECTOR, KONICA Tadahiko Sumitani, Managing Director, Konica Minolta Business MINOLTA BUSINESS SOLUTIONS INDIA Solutions India Pvt Ltd said, “As a responsible corporate citizen Konica Minolta is committed to contribute to local communities and the wellbeing of their citizens. Each contribution, however small, will help a larger cause and particularly the flood victims in the Uttarakhand region. As a part of CSR initiative we have taken the decision to help the flood effected people. ”

cost today. They will require a smaller capital

published by Dimension Data, future networks will cost about half of what traditional networks investment, will be cheaper to operate and easy to manage, provide unified access, and require less power and cooling. “When comparing a traditional wired network deployment supporting 100 users to a wireless network of the same size, the reduction in physical hardware – LAN switches, discrete wireless LAN controller and cabling – makes the wireless network up to 50% less expensive. In addition to the capital savings, the operation and management of this user environment is also reduced. In our opinion, these cost savings add to the well documented benefits of a mobile workforce and will drive enterprise mobility adoption at an ever increasing rate”, said Raoul Tecala, Dimension

ARRAY LAUNCHES ‘RACE-TO-REPLACE’ PROGRAM Array Networks has announced ‘Race-to-Replace’ program for Cisco customers replacing Cisco load balancers with Array’s new ADC hardware. Array Networks is offering Cisco customers, Array’s new Application Delivery Controller with an attractive buy back price upon replacement of their old Cisco ACE load balancer. Array’s ADC comes with the latest features such as IPV6, Global Server Load Balancing (GSLB), SSL acceleration, in addition to Server Load Balancing and includes one year of gold partner support. Array will provide technical support as needed, to ensure a seamless transition from Cisco to Array ADC/ Load Balancer. Cisco customers can migrate from a dead-end load balancing product to a next-generation application delivery solution from Array Networks - Frost and Sullivan ADC vendor of the year.

Data’s Business Development Director for Network Integration There are a growing number of users across the globe pushing organisations to create BYOD ready environments. This will usher in the enterprise mobility era that will inevitably change the structure of networks. Today, most campus networks comprise around 80% wired ports serving individual users, and 20% WLAN ports supporting multiple users.

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CHANNEL STREET

Citrix Takes Partners’ Training Program to Eight Cities Citrix has initiated a comprehensive training programme for channel partners in eight cities Bangalore, Chennai, Mumbai, Delhi, Hyderabad, Pune, Kolkata and Colombo. This programme is aimed at apprising the company’s new mobile workstyles and cloud computing advancements. In order to ensure that the partners are in sync with Citrix’s mobility strategy which focuses on enterprise mobility and able to successfully deliver the solutions; the company has embarked on an enhanced training initiative which will be conducted in eight cities.

The training programme will apprise the partners of the solutions and technologies from Citrix, sales positioning of the technology covering market opportunity, prospect identification and the new customer wins. “We are witnessing a strong demand for mobility solutions and this training programme will better equip our partners with the knowledge and expertise to help grow their business with Citrix,” said Kaushal Veluri, Director (Channels and Alliances), Citrix India.

FIREEYE ENABLES SECURITY PROFESSIONALS TO IDENTIFY ADVANCED CYBER ATTACKS FireEye released “Digital Bread Crumbs: Seven Clues To Identifying Who’s Behind Advanced Cyber Attacks,” a report which details the most prevalent attack characteristics that can help security professionals identify threat actors and better defend organizations from future advanced cyber attacks. The report also identifies an attack tactic employed by the Chinese military group known as “Comment Crew,” previously linked to targeted attacks against the U.S. government.

MEGA NETWORKS UNVEILS NEW SERVER SOLUTIONS FROM SUPERMICRO Mega Networks has launched new compact high-density server solutions from Supermicro that will support Intel’s highly anticipated future Xeon Processor E3-1200 V3 product family. Supermicro uni-processor (UP) server solutions will bring to market higher performance with increased energy efficiency through improved system, cooling and power architectures and integration of Intel’s latest processor micro-architecture based on 22nm 3-D Tri-Gate technology announced the press release. MicroCloud, Supermicro’s UP server solutions will feature support for the future Intel Xeon processor E3-1200 V3 family in 12 node (SYS-5038ML-H12TRF) and 8 node (SYS-5038MLH8TRF) configurations at launch with a 24 node solution around the corner.

HID GLOBAL GRANTED PATENTS FOR GESTURE-BASED AUTHENTICATION U.S. Patent and Trademark Office granted several patents for HID Global’s innovation related to gesture-based methods of using three-dimensional (3-D) motion sequences to increase privacy, security and convenience when using RFID-based devices such as smart cards and NFC-enabled smartphones for a broad range of applications. These patent additions strengthen HID Global’s IP portfolio of over 1,000 pending and issued patents and protect the company’s intellectual capital announced the press release. HID Global’s latest inventions allow a user to define a series of hand motion sequences or gestures to be used to control operation of an RFID-based device, introducing the notion of a new authentication factor. For example, when incorporated into a RFID smart card, a user can present the card to a reader, rotate the card 90 degrees to the right and then back to the original position to enable the card to be read. This greatly minimizes the possibility of a rogue device surreptitiously stealing the user’s RFID credential in a “bump and clone” attack. “We are excited to see these patents issued as they confirm the industry’s recognition of HID Global as an innovator of secure identity technologies,” said Dr. Tam Hulusi, Senior VP (strategic innovation and intellectual property), HID Global.

TERADATA EASES DEPLOYMENT OF APACHE HADOOP Teradata Portfolio for Hadoop has been unveiled to provide the most open, flexible, and comprehensive options to deploy and manage Apache Hadoop said the company. It offers customers new flexible Hadoop-based product platforms, software, consulting services, training, and customer support.

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SCOTT GNAU, PRESIDENT, TERADATA LABS

Teradata’s innovations have made Hadoop easier to integrate into enterprise data architectures. Scott Gnau, President, Teradata Labs, said, “Teradata is now off and running as a trusted single source for all things Hadoop with many leading customers such as Dell, Inc., Otto Group, PT XL Axiata

Tbk mobile telecommunications, Swisscom Schweiz AG, and Wells Fargo Bank. We built The Teradata Portfolio for Hadoop to support organizations struggling with Hadoop implementations by taking the complexity and cost out of deploying and managing the solutions.”

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CHANNEL STREET

Riverbed Recognized as ‘Value Leader’ by EMA Radar Riverbed Technology has been named a “Value Leader” by the Enterprise Management Associates (EMA) Radar report for Application-Aware Network Performance Management (ANPM) Q1 2013. The Riverbed Performance Management solution achieved the highest aggregate score in total ANPM functionality for its richly integrated, scalable and proactive application and

network performance monitoring, analysis and troubleshooting solutions claimed the press release. The EMA Radar for Application-Aware Network Performance ManagementQ1 2013 report focuses on assessing and analyzing the landscape of ANPM solutions available to the marketplace. The report looks specifically at core capabilities that

network engineers, managers and operators need in order to recognize, characterize, troubleshoot and communicate application performance as they transit the network. EMA’s report singled out Riverbed with “Best Virtualization Support” recognition for its solution’s support of virtual computing and virtualized application environments.

WEB CLIPS SAFENET OFFER SECURE VIRTUAL AND CLOUD MIGRATION Virtustream, enterprise class cloud software and Infrastructure as a Service (IaaS) provider, and SafeNet, have expanded their existing relationship to offer customers across high-risk industries, and all organizations that need to protect sensitive data, the ability to migrate to virtual and cloud environments securely.

MANAGEENGINE IT360 IS NOW AVAILABLE ManageEngine announced the industry’s first enterprise search capability along with other major enhancements which are now shipping in its integrated IT management solution, IT360. The latest version of IT360 makes big strides in

3I INFOTECHAGAIN HONOURED BY GOODACRE For the second year, 3i Infotech has won the award for “Most Cost Effective Solution”, an award that recognizes 3i Infotech’s commitment to the UK Stockbroking and Wealth Management industry. This commitment is demonstrated by the many long-term relationships it has with its customers and its success in also attracting new customers informed release. 3i Infotech has once again been presented with an award at the prestigious “Systems in the City” ceremony for its stockbroking and wealth management solutions. The awards run annually by Goodacre UK, are judged by an independent panel of respected industry practitioners following an initial vendor accreditation process earlier in the year. Ian Hallam, 3i Infotech (Western Europe),CEO, said, “We are delighted to win this award for the second year running. This achievement reflects customer demand for compelling value-add solutions delivered by mature and committed partners. ”

little data by giving IT teams the power to search databases of any third-party IT management and business application.

MU SIGMA TO ACCELERATE BIG DATA ANALYSIS PROGRAMS Mu Sigma has launched muHPC, a new addition to its series of analytical products. muHPC (for High Performance Computing) is a library of popular statistical algorithms written in MapReduce, designed for enterprise-class Big Data analysis in Hadoop environments.

BLUE STAR SELECTS MICROSOFT OFFICE 365 Blue Star Infotech Limited has moved to cloud

MOVEMENTS Managing director of Idea Cellular HIMANSHU KAPANIA was re-elected as the Chairman of Cellular Operators Association of India (COAI) for the year 2013-14. Maveric Systemsannounced the appointment of B SRIRAM as the company’s senior vice president forsales support. With over 25 years of experience, Sriram joins Maveric from HCL Technologies, with the mandate of strengthening Maveric’s global sales strategy.

