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THE GRILL: Gary Barnett, Senior Vice President and General Manager, Collaboration Platforms, Avaya, wants to dominate the unified communications space. PAGE 19

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n EDITOR’S NOTE

Vijay Ramachandran The Inheritance Gambit

A

S HE lay dying on a warm summer’s day in 323

B.C., Alexander the Great was asked whom would his successor be. The Macedonian emperor is said to have wearily turned to his generals and stated that his empire would go to the strongest among them. It’s little surprise then that within a couple of years the empire, that had been carved out by the world’s first professional army over a dozen years of hard campaigning, self-destructed. A series of battles and assassinations later, Alexander’s relatives were dead; his legacy split three ways among the generals who survived. The empire that stretched from Egypt to Palestine to

Greece to Persia to Punjab was no more. In hindsight, the brilliance in strategy and tactics that made Alexander an undefeated military commander on the field of battle were nowhere on display. Granted, he was only 33 years old—not the age you think of handing over the baton. But having lived a life of uncertainty and violence in equal measure, it was always going to be a question of ‘when’ and not ‘if’. In this, the Macedonian’s vision was perhaps clouded by delusions of immortality. A serial entrepreneur I know very well, looks at each organization he is associated with as a four to five year project—ideate, incubate, build IP, create value, and look for a buyer. Very clearly, he used that period of in2

sane growth to radically change the way the team was structured, identify those with leadership potential and to specifically mentor them to take the organization ahead. He also decided on the kind of behavior to nurture that would be in keeping with the changes to the organization as a whole he envisioned. And, he has built this into a part-formal, part-informal mentoring process.

n Have you ever thought about whether your next generation truly has the aptitude for taking your legacy and business forward?

INDIAN CHANNELWORLD JUNE 2013

He recently launched a new venture. I needn’t have asked him what he was up to, for he predictably replied: “Well, over the next four years…” Most of you do not take such a near-term view as my friend. Instead you have built your companies over time, reacting to changes in the market with appropriate caution and aggression. Then why when it comes to succession do you react with conformity? In the solution provider space, the typical trend is to involve one’s children in the business, first giving them a toe-hold, then over time giving them more front-end responsibilities. Nothing wrong with using this route. But have you ever thought about whether your next generation truly has the

aptitude for taking your legacy forward? Could it be that your Business Development Head might actually be smarter at running the organization that you have nurtured? These aren’t easy issues to deal with. But, you should at least consider how global retail giant Walmart dealt with this situation. As founder Sam Walton’s term was coming to an end, he was caught on the horns of a dilemma about who ought to succeed him—a member of the family, or a long-term company employee, or even a rank outsider. Walton finally chose to make his eldest son the chairman after he passed on, while grooming a senior employee to take over as CEO, with the rest of the family staying away from day-to-day operations. A courageous choice, but it’s created wealth for both Walmart and the Walton family. In the end, Alexander’s legacy was wiped out because despite a bunch of A-grade generals, he had no inheritors, no one who could take what he’d created and build on it. Have you planned out how your successors will take over from you? Write in and let me know. n Vijay Ramachandran is the Editor-in-Chief of ChannelWorld. Contact him at vijay_ramachandran@idgindia.com


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

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Inside INFRASOFT

INSIGHT BUSINESS SYSTEMS

4G IDENTITY SOLUTIONS

DIGITAL TRACK

4G IDENTITY SOLUTIONS

Get up close and personal with India’s hundred boldest solution providers. Read the profiles of the winners of Premier100 2013. >>> Page 26

VITAGE SYSTEMS

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Cover Design by UNNIKRISHNAN A.V

ESTEEM INFOTECH

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FOR BREAKING NEWS, GO TO CHANNELWORLD.IN

Inside

INDIAN CHANNELWORLD n JUNE 2013

n ON RECORD

22 Sundar Balasubramanian, Country

Manager-STG Channels, IBM India/South Asia,

CHANNELWORLD n NEWS DIGEST

07 Cloud Security Approved | Two not-for-

CHANNELWORLD.IN

profit groups have recently announced a partnership that seeks to develop a certification system for cloud security. (ISC)2 and CSA will work together to develop the process.

Publisher, President & CEO Louis D’Mello Associate Publishers Rupesh Sreedharan, Sudhir Argula

11 SAP Unveils its New Cloud Service | SAP is set to offer customers the option of running their applications on top of a cloud-based version of its HANA in-memory database technology. 10 CRM Grows by 12 Percent Worldwide | The total worldwide CRM software revenue totalled $18 billion in 2012, up 12 percent from $16 billion in 2011, according to Gartner.

22

n NEWS ANALYSIS 14 Is Windows 8

Behind the Death of the PC? | The multitude says Windows 8 isn’t great. Microsoft begs to differ. Where does the truth lie?

speaks about the company’s channel aspirations and growth strategy.

n THE GRILL

19 Gary Barnett, Senior Vice President and

General Manager, Collaboration Platforms, Avaya, wants to dominate the UC space.

Geetha Building, 49, 3rd Cross, Mission Road, Bangalore - 560 027, India

n OPINION

02 Editorial: Vijay Ramachandran asks

if you ever thought about whether your next generation truly has the aptitude for taking your legacy forward?

18 Scot Finnie: Just when mobile innovation

n EDITORIAL

Editor-in-Chief Vijay Ramachandran Executive Editors Gunjan Trivedi, T.M. Arun Kumar Associate Editor Yogesh Gupta Deputy Editor Sunil Shah Assistant Editor Online Varsha Chidambaram Special Correspondents Radhika Nallayam, Shantheri Mallaya Principal Correspondent Gopal Kishore Senior Correspondents Anup Varier, Sneha Jha Correspondents Aritra Sarkhel, Debarati Roy, Eric Ernest, Ershad Kaleebullah, Shweta Rao, Shubhra Rishi Chief Copy Editor Shardha Subramanian Senior Copy Editor Shreehari Paliath Copy Editor Vinay Kumaar Lead Designers Jinan K.V., Suresh Nair, Vikas Kapoor Senior Designer Unnikrishnan A.V. Designers Amrita C. Roy, Sabrina Naresh n SALES

& MARKETING

President Sales & Marketing Sudhir Kamath VP Sales Parul Singh GM Marketing Siddharth Singh Manager Key Accounts Jaideep M., Runjhun Kulshrestha, Sakshee Bagri Senior Manager Projects Ajay Chakravarthy Manager-Sales Support Nadira Hyder Assistant Manager Products Dinesh P. Marketing Associates Anuradha Iyer, Benjamin Jeevanraj, Lavneetha Kunjappa Project Co-ordinator Rima Biswas, Saurabh Patil Lead Designers Jitesh C.C., Pradeep Gulur Designer Lalita Ramakrishna n EVENTS & AUDIENCE

DEVELOPMENT

n EVENT REPORT

Senior Manager Projects: Ajay Adhikari, Chetan Acharya, Pooja Chhabra Manager Tharuna Paul Senior Executive Shwetha M. Project Co-ordinator Archana Ganapathy

130 Premier100 Recap | Brief event

n FINANCE

is most needed, it’s market leaders seem to have taken their eyes off the road.

reportage on what global thought leaders shared with India’s top channel partners.

& OPERATIONS

Cyberoam Technologies Pvt. Ltd. . . . . . . . . . . . . . 15

Mcafee India Sales Pvt. Ltd . . . . . . . . . . . . . . . . . . 17

Finance Controller Sivaramakrishnan T.P. Sr. Manager Accounts Sasi Kumar V. Sr. Accounts Executive Poornima Manager Credit Control Prachi Gupta Sr. Manager Products Sreekanth Sastry Sr. Manager Production T.K. Karunakaran Sr. Manager IT Satish Apagundi

EMC IT Solutions India Pvt Ltd . . . . . . . . . . . . . . . . 1

Rittal India Pvt. Ltd.. . . . . . . . . . . . . . . . . . . . . . . . IFC

n OFFICES

Emerson Network Power India Pvt. Ltd . . . . . . . BC

Schneider Electric IT Business India Pvt Ltd. 12 & 13

Epson. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 21

Trend Micro India Pvt. Ltd . . . . . . . . . . . . . . . . . . . .3

IBM India Pvt. Ltd . . . . . . . . . . . . . . . . . . . IBC, 8 & 9

Vmware Software India Pvt. Ltd . . . . . . . . . . . . . . .5

ADVERTISERS’ INDEX

Juniper Networks India Pvt.Ltd. . . . . . . . . . 24 & 25 This index is provided as an additional service. The publisher does not assume any liability for errors or omissions.

All rights reserved. No part of this publication may be reproduced by any means without prior written permission from the publisher. Address requests for customized reprints to IDG Media Private Limited, Geetha Building, 49, 3rd Cross, Mission Road, Bangalore - 560 027, India. IDG Media Private Limited is an IDG (International Data Group) company. Printed and Published by Louis D’Mello on behalf of IDG Media Private Limited, Geetha Building, 49, 3rd Cross, Mission Road, Bangalore - 560 027, India. Editor: Louis D’Mello, Printed At Manipal Press Ltd, Press Corner, Manipal-576104, Karnataka, India.

Bangalore IDG Media Pvt. Ltd. Geetha Building, 49, 3rd Cross, Mission Road, Bangalore 560 027, Karnataka Tel: 080-30530300. Fax: 080-30586065 Delhi IDG Media Pvt. Ltd. DLF Corporate Park, Tower 4 B, 3rd Floor, Room 301, MG Road, DLF Phase 3, Gurgaon- 122001, Haryana Tel: 0124- 3881015 Mumbai IDG Media Pvt. Ltd. 201, Madhava, Bandra Kurla Complex, Bandra East, Mumbai 400051, Maharashtra Tel: 022-30685000. Fax: 022-30685023


News

WHAT’S WITHIN PAGE 10: CRM Grows by 12 Percent Worldwide PAGE 10: A Start of Something New at HP PAGE 11: SAP Unveils its New Cloud Service PAGE 14: Is Windows 8 Really Killing the PC?

F I N D M O R E A R T I C L E S AT CHANNELWORLD.IN

CLOUD COMPUTING

Approving Cloud Security

T

WO NOT-FOR-PROFIT

groups have recently announced a partnership that seeks to develop a certification system for cloud security. (ISC)2, a global not-forprofit professional body for information security, and cloud security alliance (CSA), a not-for-profit group promoting best practices in assuring security within cloud computing, said they will work together to develop a new professional certification for information security. The partners said their collaboration will try to establish “a common global under-

standing of professional knowledge and best practices in the design, implementation, and management of cloud computing systems”. They have set a deadline of 2014 for the credential and first examinations. The initiative stems from the fact that cloud computing has been gaining a following. Yet, there is little common industry knowledge about the technology and the risks involved, said W. Hord Tipton, CISSP-ISSEP, CAP, CISA, executive director, (ISC)2. The (ISC)2 2013 Global Information Security Workforce Study (GISWS) that covered more than 12,000 respondents has

noted that businesses are embracing cloud computing and that there is a demand for training in cloud computing. “Virtually all respondents” in the study said they have some “level of cloud computing” while 61 percent said they have public or hybrid cloud. Yet, three quarters of the respondents also said there is a need for new skills and technical knowledge about cloud security. In the Asia Pacific region, there is much concern about potential security threats, said Clayton Jones, managing director, (ISC)2, Asia-Pacific. “It is key to develop an international set of best practices for cloud computing that will help not only practitioners but also management to understand how to evaluate cloud deployment. We look forward to collaborating with CSA in this region to promote the security awareness of cloud computing,” added Jones. With the collaboration, both organizations will put together their expertize and body of research. (ISC)2 is tasked to lead subject matter experts drawn from the memberships of both organizations to develop a “focused common body of knowledge” that will indicate the expertize requirement and technology-agnostic approach that will become the foundation for the (ISC)2 certifications.

JUNE 2013

—Veronica C. Silva INDIAN CHANNELWORLD

7

OPERATING SYSTEM

Windows Blue Launch Soon Microsoft’s update of its Windows 8 operating system, code-named Windows Blue, will be available later this year, supporting a variety of form factors and display sizes, and providing more options for both businesses and consumers. “The Windows Blue update is also an opportunity for us to respond to the customer feedback that we’ve been

closely listening to since the launch of Windows 8 and Windows RT,” said Tami Reller, chief marketing officer and chief financial officer of Microsoft’s Windows business in a post on the progress of Windows 8. The update to Windows 8 comes in the wake of sometimes adverse user feedback about the operating system, which is said to have failed to boost flagging PC sales. —John Ribeiro


-

SOFTWARE MARKET

CRM Grows by 12 Percent Worldwide

S

alternatives to replace legacy systems, as net-new as the lead vendor applications or to provide in the worldwide alternative complementary CRM software market in functionality. The top five 2012, according to Gartner. CRM vendors accounted for The total worldwide CRM nearly 50 percent of CRM software revenue totalled software revenue in 2012. $18 billion (about Rs 99,000 Salesforce.com replaced crore) in 2012, up 12 SAP as the largest vendor in percent from $16 the CRM market billion (about as its direct sales Rs 88,000 crore) pushed its CRM is the worldwide in 2011. revenue to more CRM software “Competition than $2.5 billion revenue recorded among CRM (about Rs 13, 700 in 2012. software vendors crore). SecondSource: Gartner really heated up place SAP’s in 2012, as major players growth was less than 1 continued to vie for broader percent in USD terms, market penetration interlargely because currency nationally and more wideheadwinds were stronger spread adoption within midin 2012 and the euro was size to large enterprises,” weak. While SAP was said Joanne Correia, vice not the worldwide leader president, Gartner. in CRM for 2012, it was Vendors benefited from still the largest vendor in strong demand for SaaS terms of revenue in Westwhich represented nearly ern and Eastern Europe. 40 percent of CRM total North America and Westsoftware revenue in 2012, ern Europe remained the as organizations of all sizes largest regions for CRM, sought easier-to-deploy accounting for more than ALESFORCE.COM SURPASSED SAP

$18 bn

80 percent of total software revenue. Western Europe’s growth was less than 1 percent, due in part to the strong dollar, which made overall comparisons with prior years difficult. Overall spending in the IT market in Western Europe has been muted because of economic reasons. Areas of growth continued to be in Eastern Europe, Eurasia, the Middle-East, and Africa, which saw IT spending for the modernization of countries’ infrastructure In 2012, vendors continued to expand their offerings with new features and functionality, often through acquisition. The wave of consolidation activity that began flowing through the market in 2009 continued throughout 2012, with more than 50 acquisitions, resulting in increased competition at the top end of the market, with the real start of the global sales forces kicking in some sales. Marketing has been the focus for investment in the past couple of years, growing at more than four times the software industry forecast norm in 2012 —ChannelWorld Bureau

IT INFRASTRUCTURE

A Start of Something New at Hewlett-Packard HP said it has created a business unit that will deal in purpose-built systems based on specific applications and usage models, and also announced the reorganization of its server unit. The HP Converged Systems business unit brings together dedicated resources to “deliver purpose-built technology for social, cloud, mobile, and big 10

data solution,” HP said in a statement. The unit includes purpose-built servers and appliances running Hadoop, HP’s Vertica or SAP’s HANA. Also part of the new unit is the company’s CloudSystem integrated offerings, which include software and servers specifically built for public, private, and hybrid cloud. The move comes as

INDIAN CHANNELWORLD JUNE 2013

BUILDING UP: HP has decided to reorganize its server unit.

companies like Oracle, IBM and others closely tie their software to specific hardware. HP also announced that it has united its two server

Short Takes  AlgoSec appointed iValue InfoSolutions as its VAD for India and SAARC. According to AlgoSec, this strategic move is expected to accelerate adoption of the AlgoSec’s Security Management Suite. Its offerings help enable security and operations teams to intelligently manage security policies across firewalls, routers, VPNs, and related devices.  ESY Tech Resources

India announced the appointment of V.P. Sajeevan as its new CEO. Prior to joining ESY, Sajeevan had a long stint of more than 14 years with Canon India. He served as Director for Canon India System Products group.

 Akamai

Technologies announced the appointment of Sidharth Malik as the new vice president and managing director for Akamai India. He will be responsible for managing and expanding India operations.

businesses—Business Critical Systems (BCS) and Industry Standard Servers (ISS)—under a single group called HP Servers. The BCS unit focused on Integrity servers, while the ISS unit dealt with the Proliant rack, tower, blade, and dense servers. The realignment comes a few weeks after HP introduced the power-efficient Moonshot dense server, which the company described as a new type of server that could replace racks of industry-standard servers. —Agam Shah


ENTERPRISE APPLICATIONS

SAP Unveils its New Cloud Service

S

AP IS set to offer

customers the option of running their applications on top of a cloud-based version of its HANA in-memory database technology. The SAP HANA enterprise cloud service will be offered by SAP through its own datacenters. Eventually, hosting partners will also be able to run the service, according to the announcement. While HANA was initially aimed at analytic workloads, it has also been ported to transactional applications such as SAP’s Business Suite ERP software. With the service, SAP is tearing down the assumption “that on the cloud you can only have simple applications,” said SAP Executive Board member and technology chief Vishal Sikka. Such a notion is “nonsense,” he added. HANA enterprise cloud’s capabilities “take care of a lot of the really important but more mundane tasks” such as provisioning hardware and disaster recovery, he said. Customers can also scale up resources as needed. The HANA instances will be run on bare metal for top performance, and SAP is “doing a lot of work” building out utilities and administrative tooling for its cloud,” Sikka said. SAP has stitched together servers in “cell configurations,” each containing hundreds of terabytes of RAM, with high-speed, low-latency networking built in. Customers will get dedicated storage, network-

ing and compute power, not virtual machines. In order to use the service, customers would first need to obtain licenses for HANA, as well as applications such as the Business Suite and Business Warehouse, according to the announcement. They would then consult with SAP services staffers, who would determine which of their applications would benefit the most from the HANA cloud deployment option. SAP services would then assist in migrating the workloads to the HANA cloud, whereupon customers would pay a monthly subscription for the managed cloud services, with

the cost tied to “the size, scale of data, and applications,” according to the announcement. The cloud deployment option will help propel HANA sales on a “hockey stick”-shaped growth curve, SAP co-Founder and Chairman Hasso Plattner said.One reason

Around

TheWorld Project Kraken is Scaling Up

HP and SAP announced advancements to a joint initiative, codenamed “Project Kraken,” to improve business processes and mitigate risks for customers. A test system, built from years of HP server technology innovations and optimized with the in-memory SAP HANA database for SAP Business Suite, will be demonstrated soon. Unveiled last January, Project Kraken’s goal is to provide customers additional choice in JUNE 2013

scalability for large, online transaction processing applications, with requirements for real-time analytical insights into this data. —ChannelWorld Bureau

Intel Acquires Two Companies

Intel has acquired two software companies as it continues to build its burgeoning portfolio to include more tools to write and manage programs and interfaces. It announced the acquisition of Belfast-based Aepona and San Franciscobased Mashery, which offer software to help manage APIs so partners can monetize services based on customer context. —Agam Shah INDIAN CHANNELWORLD

11

for that is the fact that its rapid-provisioning capabilities eliminate the weekslong wait for dedicated HANA appliances used in on-premises deployments, he said. Now, “the physical starting point of a project collapses from weeks to hours,” he added —Chris Kanaracus

Yammer’s Booming

Sales of Yammer’s cloud-based enterprise social networking (ESN) software shot up 259 percent in Microsoft’s third fiscal quarter, compared with the same quarter in 2012, Microsoft said. The fact that Yammer added 312 new customers in the quarter is a validation of the $1.2 billion (about Rs 6,700 crore) it paid for Yammer last July, a Microsoft executive said in an interview. —Juan Carlos Perez


CHANNEL DIRECTIONS

CUSTOM SOLUTIONS GROUP SCHNEIDER ELECTRIC

CREATING VALUE THROUGH STRONG RELATIONSHIPS Nikhil Pathak, VP-IT Business, India and SAARC, Schneider Electric India, underscores why the company is the best technology partner to the channel community.