2.9 NUMBER GAME

$ billion

India IT Infrastructure to Surpass $2.9 Billion in 2017

with Microsoft Office 365. The adoption of cloud is part of a global IT transformation strategy to increase collaboration amongst employees and reduce costs for better business results and to gain a competitive edge. Office 365 benefits Blue Star Infotech by allowing its employees to access their content virtually anywhere across PC, phone, and browser.

SYMPHONY’S NEW BRAND ‘SYMPHONY ANALYTICS’ UNVEILED Aimed at key vertical markets such as banking, financial services, retail and healthcare, Symphony Teleca Corporation has launched Symphony Analytics. The new brand endeavors to combine SymphWony Teleca’s platform and solutions, along with the industry-specific expertise, to help enterprises implement and realize the benefits of big data predictive analytics.

SOURCE: GARTNER, INC.

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CORPORATE STORY

NEC

Leveraging Channel Strengh

IT business in India is quite difficult without the support of channel partners. Creating a right channel strategy is always a difficult task but if it is done with right vision, it could easily lead to the success.

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KARMA NEGI KARMA@ENTERPRISECHANNELS.COM

Leading display, network and IT solutions provider NEC India is going aggressive in strengthening its business and partner ecosystem in the Indian market. The company is not getting aggressive on engaging tier 2 partners but also rolling out new initiatives to strengthen its channel base. Till two years back, NEC India had four national distributors and 250 partners covering about 40 cities. Today, there are 11 distributors with 700 tier 2 partners that cover 70 cities in the country. However, this is still not enough, feels Zubair Alam, Country Head, NEC India. “With the kind of products that we have in our portfolio, we should be present in at least 120 cities. And we should touch a figure of 1000 partners by the end of this year.” For NEC India, North and East regions have been weak areas, lacking reach. Addressing this need NEC has appointed Cadensworth India, a 100% subsidiary of Redington India, as its 12th distributor. With this tie-up, Alam says that they will have access to and more strong presence in regions they were missing out on earlier. This will also give a boost to their plan of increasing tier 2 partners base from 700 to 1000. “With this addition, care has been taken that the existing business doesn’t get cannibalized. Action areas have been carefully carved out for them. Cadensworth will be helping them in geographies where its presence in minimal,” says

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Alam. The need to interact directly with the tier 2 partners in terms of providing technical, sales and marketing support so that it adds value to the tier 2 businesses and in the process becomes more profitable and enriching for them, NEC has made changes in its approach towards channels. While explaining this changed approach, he says, “It’s not that we didn’t interact with tier 2 partners. But the interaction of NEC sales team with them has always been limited. Most of the tier 2 partners do one or two product line with us but by interacting directly they can explore opportunities for other product lines as well.” NEC has classified its tier 2 partners in different categories, namely sub-distributors and SI partners who do the bundling of hardware along with the solution business, and the dealers who have direct go to market approach. And to get them more involved in the business, the company has taken certain step. In the first step, any tier 2 partner willing to work directly with NEC will be asked to submit a detailed business plan with strategies for the whole year. A support mechanism has been designed for them. And their business plan will be evaluated and categorised accordingly. Second step will include the signing of an MOU with them and committing all types of support, be it technical, sales, or marketing, etc. However, logistics will continue to remain with the distributor.

On a monthly basis partners will have to share their funnel projects with the company and, in turn, the projects will be locked for those partners along with the respective distributor. Further, partners will also have to furnish monthly sales report and make forecast for the coming month. Alam explains the rationale behind this, “My distribution manager will be able to plan the inventory with the distributor in a much better way and make sure there is no aging inventory. At the same time, the tier 2 partner has ready access to the material forecasted so that by the time he is closing the order, the material stocks have already been organized.” Plans are also in the offing to increase the frequency of training programs from the present 15-20 and publish the calendar eight months in advance so that partners can inform their sales team well in advance. Market development fund (MDF) Policy is another initiative that NEC is rolling out for tier 2 partners by mid of July this year. The rules entail that MDF money can’t be used for discounting or for margin enhancements; it has to be used for the real activity. Under this, channel partners can ask for support up to 50% which includes brochures, collaterals, mailer or EDMs. Apart from these, under headcount funding, NEC will be giving a sales person’s salary in tier 2 organisations on the promise that the resource will be fully dedicated to NEC products. Additionally, NEC has introduced a Lead


CORPORATE STORY

Generation Engine for the first time. A team of five professional tele-callers has been put in place who will be working on a database of more than 15,000 relevant customers from various verticals. To communicate these initiatives to the partners, four road shows have been planned in the month of September in Delhi, Chennai, Mumbai and Bangalore. And after November, six more road shows will be conducted mostly covering cities in North and East. Meanwhile, the company is quite upbeat about its new line of businesses, Near Field Communications (NFC), which it added last year. Alam says they are very hopeful and buoyant about this business. This whole concept of NFC enables faster and secure payment and also solves the problem of queue busting which is a very big problem for retailers today. Typically, a transaction takes three minutes but with NFC enabled payment, it takes less than 30 seconds. He further gives figures on how ePayments will grow drastically to 782 trillion from the current 450 trillion. Japan has the highest market share and was the first country to adopt NFC technology. And APAC has the highest share because of Japan. However, NFC in India is still in its infancy. The market is yet to adopt this technology in a big way. “Not only retailers, but even government customers and banks have shown interest in this technology. We have already done this with PVR, and our second partnership will be with a

ZUBAIR ALAM

COUNTRY HEAD, NEC INDIA

“Delhi metro card is already on NFC and next step for us is to enable it through smartphones.” healthcare service provider. Delhi metro card is already on NFC and next step for us is to enable it through smartphones,” says Alam. For PVR, NEC worked along with Blackberry to work out an app which integrated with their software and server. The app was completed in three months and the launch of this NFC enabled solution for PVR coincided with the Blackberry Z10 launch. “We have gone ahead with 15 properties and will be going for 50 more properties in the next six months,” Alam announces. “NFC is the future. It will be great enabler for partner as well as for us,” he declares. In the professional displays segment, NEC is going to come out with specialized displays for medical, hospitality and retail industry. “This is something new India market will witness this year. But we are not coming out in a big way. First we will try out with the premium customers

where we have a very good connection and will make lot of noise about it next year,” Alam replies. On the other hand, NEC doesn’t play in the volume area and has very specialised servers addressing niche segment of customers. Though it hasn’t yet introduced the entry level servers in to the Indian market, the company is working out a strategy to foray into this segment as well. Decision around this will be taken by August and if it’s viable and leads to a good market share, NEC will enter this market and appoint a national distributor as well. Last year, NEC had more than 3% market share in the projectors segment but this year, the company is looking at introducing commodity series of projectors which primarily caters to education and SMB segment and expecting to increase the market share to 7%. Looking at the company’s broad portfolio of products, it is quite surprising to know that right now only 20% of the NEC products are available in India. However, it plans to bring more of these products into the Indian market with localisation. Of all categories, retail business for NEC is giving more returns, as it grew by 250% last year and is expected to grow by another 200%. Telephony and display business has also shown healthy growth of 35% last year and this year, as per Alam, it is expected to grow by 20%. However, the overall growth of the company in India was in between 15-20% last year, though the target was 40%. “Though my portfolio did well, microwave business and carrier solutions didn’t meet our expectations. This is why we consciously increased our focus on retail and enterprise sales. Display business and private networks have been growing consistently,” comments Alam. Following the industry trend, NEC too is shifting the focus from box to solution selling but Alam says it is easier said than done. Last year, NEC added digital signage software to the product line. And this year, it will introduce an ERP solution for retail customers specific to high fashion retail, in the next quarter. While the solution is already available in the US, localisation has been done by NEC Retail Excellence Center for India. Moreover, in Q3, the company is planning to launch SDN business in the country.

FINALLY… Though last year it was unable to meet the expected growth, this year NEC is buoyant and expecting 40% growth. This will include not only the complete enterprise portfolio but also the new business line added (SDN, NFC). With the Rupee fluctuation, NEC will revise the prices very soon in the range of 10-20%. ë

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SURVEILLANCE

AXIS

Helping to Migrate from Analogue to IP Innovation is the mantra behind a successful business today. The thrust to be the top player in the surveillance space, Axis Communications has not only reinvented technology of network cameras but also designed unique channel strategies so that the partners’ needs are well take care of.

n W O R D S : A PA R A J I TA C H O U D H U R Y

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t is clear that video surveillance market is assuming larger size every passing day in India. Customers are changing their shifting from analogue CC TV solutions to IP based solutions. In this situation, the IP surveillance market is shaping up nicely. Now it is upto the Video Surveillance vendors as to how quickly they can tap the opportunity. In a bid to empower channel partners on the smart video surveillance, Axis Communications recently concluded a three city road show named “Axis Solution Seminar”, covering Delhi, Mumbai and Bangalore. The objective of the seminar was to give its partners insights into the criteria for choosing smarter surveillance solution and camera system, making them understand the whole eco system that goes behind the solution and updates on networking, video management software, and storage components. This seminar witnessed an august gathering of system integrators, installers, and application development partners. Through this seminar, Axis Communications made channel partners aware of the key vertical industries – be it retail, oil and gas, government, banking, commercial space, hospitality, transportation, and critical infrastructure. Partners need to address the requirements of these all high growth verticals in terms of deploying the smarter surveillance solutions. Addressing the partners, Philip Siow, Senior Consultant – South Asia Pacific, Axis Com-

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munications, said, “We are quite upbeat about the latest smart security cameras that are equipped with ‘light finder’ pioneer technology. Besides, we have fix dome cameras which can be turned from landscape mode to corridor mode, giving a view of the whole corridor from top to bottom. Another breakthrough product that we have in offing is LED lights that can last for 7 years at a stretch.” The competitive edge that Axis Communications gains over the competition is that it has reinvented the technology of network cameras. And in order to be an innovative company, time and again it has launched technologies keeping in mind the market and business needs of the customers. Apparently, the smart solutions offered by the company help customers migrate from analogue to IP technology. In a way, it can be stated here that all the products and solutions along with their innovative features made Axis Communications stand above the rest. Sudhindra Holla, Country Manager, Axis Communications, said, “Our cameras are not only reliable but also provide the best image quality. The other reason we excel over the competitors is that we have R&M center here in India where we repair the cameras for our customers, as long as it under warranty. We have a clear SLA and with the repair center being in Bangalore, we address the needs of the customers. We have a separate person manning our customer support, wherein any issue regarding the camera, he can raise a

support call. Besides, Axis is the first to innovate the chat system for support.” As far as the empowerment of channel partners are concerned, the company always focuses on educating the partners wherein it has designed a Business Academy Program for sales and pre-sales team. Then, there is Axis Academy Program under which partners are certified on the network video technology. Apart from these two programs, there is a specialized Application Development Program to give an insight into various analytics like face recognition, number repeat recognition, people counting and those applications which meet the customers’ need. Channel partners certified under this program are called Application Development Partners (ADP). In addition, the company also offers a Consultant Program that allows channel partners to understand all the products and solutions and then recommend the same to the end customers. Holla, maintained, “The channel partner program basically highlights how Axis’ solutions can benefit the customers and how we are positioned and better than others. Moreover, there are lots of sales tools available on the websites like information in terms of documentation on the network video, the basics of network video, how well you can design a network video, how to choose the camera for a particular requirement, etc. We even have video tools for consultants and also designing new tools which can give the idea like how the camera can be placed.”

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SURVEILLANCE

In a recent partner survey, the company found out that out of ten channel partners, seven are willing to recommend Axis. Channel partners are also making healthy margins on the company’s products and solutions, as they are able to cater to end customers’ requirements. Holla, added, “Our model is such that the focus is on making the whole channel ecosystem profitable. No matter how good your technology or support be, if the channels are not profitable, then the whole effort is wasted. Since we have an indirect approach towards the market, we have designed a very clear go-to-market strategy, wherein we look at ways of engaging in a particular project, the kind of support they need, pricing model, etc. We protect the interest of the channel partners with very fair engagement policies.” As a part of the channel strategy, Axis has signed up with ADI, a leading distributor in the security space. Axis and ADI together will provide IP-based video surveillance technology. This partnership represents a major step forward for the company’s investment in network video domain. At present, the company has 1100

SUDHINDRA HOLLA

COUNTRY MANAGER, AXIS COMMUNICATION 

“We are trying to enroll more security installers into our base who are historically analogue players. Also, we will look at enrolling more security channels into our ecosystem and expand footprint in tier II and III cities.”

channel partners in India, out of which 250 are active partners. The vision is to make more active partners in terms of installer base. Holla, elucidated, “As far as our channel expansion plan is concerned, we are trying to enroll more security installers into our base who are historically analogue players. Also, we will look at enrolling more security channels into our ecosystem and expand footprint in tier II and III cities.”

FINALLY… As per the latest IMS report, Axis Communications has been growing at a healthy rate of 30% year on year basis. Now, the company intends to align with the top system integrators in the country who are national players and have the capability to deploy solutions and at the same time, can also provide nationwide support to the customers. For large turnkey projects where the network camera deals are getting bigger and bigger, the company is looking at partnering with top 10 to 15 system integrators in the country. ë

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NEW PITCH

HP

Continuing the Leadership The overall market for computers is declining with global PC shipments facing a 7.8 percent slump this year. Tablets overtook laptops for the first time. A revamp in system seems necessary at the moment and HP is taking all the right steps.

nWORDS: MANALI MISRA MANALI@ACCENTINFOMEDIA.COM

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esearch has shown that complex marketing organizations with multiple product lines typically have many areas where overlapping marketing set-up can be eliminated through the creation of shared-service centres. Unifying these functions under a single leadership is a good start. HP did exactly the same last year by merging two of its divisions, IPG and PSG, into a single entity named Printing and Personal Systems Group (PPS). According to market share figures of IDC for Q1 2013, HP is the leader across PCs and printers with 22.5 % in computing category, 60% and 46.3% for inkjet and laser printers respectively. “We are in the fourth quarter after the merger of

IPG and PSG into PPS. The transition actually took place in Q4 FY 2012 and we have seen the results. From last couple of quarters, we are at the top position across PPS, print and PC and within the PC category across all product lines. Probably this shows how well the strategy is planned, executed and in the market place,” said Gurpreet Brar, Director – Commercial Channel Sales, PPS, HP – India. The realignment of IPG and PSG is expected to speed decision making, increase productivity, improve efficiency, drive profitable growth, and provide a simplified customer experience. Brar added, “Earlier, there were always two representatives who were going to the same customer space. The links for these two products were common

from customer’s point. So, we made the buying experience from the customer’s point much friendlier as compared to the time when we had separate motions.” After the unification, HP is following a strategy pillared on simplification, profitability, and innovation in PPS motion for the channel. “Putting down the rules of engagement by defining the partner space was a big challenge. There was some over-lapping of partners. As a part of simplification it was important that how do we merge the two channels. What we have done is we have not disrupted the motion at all. The print partners who were aligned continue to be in the print motion, and the partners who were setting the PC motion are still there. That’s where we have set a ROE which is defined across length and breadth of the company,” elaborated Brar. HP has recently updated its PartnerOne program. The process is simplified and the partners can opt either for preferred or specialist partnerships. “We start paying the channel partner from the first revenue dollar that he gets to HP. Each partner carries a target for a PC set of product lines and they carry a target for a print set of product line. It is basically incentive-based. We have a goal rather than a target. Each partner has a goal. Beyond that goal there is kicker which partners earn. It is simple to understand and partners have accepted this,” explained Brar. IPG and PSG were two very distinct motions in the market. The merging had also to be done in terms of pricing, rebate programs etc. HP took a lot of initiatives from profitability angle as well. There are three specialization programs including mobile mover which is on mobility. There are specialised partners who are given the target on a quarterly basis. The others include value laser and workstation specialist program. “So, these are programs largely on the value piece. It is appreciated very strongly as far as the channel community is concerned. Depending on the kind of engagement and target we have,

HP PERFORMANCE IN GLOBAL PC MARKET IN Q2 2013 (Gartner) WHILE HP WAS SLIGHTLY BEHIND LENOVO, HP IS STILL A MARKET LEADER IN KEY REGIONS INCLUDING THE U.S., EMEA AND LATIN AMERICA. PC VENDOR MARKET SHARE (%)

LENOVO 16.7

HP 16.3

OTHERS 40.8 ACER 8.3 DELL 11.8 ASUS 6.0

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NEW PITCH

GURPREET BRAR DIRECTOR – COMMERCIAL CHANNEL SALES, PPS, HP – INDIA

“As far as the leadership is concerned, we will be ahead of the market. We will continue our leadership backed by the infrastructure, man power, channel fraternity and ourselves”

we have aligned with the partners and do some co-marketing activities where HP puts in extra dollars. Those are the things that we are doing from the profitability angle,” said Brar. HP runs monthly and quarterly tactical programs where the partners and sales representatives are sensitised. Since the PPS motion is started, HP organises the Partner Advisory Board (PAB) half-yearly. Brar told, “Earlier we used to have national PABs across the country where the partners gathered at one place. After the transition, we have done it regionally. The idea was to cover a larger share of market and larger pie of the partner fraternity. We get a regional flavour as issues differ from region to region. We cover about 80-90 partners in this program spread across various regions.” According to Brar, the PAB helps in improving on various fronts including the products keeping in view the market situation and engagements from overall commercial standpoint. “We have reduced the representative ratio. Earlier we used to have one partner manager handling 25-30 partner managers. Today, across the country, there are fourteen partners per partner manager. This is again a very big welcome. Such kinds of things come up in the PAB. Earlier

the representative was too busy and was able to visit once in a month. Now, that part is behind, partners feel HP is well-engaged,” said Brar. HP thrives on making improvements in every possible way. Brar terms it as a continuous process. “Other area where we continuously work with the channel is how we increase the portfolio mix. It is a very competitive industry specially the PC one. In order to really to do well, we need to have a very balanced portfolio and make the business profitable. If we talk about micro vertical approach, the whole idea is to move the discussion with the customer away from transaction to solution oriented. That’s our endeavour and that’s where we invest. Training is of immense importance. If our internal team, partners, and partner representatives are well trained in the products, it is easier to articulate a solution to the customer. Then only one is able to pitch the right product to the right requirement to the customer. In such cases, it becomes a win-win situation for the customer and the partner. These are the areas where we are continuously improving and investing,” explained Brar. There are changes in after sales support after the transition. Earlier, there used to be separate service providers for PC and print. “It made sense

to leverage the scale that we had. We have over 130 partner service providers across the country and we are covering about 1800 plus locations. That’s the kind of service network we have. These partners are well – equipped in service for not only PC but print. According to recent surveys, HP has been rated as the no. 1 service provider in the industry in India. We have got very good feedback not only from the customers but from the partner fraternity as well,” said Brar. To address the business needs of SME, the entire engagement with the customer is through the partner fraternity of HP. “A role that a partner manager or channel team plays for SMEs includes going with the partners to the end customers. If there are solutions and meetings required with the representation of HP, our partner manager accompanies our channel partners to do business in the market. It is a very distinct strategy from the one followed for enterprise. HP commercial channels team backs them up,” commented Brar.