NIKHIL PATHAK

VP-IT Business, India and SAARC, Schneider Electric India Pathak joined Schneider Electric in 2010 as VP-Buildings Business and took over the responsibility of IT Business for India in April this year. Previously, at Carrier Airconditioning, he was responsible for end-to-end sales and operations planning. Pathak has degrees in both engineering and management. How have acquisitions in the last few years created a positive impact on your growth trajectory? In the last five years, Schneider Electric has made significant acquisitions to improve market reach, increase customer base, and become a one-stop solution provider to its customers. We acquired APC, APW President, and Uniflair and have since grown exponentially by combining our strengths in unique comprehensive offerings, innovative solutions, and strong leadership. APC is a global leader with a strong brand recognition. This acquisition has strengthened Schneider Electric’s footprint in the critical power and cooling solutions segment. The acquisition of Unifl air made us a leading provider of end-to-end cooling solutions for all IT and non-IT critical equipments. Schneider Electric’s cooling presence now extends to China, India, Europe, and America. In India alone, our association with more than 40 channel partners in over 12 cities has helped us gain access to a wider market. The APW President acquisition has strengthened Schneider Electric’s comprehensive portfolio of integrated IT physical infrastructure

solutions making us the one-stop solution provider for every datacenter requirement; be it for power, cooling, racks, security, management software or services. To our customers, we are now the first true end-to-end solution provider for the power back up and datacenter market in India. These acquisitions have brought together broader portfolios and solutions which has helped our channel partners increase their wallet share. What are the new channel and go-tomarket initiatives launched by Schneider Electric IT business in the past 12 months? As part of our go-to-market strategy, Schneider Electric IT Business is focusing on capturing opportunities in fastgrowing tier-2 and tier-3 cities by boosting the local sales force and partners. To address the mid-market segment, we have launched ISX for the SMB IT solution to offer a simple, manageable, and affordable approach to meet the SMB IT user’s challenges. For growth in mature markets, we have introduced a services portfolio that includes installed base, professional, and energy management services. Over the last three years, we have conducted various key partner programs for our Managed, Select and Premier partners. The High Power partner program is specifically designed for specialized partners in threephase power solutions and the Secure Power program is for partners who specialize in three-phase power solutions in the non-IT sector. Besides, we also have introduced the SI Loyalty program, which encompasses solutions from APC, Uniflair, and other brands of Schneider Electric to strengthen business relationships with existing partners, align partner’s core competencies to our business requirements, and help partners differentiate

themselves in the market place through product understanding and enablement. With these initiatives, our aim is to build on the close relationship with our channel and develop the next step of our partner model. Partner excellence is key and we will continue to expand our product and solutions offerings through a win-win relationship with our partners. What is Schneider Electric’s partner strategy for the recently launched ‘ISX for SMB IT’ solution that caters to the SMB segment? We have always been a channel focused company and we attribute a great share of our success to our partners. While we have an 8000 strong channel base, this year we are focused on driving our programs to more than 24 cities where we see growth potential. ISX for SMB IT is our first step towards developing products and solutions specific to the Indian market, made for India in India. Partners will benefit as we provide an integrated one-stop solution, solution guidance, and training from Schneider which will open up more market opportunities. An important feature in this product is the ‘ISX for India Configurator tool’ which empowers channel partners to create simple configurable solutions that match more precise needs of customers, deliver value, and expand sales.

This Interview is brought to you by IDG Custom Solutions Group in association with


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n NEWS ANALYSIS

Is Windows 8 Behind the Death of the PC?

The multitude says Windows 8 isn’t great and is why PC sales are cratering. Microsoft says it’s sold 100 million licenses. Where does the truth lie? By Ian Paul

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aren’t selling like they used to, and many critics, analysts, and longtime Windows users point the blame finger at one culprit in particular: Windows 8. Nobody’s using Windows 8, they say. It’s worse than New Coke, they say. PC shipments are cratering and it’s all Windows 8’s fault, they say. But are they right? Earlier, Microsoft countered the doom-and-gloom by announcing that it has sold 100 million Windows 8 licenses to date. That rate puts the company’s newest OS on par with Windows 7 at the same point in its lifecycle, and Windows 7 is the most widely used PC operating system in the world. But if global PC shipments are in free fall—IDC called the

INDIAN CHANNELWORLD JUNE 2013

14 percent drop in the first quarter the steepest singlequarter decline ever—how can Microsoft keep selling licenses like it’s the good ol’ days of Windows 7? Simple: What’s good for Microsoft isn’t necessarily good for the PC industry as a whole.

PLAYING DODGEBALL To a certain degree Microsoft is insulated from a suffering PC market, says Patrick Moorhead, founder and principal analyst at Moor Insights and Strategy. The company not only sells licenses to PC makers, but also sells so-called site licenses directly to large enterprises with a huge user base, bypassing device manufacturers altogether. Microsoft also sells a smaller number of licenses directly to consumers

through Windows 8 upgrades for PCs running XP, Vista, and Windows 7. Stephen Baker, vice president of industry analysis at market research firm NPD, offers another possibility. “The actual process of OEMs buying licenses is fairly opaque,” he says. “But one explanation could be that securing a certain amount of licenses qualifies an OEM for favorable pricing.” So PC makers might also be “warehousing” their licenses to lower the overall cost of PC production later on. Wherever those 100 million licenses are going, the real number of Windows 8 PCs in use is believed to be very small. Earlier, Moorhead released estimates suggesting that 41 percent of all Windows 8 licenses sold are not actively being used. Recent numbers from StatCounter, which measures OS market share by counting Internet users, backed up that discouraging report. Windows 8 accounted for less than 4 percent of global PC usage between January and March, the firm reports in its most recent estimates. At the same point in its lifecycle, Windows accounted for nearly 11 percent of all PCs in use—nearly three times better than Windows 8’s usage. Finally, Windows 8’s app attach rate—or the average number of apps per license-also suggests Windows 8 isn’t performing so well in the wild. In the same blog post where Microsoft announced breaking the 100 million threshold, the company also said that 250 million Windows Store apps have been downloaded. That’s just 2.5 apps per li-


S e c u r i n g Yo u


n NEWS ANALYSIS cense, which is far behind the curve set by Android and iOS, whose users rock an average of 32 and 41 apps, respectively, according to data released by Nielsen in 2012. Comparing app store downloads isn’t a direct corollary to overall usage, but it highlights Windows 8’s struggle for mainstream appeal, 100 million licenses and all.

JUST A REPETITION But sagging shipments and usage percentages only tell half the story. When you look at the hard number of PC units shipped, manufacturers produced between 76 or 79 million units between January and March, depending which analyst estimate you’re reading. Things get more interesting when you look back to the five-month anniversary of Windows 7. IDC and Gartner peg shipments from the first quarter of 2010 at 79 million and 87 million units, respectively. Basically, the PC shipments in 2010 and 2013 are fairly close unit-for-unit. The major difference between the two years is the trends behind those numbers. In 2010, things were looking up; in 2013, not so much. “Given the fact that there were strong netbook shipments which drove the overall growth [in 2010] along with strong consumer notebook sales, I would say that the 1Q 2013 results indicated that the PC market was very weak and in declining trends,” said Gartner’s Principal Research Analyst Mikako Kitagawa. The hot-selling item of each era greatly impacts the respective totals. “Early 2010 data was distorted in terms of hardware sales due to the impact of the 16

Windows 8 Grows Slow

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ICROSOFT made scant progress in boosting the usage share of Windows 8. According to Internet analytics company Net Applications, Windows 8 gained just over half a percentage point of usage share in April this year—virtually the same as the month before— but again fell further behind the pace set in 2007 by Windows Vista, the edition most see as Microsoft’s last dud. Windows 8’s April share, including what Net Applications labeled as “touch” for Windows 8 and Windows RT—in other words, browsing from the “modern” UI rather than the mouseand-keyboard UI of the traditional desktop—was 4.2 percent of all Windows PCs, up from March’s 3.6 percent. Even with that increase, the gap between Windows 8’s and Vista’s adoption trajectories again widened. By the end of its sixth month, Vista powered 5.8 percent of all Windows PCs, or 1.6 percentage points higher than Windows 8 at the same point in its post-release timeline. Net Applications also reported on usage shares for Windows 7 and Vista.The former remained flat at 48.7 percent of all Windows PCs, illustrating that it hasn’t been affected by the launch of Windows 8. —Gregg Keizer

netbook, which was counted as a PC,” said NPD’s Baker. “This year the growth in the device market is in tablets, which most firms count in a different bucket than traditional PCs.” Yep, the old “Are tablets PCs?” question rears its head again, and it’s an apt one, as tablets are in many ways the successor to netbooks.

THE MOBILE PRESSURE No matter how you count it, a slowing PC market is bad for PC manufacturers, even if per-unit shipments remain relatively flat. “What keeps the wheel of the PC industry going round and round is growth,” says Moorhead. “Companies really only make a lot of money in PCs—outside of Apple—in growth markets. When the market starts to contract there’s a big risk of getting stuck with inventory.” Like fruits and vegetables, Moorhead says, PCs have a limited shelf life. Prices

INDIAN CHANNELWORLD JUNE 2013

can be slashed in a matter of months if cheaper components roll out. Aging PCs sitting in the retail pipeline risk becoming outdated as new technologies get released, reducing the price even further. As a result, PCs have to be sold at a generous clip to keep the industry running smoothly. Here’s the rub: The PC market is anything but running smoothly these days— especially as Microsoft continues to remake itself as a devices-and-services company. Microsoft’s new Surface lineup accounted for nearly half of all Windows 8 and Windows RT tablets sold between January and March, according to IDC. At the same time that Microsoft is taking half the Windows tablet market, Moorhead believes consumers are deferring the purchase of a new PC and buying Android and iOS touch devices instead. The end result is confusion and worry from traditional

Windows device makers, who are now dealing with a shrinking market and competition from their primary software supplier. “Things like that,” Moorhead says, “drive PC makers into the arms of Google.” It’s no coincidence that while Microsoft is experimenting with making its own devices, device makers are experimenting with non-Microsoft operating systems such as Google’s Web-centric Chrome OS and Ubuntu Linux. PCs running alternative operating systems aren’t huge sellers, however, meaning at some point manufacturers will have to figure out how to better sell Windows 8, whether it comes loaded on a PC, a tablet, or some sort of innovative FrankenHybrid. For now, all eyes are on the second-half of 2013 and into 2014, when some big changes could help improve Windows 8’s prospects. Microsoft will release the much-anticipated Windows 8.1 (a.k.a. Windows Blue) refresh later in 2013. The company is also reportedly relieving the cost burden for device makers by cutting the licensing price of Windows 8 for small-screen devices, like the sub 10-inch tablets recently touted by Asus and Acer. In addition, Intel will release new Atom and Coreprocessors expected to make Windows 8 devices leaner, longer-lasting, and more powerful. Will the coming round of Windows 8 device be able to spur a new round of growth for Windowsbased PCs and tablets? Right now, it’s anybody’s guess—but let’s hope so, because the numbers clearly show that the PC industry can suffer even while Microsoft thrives. 


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© 2013 McAfee, Inc.


n OPINION

SCOT FINNIE

A Call For Innovation Just when mobile innovation is most needed, it’s market leaders seem to have taken their eyes off the road.

Scot Finnie is Computerworld’s Editor-in-Chief. You can contact him at sfinnie@ computerworld.com and follow him on Twitter ( @ ScotFinnie) 18

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FIRST HEARD the phrase “the year of mobile” in 1999.

If you had told me then that companies like Microsoft, Motorola and Nokia would be lesser lights on the mobile stage by 2012 (the actual year of mobile, by the way), I would have laughed. That’s why I love this industry: It changes while you watch, with new developments snicking into place like the next frame of a slide deck.

The term PC industry has been rendered obsolete by the dramatically slowing growth of PC sales and the rapid adoption of mobile technologies. Gartner reports that at the end of 2012, the worldwide installed base of notebook, desktop, and tablet PCs was over 1.75 billion. In October of last year, Strategy Analytics tagged the number of smartphones currently in use at over 1 billion globally, and it projects that the installed base of tablets will surpass 780 million in 2016. But wait, shouldn’t tablet numbers and smartphone numbers be rolled up? I don’t think so. The tablet phenomenon is separate from, and less mobile-specific than, the smartphone phenomenon. It’s easy to think of smartphones and tablets as the fraternal twins of mobile computing. They aren’t. The tablet is less the newest mobile device than it is a thinner, lighter incarnation of the PC. The tablet will heavily influence both smartphones and PCs, but it is transitional. Smartphones are much better adapted to mobile. The smartphone is a game-changer that has had a profound effect on lifestyles and workstyles. The cliche about tablets is that they’re media-consumption devices, not contentcreation devices. But that argument ignores the facts. Why? Because despite what the pundits opine, it’s human nature to create content, and all forms of computing require input of at least short strings of text. It’s easier to do that on the go with a smaller, hand-size smartphone than it is with a larg-

INDIAN CHANNELWORLD JUNE 2013

er tablet. Touchscreen user interfaces spur you to hold the device with one hand and tap, scroll, and swipe the screen with the other. But to use a tablet’s virtual keyboard efficiently—with two hands—you need to prop a 9- or 10-inch device on a table or your lap. And it’s awkward to use a twothumb typing approach on larger tablets. The transition from touch manipulation of the screen to entering text is fairly natural with a smartphone. With a tablet, it can be tiresome. The tablet is a very immature device, with a user interface designed for a much smaller form factor. That may be why tablets are shrinking to 7 inches and smartphones are expanding to 5 inches. Somewhere in that middle ground there may be a happy medium. We just don’t know. A lot more innovation is desperately needed for mobile hardware design and platforms. Are Apple, Google, Samsung and Microsoft up to the task? Some people question, for example, whether Apple has lost its innovation mojo. I think we’re going to find out, but I wouldn’t bet against Cupertino just yet. Some think Google is losing interest in Android. Samsung is merely adding the latest available technologies with every product release; that’s not innovation. As for Microsoft, its Surface Pro is a surprisingly thoughtful hardware design, but Windows 8 was hustled out the door, and it shows. Just at the moment when mobile innovation is most needed, the market leaders may have taken their eyes off the road. n


Dossier Name: Gary Barnett Designation: Senior Vice President and General Manager, Collaboration Platforms Company: Avaya Present Role: Barnett joined Avaya in April 2011 and is leading its UC Applications team. As a 20-year veteran in this sector, Barnett is recognized, worldwide, as an authority on contact center technologies and solutions. Career Graph: Barnett’s also a domain expert and was the founding engineer at Octel, the founder and CEO of Prospect Software, and later, served as president and CEO of Aspect Communications. As EVP and CTO at Aspect Software, he was responsible for corporate planning, product architecture, and lifecycle management.

n THE GRILL

Gary Barnett,

SVP and GM, Collaboration Platforms, Avaya, wants to dominate the UC space. Avaya’s approach of offering lowbandwidth, multi-point video conferencing runs contrary to the traditional models provided by Cisco. Is this a conscious decision? A major issue in the past was that video required large amounts of bandwidth. Our acquisition of Radvision was important to help the industry shift from being primarily

high bandwidth to offering lowbandwidth-HD devices. Avaya’s data networking paired with lowbandwidth-HD video provides an entire stack that includes routers and switching with Aura as core and Radvision for video. But the video conferencing market has not exploded as expected,

especially in India. Are you looking at video conferencing-as-a-service to boost the market? We have a hosted deployment model, and a capex vs. opex model for video. It can also be on-premise. We have moved the industry mindset from being exclusively room-based to a highly mobile-based technology. Video conferencing is no longer about 20 people sitting around a table talking to 10 others on another side. It’s now about different people talking to each other through various devices from different locations. The rise in service-oriented purchasing and a move towards hosted offerings are expected to drive the UC industry this year. Is Avaya prepared for this? We look at it as a two-by-two matrix. Companies are weighing capex vs. opex, which can be completely independent of the deployment. As we talk to CIOs and CEOs we see a definite shift from capex to opex. The fastest growing space is AOS (Avaya Operations Services) which is our JUNE 2013

INDIAN CHANNELWORLD

19


n THE GRILL | GARY BARNETT

We have moved the industry mindset from being exclusively roombased to be highly mobile-based.”

managed services business unit. CIOs are meticulous about what they want hosted versus. what they want to see on-premise. Over time we will see more emphasis on the hosted model, though it will not happen overnight as some applications still can’t be hosted. We cover all quadrants—hosted and non-hosted, and a pricing model that is based on capex or opex. But the trend is heading towards an opex-hosted model. The business model will be hybrid, and very purpose driven— rather than being based on cost. 20

INDIAN CHANNELWORLD JUNE 2013

With the acquisition of Radvision, Avaya announced enhancements to the Aura and Flare UC platforms. Has Flare finally managed to become a de facto for BYOD across enterprises? We are no longer seen as a company that puts great phones on desktops but as a secure communications company which provides great contact center (CC) solutions to customers. Flare is targeted at desktops and iPads and the one-X product line for iPad mini type of devices. We have enterprise customers using Flare on iPads and desktops, and one-X on iPhones and Android based devices. The customer gets three benefits: A common experience, support for different devices, and industrial strength applications. If I am communicating with a customer on an iPad it has to be of high quality and reliable. Flare takes a very complex set of user interactions and makes it intuitive which is important for BYOD communications. CIOs are definitely seeing us very differently. For every phone we sell, we add at least two to three licenses for BYOD.

be strong in the CC space, you can’t be strong in UC, and vice-versa. We have a robust product portfolio but what will keep us in the Magic Quadrant is our investments in R&D and a zeal for innovation. Also, we focus on customer needs. For example, when we unveiled the Avaya Outbound Contact Express we demonstrated a highly innovative and unique product that integrates speech analytics technology into the base product.