FINALLY.. Brar stressed the importance of partners in the success of HP. “It is because of our partners that we have retained the leadership in print and PC. Through their hard work and dedication they backed us up even in our difficult times. We have worked as a team and it is commendable. We want to thank partner fraternity for showing faith in us,” exclaimed Brar. HP intends to maintain its top position across all the product categories. “As far as the leadership is concerned, we will be ahead of the market. We will continue our leadership backed by the infrastructure, man power, channel fraternity and ourselves,” concluded Brar. ë

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MY VIEWS

SONIA AHLUWALIA

REGIONAL HEAD (SOUTH), HUAWEI ENTERPRISE

Aspiring to be a Key ICP Vendor TO REVOLUTIONIZE ENTERPRISE VIDE COMMUNICATION HAUWEI RECENTLY LAUNCHED A NEW ALL-IN-ONE HD VIDEOCONFERENCING SYSTEM: TE30. IN A CHAT WITH SME CHANNELS SONIA AHLUWALIA, REGIONAL HEAD (SOUTH), HUAWEI ENTERPRISE, TALKS ABOUT THE PRODUCT AND ITS MARKETING AND CHANNEL STRATEGY

What are the key features of the next generation HD videoconferencing system? Huawei TE30 has a sleek interface and an exquisite rack - a compact system with built-in HD codec, camera, and microphone array. It takes just 1 cable and 5 minutes from unpacking to joining a smooth 1080p HD videoconferencing experience.

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TE30 is a next-generation technology for superior HD experience at lower bandwidth that delivers a superior audio-visual experience with 1080p HD video, 720p dual stream, and AAC-LD audio, being consistent even with poor network quality. It also supports Video Motion Enhancement (VME) and H.264 HP; thus saves 50% of bandwidth.

Why should customers prefer Huawei TE30 only? Huawei adds value to the customers and channel partners as it revolves around four strategy: Customer Centric– we keep an unwavering focus to meet their goals and needs. Product Innovation - proactive anticipation of future trends and people centric innovation puts us directly on the cutting edge of technology. Channel Strategy- market through enterprise segment maintaining a very open, standard and a stable channel. Product Service – realized strong belief of post sales service to retain the clientele enhances us to have a good service support. What is Huawei’s channel strategy in India? In the first year of our operations, we had a prime focus on the named accounts; but as we progressed, we wanted to shift our focus to other segments as well. We wanted to breakthrough into various segments such as hotel, government,

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MY VIEWS

IFB segment and so on. For each segment, there is a requirement of different set of products. And we needed time to analyze which all products fit where. Otherwise, only 30% focus was on to the channel acquiring. Auxiliary to the breakthrough experience, there is an immense learning, transference of the acquired knowledge, and accordingly the adoption implemented. Obtained market insight has bound us to rise the focus on channel to a higher scale and is being practiced this second year onwards.

Huawei TE30’s Huawei TE30’s Installation and deployment can be wrapped up within 5 minutes, a short wait for a smooth 1080p HD videoconferencing experience. The new and added support for voice dialing is a further testament to Huawei TE30’s ease of use and flexibility, making it the best choice

Who are your target audience for these products? Especially for videoconferencing TE30, the target audience is SMB segment along with government and a few of our named accounts, which includes some of our high focused accounts which we are handling directly. How do you market these products? Huawei products are marketed only through enterprise segment. Majority of the business is done through distributors and channel partners. Top five to six channel partners are picked from each city and decided who would be certified and authorized as an official partner. When we talk about channel we try to maintain a very open, standard and a stable channel. What is your expectation out of Huawei and Digilife alliance? Huawei being a new entrant into the market, we prefer being dependant on Digilife Distribution and Marketing Services (DDMS) to play a role of being our interface to the channel partner and to bring in their ecosystem of table partners. DDMS will distribute the TE30 in various markets in India. DDMS and Huawei will collaborate on marketing, sales and technical areas and overall go-to market activities. DDMS will also support marketing activities for Huawei’s product range and will attempt to promote, participate and extend the sale of the Huawei products through activities such as market research, advertising, trade shows and internet marketing. What is your key strategy to penetrate the competitive market? As we are a late entrant to the existing competition in the market, today we don’t intend to wipe off the competition as that may harm my endcustomers who have already made investments. We have a very clear strategy where we need to focus on interoperability and open standard. We

for video communication in small- to medium-sized conference rooms.

WE HAVE A VERY CLEAR STRATEGY WHERE WE NEED TO FOCUS ON INTEROPERABILITY AND OPEN STANDARD. WE WILL ALSO FOCUS ON THE ABILITY TO INTERWORK WITH THE EXISTING EQUIPMENT WHICH IS ALREADY INSTALLED.

will also focus on the ability to interwork with the existing equipment which is already installed to create a major benchmark. How do you empower the channel partners about the learning curve of your technology? Channel partners are provided with frequent classroom trainings or e-learning facility on all required technology for majority of our products. They are also given training on pre-sales and after-sales mechanism, along with the certifications to be an authorized partner to cater and service Huawei product portfolio. A recent five-day workshop held in Bangalore witnessed a participation of 80 channel partners from across the south region. What competitive enticement programs do you offer? Being a late entrant into the market, our channel partners need to put in more efforts, and hence enticing them becomes a challenge. Taking a cue from this situation, we have devised a strategy wherein we bring in references from the market and showcase the way to succeed in sales and benefits out of it. Huawei goes to the endcustomer, cracks the deal and route it through the partner. As an add-on offer, we make a competitive offering as against other OEMs. For example, if the competition is offering a single digit pocket

margin to its partners, we offer a two digit. What is your communication methodology and frequency with the partners? As Huawei survives with the channel community, the communication frequency is day-in and day-out. There is a practice of joint calls, being on ground with them as our pre-sales team aligned with technical team hand holds the partner and supports them for a successful deal. We provide comprehensive support for the business growth, including online assistance, document sharing, and more. What is the product roadmap of Huawei? We have a complete end-to-end product portfolio - Networking, UC&C, IT infrastructure and security. Today, Huawei has the potential to become the key ICT vendor for any OEM as well as enterprise customers, addressing any IT requirements. What is your after sale support mechanism? We do have the standard after sales support as any other OEM – such as deployment, user guide, warranty policy, repair and services. While Huawei does the service directly as well, the channel ecosystem is also trained and certified to be an authorized service provider. ë

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COVER STORY

BUILDING A ROBUST BACKBONE 20

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SECURITY

T

he Year 2012 will be remembered for many remarkable events, including the Summer Olympics in London that not only showcased the best in human achievement and global collaboration, but also illustrated how technology-obsessed the world has become. Indeed, more than 4.8 billion people watched the event, with digital viewers outnumbering traditional television viewers for the first time in history. About 1800 Wireless Access Points, 16500 IP Telephones, 65000 Active Connections and 80000 Data Ports were used at the games site itself. This single event epitomizes how much society depends on networking technology. The games not only highlighted our dependency on

Cloud computing, mobility and virtualization are therefore, some of the key drivers of the enterprise networking market. According to Vikram Saluja, Head- Enterprise Network Solution, Huawei Enterprise Business Group, “The cloud makes it possible for businesses to adopt enterprise applications, computing and storage. The shift from cloud enabled network (CEN) to cloud based network (CBN) has resulted in organizations moving entire core functions into the virtual space. Mobility has resulted in an increasing array of mobile devices being used in the workplace. Networking solutions are being modified increasingly to suit the mobile needs of the modern day enterprise. BYOD is the most talked about trend in recent times. There is a requirement

With newer applications, evolving enterprise architectures, enterprise networks are faced with daunting challenges. Partners have the opportunity to lead with innovation and solidify this backbone of enterprises n W O R D S : S A N J AY M O 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 >   n P H O T O : I S T O C K P H O T O . C O M

networking but also the importance of application-driven networks—be it for social media, cloud, mobile applications or wireless communications.

for a greater number of services to be available on-the-go. This is where mobile networking solutions come in.”

EVOLVING NETWORKING NEEDS

The key challenges that haunt every business in terms of enterprise networking are those of accessibility, scalability and security. The biggest challenge is found in distribution of enterprise networking solutions and the reduced accessibility for smaller businesses. Followed by this is the fact that with more advancement in enterprise technology, the ease of usage needs to be accounted for. Saluja explains, “Small and mid-range business are not equipped with the technical expertise or scale of IT infrastructure to manage tedious solutions, and the need of the hour is to be able to cater to organizations and consumers across varying levels of usage. The most landmark of technological trends are not utilized to maximum potential, if they don’t serve businesses of differing scale. When going through rapid expansion, enterprise networking needs to be modified in order to suit the scale of the organization. The number of security threats faced by IT in the enterprise networks is on the rise and almost too large and rapidly expanding for enterprises to keep pace. In an increasingly virtual world, with a deluge of data finding itself on networks rather than on hardware, the cyberspace is a vulnerable place. The way around this is to have flexible enterprise network solutions on offer. Coupled with operational

CIOs are increasingly realising the need for an evolved enterprise network. As Pratap Gharge, VP & CIO -Bajaj Electricals puts it, “The environments are becoming virtual for servers, storage and now desktops, load on networking is increasing. Dependencies on the networking is also increasing. This is true for WAN, LAN as well as data Center networking infrastructure connecting all virtual servers, desktops and also storage boxes. Amount of bandwidth requirements as well as response expectation from the application is going high.” As if this was not enough, almost all employees are expecting at least email on their mobile, says Gharge. Its not just the applications but also the employee profiles that are evolving. Employees are expected to be connected to their work from anywhere, at anytime and therefore mobile employee has become more of a reality. Therefore, enterprise network access is also expected for all the applications and from anywhere. Similarly, document management system, collaboration softwares are putting a lot of load on the network for video/audio conferencing traffic. This further escalates to enhance bandwidth everywhere. “Most important requirement these days is to have variable and scalable bandwidth at all locations,” Gharge opines.

CHALLENGES APLENTY

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COVER STORY

AMANDEEP SINGH DANG COUNTRY MANAGER, NETWORKING, DELL INDIA

“This is why the third kind of hardware which is now available in most mid-to-high end IP hardware stack stands the most relevance and obviously longevity.”

simplicity, and adaptive threat management solutions, one can be equipped to tackle challenges that come with deployment of any scale of enterprise network solutions. Another challenge is the increasing demand for video and voice that is putting additional pressure on the enterprise networks. Bhavin Barbhaya, VP - Sales (Network Infrastructure), AGC Networks Ltd explains, “We all hear the term- video is the new voice, not seeing the underlying challenges of bandwidth requirement, security challenges and storage upgrade a video communication would requires vis-a-vis a voice communication. To top it all, enterprises have to offer mobility to employees so as to have better market reach and flexibility to employee, putting in need of ubiquitous network. These two pose a large demand on networking. We have to manage flexibility, accessibility,

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PRAKASH KRISHNAMOORTHY COUNTRY MANAGER, HP NETWORKING, HP INDIA

“Virtual Application Networks transform rigid physical enterprise networks to virtualize and automate network profile connections across virtual and physical networks.”

VIKRAM SALUJA

HEAD - ENTERPRISE NETWORK SOLUTION, HUAWEI ENTERPRISE BUSINESS GROUP

“The shift from cloud enabled network (CEN) to cloud based network (CBN) has resulted in organizations moving entire core functions into the virtual space.”

WHEN GOING THROUGH RAPID EXPANSION, ENTERPRISE NETWORKING NEEDS TO BE MODIFIED IN ORDER TO SUIT THE SCALE OF THE ORGANIZATION.

coverage, security, storage, scalability, and stay always-on.”

CONNECTING THE DOTS Vendors have come up with various solutions to tackle this issue. For example, Huawei is coming up with compact, easy to use and affordable enterprise solutions in order to establish ourselves as a leading ICT player.

Some of these include the newly launched TE30 all-in-one compact videoconferencing system and Huawei’s Micro Data Center, modeled on the idea of simplifying enterprise networking solutions. Similarly, HP Networking has introduced Virtual Application Networks, a cloud functionality to speed application deployment, simplify management and ensure network service level

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SECURITY

K P UNNIKRISHNAN

MOHAMED ASIQ

MARKETING DIRECTOR, BROCADE COMMUNICATIONS (APAC).

COUNTRY MANAGER, INDIA AND SAARC, EXTREME NETWORKS

“SDN links networks and applications, enabling direct programmatic control of both networks and orchestration layers in line with end-user application needs, rather than programming around the network,”

“Extreme Networks offers enterprises a comprehensive (edge to core), wired and wireless network solution. Extreme switches and wireless LAN controllers scale easily for the advanced bandwidth and performance.”

agreements (SLAs) in cloud and other dynamic computing models across the HP FlexNetwork architecture. “Virtual Application Networks transform rigid physical enterprise networks into a programmable, multi-tenant and applicationaware virtual network that provides a single pane of glass management to virtualize and automate network profile connections across virtual and physical networks,” explains Prakash Krishnamoorthy, Country Manager, HP Networking, HP India. Mohamed Asiq, Country Manager, India and SAARC, Extreme Networks added, “Extreme Networks offers enterprises a comprehensive (edge to core), wired and wireless network solution. Extreme switches and wireless LAN controllers scale easily for the advanced bandwidth and performance required (e.g. 10GbE connections) Extreme

Networks approach is “Open” meaning that our products and software meet industry standards (like DCB for storage). Extreme provides enterprises with these advanced capabilities through a single, modular software platform that we call ExtremeXOS.”

KEY TRENDS Even though enterprise networking forms the backbone of the entire enterprise world today, in terms of innovation, we haven’t heard of too many path breaking technologies in the past few decades. This however, is poised to change. Following are some of the technologies and trends that have already started to challenge the status quo. n  Software-Defined Networking (SDN) deployments begin: The Olympics proved that consumer demand for information acces-

sibility shows no sign of abating. However, as service providers try to meet said demand, and juggle the complexities of running a profitable business – for instance, to reduce CapEx (capital expenditure) and OpEx (operating expenditure) and increase service responsiveness – they are looking for technology alternatives that will streamline service creation and foster innovative applications and services. “Software-Defined Networking (SDN) offers a means of doing this. SDN links networks and applications, enabling direct programmatic control of both networks and orchestration layers in line with end-user application needs, rather than programming around the network, as is done today,” explains K P Unnikrishnan, Marketing Director, Brocade Communications (APAC). IDC predicts that by 2016, the market will be worth $2 billion (USD) a year, up from just $168 million today. With the promise of SDN architectures radically decrease total cost of ownership (TCO), and vendor innovation/support continuing to increase. Channel partners have already begun talking about SDN as they too see this as the future. SDN is already redefining the networking space inside out, opines Sunil Pillai, Co-Founder and Managing Director, iValue InfoSolutions. “SDN will innovate networking experience from all perspective. We are already incubating a startup leveraging SDN to deliver cloud based instant secure connectivity to branches and remote workers. The response from customers has been overwhelming and we are adding customers every alternate week over the last 2 months of going live which is encouraging,” he adds. “SDN will definitely bring revolution in the overall space of enterprise networking because of its own control/management applications on a common platform which enhance the control and cost parameter to create user defined networks and brings flexibility. This all will create business opportunity and incremental growth in Indian networking Industry,” Debraj Dam, VP-strategic business and partners alliance, Smartlink Network Systems Ltd offered. n  802.11ac Wireless protocol: The continued quest for connectivity in a multitude of devices has now been joined by an additional requirement, an insatiable appetite for speed. 802.11ac is a new Wi-Fi technology standard developed to provide Gigabit speeds. In-Stat forecasts that the impact of this new standard will be equally as fast, as it will push shipments of 802.11ac-enabled devices from 0 in 2011 to nearly 1 billion by 2015. The driving factors in facilitating the 802.11ac have been the increasing demand of quality

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COVER STORY

PRATAP GHARGE

BHAVIN BARBHAYA

“Document management system, collaboration softwares are putting a lot of load on the network for video/ audio conferencing traffic.”

VP - SALES (NETWORK INFRASTRUCTURE), AGC NETWORKS LTD.

CO-FOUNDER AND MANAGING DIRECTOR, IVALUE INFOSOLUTIONS

“We have to manage flexibility, accessibility, coverage, security, storage, scalability, and stay always-on.”

“We are already incubating a startup leveraging SDN to deliver cloud based instant secure connectivity to branches and remote workers.”

VP & CIO -BAJAJ ELECTRICALS

and quantity of data. With increasing usage of video and voice applications, there is now a great demand for bandwidth. This bandwidth is being used by consumers on multiple devices, thus leading to an explosion in data usage. Rajan Verma, Director, Saicomm Communication & Consultants opines, “802.11ac will increase the networking capacity of the enterprise, by offering more bandwidth, offering better coverage and enhance the use of BYOD concept. This will definitely increase in use of wireless applications and appliances within the enterprise.” n  Transition to IPv6: It is official with IPv4 network addresses close to depletion, moving to IPv6 is now business critical. And so each business has to transform from IPv4 to IPv6 to stay connected with the newer applications. We feel, IPv6 adoption will not happen over a snap, but will span across a decade, believes Amandeep Singh Dang, Country Manager, Networking, Dell India. “This is why the third

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SUNIL PILLAI

IDC PREDICTS THAT BY 2016, THE MARKET WILL BE WORTH $2 BILLION (USD) A YEAR, UP FROM JUST $168 MILLION TODAY.

kind of hardware which is now available in most mid-to-high end IP hardware stack stands the most relevance and obviously longevity. These hardware platforms support IPv4 / IPv6 dual stack. We see all new networking lead opportunities keenly looking at hardware that are IPv6 ready though deployment now will be selective. From a sales standpoint, this is where the best traction is,” he says. Gharge adds, “Migration is inevitable, but just because we cannot throw earlier investment and do rip and replace upgrade everywhere, we are going slow. But wherever there are replacements

or new office locations we are putting IPv6-ready infrastructure.” n  Convergence through Ethernet fabric: An Ethernet fabric is arguably the future of data centers. It provides higher levels of performance, utilization, availability, and operational simplicity to meet the business needs of virtualized data centers today and into the future. A truly virtualized data center is the foundation for cloud-based architectures and IT models. In turn, virtualized data centers require agile service delivery vehicles, including the ability to add network capacity with appropriate services on

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SECURITY

DEBRAJ DAM

RAJAN VERMA

“SDN will definitely bring revolution in the overall space of enterprise networking because of its own control/management applications on a common platform.”