What about time-to-market and long sales cycles, which create roadblocks to UC deployments? Customers are demanding features and functionalities at a more rapid pace alongside emerging trends like cloud computing and BYOD. In the first half of our fiscal, we launched 50 new products which were in line with the demands of our customers. The concept of feature packs by Avaya is unique in the industry. With Aura in the UC space, enterprises can take base installations and add functionalities through feature packs. For customers, this represents a low risk option and has increased customer appetite.

What about big vendors like HP, IBM, and Dell? Aren’t they competition too? No. In fact, they have provided us with great opportunities by seeing us as the gold standard in communications and collaboration. We are not at odds with them and our domain expertise makes us an ideal partner. We are not just a phone company anymore, but a vendor with networking, CC solutions, and a complete UC stack.

The Gartner Magic Quadrant 2012 for UC puts Avaya as a market leader with Microsoft, Cisco, and Siemens. What will continue to keep you ahead? What’s interesting is that we will continue to do well in UC because we do well in the contact center space. Organizations no longer see both as completely different technologies. My belief is that if you can’t

Is Microsoft’s UC system, Lync, becoming a big threat? Lync has been widely used for IM and presence. Companies deploy it for a point-topoint audio. But there is a difference between that and truly running an enterprise-class product. Our brand stands for industrial strength that companies can depend on to run their operations reliably and securely. We don’t believe companies run on IM alone. Companies might work with Lync for IM and presence, but Avaya is the clear winner in voice and video. But that does not dismiss Lync as a competitor.

Finally, are you building an army of channel partners for UC? Many partners understand that a full stack of Avaya solutions gives them competitive advantage. My belief is that high-value channel partners will offer a full stack and that will be their differentiator. Customers don’t want to put complex solutions, as in the past, which meant high risk factor and a long deployment period. We see channels moving to the end of the spectrum where there are high-value solution providers who will register a profitable and longstanding business growth.  —Yogesh Gupta


the business’ prospects in the future? BALASUBRAMANIAN: Mainframe is a $3.5 billion (about Rs 19,250 crore) business that has been growing consistently. Contrary to the popular belief that it is on the decline, the mainframe business is actually doing well. The business has grown tremendously.

ON RECORD n

Sundar Balasubramanian, Country ManagerSTG Channels, IBM India/ South Asia, speaks about the company’s channel aspirations and growth strategy. By Aritra Sarkhel

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How is IBM Power System different from what your competitors offer? BALASUBRAMANIAN: IBM’s Power platform is among the best available in the market. We have a clear roadmap unlike HP, which had a UNIX strategy and then jumped to UNIX on Itanium. Then, there was Sun Solaris which was an extremely good platform, but they had many operational hiccups. Compared to all of this, our Power platform is consistent. We have just now launched Power 7 Plus. Our market share is increasing worldwide because we meet our customers’ expectations well. None of our competitors can claim to have achieved what we have in this space. The mainframe business has been done very well for IBM in the past. What are

What is the roadmap for IBM’s newer products and how do they deliver value to your customers? BALASUBRAMANIAN: Pure and Power 7 are new flagship announcements. Some of our product roadmaps may not be glamorous, but they have a definite plan. We configure everything before delivering the product. All our offerings are optimized at the factory and then shipped to the customer. This way, the customer enjoys great benefits. They can focus solely on their business and not spend time configuring platforms. How has IBM revamped its channel strategy? BALASUBRAMANIAN: We saw renewed investments in channels from the middle of last year in India, and showed renewed focus on the systems and technology group (STG) channels. We are responsible for our partners’ profitability, and that’s why we embarked on an event called Channel Yatra. Through this, our leadership team engages with partner CEOs personally. We discuss the roadblocks they face, and also educate them about our offerings so that they can sell them better to customers.


SUNDAR BALASUBRAMANIAN | ON RECORD n Has Channel Yatra been a success or is it just another event for partners? BALASUBRAMANIAN: We have been holding this event for two quarters now and have received positive feedback. We will do so in the third quarter too. In the first phase, we covered close to 75 partners, and nearly 100 in the second. We give partners our inputs, and they come back to us with theirs. This twoway process has been beneficial for both parties. How different is your channel strategy today compared to previous partner programs in India? BALASUBRAMANIAN: Presently, we are talking less about products and more about customized solutions. This change in focus will help make customers profitable. The CIO’s responsibility is becoming similar to that of

cities. Customers love to hear about solutions from a company that is known for selling boxes. But, don’t you think a solution-driven conversation would be more relevant to SMBs, since such an approach already exists in large enterprises? BALASUBRAMANIAN: It depends on the kind of solutions we are taking to the market about. It’s more the mid-market and the smaller businesses that go in for complete consumption of solutionbased offerings. But, some of these new solutions can work across the spectrum. It also depends on the nature of buying. We need to make sure that we have the right price as many of our competitors are building block solutions too. Players like EMC and many others are helping their

32.5% IBM’s estimated x86 server market share in India in the fourth quarter of 2012.

SOURCE: IDC

focussed on upcoming MSPs, wherein we offer them a pay-as-you-grow model. Also, our Pure Systems fit well with the MSP story.

organizations? Don’t you think most of them are neglected in the overall process of a project? BALASUBRAMANIAN: We held an event called Blue Wave in seven different cities that awarded front-end sellers from partner organizations for exemplary performance. They’re the ones toiling hard in the market to finalize new deals and close old ones. The whole idea of a partner seller being awarded in front of his CEO and other industry bigwigs is a big thing. Could you throw light on your share of the Indian channel market?

How do you map your partners across geographies?

BALASUBRAMANIAN:

BALASUBRAMANIAN: We

have offices in places our competitors can’t even imagine. We plan to open offices in 50 more cities in order to enable the ecosystem. It’s very important

Around 50 percent of the market would consist of volume-sellers, and the rest would be value-sellers. However, depending on the kind of effort, there’s also a

We intend to increase volume- and mind-share through partner businesses. IBM is a one-stop shop for hardware, software, and services. At STG, we look at partners by the brand they align themselves to. a CEO’s, in terms of strategic decision-making. Customers are taking a solutions-based approach and we have a very good product portfolio for that. We have changed our language from products to solutions in our discussions with partners. Also, we have crafted specific solutions, like VDI and CCTV, and created bundles to showcase to our partners, who in turn, showcase them to customers. When we started talking solutions rather than products, the demand grew in tier-2

partners transform into service providers. Is there a similar strategy at IBM where you help partners sell everything as a service and not just storage or backup? BALASUBRAMANIAN: We are certainly game. It’s a highly customized engagement—more of a financial partnership that is as important as a technology partnership. We do work collaboratively with IBM Global Financing. Our strategy is simple. We provide MSPs with the building blocks, and actively engage in the process. We are also

for IBM to set up branches in these new cities and directly engage with customers and partners. In all these cities, you will find IBM STG personnel, who will be known as channel brand specialists. We intend to increase volumeand mind-share through partner businesses. IBM is a one-stop shop for hardware, software, and services. Moreover, at STG, we look at partners by the brand they align themselves to. What about the front-end sales people at partner JUNE 2013

possibility that 75 percent would be value-sellers by the end of this year. This transformation needs to happen because if you just talk about volume and boxes, it’s like getting into a commoditized business. The partners have to move up the value-chain and become valuesellers—not mere boxpushers. The customer would be happy if there are more discussions on value-selling around a solution, rather than just budget-related conversations. n INDIAN CHANNELWORLD

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Rajeev Goel, Director, Intec Infonet, highlights how the company’s association with Juniper

Networks is helping it record big wins in the government sector.

CRACKING THE GOVT. CODE

As a key Juniper Networks partner, you seem to have made significant investments towards developing your business with the company. What has been the outcome? Intec is a Juniper Networks Elite partner— the highest level of partnership across all product ranges. In terms of service, we are an ‘operate and implement’ specialist for Juniper Networks with some of the highest numbers of certified sales, pre-sales, and post-sales personnel. We also stock a considerable amount of Juniper Networks spares for prompt after-sales support. Over the last couple of years, we have worked very closely with Juniper Networks and won large and prestigious orders across the country. We have implemented end-toend mission critical solutions based on its products for Chennai and Kolkata airports. EX8216 Ethernet switches have been deployed to form highly-resilient network datacenter cores capable of supporting upto 128 non-blocking 10 Gigabit per second Ethernet (GbE) ports. Another major win for us was the routing and switching implementation for National Knowledge Network, which is being implemented to connect major universities and research establishments on a high speed backbone. Over 480 units of Juniper Networks’ modular routers and switches were deployed in


Let’s Build the Best showcases stories of channel partners who have benefited from their relationship with Juniper Networks.

this project. Its deals have occupied the largest chunk for the past two to three years. Juniper Networks carries a broad portfolio in terms of switching, routing, security, and wireless products, and there is considerable awareness in the market about the value the company brings. This, coupled with our expertise in Juniper Networks’ products and technologies, has helped us reap benefits in terms of winning prestigious accounts in the face of strong competition from market leaders like Cisco and HP. Intec Infonet has made deep inroads in government accounts. Isn’t it challenging to push a particular brand to these customers, considering that they eventually go to the bidder who quotes the lowest price? We have done multiple Juniper Networks implementations for the government sector. Our SWAN (state wide area network) project in Manipur is a good case-in-point. The requirement was a solution connecting the state HQ with district HQs and extending connectivity up to the Block/Taluk level. This project was tendered and we were the L1 bidder. However, long before this tender was floated, we had several meetings with the customer, and we presented technology and product offerings from Juniper Networks. We also presented technical comparatives between Juniper Networks and other OEM offerings. Having done that, we didn’t try to force the customer to choose Juniper Networks products. Instead, we tried to reason with the customer and identify the essential technical and optional features which may be required for future scalability. Based on these factors, they came up with a specification which placed all OEM products on a level footing. The key to our success lay in the fact that against an unbiased and generic specification, Juniper Networks’ products, compared to others, will always tend to be a cost-effective option. The products used for the implementation were M-Series and J-Series modular routers and EX series Ethernet switches. Was that a one-off case? Not really. We also implemented a security solution for the Uttarakhand SWAN

Juniper Networks introduced us to a local partner which had limited technical and logistical capabilities. We had immense support from the vendor for this deal and faced stiff competition from Cisco. As we had a better set of solutions—that came at a better ROI than the competition—we won.

“Intec Infonet is one of our key partners in the government and education verticals in India. The team’s dedication and capability has enabled us to win and deploy a number of large and complex projects across the country. It’s a great partnership and I look forward to building stronger collaboration with Intec Infonet in the future.” — Jitendra Gupta, Director-Channels, Juniper Networks India and SAARC

project, which consisted of the SRX series UTMs, NSM (Network Security Manager), and STRM (Security Threat Response Manager). For each and every customer—those with which we know an opportunity exists from beforehand—we try to understand the requirement and then come up with compelling choices for them. To do that we try to fulfill their technical requirements and create positive ROI. Getting the Uttarakhand SWAN project was challenging as we faced competition from Cisco and Check Point, among others. However, since we managed to convince the customer in having a level-playing field for all brands, we triumphed. Intec Infonet was also part of a Machine Readable Passport project for the Government of Bangladesh. How did you bag that project, considering you’re a New Delhi-based company? Being New Delhi-based doesn’t limit our capabilities. We operate nationally with sales and support offices in Kolkata, Mumbai, Chennai, Bangalore, Bhubaneshwar, and Guwahati. For the Bangladesh project

How do you ensure repeat business from the government sector? Over the years we have witnessed incorrect solution implementations and over-selling at many project locations. We have seen many disgruntled customers who are victims of over-selling or poor technical support. Our strategy has always been to find out the pain-points of customers and give them honest opinions. We do showcase the products that we deal in, but we never try to force them on the customer. We realize that a satisfied customer will ensure repeat business. Juniper Networks understands our methodology and has given us complete freedom to position the technology according to our understanding of the customer’s requirement. The advantage for us—as well as for the end-customer— is that open, standards-based architecture, encourages third-party innovation and seamless integration in a heterogeneous environment. Therefore, Juniper Networks has the potential to change the dynamics of the network infrastructure market. What according you is the biggest USP of Juniper Networks, considering how competitive this market is? Juniper Networks’ solutions and products are based around the premise of providing high-performance, secure infrastructure that is built on simplicity, openness, security, and scale. Juniper Networks prefers to call this architecting ‘The New Network’ through the innovative use of technology that promises to change the economics of the connected world. We at Intec Infonet have gained by leveraging this USP offered by Juniper Networks.

Authorized Distributor

CUSTOM SOLUTIONS GROUP


INFRASOFT

SOLUTIONS MN WORLD INDIA SYSTEMS MUKESH INFOSERVE WYSETEK CHOICE CHOICE CHOICE SYSTEMS 3IN SOLUTIONS F1 INFOTECH SYSWARE ATLANTA ATLANTA SYSTEMS ASSOCIATED BUSINESS COMPUTERS

28 Premier100 Profiles They broke the mold. They dared challenge established notions. See what makes this year’s Bold 100 who they are.

INDIAN CHANNELWORLD JUNE 2013

4G IDENTITY SOLUTIONS

DIGITAL TRACK

4G IDENTITY SOLUTIONS

INTERCAD SYSTEMS

MUKESH INFOSERVE

STERLING INSTERLING INFOWAYS

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HTP INDIA GEMINITIONS

BOB TECH

DIXIT D IXIT INFOTECH

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ONE NETWORK

MERIDIAN INFOTECH

ALBION

KRUTI COMP

VCENTRIC

VITAGE SYSTEMS PEAK XV.

ACMA COMPUTERS

SWAN SOLUTIONS

SWAN SOLUTIONS

ORIENT TECHNOLOGIES

MAGNAMIOUS

SECURE NETWORK

VITAGE SYSTEMS

MINIT EK SYSTEMS EK

MINIT MINIT EK SYSTEMS EK

ALLIANCE PROSYS KONNET SOLUTIONS KONNET SOLUTIONS ACPL SYSTEMS TECHMATRIXMAGNAMIOUS

LDS INFOTECH

VEERAS

SECURE NETWORK

SIGMA-BYTE

SPARK SYNDROME

VALUE POINT

DIGITAL TRACK LEON TRIDENTCOMPUTERS PENTACLE IT DIGITAL

INSIGHT BUSINESS SYSTEMS

INFOBAHN

L.A TECHNOLOGIES L.A

ISHAN GROUP

SBA

MINITEK SYSTEMS

INSIGHT BUSINESS SYSTEMS

CACHE PERIPHERALS

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4G IDENTITY SOLUTIONS

PENTACLE IT

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SECANT

INFOBAHN

META INFOTECH MICROLINK

MINITEK SYSTEMS RAKSHA TECHNOLOGIES

CACHE PERIPHERALS TAASHEE

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MK INFOSYSTEMS

DATASOFT

GALAXY OFFICE AUTOMATION

JUPITER AUTOMATION G - TECH

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DIXIT DIXIT INFOTECH

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CDP DIGITAL TRACK

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DIGITALF1TRACK DEV IT INFOTECH HERALS BODHTREE FUTURESOFT SWAN SOLUTIONS HTP CACHE PERIPHERALS

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AASHNA CLOUDTECH

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n COVER STORY | PREMIER 100

4G IDENTITY SOLUTIONS

131 Innovation Kings This year’s Premier100 symposium and awards ceremony saw thought leaders underscore the importance of innovative transformation.


OGIES

TE

K

Leadership comes in small acts as well as bold strokes —Carly Fiorina

T

HIS YEAR’S Premier100

award winners are the boldest among the bold; a cut above the rest. This year’s theme, The Bold 100, recognized organizations that went against the tide through the course of the year. The Premier100 awards and symposium at Mumbai on May 3, 2013 was attended by senior vendor executives and decision makers of some of India’s top partner organizations. ChannelWorld Premier100 awards, over the last five years, has become an industry benchmark for excellence in the Indian IT enterprise channel space. The winners this year comprise some of the most successful and innovative organizations. These companies exhibited the highest standards of competence and leadership in selling IT solutions. These winners—from 19 cities in India—have carved a niche in IT enterprise channel space and have executed business worth an estimated Rs 6,000 crore in the last fiscal. The Bold 100 are innovators, leaders, and sticklers for precision. These organizations took the big risk of championing new ideas and new practices to enhance their business and industry standing. These organizations have set new benchmarks and differentiated themselves from the rest. They have explored new frontiers and profited from it. These companies have executed their strategy successfully using unique and innovative ways demonstrated through clear business values. In addition to the Premier100 awards, ChannelWorld presented special awards in the storage, datacenter, cloud, and security categories and honored companies that have excelled in these areas in the last year. Besides this, the Hall of Fame award was presented to 10 Premier100 winners who have been consistent performers over the past four years despite the slowdown in the global market. The day-long event also included keynote sessions, technology briefings, and peerto-peer networking which provided the perfect platform for fusion and exchange of ideas and best practices between the partner community and vendor organizations.

133 Success Mantras Technology partners tell you how to blend pragmatic strategic vision and real-world tactical methods to find continued success.

135 Special Awards This year’s winners were bold and some more. Apart from the main awards, they also won in four different technology categories.

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3in Solutions Why it is a Winner: BECAUSE it took the risk of focusing more on solutions and services and set up in-house pre-sales and delivery teams for end-user computing solutions and virtualization technologies. Because no matter how you look at it, that’s a gamble and

Arun SG Director

represents the do-or-die attitude that changes businesses. Because the company’s management believes that unless it creates value for the customer—value that extends beyond price—it will never be a long-term player. Because this is in stark contrast to its outlook in

previous years when it pursued a box-selling approach. Because that sort of change in mindset is hard. Because at the beginning of the year, it took up the task of creating an identity for itself as a solution-centric company that provided enterprise solutions and services. Because it drove investments towards grooming and hiring certified technical resources for VMware, Citrix and solution presales experts, even if it seemed like a gamble. Because that move will pave the way for the compnay’s future by allowing it to set high standard for its services and the quality of its man-power.