“802.11ac will increase the networking capacity of the enterprise, by offering more bandwidth, offering better coverage and enhance the use of BYOD concept.”

VP-STRATEGIC BUSINESS AND PARTNERS ALLIANCE, SMARTLINK NETWORK SYSTEMS LTD

DIRECTOR, SAICOMM COMMUNICATION & CONSULTANTS

demand, and new levels of operational simplicity in infrastructure deployment, administration, and monitoring. However, the underlying limitations in existing virtualization and system management tools—as well as the design of current network architectures—have often prevented organizations from meeting the performance, availability, security, and mobility requirements of cloud computing. “In order to simplify the management layer and bring the promise of virtualization to fruition, the underlying infrastructure—especially the network—must evolve. It must move from management of physical ports to flows (virtual server to virtual server or virtual server to virtual storage communication). It must be simpler to set up, operate, and scale. And it must be more flexible, highly resilient, and much more VM-aware,” offers Unnikrishnan.

CONCLUSION… With a plethora of challenges in the enteprise environment, there are ample opportunities for partners to assist CIOs in their transformational journey by not just deploying new products but by addressing their specific requirements. And like Asiq opines, “Technology itself does not solve problems, it serves as a set of tool for experts to deploy and solve specific challenges,” partners need to leverage these new tools and create a space for themselves. ë

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ENTERPRISE STORAGE

HP

Banking on easy-touse Technology and Channel Partners

Emerging drivers such as private and public cloud storage infrastructures, big data, and mobile and virtualized applications are redefining how storage infrastructure is installed and used. wORDS: MANALI MISRA

W

ith humungous growth in data, enterprises struggle to manage their storage infrastructures. Virtualization is transforming the data centres rapidly. For the changing demand, deployment of infrastructure that would cater to emerging cloud space is need of the hour. HP is leveraging on the same concept with HP 3PAR Utility Storage. “Earlier we were in a push market but with 3PAR, a market pull is created. Customers want to install this product. 3PAR has to be successful in industry not by being sold just once to the customer but it should become a standard for reference. Channel partners have supported us tremendously to gain the market. Customers are becoming ambassadors for our products”, says Barun Lala, Director, Storage, HP India. HP had acquired the global utility provider 3PAR in 2010. Many organisations are leveraging the benefits of cloud-based storage. However, according to Barun the decline in traditional storage devices has not begun yet and he doesn’t see it coming in the near future. “Storage as an industry is growing including cloud and traditional storage. We are able to take advantage of both as the market is not stagnant. Top 7 cloud service providers run on HP infrastructure. There are challenges ahead but IT market in India is burgeoning,” he added.

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BARUN LALA

DIRECTOR, STORAGE, HP INDIA

“75-80% of business in HP is through channel. If partners don’t like HP, then we have a problem and we can’t survive. They are the backbone” HP brings the enterprise features at mid-range cost and Barun terms it as the game changer. HP deploys the concept of more work with

fewer resources. HP Storage products have an advantage that people with minimum experience can operate them. This way customers save their investment. From the storage perspective, HP has dominated the global inbound accounts and used to be dominant enterprise space. “Considering top 200 accounts in the country, we continue to be the No. 1 player in the accounts,” adds Barun. The market verticals driving storage for HP are government, manufacturing, ITES, BFSI and Telecom. For the SME market in India, education and healthcare are the sectors on which HP focuses. “We are leaders in SME segment. We have very large volume motion with the MSA 2000 product line. We have significant presence in this segment with nearly 3, 50, 000 users across the globe,” comments Barun. Channel partners play a significant role in HP’s market leadership. Recently, HP embarked on a six day long road show, “Channel Odyssey”, to rejuvenate its relationship with the partners. As far as the storage segment is concerned, quite less of the business is done directly. Only for accounts which are outsourcing account to HP, business that comes through enterprise services is through direct selling. “75-80% of business in HP is through channel. If partners don’t like HP, then we have a problem and we can’t survive. They are the backbone. We are 100% partner-centric as far as storage is concerned and aiming to take storage business to 100 partners. Nearly, US$100bn business worldwide is happening through partners,” says Barun. Channel partners are not only a route to reach the end customers but they also play substantial role in a company’s success. Channel policies and customer satisfaction are the top priorities for HP. “What differentiates HP is its channel policy. We feel it is very important to be transparent with our partners. We pay the incentive on time. If the partners are not satisfied, the Partners Advisory Board can investigate. Fairness of doing business with the channel partners is a big advantage for HP. Also, delivering what is promised and honesty on terms of performance are very important in storage products with an efficient supply chain. Customers should get the best price,” states Barun.

FINALLY… There will be ups and downs amongst the top three players and we will try to maintain our position. It is a complex business. One has to be very up to date on technology, create the customer solution, understand the usage pattern and balance between product lines,” concludes Barun. ë


GUEST TALK

SOFTWARE

The BFSI Sector Continues to Drive Innovation in the IT Leveraging mobile technology across the core areas of the BFSI value chain can achieve quick benefits at affordable price points. n WORDS: DIWAKAR NIGAM, THE MANAGING DIRECTOR, NEWGEN SOFTWARE TECHNOLOGIES n PHOTO: ISTOCKPHOTO

The banking, financial services and insurance (BFSI) sector is one of the fastest growing enterprise customer groups for the Information Technology (IT) industry. The Indian BFSI sector has emerged as one of the major contributors to the country’s economic growth and is expected to grow rapidly in the coming years, owing to the emergence of innovative technologies such as mobility, cloud computing, and virtualization, expansion plans of leading BFSI players, government’s focus on financial inclusion, and the entry of foreign banks. The fact that the BFSI segment is poised to grow substantially, over the next few years, augurs well for the IT industry. Leading analyst firm Ovum, in its recent industry research, predicts that IT spending by banks globally will reach $118.6 billion in 2013. The report attributes this rise to the increased focus of bank CIOs on customer satisfaction and revenue growth. Banks today are looking beyond core banking systems,

to invest in technology solutions that can drive differentiation via increased operational efficiencies and enhanced customer experiences. Over the past few years, the scope of IT-enabled banking services in India has been expanding, to include electronic fund transfer (EFT), electronic clearance services (ECS), internet banking, automated teller machines (ATMs), mobile banking, point-of-sale terminals (Kiosk banking) and electronic data interchange (EDI). The growing trust deficit between customers and financial serviceproviders, together with the pressure to enhance profitability and ensure compliance, threatens to marginalize the entities that are not able to participate in this IT revolution. In today’s scenario, where real-time servicing of customer requests ‘on the fly’ has become a norm, mobile technology seems ideally positioned to enable early adopters in the BFSI segment to gain a competitive advantage. Mobile solutions enable faster and improved communication between

customers, field executives, and the central processing office of the bank. Adopting mobile technology can help BFSI companies to enhance customer experiences and increase profitability, while keeping a check on costs, and mitigating operational risks. Leveraging mobile technology across the core areas of the BFSI value chain—from customer on-boarding to servicing—banks and other financial intermediaries can achieve quick benefits at affordable price points. Newgen’s innovative Mobility Platform - ZapIn, combines its expertise in the areas of Imaging, Business Process Management and Enterprise Content Management with the new-age mobile technology, to offer customer service representatives, field executives, and consumers anytime-anywhere access to banking services on their mobile devices. ZapIn holds great promise, across different usage scenarios, for BFSI companies. For example, insurers can use ZapIn to support their sales teams through all the stages of

the sales lifecycle from lead management, customer on-boarding, to policy servicing. ZapIn allows point-of-sale executives to capture customer information first-time-right, at the point of customer contact, and initiate its processing in real time at the central processing office. Driven by the insatiable demand for real-time customer services, and increased penetration of mobile devices, mobility is expected to be the top IT investment priority for BFSI companies, in the near future. However, while larger players in the BFSI landscape are moving further, from core banking systems to modern technology solutions such as mobile banking, electronic fund transfer and specific business-focused solutions, smaller participants in the sector are looking at cloud computing to deliver business value. Mobility and Cloud are the two major IT trends that will continue to garner interest from the BFSI sector, and present unique opportunities for the IT industry to innovate. ë

J U LY 2 013

Guest Talk-Diwakar Nigam of Newgen.indd 27

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CORPORATE STORY

LINGUANEXT

Eyeing at 200% Growth

The numbers of computer users are growing pretty rapidly. However, the growth will be stunted until computing is made available in local languages. It is needed more in a diversified and multi-lingual country like India. LinguaNext seems to have envisioned the scenario well.

To expedite the utility of business solutions and offer better customer service, companies are investing a lot on customize and localise of solutions. Pune-based, LinguaNext Technologies is developing multi-lingual conversion software for enterprise solutions. Jagdish Sahasrabudhe, CEO, LinguaNext Technologies, says, “One of critical challenges that businesses face in enterprise application implementation is the steep learning curve of the end users to get to know the enterprise application software because of unfamiliarity with English. They are conversant with local languages. In order to ensure a good ROI, it is critical that business gives enough importance to the better utilization and training of organizational resources working on the enterprise application.” LinguaNext Linguify software provides language conversion of the enterprise application in the language of user’s choice. It enables computing in all Indian and global languages. “LinguaNext Linguify product series caters to customized adapters developed and readily available off the

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shelf for large and small enterprise applications such as SAP, PeopleSoft, Microsoft Dynamics, Sage, Oracle Applications, Finacle, TCS Bancs and several more custom enterprise applications,” adds Sahasrabudhe. Making software available in different languages is a complex procedure. However, LinguaNext claims to have developed a completely new approach to application language globalization. LinguaNext’s technology-based solutions enable any enterprise, mobile or custom software system to work in any language, seamlessly and with zero changes to the underlying application

code. “Language computing work for LinguaNext typically involves screen language conversion. The scope of work also expands to outputs generated from these enterprise applications such as reports. Reports from English language can be converted to all local languages. These include online and offline reports. These reports can also be printed in the local languages for distribution and sending information across the supply chain that goes hand in hand with the enterprise application,” explains Sahasrabudhe. Jagdish sees immense opportunities to be tapped in Indian market. “On an average, this is a market worth Rs. 200 crore. Currently there are close to 45 million users from rural India and close to 100 million users from urban India who are seeking local language computing. This market has spiked over 100% since the past 5 years or so. Just as enterprise applications exist in all domains and verticals, similarly, the local language computing market exists in a wide range of domains and verticals. Some of the domains where local language computing is being fuelled are banking and financials, manufacturing, logistics, media, pharmaceutical, projects, human resources and


CORPORATE STORY

the likes. The growth of internet, enterprise applications and cloud based computing have been the key drivers in this market growth,” he adds. According to IDC research firm, both ERP and CRM make up the entire readymade enterprise software market, barring customized application development. However, both have been hit in recent years as the Internet has become all pervasive. It has been observed that companies are more likely to work with firms that understand their business processes better and suit their requirements and budget. LinguaNext has focused its marketing strategies in accordance to the niche market that it caters. Sahasrabudhe says, “Our product falls into B2B category. We have multilingual products for industry verticals, banks, human resource management system,

JAGDISH SAHASRABUDHE

CEO, LINGUANEXT TECHNOLOGIES

“With a roster of over 70 large enterprise customers and a deployed base of over 1,000,000 end users, LinguaNext is fast becoming the de facto standard”

insurance, manufacturing, and government agencies. Currently we are running a direct mail campaign to these industries. We believe in sending the actual bi-lingual samples to our target market. We are an EBS partner of SAP so there are many opportunities of joint marketing with SAP. We take part in the industry specific events.” LinguaNext not only has multi-lingual solutions for enterprise application software, but has also empowered mobile and cloud based services with Linguify.Mobile and Linguify.Cloud respectively. Once software is made multi-lingual, it becomes a value addition to the existing product offered by ISVs and resellers. Jagdish tells that LinguaNext is regularly approached by ISVs and resellers catering to large and small enterprise applications thereby fuelling local language computing market growth exponentially. Additionally, language localization also helps the ISVs and resellers to grow into an untapped market of different geographies and regions. “We have been supporting and been associated with System Integrators and Channel Partners like Wipro, TCS, HP, Ramco, SAGE and the likes for their language conversion needs on different enterprise applications. We are a SAP revenue sharing partner and have been endorsed by SAP for the Indian subcontinent,” he adds. As far as the support strategy goes, LinguaNext has an internal process to provide support to end customers, system integrators and channel partners. This includes support over the phone and email. There is also a specialized application support team that extends support to resolve a critical customer issue using Cisco Webex in minimum time. LinguaNext has a wide array of customers including State Bank of India, Larsen and Toubro, Tata Consultancy Services, IBM, HewlettPackard, Wipro. “With a roster of over 70 large enterprise customers and a deployed base of over 1,000,000 end users, LinguaNext is fast becoming the de facto standard. LinguaNextTM Linguify product series is the widely accepted translation software of choice for more than 50 leading private and nationalized banks in India,” says Sahasrabudhe.

FINALLY… No doubt India is a very large market for language computing but the potential lies beyond India where people do not use English at all for any form of communication. Therefore LinguaNext’s expectation of 200% annual revenue growth globally is not at all an optimistic number rather a practical number. ë

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GUEST TALK

NETWORKING

Demystifying Enterprise Networking Prem Nithin, Business Development Manager, Borderless Networks Sales, Cisco India & SAARC explains some of the key trends and technologies. n WORDS: PREM NITHIN, BUSINESS DEVELOPMENT MANAGER, BORDERLESS NETWORKS SALES, CISCO INDIA & SAARC n PHOTO: ISTOCKPHOTO

The network is an integral part of the technology transformation that is taking place around mobility, cloud and collaboration. This is driving the market for networking products especially as new services based on 3G/ 4G are being rolled out. As a result, an increased number of organizations are relying on intelligent networks for the transfer of data that involves different forms of media including video, and voice. Below are some of the technologies and trends in the networking space that’ll have a huge impact in the market going forward. IPv6: The shift to an IPv6 framework is largely being propelled by the exhaustion of IP addresses based on IPv4 protocols. While IPv4 contained just over 4 billion unique IP addresses, IPv6, has about 3.4×1038 addresses (340 undecillion) unique IP addresses available. This will be more than enough to connect the billions of people, devices and even objects to interface directly with each other or through the

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internet. It is especially relevant in the Indian context and can be substantiated by the findings in Cisco’s latest Visual Networking Index which forecasts India IP traffic to grow 6- fold from 20122017 with a 44% CAGR, which is the highest growth rate across the globe. It also projects the Indian mobile data traffic to grow 4 times faster than fixed IP traffic during the same period. To ensure a smooth transition, Cisco has actively been participating in the development of IPv6 transition techniques and deployment strategies for the industry at large. Cisco has also ensured that its entire portfolio of products, are compliant with this new standard. 802.11ac – Wi-Fi protocol: The launch of the 802.11ac protocol, an improved version of 802.11n, offers higher speeds over wider bandwidths, effectively coupling the freedom of wireless with the capabilities of Gigabit Ethernet. Cisco’s Virtual Networking Index 2013 has also aptly revealed that portable devices, such as smartphones

and tablets will contribute 40% to IP traffic in 2017 up from 3% in 2012. Needless to say, organizations as well as employees will be leaning heavily towards Wi-Fi adoption to ensure seamless and mobile access to data. Cisco understands the need to rollout new 802.11ac compliant product offerings as we look to address the burgeoning wireless market growth over the next three to five years. SDN: Software defined networking is an emerging concept in the industry that looks at de-coupling the control and data planes in network devices and abstracting the control plane intelligence. Customers, globally and in India are in a wait and watch mode and getting educated and familiarized with the concept. Cisco is making significant investments in this space and is currently working with customers across various segments in educating and getting feedback from them. Cisco is also conducting early field trials with customers to explore these new

concepts and provide constructive feedback for product development. Cisco’s Open Network Environment or Cisco ONE is the industry’s broadest approach to network programmability. It includes elements of software defined networking as depicted above, but also allows for several other approaches including (i) a rich set of platform APIs (eg: onePK or One Platform Kit – a consistent software development kit across all of Cisco’s network infrastructure), a Cisco ONE controller for SDN applications, with OpenFlowv1.x support on Catalyst 3K switches, hybrid models as well as overlay networks with Nexus 1000V, OpenStack, VXLAN etc. The recently announced Enterprise Networking architecture widens the scope of Cisco’s Open Network Environment (ONE), a portfolio-wide strategy that applies software programmability to ASICs, operating systems, networking functions, and services across the datacentre, WAN and LAN and making them more open. ë

J U LY 2013

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CASE STUDY / DELL

Growing Application Landscape and Expanding Global Distribution Network

Today, the Dell Force10 C300 is at the forefront of the Asian Paints data center. It is responsible for the arduous task of interconnecting all the company’s application systems with a network latency of under 5 micro seconds—virtually making the network invisible!

CUSTOMER PROFILE COMPANY: ASIAN PAINTS INDUSTRY: PAINT MANUFACTURER

Approximately 4,000 end users from remote offices connect to the data center on WAN links, powered by the Force10 C300, to access the hosted applications. Asian Paints is India’s largest and Asia’s third largest paint company today with revenues of INR 77.06 billion (USD 1.39 billion). Throughout this decade, its domestic business grew rapidly as a result of increasing demand from Asian Paints’ growing domestic and international distribution networks. Today, the company operates in 17 countries and has 24 paint manufacturing facilities in the world, servicing consumers in more than 65 countries. The speed and scope of Asian Paints’ growth left its data center trying to catch

up. To keep up with this expansion and implement a network foundation for future growth, Asian Paints deployed the C-Series resilient switch from Dell Force10 Networks.