Snapshot Headquarters Bangalore Employees 10 Branches 2 Key Executives Rajesh B.V., VP-Sales; Sarala R., Operations Head Key Principals Lenovo, Dell, IBM, Cisco, Microsoft, Citrix, VMware Key Technologies Desktops and notebooks, storage, servers, virtualization, managed services

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4G Identity Solutions Snapshot Headquarters Hyderabad Employees 150 Branches 3 Key Executives Dr. Lakshmi Tripuraneni, MD; Srinivasa Rao Boddeti, VP; Sudheer Nanduri, Director Key Principals Morpho, Suprema, CMITech, Iris Guard, HP, Dell Key Technologies Biometric identity management solutions

Dr. Sreeni Tripuraneni, Chairman and CEO

Why it is a Winner: BECAUSE 4G Identity Solutions provides niche solutions in biometrics and dared to traverse through a less understood domain in e-governance. Because it roped in domain experts to excel in this niche field. Because its team never knew the concept of giving

up and relentlessly pursued clients with its innovative products and solutions. Because that belief is what drove it to deliver large scale biometric identity management solutions in India. Because its efforts resulted in it becoming the first company to introduce Iris recognition and mulJUNE 2013

timodal biometric technologies technology in the country. Because it boldly took solutions outside India and established new markets in Africa and the Middle-East. Because taking biometric solutions to new locations comes with its own challenges and 4G Identity Solutions has been successful in surmounting them. Because its revenue grew by 45 percent even in a tough year when many of its established competitors struggled to make any headway. Because even through testing times it strategically dealt with the problem of attrition and has never been short-staffed. Because this assured that the best hands implemented quality solutions. INDIAN CHANNELWORLD

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Aashna Cloudtech Snapshot Headquarters Pune Employees 65 Branches 6 Key Executives Vinay Nair, VPProfessional Services Key Principals NetSuite, SuccessFactors, WorkForce Software, Huddle, eBizNET Key Technologies Cloud computing, enterprise applications Key Verticals Manufacturing, IT/ITES

Biswas Nair Managing Director

Why it is a Winner:

WINNER

C

loud Special Award

30

BECAUSE Aashna Cloudtech dared to rebrand itself. Because that runs a big risk of losing customers. Because it was among the first to venture into cloud computing in India. Because the head-start has helped it complet more than 250

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cloud-based enterprise applications projects. Because Aashna offers leading enterprise apps on cloud which pits it against some of the biggest names in IT. Because it is working on an emerging concept like the ‘cloud aggregator’. Because that sets a

trend for others to follow. Because it always has been a debt-free company which has helped it register consistent growth through the years. Because it has recorded a double-digit growth. Because it intends to be the first cloud-based solution provider to go public. Because going public is never easy during tough economic conditions. Because it aspires to grow faster by adding nearly 500 clients in the next five years. Because it has expanded operations by moving to new locations. Because it was recognized as the best APAC partner by by a major vendor last year.


Acma Computers Why it is a Winner: HALL OF FAME

Award

BECAUSE Acma Computers strongly focuses on greenfield IT infrastructure projects in the networking space. Because it believes in building a complete set of solutions from for its customers. Because this move helped Acma garner big MNC

Purvesh Selarka Director

projects across the country which have boosted its toplines and profitability. Because it made a huge investment during the last fiscal in creating a state-of-the-art Experience Zone (a proof-ofconcept area) for its new venture technolgies. Because this move leaves

some its of its competitors far behind. Because it opened up new opportunities by inviting CIOs and CFOs to view set of network and structured cabling solutions real time. Because it developed a whole new range of solutions which attracted more customers. Because it does not wait for an opportunity; it seeks them out. Because Acma Computers made significant investments in manpower, both in technical and sales, during a slow economic year. Because it increased its toplines by more than 20 percent when many others recorded reduced profits.

Snapshot Headquarters Mumbai Employees 275 Branches 14 Key Executives Biren Selarka, Director; Bharat Singh, CFO; Ashok Yadav, GM-Services; Ranjan Pradhan, GM-Sales Key Principals Kaseya, AMP, Molex, Intel, Microsoft, Zicom, HP, Lenovo, IBM Key Verticals SME, banking, education, healthcare, telecom

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ACPL Systems Why it is a Winner: HALL OF FAME

Award Award

BECAUSE it went off the beaten path and invested in an IT manpower company that specializes in information risk management. Because this unique approach allows the company to recommend technical people to its customers. Because this helps organi-

Vishal Bindra Chief Executive Officer

zations save huge sums on manpower-related costs and ensure new recruits are immediately operational and productive. Because that holistic approach to customers is what makes great companies. Because when government purchases went on a slight decline last fiscal (besides

large projects) and partner companies exited the sector, ACPL grabbed the opportunity with both hands. Because that strategy saw them win good deals across big names in the government and PSUs and ensures that 15percent of its revenues now emerge from the government. Because when faced with the prospect of a slowdown like the rest of its peers, it didn’t cut back on the growth of its employees, but motivated and incentivized everyone, including technical staff, to contribute to sales. Because the idea has paid off well with pure technical staff contributing more than 18 percent to the company’s revenues.

Snapshot Headquarters Gurgaon Employees 55 Branches 2 Key Executives Sukhpal Singh Sandhu, Business Head; Rajnish Niraj, Technology Lead; Jitender Singh, Head Finance/Legal Key Principals McAfee , Websense , FortiGate , Juniper , Symantec , Trend Micro , Check Point , RSA, EMC , VMware, Citrix

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Albion InfoTel Snapshot Headquarters New Delhi Employees 250 Branches 3 Key Executives Sandip Ghosh, AdvisorCorporate, Business, Strategy and Planning; Sharad Bhandari, SVPFinance and Accounts; Zafar Saeed, VP-Product Management; Atul Tiwari, VP-International Business Division Key Principals Exago, TCS, Adobe, Dell, Lenovo, HP

Sanjeev Gupta Managing Director

Why it is a Winner: HALL OF FAME

Award

34

BECAUSE the company forayed into overseas markets in the US and UK when those markets were facing a slow down. Because its senior management ensured these investments paid off and generated revenue growth of more than 40 percent. Because they

INDIAN CHANNELWORLD JUNE 2013

make wise investments like exploring the idea of setting up a near-shore, full-service Latin American center because the cost of operations in India is high. Because its team knows the importance of R&D and has formed a 30-member team exclusively for cloud technologies. Because this

team has worked towards creating patented products on a cloud platform, even though reselling the cloud would have been an easier option. Because the company does not hesitate to take risks such as inviting outside investments in terms of equity. Because it takes calculated risks such as acquiring small managed service providers to expand its business. Because it believes in adopting a dynamic approach to the market. Because it changed its strategy to stay in tune with trends and optimize its business model to create a more lean operational structure. Because its employee efficiency and asset utilization are one of the highest in the industry.


Congratulates the Winners of Channelworld Premier100 2013

HOSTED BY

For more details log on to www.premier 100.in


Alliance Prosys Snapshot Headquarters Hyderabad Branches 5 Key Principals Microsoft, VMware, Adobe, HP, Lenovo, Netapp, CommVault, Symantec Key Technologies Virtualization, storage, cloud computing, desktop and notebooks, servers Key Verticals IT/ITES, construction/real estate, manufacturing, automotive/transportation, telecommunications, media, healthcare

Ravi Putta Co-founder and Managing Director

Why it is a Winner: BECAUSE in a tough economy the company chose to focus more on existing customers rather than running after new business. Because its team has an unrelenting focus on improving its profits. Because it had a clear-cut vision of how to achieve an impres36

INDIAN CHANNELWORLD JUNE 2013

sive bottomline. Because the company took the bold step of thinking beyond just generating more and more revenue. Because it believed in sustainable growth rather than impressive top line numbers. Because its management worked as a single team to work towards

the growth and goals of the company. Because the company took up the challenge of cutting down on cost to maintain profitability. Because it formulated strategies that suited tough economic and market conditions. Because it ensured it change its approach and strategy to align with an everdynamic IT industry. Because change is hard. Because these moves earned it results very quickly. Because it was brave enough to focus on hardware projects. Because this bold yet conventional move yielded good results for the company. Because it chose to go off the beaten track and came out with flying colors.


Archon Consulting Systems Why it is a Winner:

WINNER

S

torage Special Award

BECAUSE the company stood firm against a tsunami of cloud hype and refused to jump onto the cloud bandwagon. Because it looked at what its customers needed and decided to pushed virtualization. Because it believed that virtualization might not be

‘trendy’ but was the natural stepping stone to cloud its customers needed. Because the move resulted in a positive spike in its blade server, storage and virtualization business. Because team Archon invested in market research and worked closely with its principals to identify early adopters of data

Sachin S. Rao Director and Chief Executive Officer

analytics. Because this effort resulted in the company being part of the Hadoop cluster in two customer locations. Because they invested in pre-sales to understand and pitch various back-up technologies, which typically involved long sales cycles. Because they proved that long sales-cycles are not equal to poor results. Because they put in a significant amount of effort to develop ISV relationships to make a collaborative solutions pitch to customers. Because the company laid a strong foundation for qualitative growth in the next year. Because it took a conscious decision not to hire sales executives and focused instead on honing the skills of its existing team.

Snapshot Headquarters Bangalore Employees 24 Branches 1 Key Principals HP, Microsoft , Symantec, VMware, TCL Key Technologies Virtualization, storage, desktop and notebooks, servers, security, managed services, mobility Key Verticals IT/ITES, manufacturing, media, BFSI, healthcare

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Arrow PC Network Why it is a Winner: BECAUSE Arrow PC Network has shifted its focus from small sales to project-based sales. Because changing a tried and tested process needs courage. Because the company has now moved its focus to servers, storage, and networking solutions. Be-

Gurpreet Singh Chief Executive Officer

cause it is not just another box pusher. Because it is a client-centric organization. Because it has always given customers top priority. Because that has made it a go-to solutions provider. Because Arrow PC Network has always sought out opportunities across the country. Because new

locations means new opportunities. Because it saw the need to tie-up with partners pan-India to provide services to major clients. Because of its presence Arrow PC Network has increased ROI. Because it streamlined its project execution. Because projects now require less man-power. Because it is utilizing effective tools to provide online services. Because it foresaw the need to train support staff to close service calls. Because customer satisfaction has no substitute. Because its collaborative efforts with legacy vendors has helped them reap rich benefits which have reflected in its 30 percent revnue growth.

Snapshot Headquarters New Delhi Employees 35 Key Executives Gurpreet Singh, CEO; Amandeep Singh, GM; Nikhil Gupta, BDM; Shrutikant Kapoor, KAM; Mohit, Manager-Sales Key Principals HP, Airtel, APC, VMware,Microsoft Key Technologies Desktops and notebooks, mobility, servers, security, power and cooling, networking, datacenter 38

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Aryan Computers & Peripherals Snapshot Headquarters Kanpur Employees 50 Branches 2 Key Principals IBM, Lenovo, Cisco, Motorola, Cambium Networks, Tyco, Microsoft, Acer, Zenith, Brother, TVSe, VMware, Airtel, Symantec, Adobe Key Technologies Desktop and notebooks, servers, networking, cloud computing, security, managed services

Sandeep Jain Partner

Why it is a Winner: BECAUSE the company quickly transformed itself from a box-pusher to a solution provider. Because it made that change despite being in an upcountry market. Because it identified the need to go beyond its core focus areas such as networking

and hardware. Because its team felt it was important to explore new growth areas and markets. Because the company expanded its portfolio of offerings and focused on software and services. Because it closed multiple, large software deals within a span of a JUNE 2013

few months. Because it strengthened its relationship with a key vendor, which allowed it to offer cloud services to its customers, a move that many of its peers in cities had not thought of. Because it generated business worth Rs 3 crore in just one year from the cloud. Because it explored new territories and expanded to new geographies. Because these initiatives helped the company to witness a quantum leap in business, which would not have been possible through conventional growth strategies. Because these moves assured the company sustained top line and bottomline growth. INDIAN CHANNELWORLD

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Ashtech Infotech Snapshot Headquarters Mumbai Employees 246 Branches 5 Key Executives Saurin Shah, MD; Vinod Menon, DirectorTechnology; Jayendra Parmar, VP-Gujarat Operations; Ramesh Dave, GM-Finance and Accounts Key Principals HP, Oracle, IBM, VMware, EMC, HDS, NetApp, Cisco, Emerson, Schneider Electric, Cyberoam, Microsoft, Kaseya, Symantec, Ruckus Wireless

B. Shankar Director

Why it is a Winner:

WINNER

C

loud Special Award

40

BECAUSE its team believes in constantly exploring new areas. Because getting out of your comfort zone is a hard thing to do. Because that belief is what drove them into looking at enterprise management solutions. Because they can see op-

INDIAN CHANNELWORLD JUNE 2013

portunities where others don’t. Because that ability helped them create niches in the company’s consulting and large projects implementation divisions. Because markets reward strategic moves like that. Because that move opened up a new market for Ashtech

Infotech. Because it also brought in new customers and won the company recognition from an important technology partner. Because they went against conventional wisdom and hired 16 new sales people at a time when their peers were laying off staff. Because that strategy helped grow the company’s market share in the SMB space. Because they showed new staffers a vision that got them to fire on all cylinders. Because they have de-risked the company by ensuring revenue flow in from clients in multiple sectors. Because the sum total of their work grew the company by 40 percent in a tough year.


Associated Business Computers Why it is a Winner:

WINNER

Data

Center Award

Sujeet Narula Managing Director

BECAUSE it’s management focused on growing its datacenter solutions business, which contributes almost a fifth to the company’s revenues. Because it capitalized on the mammoth opportunity in the form of the datacenter for the Almora Urban

Cooperative bank, a deal which included a core banking solution across 25plus remote branches. Because this project, which included project design, civil work, electrical work, HVAC, hardware implementation, and the commissioning the core banking solution took place at

5,000 feet above sea level. Because the success of the project helped the company set a new benchmark among datacenters built at high altitudes. Because it was so well done it got the company a similar projects in hilly regions. Because these big wins further accelerated its growth in server, networking, storage, and an almost 15 percent growth in its security business. Because its datacenter solutions business has increased by over 80 percent in the last fiscal. Because it started exploring business opportunities in South East Asian market in the IT/ITES domain. Because it has also opened an office in Myanmar.

Snapshot Headquarters New Delhi Employees 85 Key Executives Dev Kaushik, Director; Nisha Kapoor, Sales Director Key Principals HP, Newgen, EMC, D-Link, Cyberoam Key Technologies Facility management, datacenter solutions, security, printers and managed print services, desktops and notebooks, servers

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Atlanta Systems Why it is a Winner: BECAUSE Atlanta Systems has successfully deployed solutions in the government sector for the nearly 20 years. Because it managed to stay on course even after facing challenges when many others decided to stay away. Because it provided niche

Varinder Kaushik Chief Operating Officer

solutions in the telecom and government sector. Because of its exemplary work process it is an ISO 9001:2008 certified company. Because it has developed a well-trained team to cater to a variety of clients in large corporates, BPOs, and government. Because that has ensured

that its resources are well directed to fulfill customer needs. Because by delivering quality Atlanta Systems has expanded its customer base and reputation. Because it has always adapted to the dynamic telecom vertical and refreshed its system integration skill sets. Because this has allowed it to always stay ahead of competition. Because it has achieved growth by deriving almost 75 percent of revenues from security solutions. Because Atlanta Systems recorded a whopping 50 percent revenue growth. Because even through a tumultuous year the solution provider managed to rise above all challenges.

Snapshot Headquarters New Delhi Employees 100 Key Executives Sandeep Narula , CEO Key Principals HP, Atmel, Fujitsu, Panasonic, Freescale, Wurth Key Technologies Security, enterprise applications, networking Key Verticals Government, telecommunications, IT/ ITES, media, finance 42

INDIAN CHANNELWORLD JUNE 2013


Binary Systems Snapshot Headquarters Bangalore Employees 117 Branches 4 Key Principals IBM, Lenovo, Cisco, D-Link, Cyberoam, HP, VMware, Digilink, iOmega (EMC) Key Technologies Desktops and notebooks, storage, servers, networking, security, cloud Key Verticals Education, construction, government, mining, IT/ ITES, healthcare

Edward Jeevan Director

Why it is a Winner: BECAUSE Binary Systems showed mettle when it addressed a seemingly impossible requirement of a customer: To design a solar-powered CCTV system for a customer from the mining sector. Because this required going the extra mile and

taking up a challenging installation in extremely tough terrain. Because the team at Binary worked hard for days together to ensure that the system was deployed successfully with a completely self-reliant camera that could monitor manpower and material at the mine. Because by ensurJUNE 2013

ing the customer got what it wanted, team Binary Systems managed to bag repeat business. Because the company did not let a new product rest and rot. Because it showed determination when it proposed the product to customers in other industries. Because it showcased the ability to convince a few customers from a completely unrelated industry like education to buy the same product. Because the company chose to do meaningful projects over fattening its top line. Because it took the hard decision of focusing on the bottom line, though it meant letting go of few large customers who had challenging payment terms. INDIAN CHANNELWORLD

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BOB Tech Solutions Snapshot Headquarters Bangalore Employees 270 Branches 4 Key Executives Lakshmi Gadiraju, CEO; Rajat Passi, COO; Naveen Vooka, VP; Anil Kumar Balakundi, IT Head Key Principals Microsoft, Oracle, SAP Key Technologies Cloud computing, open source, virtualization, managed services, enterprise applications

K.N. Venkata Raju Chief Executive Officer

Why it is a Winner: BECAUSE with eight years of experience serving customers with various applications and customized solution— ranging from eLearning, eProcurement, healthcare, banking, and BPO/KPO— it established a strong team of experts, which 44

INDIAN CHANNELWORLD JUNE 2013

adds value to clients in the consulting space. Because it created a separate product division—BOB eProcure—with a focus on the e-procurement space. Because in the past year BOB eProcure has expanded its cloud offerings to include eDisposal, eTenders and eRFx.

Because it is innovative. Because its willingness to take on risk ensured it was successful in displacing a few large competitors in the eProcurement space. Because it has gathered 50-plus clients in a short span. Because its success breeds more success. Because it acquired these clients not just on price but by using a combination of factors including product features, solutions, great execution, and an array of services. Because it moved to Delhi, Gujarat, and Trivandrum. Because the combination of product portfolio expansion and new geographies yielded the acquisition of 10 new customers within just four months.


Bodhtree Consulting Why it is a Winner: BECAUSE Bodhtree Consulting recorded growth by never shying away from taking competition head on. Because it decided to revamp its employee talent pool to redefine its services around sought-after technologies. Because a better skill-set will always deliver

the best solutions to customers. Because it has always looked to expand and conquer new frontiers. Because this strategy resulted in investments in new technology domains and customers. Because these fresh investments helped seamlessly integrate its branch offices, colloborate, and

Rama Krishna SVP-APAC Sales and Global STG

improve profitability by reducing operating expenses. Because it never compromised on training and certification of employees and worked on its core strength. Because Bodhtree Consulting has always looked to recruit industry experts for its leadership roles. Because it believes that only the best minds can render the best services. Because this outlook has contributed immensely to its growth. Because it’s retained this growth curve by creating a symetry between overall cost and employee cost. Because it has fought off stiff competiton to stay among the best. Because getting to the top is one thing, but staying there is another.

Snapshot Headquarters Hyderabad Employees 500 Key Executives Pal Natarajan, MD; Krishna Guda, CEO; Vikram Kolukuluri, VP- Global Delivery Key Technologies Cloud computing, enterprise applications, BI and analytics, security, managed services. Key Verticals Manufacturing, IT/ITES, healthcare, construction and real estate, education

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Cache Peripherals Why it is a Winner: Because Cache Peripherals offers solutions across the technology spectrum and does not believe in the concept of keeping all eggs in one basket. Because this move helped it work around a tough economic year and record nearly 60 percent growth in revenue.

Gumidelli Srinivas Managing Director

Because it provides a wide range of options for customers. Because it believes in bringing something new to table for customers. Because it provides niche solutions in a domain like high performace computing when its competitors continue with the run-ofthe mill solutions. Because

it opened new avenues and customers by offering new breed of solutions. Because Cache Peripherals believes that investments in R&D is vital for growth. Because these new solutions through R&D have increased its revenue year after year. Because it provides best-in-class solutions by choosing to partner only the best technology vendors. Because it delivers quality. Because quality has increased its brand value exponentially. Because it considers employee satisfaction a priority and moved to a state-of-theart office to keep up their motivation and zeal.

Snapshot Headquarters Hyderabad Employees 100 Branches 3 Key Executives Gumidelli Sailesh, Director; KVN Kumar, ManagerFinance; Mahala Rose, Manager窶的nside Sales; T. Suresh Kumar, ManagerBusiness Development Key Principals HP, Oracle, Cisco, VMware, Radware, Trend Micro Key Verticals Government, IT/ITES, manufacturing, media 46

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CCS Computers Snapshot Headquarters New Delhi Employees 425 Key Executives Rajesh Bhatia, MD; Lalita Bhatia, Director; Tarun Malik, VP-Projects Key Principals IBM, Dell, HP, Oracle, EMC, Cisco, VMware, Microsoft, Citrix, RSA, Websence, Cyberoam, WatchGuard Technologies, Symantec Key Verticals Government, manufacturing, IT/ITES, BFSI, mining/oil/gas

Pradeep Johri SVP-Sales and Marketing

Why it is a Winner:

WINNER

S

ecurity Special Award

Because CCS took the risk of expanding its business offerings by adding a new vertical: Information security solution. Because that move extended services relating to sales and consulting, auditing, and VA/PT to customer, giving then a single point of

contact. Because that’s the kind of customeroriented thinking that clients love. Because the foray resulted in a flow of orders from both government and PSUs and other referral business too. Because it extended the boundaries of its business to include the south JUNE 2013

and the north of India by opening a regional sales office in Bangalore and a branch office in Jammu. Because that strategy ensured that it clinched decent deals from government customers and opened up plenty more opportunities. Because the strength of its core team, which has wide industrial experience, has put CCS on the road to getting itself registered with Dept of IT, Government of India, to extend information security services to various government departments. Because it stepped away from the business of doing small deals covering PCs and laptops and focused more on the enterprise segment. INDIAN CHANNELWORLD

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CDP Snapshot Headquarters Mumbai Employees 100 Branches 5 Key Executives Ankit Desai, Director; Zameer Syed, Director Key Principals IBM, HP, Lenovo, Dell, Microsoft, Kaseya, Cisco, D-Link, Canon, Toshiba Key Technologies Desktops and notebooks, storage, servers, printers and managed print services, facility management, managed services

Nikesh Sakaria Managing Director

Why it is a Winner: HALL OF FAME

Award

48

Because CDP had the vision to build expertize around niche, high value solutions in the finance sectors. Because it enriched its profolio of solutions by adding new segments even when others did not dare to attempt such a move in a slow year.

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Because these additions have boosted the sale of its storage, server, and backup software. Because it knew that more options to customers meant more opportunities. Because it believes in deep-selling to its enterprise customers. Because this helped strengthen relationships

with existing customers and consolidate business. Because aggressive selling allowed it to improve revenue growth and increase its customer base. Because it added employees so that it can offer customers better solutions. Because customer requirements cannot be compromised. Because it believes that staying lean and picking only the best talent will help its bottomlines and its benefits can percolate to every employee. Because it set up a Free Trade Warehousing Zone to help save costs for customers and facilitated large enterprise orders. Because, with this, CDP can now independently fulfill overseas commitments.


Central Data Systems Why it is a Winner: HALL OF FAME

Award

Because CDS forced itself to undergo the painstaking process of doing market research to expand its portfolio and incorporate more relevant products and solutions. Because the company started out by leveraging an existing relationship to achieve this

goal and then ventured into new areas like UC and collaboration. Because it also looked at newer vendor partnerships, rather than restricting itself to one vendor, to plunge into hot technologies areas like BYOD, desktop virtualization, and cloud computing. Because CDS

K. Subrahmanya Director

did not stop at just adding new products to its kitty, but also ensured that it developed the required skill sets around those new technologies. Because it invested in hiring the right talent and training them to sell and install this new, wider portfolio. Because that’s hard work that its peers shy away from. Because these moves resulted in the company having one of the best talent pool of certified engineers around technologies like UC, collaboration, borderless networking and virtualization. Because the company invested significantly on building a state-of-the art POC that can demonstrate BYOD and VDI.

Snapshot Headquarters Bangalore Employees 65 Branches 4 Key Principals Cisco, IBM, HP, APC by Schneider, EMC, Citrix, TE Connectivity, Microsoft, Riverbed, VMware Key Technologies Networking, servers, datacenter solutions, UC, virtualization Key Verticals IT/ITES, healthcare, manufacturing

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Choice Solutions Why it is a Winner:

WINNER

C

loud Special Award

Because the company identified newer opportunities beyond IT in the datacenter space. Because Choice Solutions came up with a niche strategy of being an end-to-end provider of not just IT solutions, but also of non-IT solutions. Because it developed skill-sets around

Ratnakar Konte Associate Vice President

both areas to design and build highly efficient datacenters. Because it went beyond traditional datacenter offerings and came up with innovative solutions like green datacenters, nuclear-proof datacenters, and a datacenter-in-a-box. Because the team at Choice took up challenging proj-

ects in the datacenter space, such as designing, supplying, installing, relocating, and commissioning a stateof-the-art datacenter at NABARD. Because it completed the project within just 75 days. Because such projects have helped the company build a strong reputation as a datacenter player. Because it also identified peripheral opportunities around the datacenter, including disaster recovery services and co-location services. Because it identified six areas for growth: IMS, networking, datacenter, consulting, cloud computing and power—to remain focused and streamlined instead of going after new buzz words.

Snapshot Headquarters Hyderabad Employees 523 Branches 12 Key Principals Kaseya, Microsoft, Dell, HP, IBM, McAfee, Kaspersky, Oracle, Citrix, Adobe, APC, Trend Micro, Cisco Key Technologies Power and cooling, managed services, storage, servers, desktops and notebooks, virtualization Key Verticals IT/ITES, government, BFSI

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Computer Home Snapshot Headquarters Pune Employees 20 Branches None Key Executives Vishwas Kulkarni , Director; P. P. Marathe, Director Key Principals IBM, Hitachi, HP, Microsoft Key Technologies Storage, servers, mobility, networking Key Verticals BFSI, government, healthcare

Milind Dhongade Director

Why it is a Winner: Because Computer Home revamped its business model and brand by bodly concentrating all its resources on mobility alone. Because it is not easy to break from routine and start afresh. Because it went all out and created a mobile application

development cell to propel its R&D. Because it built a new team to be the best in mobility and left no stone unturned. Because this smart investment in a skilled team paid off. Because the team’s ability helped Computer Home execute niche projects in mobile

application development. Because it also invested in M&As and raised money through VC investments. Because this helped them sell better hardware and software solutions in mobility. Because Computer Home roped in associates for developing mobile applications so that it can offer multiple platforms for the same solution to customers. Because that allows customers to benefit from a single vendor solution approach. Because then the customers get hassle free end-to-end solution. Because this allowed it to enter unexplored markets. Because this brilliant strategy saw its bottomlines rise by 200 percent.

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Computers Network and Telecom Snapshot Headquarters New Delhi Employees 58 Branches 2 Key Executives A.S. Mangla, Director; Neelam Mansaramani, Operations Head Key Principals IBM, Lenovo, Microsoft, VMware, Juniper, Emerson, HP Key Verticals IT/ITES, automotive/ transportation, education, telecommunications, manufacturing, banking/ finance, healthcare/pharma

Dipesh Mangla Director

Why it is a Winner: HALL OF FAME

Award

52

Because it’s constantly on the hunt for new customers who are looking for technology upgrades but are not well versed with the latest technologies. Because it comprehends that it needs to fix customer problems—not sell technology. Because it

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demonstrated that virtue when it formed a hardcore pre-sales team with expertise in upcoming technologies that is responsible for understanding a customer’s IT infrastructure, and its pain points. Because that team’s job is also to show customers how much they can save in space, power

costs, and manpower while still protecting their current investments. Because that’s a fairly rare trait. Because the company expanded its solution portfolio to include new technologies like surveillance, cloud computing, and enterprise mobility. Because it also diversified into new verticals. Because it provides CCTV surveillance as a solution that inclues storage in the cloud, HD quality recording, and an integrated software for easy manageability. Because it joined hands with ISVs for bundled offerings like IPBX Server-20/50/100 seats solution and mailing solution for 100, 200, 500 users on different platforms.


Cyberland Technologies Why it is a Winner: Because Cyberland Technologies added new security and surviellance products to reinvigorate its growth. Because with these products it convinced NBFCs to implement centralized surveillance systems and added more custmers to its roll. Because it dared

to expand operations to foreign shores. Because it initiated a joint-venture with AIMS in Sri Lanka when others didn’t see any opportunity. Because this move opened new avenues and diversified its market. Because it bodly cut down on sales personnel and focused on its technical manpower.

R. Madhav Chandran Managing Director

Because it accomodated a new designation—TechnoCommercial Executive—to ensure that technical and commercial goals are acomplished. Because this move saved huge salary costs and reduced attrition of the sales staff. Because the company underscored its attention and commitment to high-yielding existing clients for repeat business. Because it went the extramile to help a customer upgrade its processes even at a loss. Because this gesture ensured that the customer brought repeat business Because this approach helped it record nearly 30 percent revenue growth. Because it kept its team keep abreast with the latest which helped it triumph over competition by delivering quality solutions.

Snapshot Headquarters Kochi Employees 28 Branches 4 Key Principals Dax Networks, HP, Dell, Wipro, Cisco, SanDisk Key Technologies Networking, security (surveillance), desktops and notebooks Key Verticals BFSI, IT/ITES, education, government, construction and real estate, manufacturing

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Datasoft Network Solutions Why it is a Winner: BECAUSE it didn’t scale down in the face of a slowdown. Because it did the opposite and today plans to have a seperate unit for services. Because its management constatnly motivates its sales and service teams using incentives to boost morale. Because the

Irvin Pinto Chairman and Managing Director

strength of its technical team allows it to meet new customers, address their pain points, and implement the right solutions. Because it appointed a senior executive from an OEM as its VP to streamline sales, and improve its margins. Because team Datasoft opened branches in Pune and

Ahmedabad to gather more business from their own clients who were sourcing products from other suppliers in those regions. Because they can now project a pan-Western India image to their enteprise customers. Because they created JV with a software development firm for their branch in Ahmedabad. Because the combined unit will not only push hardware sales for Datasoft but also the JV’s software and execute end-to-end system integration projects. Because the company started a solution business as a seperate unit and undertook regional distribution for firewalls and anti-viruses which opened new opportunities.

Snapshot Headquarters Mumbai Employees 85 Key Executives Blossom Nandi, Director; Mayur Trivedi-VP Sales Key Principals BM, HP, Dell, Lenovo, Cisco, Microsoft, GajShield, Kaspersky, D-Link, VMware, CA Technologies Key Technologies Servers, desktops and notebooks, networking, storage, virtualization, datacenter solutions, managed services, printers and MPS, UC

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Dev Information Technology Snapshot Headquarters Ahmedabad Employees 1000 (approx.) Key Executives Jaimin Shah, MD; Vishal Vasu, Director and CTO; Prerak Shah, DirectorEnterprise Solutions; Robin Singh, CEO-North America Key Technologies Enterprise applications, managed services, facility management, web solutions, cloud computing Key Verticals Government, IT/ITES, manufacturing, BFSI

Pranav Pandya Founder-Director and Chairman

Why it is a Winner: BECAUSE Dev Information Technology dared to acquire a Canadian company to augment its managed services and cloud business even during a slow economic year. Because this helped in consolidating its position and strengthen opera-

tions overseas. Because it took a radical call to exit certain high-value projects that were choking its bandwidth and resources. Because this bold move improved its margins and funds, and reduced its operational expenses. Because this radical call helped attract JUNE 2013

new and lucrative service provider projects. Because the company is emerging as one of the top enterprise applications players and managed service providers in a relatively small market like Gujarat. Because it intends to be one of the top SMB IT service providers in the country. Because it is one of the pioneers to unveil touch-based collaboration technology in Gujarat. Because it made huge efforts in this direction by investing in development teams to design enterprise class solutions. Because it has resolved customer issues by leveraging the best by integrating its lines of business through collaborative computing. INDIAN CHANNELWORLD

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Digital Track Solutions Snapshot Headquarters Chennai Employees 50 Branches 5 Key Executives V. Srikkantan, VP-Sales; N.K. Venkatesh, VP-Sales Key Principals Fortinet, NetApp, Symantec, CheckPoint, EMC, Dell SonicWALL, McAfee, Cisco, TrendMicro, Cyberoam, Juniper, Ruckus, SolarWinds, Riverbed Key verticals IT/ITES, education, manufacturing

S.T. Muneer Ahamed Managing Director

Why it is a Winner:

WINNER

S

ecurity Special Award

56

BECAUSE Digital Track Solutions saw big opportunities in opening new offices in upcountry markets like Trichy and Madurai. Because it ensured that its policies and process were perfect and obtained a ISO 9001:2008 certification. Because it

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implemented CRM for its support team so that asset tracking can trouble free. Because it realized that to maintain growth it has to ensure robust internal processes. Because it saw potential in emerging concepts like WAN optimization and expanded its product portfolio. Be-

cause the company initiated and carved out a new domain called the DMD (Data Management Domain) through which the Digital Track Solutions has gone deeper into areas such as storage, backup, and virtualization. Because it believes that customer is king. Because that belief led to setting up a 24x7 support center for all customers and which created value addition. Because it has gone the extra-mile to provide free training to customers for products sold. Because this has helped its customers independently fix issues and made Digital Track Solutions a trusted advisor.


Dixit Infotech Services Why it is a Winner: BECAUSE Dixit Infotech Services revamped its business strategy by exiting its 15 year-old line of business. Because it takes guts to let go off a successful business line that contributed nearly Rs 8 crore to the topline. Because this move helped its team successfully focus

on more efficient solutions while increasing cash flow for other deployments. Because it was able to record a 35 percent revenue growth even after taking a risk of remodelling its business. Because Dixit Infotech took a tough decision to reduce staff strength to improve productivity. Because it

Shivram Iyer Chief Executive Officer

isn’t easy to lay off your employees even if times are tough. Because it added new technology solution to stay ahead of others. Because its team has already mapped cutomer interests to implement cutting-edge products in mobility. Because its continuous efforts have helped add some of the top technology partners and application developers in mobility. Because it has helped deliver comprehensive solutions for customer needs. Because Dixit Infotech Services believes that productivity should be the foundation that launches its growth. Because it believes that its employee needs are a priority.

Snapshot Headquarters Mumbai Employees 126 Branches 5 Key Executives K.S. Yegneswaran, Chairman; Lakshmi Iyer, Director-Finance, P.S. Premjith, Branch Manager Key Principals HP,Apple, Samsung, IBM,VMware, Red Hat, Microsoft, think-cell Key Verticals IT/ITES, finance, healthcare, manufacturing, government JUNE 2013

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D M Systems Why it is a Winner: BECAUSE it is one of the very few security partners focusing on information data security that works with most leading security OEMs. Because it decided to exit the laptop/desktop business few years ago, a business that made up half of the company’s rev-

D.K. Bajaj Managing Director

enues. Because it forayed into security solutions and started relationships with most OEMs. Because the diversification strategy has paid off and today almost 50 percent of the company’s revenues come from security. Because its increased focus resulted in the company’s security

business growing by over 30 percent last fiscal. Because from being a typical system integrator, it started to focus on highend solutions rather than sell entry-level servers/ storage solutions. Because this widened scope saw its business around power, cooling and networking grow by almost 20 percent this fiscal. Because it’s also made inroads in the datacenter solutions space. Because it opened offices in Bangalore and Mumbai this April to establish its presence in West and South India. Because that move will help the company grow its customer base and topline.