RAPID EXPANSION CREATES IT CHALLENGES More than a decade ago, Asian Paints transitioned from running decentralized custom-built software to support its operations by adopting more centralized packaged applications, such as SAP R/3 for its transaction backbone, the i2 suite for supply chain planning and a host of other packages. While it created a significant number of additional

possibilities to implement systems and cross-system integration, the rapidly growing application landscape led to higher data volumes. The centralization also created a new hue of criticality to its application and network infrastructure. Diby Chiriyamkandath, Manager of Network Infrastructure at Asian Paints, believes that in its eagerness to implement and integrate new functionality to help its employees gain more unified information, the network infrastructure in the data center was not up to speed. Over time, its data center LAN architecture was stressed and the IT staff ’s confidence in solving problems was eroding. Today, the company’s data center is responsible for the arduous

COUNTRY: ASIA, MIDDLE EAST, CARIBBEAN EMPLOYEES: 5,500 WEBSITE: WWW.ASIANPAINTS.COM

DIBY CHIRIYAMKANDATH

MANAGER OF NETWORK INFRASTRUCTURE, ASIAN PAINTS.

“THE NETWORK HAD TO LIVE UP TO THE “ALWAYSON” EXPECTATION THAT A RAPIDLY GROWING BUSINESS LIKE OURS HAD. WE WANTED COMPLETE REDUNDANCY IN ALL OF ITS ACTIVE COMPONENTS IN ORDER TO REDUCE THE CHANCE OF ANY OUTAGE.”

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Asian Paints had successfully consolidated its operations and moved to a centralized ERP solution, but higher data volumes and business expansion led to a greater need for a scalable, high throughput network infrastructure.

TECHNOLOGY

AT WORK

Asian Paints solidified its network core and added scalable and reliable switching capacity by deploying the Dell Force10 C150 modular chassis and subsequently upgrading to the C300 modular chassis to support its growing application landscape and its expanding global distribution channels.

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• Tangible increase in the LAN throughput • More switching capacity to support on-demand server provisioning with virtualization • Simplified deployment, faster troubleshooting and less chance of configuration errors • Additional performance, flexibility and network control

• Network Core • Network Management

Services: Dell Force10 Professional Services Hardware: Dell Force10 C-Series modular switch chassis Software: Dell Force10 Operating System (FTOS)

task of hosting all of Asian Paints’ application systems and includes approximately 350 physical and virtual servers, as well as firewalls, VPN concentrators, IP telephony servers and Internet proxies. Approximately 4,000 endusers from remote offices connect to the data center on WAN links to access the hosted applications. Staff also supports multiple connectivity options, such as approximately 300 MPLS and point-topoint private WAN links, 3G wireless connectivity to tablet devices, as well as IPsec and SSL VPNs. Feeling a sense of urgency to tackle these immediate issues, implement a robust and secure architecture, as well as provision capacity for the coming 24-36 months, Asian Paints wanted to solidify its network core by deploying a more robust switching capability.

REQUIREMENTS OF EVERY COLOR To meet the growing needs of the business and have that capacity to provision for the future, Asian Paints had distinct requirements to ensure network performance, reliability and scalability. From a performance perspective, Asian Paints required line rate speed to prevent any kind of network bottleneck as well as a nonintrusive way to analyse network traffic. “We also needed the network to live up to the “always-on” expectation that a rapidly growing

business like ours had. Since a single switching chassis is the largest point of failure within the data center, we wanted complete redundancy in all of its active components in order to reduce the chance of any outage,” says Diby. To ensure its infrastructure would scale as the company’s data volumes continues to grow, and to maintain a flat data center architecture, the company required high port density and line-rate switching.

MEETING THE PARAMETERS As the only device to meet all of the company’s technical parameters, the Asian Paints IT staff selected the Dell Force10 C150 resilient switch to power its data center. As the only single-chassis design evaluated, Diby believed that the C150, in a flat, redundant, single chassis configuration lessens the chance of configuration errors and provides simplified troubleshooting. “Our legacy switch was essentially a 100 Mbps switch with a few Gigabit Ethernet ports, so even though the servers had Gigabit NICs, the switch was limiting the throughput on the LAN,” says Diby. As the number of applications delivered out of the data center increased, Asian Paints upgraded to the C300 switch in the year 2011. With up to 384 ports with line-rate, non-blocking Gigabit Ethernet (GbE) and 64 ports of 10 GbE

capabilities, the C300 represented a tremendous scalability improvement over even the C-150 deployed in 2007—with no sacrifices in performance. IT staff acknowledged that performance gains could be nullified if their network was hit by an outage, resulting in significant downtime. The C300 features a high availability architecture that provides built-in redundancy, including the 1+1 Route Processor Module delivering switching fabric capacity of up to 1.536 Tbps and up to 952 Mbps L2/L3 packet forwarding capacity. The C300 also features a fully passive backplane and a redundant power supply with load sharing power bus that enables uninterrupted switching even during a power supply failure. “The C300 is fully populated with Gigabit Ethernet and 10G ports, so there was an immediate tangible increase in the LAN throughput, and we now have spare switching capacity,” says Diby. Having that kind of port density on the C300 proved cost effective enough for the IT staff to place another C150 at the disaster recovery site. This underscores the additional flexibility they noticed, which made their IT operations “definitely more agile and efficient than in the past,” notes Diby. Like framing a picture, having an efficient, well-coordinated implementation is the final critical step to having a next-generation network backbone quickly deployed to satisfy the needs of the business for today and tomorrow. “There was great commitment to our time lines, and since we were approaching our peak selling season in India at the time, it was extremely important for us to transition to the new switch well in advance,” recalls Diby. “We were implementing some configurations for the first time, such as port aggregation. While all of this required detailed planning, preparation and documentation from the teams and individuals involved, it was performed so well by Dell Force10 and Asian Paints’ engineers that we had the new switch successfully implemented with a down time window of just two hours.”Diby adds: “Upgrading to the C300 was also flawlessly managed, though most of the components of the C150 were re-used. This highlights the investment protection and the ease of configuration of the Dell Force10 switches.”

LOOKING AHEAD With the Dell Force10 C300 resilient switch deployed, the IT staff is now confident that its network infrastructure will not just scale, but stay ahead and meet the growing business needs of the enterprise. This capability, coupled with additional flexibility and network control, has given the IT staff confidence that they can provide greater value to the company. ë

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Innovations

DIGISOL “Cloud Vault” a 4 Bay NAS HThe new DIGISOL DG-NS5004 “Cloud Vault”, is a high performance 4 Bay Network Attached Storage with 1GHz RISC Processor, Gigabit Ethernet LAN and USB port support for Printer and data backup. The Cloud Vault, support up

to 16TB HDD with 4TB at each bay. Cloud Vault has a sophisticated design with tool less hard drive installation in each of the Bay. The DIGINAS search utility detects the NAS in the LAN with a click of a button. The user

friendly Web interface and setup wizard configures the NAS with minimal effort and saves precious time of the network administrator. With the private cloud feature, users can always access their data no matter from which computer or hand-

held device you are accessing with. It’s easy to host and configure your Private cloud on DG-NS5004 NAS. Cloud Vault supports hardware accelerated RAID (redundant array of independent disks) levels 0, 1, 5 ensuring complete data redundancy with protection against hardware failure. If one drive fails, then data volumes can still be rebuilt with the remaining drives maintaining the Data Integrity.

Dell Enhanced Version of Dell KACE K1000 Dell KACE K1000 Management Appliance includes integrated software asset management to boost software license compliance. A flagship product in Dell Software’s endpoint systems management portfolio, the K1000 adds automated software asset identification, tracking and optimization to its comprehensive list of capabilities for managing the deployment, operation and retirement of an organization’s critical software assets. Dell K1000 simplifies the increasingly arduous task of responding to software audits by tracking, assessing and ensuring software license compliance across multiple versions, as well as inconsistent package and component names. Additionally, the K1000 eases the burden of determining software usage, which is exceedingly difficult due to complex software licensing structures. As a result, Dell Software can empower organizations of all sizes to identify software licenses with great accuracy while making it easy to reclaim and reallocate underutilized software further added the company.

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Key Capabilities n High performance 1Ghz RISC processor n Gigabit Ethernet connectivity and 4 USB Ports n Four hard drive bays for 3.5” SATA hard drives n Max. 16TB HDD support (4TB each Bay) n Hassel free hard drive installation n On screen display for system parameters n Drive management: Standard, JBOD, RAID 0, RAID 1 and RAID 5 n Private cloud support for remote file access and smart phone access n User and Group management with hard disk quota allocation n Built-in print server for network printing n Wireless Access (Optional)

please send your feedback at editor@ enterpricechannels.com

Key Capabilities n Software titling engine that automates detailed software audit and compliance reporting to avoid license violations and associated fines. n Integration with the Dell Application Catalog (DAC), which provides access to approximately 110 million unique executable files. n Automated metering that enables administrators to view usage information based on when an application is actually run, for accurate compliance reporting and fast identification of underutilized software. n In addition to its software asset management enhancements, the new release of the K1000 enables IT administrators to capture and report new hardware characteristics to better gauge organizational readiness for OS and application migrations and upgrades.


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Enterprise channels july 2013  

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