Snapshot Headquarters New Delhi Employees 30 Branches 1 Key Executives Amit Bajaj, Director; J.P. Verma, Advisor Key Principals SonicWALL, Cyberoam, rend Micro, IBM, Dell, Sophos, Fortinet, Microsoft, Oracle Key Technologies Security, servers, facility management, storage, networking, datacenter solutions

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Dynacons Systems & Solutions Snapshot Headquarters Mumbai Employees 450 Key Executives Dharmesh Anjaria, Director; Dharmesh Varaiya, Head –Enterprise Solutions Group; Satya Pattnaik, National Head – IMS Division Key Principals IBM, Lenovo, Dell, HP, Apple, Cisco, Microsoft, Netmagic, Symantec, McAfee, Airtel, Ruckus, Baracuda, Aruba, Juniper, VMware, Samsung, Panasonic, Axis, Riverbed, EMC

Parag Dalal Director

Why it is a Winner:

WINNER

Data

Center Award

BECAUSE Dynacons Systems devised a new brand identity through a new logo. Because the new logo symbolized what it stood for--Solutions that Empower. Because a new brand image meant not just change in its

external image but also re-engineered business strategies. Because that take renewed vigour and drive within the organization. Because it opened new offices in remote locations of Maharashtra and Gujarat when others refused to reach citing bad infrastructure. JUNE 2013

Because it now has a presence in 72 locations pan-India compared to the 42 it had last year. Because this shows its commitment to go beyond the call of duty. Because it added emerging solutions to its gamut of offerings. Because by showcasing its pricing, technical support, and goodwill it bagged big orders for infrastructure management services. Because it won these orders by beating off stiff competition. Because it set up a live POC for its datacenter, remote monitoring, and MS Exchange-based solutions. Because this reinforced the customers trust in the company and its ability to deliver the best. INDIAN CHANNELWORLD

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E-Connect Solutions Why it is a Winner: BECAUSE E-Connect Solutions believed in expanding to new locations within the country and overseas even during a weak year. Because it envisioned that spreading its wings across the globe can only do good. Because this conviction helped it rake in nearly $1

Jaimin Patel Director

million from all its expansion operations. Because its conviction proved that risks pay-off. Because this helped add new customers and improve mindshare. Because it found its success in a competitive vertical like e-governance. Because it delivered turnkey solutions to facilitate better grevience

redressal platforms for the government sector. Because E-Connect Solutions took a risk by investing in a POC for an e-governance implementation. Because the outcome set a benchmark in the e-governance sector. Because its never say never attitude has helped deliver on its motto-- We connect and Deliver. Because of its consistent success it has bagged big orders and a 25 percent revenue growth. Because E-Connect Solutions believes in the strength of its employess. Because a good employee base lends solidity to any organization. Because they have helped E-Connect Solutions excel in projects and improve its bottomline.

Snapshot Headquarters Udaipur Employees 499 Branches 12 Key Executives Manoj Agarwal , MD; P. K. Awasthi; VP; Bhuvnesh Jain, Principal Consultant Key Principals Oracle, HP, Microsoft, D-Link, Cisco, Cyberoam Key Technologies Managed services, enterprise applications, networking, facility management, BI and analytics, servers 60

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Emarson Computers Snapshot Headquarters Noida Key Executives Bipin Bansal, Director; Rajeev Sinha, VP-Business Operations; Rajesh Tiwari, Head-Support Services Key Principals Cisco, Juniper, HP, Extreme Networks, Riverbed, Fortinet, Radware, Tyco Key Technologies Networking, security, datacenter, storage Key Verticals IT/ITES, transportation, government, manufacturing, healthcare, finance

Sumeet Prakash Chief Executive Officer

Why it is a Winner: BECAUSE Emarson Computers believes in a multivertical approach. Because this has allowed it to be placed comfortably during a sullen economic year. Because this approach helped execute projects in a range of verticals as diverse as healthcare, manufacturing,

warehousing, and public transport. Because it has achieved more customer wins and business opportunities than before. Because it believes in staying abreast with the IT developments. Because new technologies always provide new opportunities to test its capabilities.

Because adding emerging technologies like IP-based security and surveillance has allowed it to revamp according to needs of the networking industry. Because it has successfully integrated new offerings with its existing technology stack which convinced existing set of customers about its commitment to delivering quality. Because it collaborated with industry giants in offering best networking and UC solutions. Because by providing more options customer needs can be fulfilled. Because it is expected to grow at a rate of 38 percent by the end of this fiscal. Because it kept its head above water when many others failed to pull through.

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Essen Vision Software Snapshot Headquarters Mumbai Key Executives Seema Shetty, Director Operations; Ronny Ferrao, COO; Pallavi Tiwari, Head-Enterprise Sales; Vaibhav Chaudhari, HeadProfessional Services Key Principals McAfee, Symantec, Websense, Riverbed, Dell SonicWALL, Airtight, IBM-ISS, Trend Micro, Cyberoam, Seclore Key Technologies Security, datacenter solutions, cloud computing, storage, managed services

Nityanand Shetty Founder and Managing Director

Why it is a Winner: BECAUSE as a strong vendor in endpoint, Web, e-mail, and data security it was a challenge to scale towards securing applications, databases, and admins with full access, and securing and optimizing WAN traffic. Because it invested in a team which 62

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is not only certified on technologies but also on process, namely, CISSP. Because it invested in a cyber forensic expert, a lead trainer, and is getting a couple of team members certified in systems and process based certifications. Because it knew that collaboration is the

mantra for survival during tough times and decided to tie up with existing SIs rather than build a fresh relationship with every customer acquisition. Because it also tied up with four large consultants to pitch the right products to its customers especially in DLP and SIEM. Because the tie-up meant it couldn’t venture into the consulting space. Because it invested in a completely new team that is going to work purely on projects with OEMs. Because it is already in talks with most of the OEM’s national SIs, large consultants to outsource their implementation activity to the services team.


Esteem Infotech Why it is a Winner:

WINNER

S

ecurity Special Award

BECAUSE the company’s management took the hard decision of laying off its entire team of sales executives, which wasn’t performing up to par. Because it filled that void with a 15-plus team of techical staff, who now have to face customers.

Because the company didn’t load the new team with predefined targets but only made them resposnsible for account management. Because that’s a risky strategy no matter who you ask. Because the move transformed Esteem Infotech from a mere sales organization

Prabhakar S. Chief Executive Officer

to technical consulting company. Because it took the money it saved from the layoffs and formed a new division that focuses on storage and virtualization. Because these bold moves have pushed its top line to up by over 30 percent in the last fiscal. Because unlike most security partners focusing on anti-virus and firewalls, this Bangalore-based solution provider decided to concentrate on upcoming tech trends around encryption, data leakage, application control and securing BYOD. Because from a brand positioning perspective the company is now seen as a technical security partner--not just a fulfillment partner.

Snapshot Headquarters Bangalore Employees 20 Branches 1 Key Executives Meenakshi P., CFO; Deepak R., CTO; Kalyan Kumar, Manager-Security; Neha, Regional Sales Manager Key Principals McAfee, Symantec, Trend Micro, Dell SonicWALL, Dell, Fortinet, Websense, Blue Coat Key Technologies Security, facility management/helpdesk JUNE 2013

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F1 InfoTech Why it is a Winner: BECAUSE F1 InfoTech had the guts to discontinue associations with customers who were bad pay masters when others retained such loss making relationships. Because this approach channelized the company’s efforts towards customers that deserved better ser-

Sunil Gupta Director-Business Development

vices. Because its strategy to growth has been based on exploring new products, solutions, upselling more solutions to existing customers, and adding new customers. Because it made some strategic tieups during the year that contributed significantly to the toplines. Because

these new associations with OEMs have also helped the company focus on new customers which were never on its radar. Because that helped close new orders of value. Because it invested huge amounts in training, acquiring skill sets, and infrastructure for different technologies. Because this helped it position itself for bigger opporunities and meet customer expectations better.Because it introduced process automation solutions based on RFID and barcode and developed a framework called F1 PAF (Process Automation Framework). Because it believes that to get to the top there is no alternate to R&D.

Snapshot Headquarters New Delhi Employees 30 Key Executives Manish Manocha, DirectorTechnology; Surjit Singh Sachdeva, Executive Director; Geetanjali, HeadCustomer Relations Key Principals EMC, Riverbed, CA Technologies, Fortinet, IBM, Checkpoint, Symantec, McAfee Key Verticals Government, IT/ITES, manufacturing 64

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Fore Solutions Snapshot Headquarters Chandigarh Key Executives Rajesh Puri, Director; Sanjeev Mehta, HeadNetworking; Sugam Bali, Head-Business Development; Amit Chaudhary, Head-Security Key Technologies Networking, security, cloud computing, facility management, storage, unified communications, virtualization, datacenter, desktops and notebooks Key Verticals Government, education, IT/ITES, manufacturing, healthcare

Manu Mehta Director

Why it is a Winner: BECAUSE Fore Solutions restricted its business processes to North India. Because it is easy to carried away when others are setting their sight on new locations. Because it decided to expand its vertical focus by including the government

sector even when the market was failing to respond. Because it wanted to thrive even when the conditions were not conducive. Because it decided to focus in a relatively small geographical are of NCR. Because that move helped them clock double-digit JUNE 2013

growth in revenues. Because that helped it add new customers and got recognition from vendors. Because it created a team just to handle its new projects in the government vertical. Because it believes in making fresh investments so that it can always be on the growth path. Because it convinced customers even while fighting off tier-1 competitors. Because it knew that, while experience matters, customers are on the look out for a fresh perspective to their issues. Because even when the going was tough, it kept the emplooye mood upbeat. Because that reflected on a topline growth of 40 percent. INDIAN CHANNELWORLD

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Fourth Dimension Technologies Snapshot Headquarters Chennai Employees 130 Branches 2 Key Executives Harish Krishnamurthy, VP-Sales; Prabhat Kumar Padhi; VP窶的nfra Management Services; Kenneth Massey, VPInstructional Technology Key Principals Cisco, EMC, VMware, IBM Key Verticals BFSI, manufacturing, IT/ITES

N. Jagannathan Chief Executive Officer

Why it is a Winner: BECAUSE Fourth Dimension Technologies took a decision to work with only a limited set of vendors. Because in an age when companies look to gain more business from more vendors, the company swam against the current. Because this approach 66

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helped sharpen its focus and build scale in terms of the market and the skill sets acquired. Because this has made Fourth Dimension Technologies a niche player. Because it developed an application for the education sector in-house by integrating a number of open source

tools. Because it believes in being innovative when others play it safe. Because it created two solutions (Interactive Learning and Lecture Capture) which have been well received by some of its big customers across the country. Because it has also carved a space for itself in the BFSI sector. Because it understands the value of diversifying business. Because Fourth Dimension Technologies is a trusted advisor to its customers. Because it consistently delivered on the promise of quality solutions. Because that has ensured that business remains profitable and attracts more new customers.


Future Netwings Solutions Why it is a Winner: BECAUSE Future Netwings Solutions audaciously decided to open an office in Singapore even when its bottomline was taking a hit. Because when common sense tells you to refrain, it takes heart to go out to a new location to seek the best.

Because it offered top solutions at competitive prices and reaped the rewards. Because this move provided a new source of revenue. Because it knew how to sell in a new market. Because it decided to let go off nonprofitable orders. Because being choosy during a

Jaideep Chakrabarti Managing Director

cash crunch isn’t easy. Because even then the customers always came back to Future Netwings Solutions. Because that shows that it has always maintained good customer relations. Because it believed in its strength and goodwill even when there was a threat to losing out to competition. Because even through a rough year it fought hard and recorded 13 percent growth. Because it invested in networking resources inhouse which has allowed it provide quick turn around on solutions. Because the resources at hand have ensured that it is never dependent on outsourcing work unlike some of its competitors. Because this has helped it carve a niche in the market.

Snapshot Headquarters Kolkata Key Executives Kunal Dutta, Head-Strategic Sales; Sujit Biswas, Sr. Manager-Projects; Sandipan Dutta, Regional Head-Nepal; Somnath Bose, Sr. ManagerMarketing Key Principals Cisco, HP, Moxa, Tyco, CommScope Key Technologies Networking, datacenter solutions, cloud computing, power and cooling, managed services, virtualization, facility management

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Futurenet Technologies Why it is a Winner: BECAUSE Futurenet Technologies took a hard decision to drop less profitable customers in the service industry. Because not everyone would dare to go down that route and lose a revenue making opportunity. Because this helped the company’s core busi-

L. Ashok Managing Director

ness grow faster. Because Futurenet Technologies explored new boundaries by expanding to smaller cities like Madurai and Coimbatore. Because it saw that IT is the lifeline even in upcountry markets. Because during the last fiscal, it decided to go all out to offer a niche so-

lution like VDI. Because making investments in a new segment during a slow economic year takes conviction. Because these investments have paid off in a big way and have helped Futurenet Technologies become a key player for a major VDI vendor in no time. Because it also added IP surveillance to its solution portfolio and created more opportunities in the market. Because it invested in a leadership programme by hiring an industry expert to groom managers and mould them into good corporate leaders. Because this shows its desire to evolve as a company.

Snapshot Headquarters Chennai Employees 150 Branches 6 Key Executives Sunand Gopinath, CEO; K. Tamizhmani, Busines Head; M. Baskar, CTO Key Principals IBM, Cisco, Citrix, Acer, Microsoft, VMware Key Technologies Virtualization, desktops and notebooks, Networking Key Verticals Manufacturing, education

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Futuresoft Solutions Snapshot Headquarters New Delhi Employees 500 Branches 3 Key Executives Harish Menon, COO; Ashutosh Sharma, SVP- Finance, Legal, and Logistics; Manish Bharti, SVP-Service Delivery Key Principals Microsoft, Symantec, Adobe, Red Hat, EMC, Dell, Cisco, Citrix, NetApp, Hitachi, Advent, Apple,HP Key Verticals IT/ITES, media and publishing

Vipul Dutta Chief Executive Officer

Why it is a Winner: BECAUSE Futuresoft Solutions changed its internal organizational structure by changing focus from regional to national. Because this revamp enabled key members to contribute with their experience on outlined goals. Because such an approach helped incor-

porate processes to monitor per employee productivity which ensured team performance was aligned to business goals. Because the last five quarters saw it establish a direct service footprint in more than 40 cities in India and establish sales operations in three major cities. Because the comJUNE 2013

pany bodly restartegized to engage deeper with clients, while ensuring execution costs were kept under check. Because it invested in quality, automation, and setting up a remote infrastructure management team to deliver quality and steady growth. Because the company deviced a startegy with an aim to deliver error-free services. Because this extra effort shows that it cares about customers and that they are priority. Because it has shown 100 percent growth or more in technologies as varied as cloud computing, storage, FMS, desktops and notebooks, among others. Because its diverse offerings has set a benchmark for others to follow. INDIAN CHANNELWORLD

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G - Tech Solutions Snapshot Headquarters Mumbai Branches 4 Key Executives Manoj Koli, Head-Finance; Bijal Kapuria, HeadServices Key Principals Fujitsu, HP, Acer, Cisco, Hitachi, VMware, Microsoft, iBall Key Technologies Servers, storage, desktops and notebooks, facility management, networking, datacenter solutions, mobility, virtualization, security

Rajnikant Trailokya Chief Executive Officer

Why it is a Winner: BECAUSE G - Tech Solutions dared to script a growth story in a new continent. Because implementing IT solutions in new environs needs guts and perfect execution. Because not only did it expand its reach, but 70

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it also engineered new partnerships with new vendors. Because it entered a new territory and made a profit immediately. Because these partnerships helped them add new solutions to its existing portfolio of services. Because it decided to make use of

the growing tablet market and sold aggressively. Because it had the vision to partner with a midsized server vendor, pitting its solutions against the behemoths of the server market. Because this resulted in customer wins and ensured repeat business. Because its unrelenting efforts in the workstation space helped achieve sizeable volume. Because it achieved all this by maintaining the same core team from the previous financial year. Because it is tough to not let go off staff when the going gets tough. Because this demonstrates commitment to employees.


Galaxy Office Automation WINNER

S

torage Special Award

Why it is a Winner: BECAUSE the company achieved early-mover advantage in areas like mobility, data analytics, and big data by investing in these technologies and building a solution portfolio around them. Because Galaxy also realized that just having a portfolio of

Anoop Pai Dhungat Chairman and Managing Director

impressive solutions isn’t enough to create new business opportunities. Because the team at Galaxy knew it had to focus on solving the business problems of customers-and not sell technology. Because it did not hesitate to channelize huge capital in building a Technol-

ogy Innovation Center to provide its customers an environment to ideate and find solutions. Because the Innovation Center it built was much more than just a demo center. Because it optimized its investment on the center by encouraging ISVs and OEMs to work closely with its experts. Because these efforts eventually resulted in truly innovative solutions across multiple brands. Because by smartly restructuring its sales team, it opened up business opportunities in new markets where it never had a presence. Because these initiatives ensured that its revenue doubled within a year.

Snapshot Headquarters Mumbai Employees 250 Key Principals IBM, EMC, HP, Lenovo, F5 Networks, Palo Alto Networks, VMware, Citrix, Apple, Microsoft, Ipswitch Key Executives Sanjay Patodia, CEO; Anand Kekre, DirectorSales; Vineet Gadia, Head-Technology Solutions Group Key Technologies Power and cooling, managed services, storage, servers, desktops and notebooks, virtualization

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Gemini Communication Why it is a Winner:

WINNER

Data

Center Award

BECAUSE it showed courage when it invested in areas beyond its core strengths, like security. Because it also redefined the way security solutions were offered to its customers. Because Gemini did not choose the well-trodden path of reselling security

M. Raju Chief Executive Officer-Telecom Services Group

solutions and services. Because it invested heavily and came up with innovative delivery models like a dedicated security operations center that ensures a customer’s network security. Because it had the vision to see that such models can be replicated. Because it has a strategy that en-

sures its success in security can be repeated in overseas markets like London and Muscat. Because these moves elevated it and made it a leading global managed security services company. Because the team at Gemini believed in the limitless possibilities of security and expanded to areas like IT forensics training and investigation. Because this move helped the company enter into the ever-growing space of cyber security. Because investments in this area helped it acquire unique customers and work with many leading corporates and banks. Because it saw a whopping 120 percent year-on-year growth in its security business.

Snapshot Headquarters Chennai Employees 1,960 Branches 115 Key Principals Dell, Secure IQ, CA Technologies, Huawei, HDS, Bosch, TE Connectivity, PointRed Telecom Key Technologies Managed services, security, networking, facility management, servers, storage Key Verticals Telecommunications, government, manufacturing 72

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Grid Infocom Snapshot Headquarters Gurgaon Branches 3 Key Executives Syed Niyaz Basha, President-SEA; Geetanjali Gupta, Vice President; Gagan Jawa, Vice Predisent Key Principals OpenSpan, CA Technologies, RSA, SAP, NetApp, Microsoft, EMC Key Technologies Contact center optimization, storage, datacenter solutions, security

Manoj Gupta Managing Director and Chief Executive Officer

Why it is a Winner: BECAUSE it bet big in an entirely new area, namely contact center optimization, and developed skill sets around it. Because it adopted the risky approach of putting all its eggs in one basket by banking on a single vendor to execute

its plans. Because the company aspired to be a leading player in this new venture rather than being a me-too. Because these initiatives paid rich dividends in just one year and are expected to drive more than 50 percent of the company’s revenues in the coming fiscal. Because it also won JUNE 2013

them many deals including a very large Indian telecom company, a leading global bank, several large third-party BPO service providers in India and other markets in APAC. Because the company painstakingly developed a proprietary methodology called DDUO (Design, Deploy, Utilize, Optimize) to ensure the quality and success of all its implementations. Because it is determined to provide excellence. Because the team at Grid is almost fanatical about investing in domain expertise and extensive training for technical consultants. Because it also invested in a state-of-theart lab that helps sand-box most environments. INDIAN CHANNELWORLD

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HTP Global Technologies Why it is a Winner: BECAUSE last year it decided to venture into emerging IT and business consulting areas like enterprise architecture and business process consulting. Because it also tied up with SAS to offer data warehousing and business analytics solu-

Rajiv Jain Managing Director

tions. Because it acquired a five-year-old software development company called as Cyberline Solutions. Because in 2012-13, revenue from the acquired company will nearly triple compared to the previous fiscal. Because HTP stopped focusing on its box business and increased

its minimum deal size to Rs 10 lakh. Because this move allowed it to pare its employee strength from 60-plus to 31, thereby lowering overhead costs and increasing the company’s profitability. Because it increased its turnover in FY 2012-13 by approximately 70 percent. Because it took the risk of starting operations in Dubai, Abu Dhabi, Qatar and is already marketing in Saudi Arabia, Kuwait and other GCC countries. Because both its new ventures—new offerings of EA and BPM and its foray into the Middle East—are running successfully. Because it has now become an Indian global MNC.

Snapshot Headquarters Mumbai Employees 31 Key Executives Kalpesh Agarwal, DirectorProjects; Mohammed Irfan, Director Sales, Middle East; Chintan Shah, GM Sales Key Principals NetApp, HP, IBM, SAS, EMC, Cisco, Juniper, Microsoft, Orbus, Marval Key Technologies Storage, servers, desktops and notebooks, networking, datacenter solutions, UC, facility management 74

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Infobahn Technical Solutions Snapshot Headquarters Mumbai Employees 50 Key Executives Rajeev Krishnaswamy, Director; Sagar Singh, Sales Head; Sushil Sawant, Operations Head Key Principals HP, APC, Commvault, Microsoft, Scala, Samsung Key Technologies Storage, desktops and notebooks, servers, virtualization, facility management, datacenter solutions, networking, power and cooling, security

Anand Karapurkar Director

Why it is a Winner: BECAUSE Infobahn Technical Solutions startegized and fought off the challenges of a slow economy by changing it focus from products to services. Because it managed a smooth transition by ensuring that its pool of resources were well-trained and

certified. Because it has lead to the formation of a robust and go-getting team. Because it changed the way the customers perceived it as a solution provider. Because this gave the customers a choice of picking only the best-suited solutions for their requirements. JUNE 2013

Because it productized its services. Because such a move helped its sales team sell easier and customers choose better. Because this helped Infobhan Technical Solutions increase its services revenue positively impacting its bottomline. Because that gives it more space to expand and build on its growing success. Because with its rising popularity it saw the need for a space to exhibhit its POCs. Because it managed to bag customer wins despite the economic distress even when many customers were unwilling to invest in newer services. Because finding a way to beat back a cash crunch proves an organization’s mettle. INDIAN CHANNELWORLD

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Infrasoft Technologies Snapshot Headquarters Mumbai Employees 650 Key Executives Yash Parekh, VP-Pre-Sales and Marketing; Harshada Deokar, AM-Corporate Communications Key Principals Microsoft, Oracle , IBM, HP. Key Technologies Software application development, maintenance, support, migration and integration services, core banking, microfinance and anti money laundering software products

Hanuman Tripathi Founder and Group Managing Director

Why it is a Winner: BECAUSE Infrasoft Technologies had the guts to acquire a loss making diversified financial services (DFS) unit of another major IT company. Because it took the risk of acquiring a third-party business without a management team or the usual growth engines 76

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like channel partners or sales teams. Because such bold moves have known to fail yet it looked beyond the risks. Because its revenue and profitability skyrocketed in the first 18 months of the acquisition. Because it has achieved big sales of its anti-money laundering solution which

is not only popular in India but also in the Middle East, Africa, South-East Asia, and Latin America.. Because it foresaw the need for such a solution much before its competitiors. Because it constantly upgraded solutions and met changing customer demands on a large scale. Because it does not disappoint its customers. Because it introduced solutions in foreign locations and successfully competed against the local system integrators. Because the outcome of such concentrated workflow resulted in enhanced sales. Because the enhanced sales resulted in a 16 percent growth in revenue.


Innovative Telecom & Softwares Why it is a Winner: BECAUSE it proved that having a base in a tier-2 city is not a limitation if you aspire to be a nationwide player. Because it also demonstrated that tier-2 players need not always be box-pushers and can be pioneers in high-end, enterprise-class

technologies. Because it dreams big. Because it extended its business edge nationwide by leveraging holistic solutions for smarter buildings, smarter campuses, and smarter cities. Because it explored new-age marketing activities, which have helped it reach out to

Moin Shaikh Director

customers all over India. Because it makes distance seem irrelevant. Because the company strategically developed its consulting capabilities and made it a key revenue generator, something many of its tier-1 peers haven’t managed to do. Because it’s a company of many firsts, including its execution of India’s first ‘safe city’. Because it never rests on its laurels and continues to explore new areas of growth like video intelligence management, 3D mapping, live consolidation projects, and SaaS. Because it smartly maintains a healthy bottomline by selective cost-cutting and a qualitative usage of company resources.

Snapshot Headquarters Surat Employees 120 Branches 7 Key Principals IBM, Lenovo, Microsoft, Oracle, Verint Systems, VMware, TE Connectivity, Cisco, Delta Electronics, Symantec Key Technologies IT Infrastructure consultation and design, desktops and notebooks, storage, servers Key Verticals Manufacturing, government, IT/ITES

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Insight Business Machines Why it is a Winner: BECAUSE Insight Business Machines introduced new solutions and services portfolio at time when it was facing negative financial growth. Because of this move it recorded a revenue growth of 36 percent. Because it innovated to introduce its own services

Neel Shah Chairman

portfolio christened TCT services. Because the new portfolio of solutions helped it add new customers across India. Because it made investments in infrastructure, sales, datacentre, and CRM to transition from being a box-pusher to being a solutions- and services-

centric organization. Because these renewed investments dramatically increased its revenues and helped open new business units. Because it has always believed in identifying new markets and setting up offices in new locations. Because these new makets came good when the going got tough. Because it refined its internal process by implementing ERP and CRM softwares. Because this improved the efficiency of its human resources within the organization and streamlined functions. Because this ensures that the business remains stable despite external financial fluctuations.

Snapshot Headquarters Mumbai Employees 150 Branches 14 Key Executives Piyush Vibhakar, Director; Gunjan Shah, Technical Director; Sanjeev Nimbkar, VP-Services; Anis Inamdar, CFO Key Principals IBM, HP, Microsoft, Extreme Networks, Adobe, Lenovo, WatchGaurd, EMC, VMware, Citrix, Netmagic, Symantec, Cisco, TrendMicro, Emerson

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InterCAD Systems Snapshot Headquarters Kochi Employees 60 Branches 7 Key Executives David Gaineous, VP-Operations Key Principals Autodesk, Adobe, Bentley, HP, PTC , Transoft, Flow Tech Key Technologies CAD Software, graphcs and animation, engineering applications, large format printers

Cinu P. Thomas Managing Director

Why it is a Winner: BECAUSE InterCAD was not content with a 90 percent market share of Kerala’s engineering/CAD and graphics software market. Because it pushes itself out of its comfort zone and strives to be innovative. Because it took the bold call of entering a

large and completely new city like Chennai, where it faced strong competition from local players. Because its unique strategy won it many important customers in Chennai within a single year, despite being a mid-sized player in that market. Because InterCAD did JUNE 2013

not rest on its laurels and went ahead and opened another branch in Bangalore, where it leveraged its past experience of working in a metro like Chennai. Because these expansion initiatives resulted in a two-fold jump in its revenues, the type of growth the company could not have imagined had it continued to work only in Kerala. Because it has never believed that the number of customers it has is critical, despite being a small company with aggressive growth plans. Because it focuses instead on quality of service. Because that belief ensure that over 40 percent of its revenue comes through repeat business. INDIAN CHANNELWORLD

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Ishan Group Snapshot Headquarters Rajkot Branches 12 Key Executives Pinkesh Kotecha,Chairman; Purvi Kotecha, Director– Finance; Jawahar Tiwari, Business Head Key Technologies Servers, networking, desktops and notebooks, datacenter, printers and managed print services, virtualization, security Key Verticals Manufacturing, education, government, media, mining, IT/ITES

Keyur K. Jathal Director

Why it is a Winner: BECAUSE the Ishan Group acquired new customers in the tough, price sensitive SMB segment in Gujarat. Because it made these gains even when most companies were facing budget cuts. Because it did not stop with SMBs, and focused on winning 80

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enterprise customers too. Because catering to a variegated set of customers can open up more possibilities. Because its strategy of geo expansion helped Ishan Group launch services in different verticals like port, logistics, steel and textiles. Because customer wins

helped surge its sales and ensured sufficient cash flows. Because this allowed it race ahead purposefully. Because it has also invested in emerging technologies like VDI. Because it believes in keeping with the times and providing customers best-of-breed technology. Because it ensured that its staff was well trained and certified in in this new domain. Because this meant that customers would never have to leave disappointed. Because it bagged new customers in remote locations by executing POCs with precision. Because this resulted in a topline growth of 20 percent.


ITSource Technologies Why it is a Winner: BECAUSE ITSource Technologies restructured its entire business operations. Because it is important to review cost centers and strategy during a slow year. Because this helped flatten hierarchy and improved the

Dinesh Nair Director and Chief Executive Officer

internal team structure. Because with a new and invigorated team at work, it decided to invest in new customer support centers. Because ITSource Solutions filed a draft red herring prospectus (DRHP) and is awaiting approval to be listed. Because it takes

guts to go public when the market does not look bullish. Because, additionally, it made huge investments into a new 200-seater stateof-art-facility. Because it believed in investing in the new even during a slowdown. Because these have paid off in the form of standing orders from many new domestic and international clients. Because these new customers function in different verticals. Because that has ensured that its wide range of solutions reach a wide range of audience. Because it has always kept customer interest above all else. Because this is the only sure shot way of succeeding in a tough market.

Snapshot Headquarters Mumbai Employees 4000 Key Executives Pradeep Bhangale, Chairman and MD; Prachi Bhangale, Director; Somsuvra Baksi, COO Key Technologies Managed services, servers, networking, education and training, facility management, security Key Verticals IT/ITES, finance, telecommunications, manufacturing, construction

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Jupiter Automation Why it is a Winner: BECAUSE Jupiter Automation has the courage to be a pioneer. Because it caters to the fastest growing industries in Gujarat. Because its core members saw the sense in moving from diamonds to dairy. Because it provided basic infrastructure solutions

Paresh Babaria Partner

for such traditional industries around in Surat. Because that meant a terrific learning curve for the company. Because the company elevated its partnership status to gold with both Microsoft and Oracle. Because it went against the tide and created a policy to stop working with large

corporates that did not abide with its 90-day payment policy. Because that meant losing customers in a challenging economy. Because under its current leadership the company has grown by double digits. Because their continuous stream of projects with government bodies over the years has ensured continuous business opportunities for them. Because it can run a sizable system integration business in an upcountry market like Surat. Because it has integrated many digital classroom projects at a number of educational institutions in Surat. Because the outcome such initiatives has helped add new customers.

Snapshot Headquarters Surat Employees 30 Key Executives Bipin N. Ladumor, Partner; Ritesh P. Dalal, ManagerSales; Bijal P. Patel, ManagerCorporate Sales; Gita B. Ladumor, Manager-Channel Sales. Key Principals HP, Epson, Dell, Lenovo, Acer, Microsoft, Oracle Key Technologies Desktops and notebooks, printers and managed print services, servers, power and cooling, networking

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Kaar Technologies Snapshot Headquarters Chennai Employees 333 Branches 7 Key Executives Ratnakumar N., CMO; George Gaurdian, CTO; Selvakumaran, COO Key Principals SAP AG Key Technologies Enterprise Applications Key Verticals Automotive, manufacturing, mining, media, finance, healthcare, construction

N. Maran Chief Executive Officer

Why it is a Winner: BECAUSE Kaar Technologies extended its services and solutions portfolio in four different countries. Because it takes guts to build facilities when there is a cash crunch. Because it continues to look at expanding its reach in different global locations.

Because this move has helped it introduce solutions to new set of customers that were not on its radar previously. Because Kaar Technologies has dared to move away from the trodden path. Because it intends to rebrand in order to provide consultancy services. Because JUNE 2013

refreshing operations keeps organizations on the move. Because it has already planned a roap map for this repositioning. Because that is a sign of a proactive company. Because it strengthened expertize in various new verticals in order to serve clients better. Because there is no substitute for training and research. Because it recruited a set of go-getters to build niche solutions and products to add value. Because this resulted in a phenomenal overall revenue growth of 73 percent. Because it takes great execution to sky-rocket sales at this scale. Because Kaar Technologies believes in evolving as a unit. INDIAN CHANNELWORLD

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Konnet Solutions Snapshot Headquarters Pune Employees 30 Branches 1 Key Executives Dr. Seva Panda, CTO; Prashant Indulkar, HeadBusiness Operations Key Principals Honeywell, Tyco (TE), Cisco, MOBOTIX, Bosch, R&M, Axis Communications, HID, Systimax, Vivotek Key Technologies Networking, security, datacenter solutions

Raju Kondalkar Chief Executive Officer

Why it is a Winner: BECAUSE it isn’t afraid to look into the future and make bets on technologies it believes enterprises will need. Because did that and decided to invest in intelligent video surveillance. Because it backed up its belief by establishing a subsidiary company that devel84

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ops software applications to enable the technology. Because it offers its clients end-to-end solutions which includes ANPR (automatic number plate recognition), and complete vehicle number plate detection and recognition software solution amongst other innovative solutions. Because

it has developed software products and applications completely in-house, by hiring highly-qualified design and development resources in the image processing field. Because its unusual focus on emerging technologies including video analytics gave it first-mover advantage and won it significant deals across enterprise customers. Because the company managed substantial growth—five times and more—in its three main areas: Security, networking and datacenter Solutions this fiscal. Because the company’s strategy of focusing on niche technologies like intelligent video surveillance helped double its revenues.


Kruti Comp Why it is a Winner: BECAUSE Kruti Comp decided to stop addressing customers who were expecting free services. Because this meant that it would lose revenue sources. Because a strong call to cut down on unproductive free services triggered a change and

brought the company out of its comfort zone. Because that made it take a hard look at its policies. Because by making these changes it deployed all resources which improved its net profits. Because the company boldly went ahead and deployed its renewed resources with a clear vison

Ketan Shah Director

to address new customers. Because this change in startegy produced positive results. Because this move helped achieve better profitability, internal competence, and product knowlegde. Because Kruti Comp made significant amount of investments in new areas such as virtualization and video coferencing. Because it made a wise move to service organizations with offices in three to five locations to avail more deployment opportunites. Because the company is taking small cautious steps in the cloud when competitors have been carried away by the hype. Because its on course to reap rich dividends for thinking out-of-the-box.

Snapshot Headquarters Bangalore Employees 27 Branches None Key Executives Ketan Shah, Director Key Principals HP - PSS, HP Networking, HP EG, ATEN - Cubix, TVSE, Microsoft, VMware, NetApp, TE Connectivity Key Technologies Networking, storage, hardware Key Verticals IT/ITES, education, government, banking JUNE 2013

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L.A Technologies Why it is a Winner: BECAUSE it placed the right resources in the right positions and created the identity of a pro-service organization. Because OEMs compliment it on its holistic technology portfolio. Because it started selling deep to existing clients and

Lawrence Albert Director

focused on retaining them instead of going after new ones. Because that meant letting go of a number of potential business leads. Because it has expertise in providing services across all the seven layers of Open System Interconnect. Because that allows it to work

with a few customers who represent large deal sizes. Because it ventured into NOC services with its datacenter hosted in a tier-IV datacenter. Because as a result it doubled its outflow by almost a 150 percent and built a complete integration business. Because it let off a few executives but invested in the formation of a new team of senior resources to drive opportunities across two major verticals. Because it opened an office in Singapore to address local dollar business for clients who want SEZ/STPI benefits. Because this expansion helped it scale its business by over 20 percent.

Snapshot Headquarters Mumbai Employees 81 Branches 5 Key Executives Anita Lawrence, Director; Meenakshi Behal- Head HR and Operations; Hemant Kadulkar, Project Lead Key Principals Cisco, Juniper Networks, Schneider Electric, HP, IBM, CommScope, Tyco, Avaya, VMware, EMC, Aruba Networks, Riverbed, Polycom, Check Point, Oracle, Microsoft

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LDS Infotech Snapshot Headquarters Mumbai Employees 60 Branches 3 Key Executives Amarnath Shetty, Managing Director; Sunil Salian, Regional Manager; Pramod Sethi, Head-IT Solution Sales Key Principals Microsoft, Adobe, Autodesk, Symantec, Fortinet, Oracle, IBM, Red Hat, Corel Key Technologies Security, storage, cloud computing

Gulshan Khera Regional Sales Manager

Why it is a Winner: BECAUSE it transformed into an IT solution provider from a license seller. Because its management worked closely with principals to execute large projects that involved understanding its customers’ IT and business problems.

Because it consciously took on aggressive topline and bottom line targets and succeeded in achieving them irrespective of market conditions. Because the team at LDS successfully negotiated good payment terms with customers even for large ticket JUNE 2013

orders. Because it raised funds from internal sources and was able to execute volume orders while keeping its 14 yearold reputation intact. Because the company took a consultative approach while selling software licenses and related services. Because it practices what it preaches and deployed cutting-edge CRM and ERP solutions internally. Because it also made use of technology like collaborative solutions to keep its customers informed of the constant changes in the technology landscape. Because it hired consultants and experts to set up an efficient helpdesk solution to better its response time to requests. INDIAN CHANNELWORLD

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Leon Computers Snapshot Headquarters Pune Employees 125 Branches 2 Key Executives Rahul Meher, MD; Abhijit Bhlagat, Director-Software Development Key Principals EMC, CommVault, IBM, Check Point, VMware, Microsoft, APC, Kaseya Key Technologies Managed services, storage, virtualization, datacenter solutions

Prashant Vaidya Director-Sales

Why it is a Winner: BECAUSE it decided to develop mature services capabilities, a promising area that holds huge potential. Because it believes that mere products sales would not take it very far and hence set itself a tough target: For revenue from services to surpass 88

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product sales. Because Leon’s definition of services is not limited to traditional system integration and post-sales service. Because it correctly identified managed services as a burgeoning area where customers would divert their investments to. Because the team at Leon came up with

a well thought-out plan about where it should position its managed services in the market. Because it identified the right verticals and the right services to be offered to those verticals in order to make the model successful. Because it now drives more than 40 percent of its top line from this model. Because it wisely introduced a balance by developing skill sets around software development. Because it came up with innovative solutions like E-Audit, Mistake Proofing on Shop Floors, and Inventory Controls for its existing customers. Because it intensified customer relationships while also finding new revenue streams.


Magnamious Systems Why it is a Winner: BECAUSE it accepted to take on a risky project for a large MNC, one in which it had to migrate 3,000-plus mailboxes to a multi-location enterprise vault from existing archival software. Because the customer did not have support

for the old archival product. Because team Magnamious provided support for both the old archival platform and the new one. Because walking that extra mile of the customer is a winning formula. Because it focused on emerging technologies, which

Jiten Mehta Director

resulted in a 100 percent growth in its cloud computing business, a 50 percent growth in its virtualization business, and a 40 percent growth in its mobility business. Because it isn’t afraid to try something new. Because it ensured a healthy bottom line through a 30 percent rise in its services business (facility management and help desk). Because it has the confidence to invest in a large office at a time when the IT infrastructure business was expected to slow down. Because it registered a 30 percent hike in revenues. Because this shows it can stay oncourse even during a slowdown.

Snapshot Headquarters Mumbai Employees 153 Key Executives Deepak Jhaveri, Director; Nilesh Bhatt, GM; Kumar Iyer, Senior Evangelist Key Principals IBM, HP, Dell, EMC, Microsoft, Citrix, Symantec, Fortinet, Cisco, Epson Key Technologies Servers, security, virtualization, desktops and notebooks, facility management, storage, UC, cloud computing, networking

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Meridian Infotech Why it is a Winner: BECAUSE after more than a decade of catering to large and medium enterprise customers, the company management decided to expand to the government and SMB segment. Because those segments can be very hard to service. Because

Devang Jasani Chief Executive Officer

it took risks and ensured that it won two deals from the government and six new customers in SMB space last fiscal. Because this strategy broadened its customer base and resulted in an increase to overall business by 20 percent. Because it took a huge risk and

invested in a Wi-Fi live demo so that an existing customer could have a true mobility experience. Because it knows that there are no shortcuts to success. Because the POC needed to be set up in 48 hours and needed to include a variety of devices like laptops, Blackberry phones, and different types of tablets. Because hard work and harder deadlines like these don’t scare the company. Because the successful POC generated an impressive amount of business. Because its success with this project helped it win five similar mobility deals. Because this improved growth.

Snapshot Headquarters Vadodara Branches 2 Key Executives Atul Dhokiya, AVPTechnology; Parag Trivedi, AVP-Service Delivery; Shailesh Patel, Sr. ConsultantUC; Nirmal Chaturvedi, Sr. Consultant-AV Integration Key Principals Cisco, TE Connectivity, Motorola, Cambium Networks, APW President, Rittal, Axis Communication Key Technologies Networking, mobility, servers, UC, security

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Meta Infotech Snapshot Headquarters Mumbai Branches 2 Key Executives Saravanan N., Director; Gopinath Raman, DirectorTechnology; Vibhore Shrivastava, HeadInfrastructure Business Key Principals Webtrends, Arahe Solutions, iDashboards, Blue Coat, Aruba Networks, Websense, F5 Networks Key Technologies Security, business intelligence and analytics, managed services

Venu Gopal Peruri Managing Director and Chief Executive Officer

Why it is a Winner:

WINNER

S

ecurity Special Award

BECAUSE it decided to venture into overseas markets and opened its first international office in Dubai. Because that’s a daunting proposition. Because it created a new benchmark by launching a money-back guarantee on support services.

Because it’s one of the few companies globally that offers that guarantee on its 24/7, 365 days—year support services. Because servicing clients is an expensive activity. Because it refuses to follow the herd. Because it is willing to invest in itself. Because it spent Rs 4.5 crore on a

new office in India and it tripled the size of its sales force. Because that move helped it grow its profits by over 50 percent in. Because it maintains a technical-to-sales staff ratio of 3:1. Because this technical-centric approach means it only deals with large enterprise customers and puts it on the same platform as tier 1 systems integrators. Because that sort of thinking helped it acquire over 30 corporate clients in the last year. Because its bold management decisions and the introduction of unique ‘support services’ has seen its revenues increase by over 30 percent and its customer base triple.

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Microlink Solutions Snapshot Headquarters Ahmedabad Key Executives Amit Dave, Director; Jayesh Jani, Head–Services Delivery; Rajendra Patel, Head-Techincal Solution; Ashwin Khimani, HeadAccounts. Key Principals Cisco, HP, Tyco, Molex, Siemon, D-Link, DAX, VMware, IBM, VIVOTEK, Sony Key Technologies Networking, datacenter, facility management, IP CCTV, servers, security, power and cooling

Ketan Khimani Director

Why it is a Winner: BECAUSE Microlink Solutions dared to revise its product portfolio. Because it had to revamp its approach to cater to new customers and their requirements. Because even with a change in focus it managed to make a mark in the market. Because 92

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it roped in the best man power from the industry to achieve its new goals. Because new targets require a renewed outlook. Because it made the most of a newly formed team by delivering the best solution for the new portfolios. Because it added new customers and retained the old. Because it

also saw opportunities in smaller markets like Borada and Surat where others are reluctant to approach. Because this has expanded its reach and improved its presence. Because its team, even after executing big projects, never rested on its laurels. Because this underscored Mircolink Solutions’ commitment to constantly improve and upgrade its internal processes. Because that has improved its brand value. Because it does not believe in aligning to a vendor exclusively. Because Microlink Solutions does not adhere to the ’one size fits all’ approach. Because each customer has specific requirements that need toaddressed and fulfilled.


Minitek Systems Why it is a Winner: BECAUSE Minitek Systems successfully transition itself to an end-toend solution provider from a mere box pusher. Because this allowed it to spread to newer locations like Mumbai and Pune. Because this gave it more room to manoeuvre when

the market conditions were not favorable for growth. Because it invested in its team to facilitate the change in strategy. Because it invested in certification and training of staff to cater to the various verticals it operates in metros. Because the outcome of renewed

Vinod Mane Director

expansions plans resulted in them catering to various new verticals with their existing set of offerings. Because it developed datacenter solutions and reaped benefits in terms of turnover and new customer wins. Because it focus on the SMB sector in metro locations has led to an increase in customer additions. Because Minitek Systems managed to bag rival accounts by providing superior solutions. Because customer retention and acceptance has build confidence within its team to experiment with new solutions and bigger projects. Because this throws light on Minitek Systems’ adventurous spirit. Because this helped it increase revenue by 67 percent.

Snapshot Headquarters Nashik Employees 160 Key Executives Rajiv Gite, CEO and MD; Swapnil Deshmukh,HeadDirect Division; Dhananjay Handge, Head-Channel Division; Sunil Patil, Senior Service Executive Key Principals HP, IBM, Lenovo, Acer, Microsoft, Adobe, Corel, Oracle, Autodesk, Tally, Red Hat, Cisco, VMware, Tyco, Dlink, Molex, Digital Rack, APC, Numeric, Emerson, Quickheal

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M K Infosystems Why it is a Winner: BECAUSE M K Infosystems believes in catering the best to customers. Because it partnered an Italian company to learn and train more about its surveillance solutions. Because it believes in making that extra effort to build that perfect solution

Manoj Bisht Managing Director

for customers. Because it is not just another boxpusher. Because its team has always kept abreast with the latest in technology. Because it has always looked to add its own flourish to its solutions. Because it understands that every customer’s needs are unique. Because

this has helped it sell more and allowed it to grow revenues by almost 17 percent. Because M K Infosystems believes in investing in niche technologies. Because run-ofthe-mill solutions are passĂŠ. Because niche technologies need a niche skill-set and it has ensured that its team is well-trained. Because it meticulously planned its internal process and refined it. Because that got it an ISO 9001:2000 certification. Because it understands the value of having the right set of partners. Because that build the business bottom up. Because it dares to go against the current when many others resist.

Snapshot Headquarters New Delhi Employees 112 Key Executives Preeti Bisht, Director; Biswadeep Bisht, Director; Punit Ahuja, Business Devlopment Manager Key Principals Molex, Tyco, CommScope, Extreme Networks, Cisco, HP, Infinova, Axis Communications Key Technologies CCTV and FAS BMS, netwokring, facility managemnt, servers, desktops and notebooks

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MN World Enterprise Snapshot Headquarters Bangalore Employees 75 Key Executives Neeraj Shukla, Director; Md. Masoom, Director Key Principals Rackspace, Seanodes, Nutanix, Amazon, HP, NetApp, VMware, Citrix Key Technologies Cloud computing, security, managed services, storage, virtualization Key Verticals IT/ITES, manufacturing, telecommunications

Praveen Dwarkanath Director

Why it is a Winner: BECAUSE MN World was among the first few companies to get into the ‘managed public cloud’ space, as a next step in its already successful public cloud venture. Because the company settled for nothing less than the behemoths in cloud computing—Ama-

zon Web Services and Rackspace—to kick start its new initiative. Because its partnership with these two vendors was much more than a reseller agreement with the company smartly white-labelling its managed cloud offerings. Because the new initiative better equipped the SI to JUNE 2013

convince sceptical customers about moving to the public cloud. Because the unique model allowed the company to slip in its own management and monitoring services and earn substantial services revenue. Because MN World significantly widened its client base in verticals where it once had relatively little traction. Because the company witnessed a 100 percent jump in its cloud business in just a single year, thanks to its unique strategy. Because it embarked on new partnerships with vendors that are unknown to Indian customers. Because these partnerships resulted in a spike in its revenue in key areas like storage virtualization. INDIAN CHANNELWORLD

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Mukesh Infoserve Snapshot Headquarters Chennai Employees 190 Branches 7 Key Executives Senthil Kumar S., CFO; Varadharajan V.S., CTO Key Principals HP, IBM, SAP, Cisco, WatchGuard, AMP, Molex, VMware Key Technologies Cloud computing, desktops and notebooks, storage, mobility, enterprise applications

Mukundh B. Chief Executive Officer

Why it is a Winner: HALL OF FAME

Award

96

BECAUSE it forayed into niche solutions despite having a wide spectrum of products and solutions in its portfolio. Because it chose to expand to technologies like business intelligence, which is considered a strategic investment area for many large enterprises.

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Because it created a sizeable business from this new addition within a short span of time. Because Mukesh Infoserve also came up with a strategy of bringing ‘verticalization’ to its portfolio. Because the company’s move to add new solutions like SAP yielded quick and good

results for the company. Because it boosted its cloud business by spotting new opportunities around application development on a cloud platform. Because it further pushed the envelope on application development by designing functionspecific applications for the mobile platform. Because its exclusive mobile CRM application got it many new customers and opened up a whole new market. Because its relentless focus on profitability, amidst multiple new initiatives, ensured repeated success. Because it believes in the theory of ‘right sizing’ rather than down-sizing, in order to stay profitable.


Network Techlab Why it is a Winner: HALL OF FAME

Award

BECAUSE Network Techlab reduced its PC and peripherals business by 40 percent. Because such a move is fraught with risk, yet it dared to look beyond. Because this bold move helped it divert its teams and resources to focus on new technological areas of

physical security. Because it has been able to position itself as an end-to-end security provider. Because it invested in setting up a state-of-the-art POC lab. Because that helped its customers gauge quality and worthiness first hand. Because this helped it acquire enterprise accounts in back

Atul H. Gosar Director

up and recovery. Because it invested in an emerging technology like web application firewall and won lucrative deals. Because this has helped it establish itself as a trusted provider of niche technologies. Because it added more technology solutions like IP telephony, unified communication, and video surveillance rather than rest on it laurels. Because it started operations in smaller cities like Baroda and Vapi. Because it saw a need to address the requirements of small town businesses. Because it started operations in datacenter management solutions which should chart another growth opportunity.

Snapshot Headquarters Mumbai Branches 3 Employees 280 Key Executives Harish J. Gada, Director Key Verticals BFSI, IT/ITES, government, construction and real estate, telecom, healthcare, media, automotive/ transportation, mining/ oil/gas Key Principals Emerson Network Power, Amaraja Batteries, Canon, IBM, Honeywell Security JUNE 2013

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One Network Why it is a Winner: BECAUSE it keeps it ear to the ground. Because that talent is what ensured it followed the success of machine-to-machine (M2M) solutions in global markets and figured that it was going to make its debut in India. Because it acted quickly on the op-

Avvinash Basantani Director-Commercial

portunity to ensure it had first-mover advantage and forged an exclusive tie up with Multi-Tech Systems, a strategic player in the M2M markets in the US. Because this enabled the company to start early pilot projects with Wipro and TCS in the M2M area. Because it addressed the challenges

of Internet connectivity by providing Internet signals for communication via electricity. Because despite an economy that put pressure on profitability it decided to hire only MBAs for most job profiles within the company. Because it did that to maintain its high standards across day-to-day operations and strategic initiatives. Because it’s processes achieved ISO 9001:2008 certification. Because it will not let quality be sacrificed at the alter of commercialism. Because the revenues it’s garnered from networking and mobility have increased by 25 percent and 15 percent respectively in the last fiscal.

Snapshot Headquarters Mumbai Employees 38 Branches 4 Key Executives Anuradha Makhija, MD; Shailesh Kanolkar, Director-Technical Key Principals Juniper Networks, Cyberoam, Aruba Networks, Cisco, Nexus (Portwise), SecurEnvoy, Multi-Tech Systems, Billion Key Technologies Networking, security, mobility, UC 98

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Orient Technologies Snapshot Headquarters Mumbai Employees 940 Key Executives Umesh Shah, Director; Ujjwal Mhatre, Director; Jayesh Shah, Director Key Principals HP, IBM, Cisco, Microsoft, Citrix, Symantec, Fortinet, APC, McAfee Key Technologies Servers, facility management, security, storage, managed services, cloud computing, networking, virtualization, MPS

Ajay Sawant Managing Director

Why it is a Winner:

WINNER

C

loud Special Award

BECAUSE it drove its services business by selling service along with products and technologies. Because its management decided to attach a 10 percent service charge for designing, implementation, and project management with each

product transaction at the customer end. Because these multiple initiatives resulted in rise of over 25 percent in managed services business unit last fiscal. Today the service business contributes 30 percent to company revenues. Because its management decided to drop a product JUNE 2013

or technology if they did not have requisite expertise in positioning those technologies effectively and that meant a clear ‘no’ to box selling. Because they forged alliances with OEMs like Bluecoat, Apple, and Dell, which not only swelled the company’s top line but also ensured healthy a bottom line. Because it decided to shut down non-profitable business units and contracts with immediate effect. Because they concentrated on building skill sets for new technologies like virtualization, ensuring that business grew by 25 percent last fiscal. Because this renewed focus made sure they made inroads in the cloud computing space. INDIAN CHANNELWORLD

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P. H.Teknow Why it is a Winner: BECAUSE, during the last year, the company forayed into cloud services, foreesing large opportunities in this domain. Because the solution provider was successfully able to convince its three big customers to migrate from their onpremise solutions to an

Paresh Shah Partner

effective Microsoft cloud solution. Because the results of this move have been phenomenal. Because P.H.Teknow won three big projects; the first customer, with 450 seats, was onpremise who migrated to Microsoft Office 365 solution; the second customer was given Microsoft office

solution on cloud; the third customer, with 1000 seats, was on premise Exchange for messaging. Because its customers always come back for more. Because P.H.Teknow has moved to a new bigger office, considering the huge costs of real estate involved in Mumbai. Because this move is radical and indicates the growth curve of the organization. Because, the company has, in the process, increased manpower in the areas of marketing and technical support. Because they were hired to address a plethora of opportunities from the SMB segment in the area of cloud services, virtualization, and storage solutions.

Snapshot Headquarters Mumbai Employees 20 Branches None Key Executives Manish Shah, Partner Key Principals Microsoft, Adobe, Autodesk, CA, Kaspersky, Quickheal, Symantec Key Technologies Cloud computing, software products and services Key Verticals IT/ITES, BFSI, manufacturing

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Parth TechnoComm Solutions Snapshot Headquarters Kolkata Employees 60 Key Executives Jaydip Mehta, Director; Pradip Sheth, Director; Viren Mehta, Director Key Principals Cisco, HP, EMC, Dell, Aastra, Matrix, Juniper, TE Conectivity, CommScope, Plantronics, Jabra, VMware, Citrix, Cyberoam, Fortinet, Dell Sonic Wall Key Technologies Networking, UC, datacenter, servers, cloud computing

Tejas Mehta Director

Why it is a Winner: BECAUSE Parth TechnoComm Solutions fought a slowdown to make its presence felt in the eastern sector. Because it is amongst the few organizations in the eastern region that have the capability and resources to effectively implement a

combination of voice, network, data, video and mobility solutions. Because it takes vision to develop your own channel network.. Because it provides an IT starved region an end-to-end IT experience. Because it positions itself as a single vendor point of contact . Because JUNE 2013

that allows hassle-free service to customers. Because it has a robust post-sales support team which is certified on voice as well as networking and datacenter solutions. Because this caters to complex technical assistance requirements of its clients. Because it boasts of a pre-sales team that is capable of designing extensive project based solutions and technologies. Because Parth TechnoComm’s alliance with big vendors has helped to build its reputation as a serious network solutions player. Because despite working slow fiscal year and a market that is not IT receptive, Parth TechnoComm has recorded a 25 percent growth. INDIAN CHANNELWORLD

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Path Infotech Snapshot Headquarters Noida Branches 4 Employees 400+ Key Executives Tarun Agarwal, DirectorTechnology; Aasheesh Garg, Director-Finance and HR Key Principals Oracle, Microsoft, QlikTech, Quest Software Key Verticals BFSI, IT/ITES, manufacturing, telecommunications

Pankaj Ratra Director-Business Development

Why it is a Winner: BECAUSE Path Infotech sharpened its go-to-market strategy and focus by dedicating separate teams for net new customer acquisition. Because this helped in growing its customer base and reach. Because in the last 18-20 months it has increasingly lead customer 102

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interactions with ready-tooffer business solutions. Because this facilitates quick problem solving and faster turn around. Because it has new initiatives in enterprise applications and managed services which are aimed at providing efficient solutions to its customers. Because it is fo-

cused on providing enduring solutions. Because Path Infotech’s market research and customer interaction has allowed it better to understand and deliver on market and customer requirements. Because it has progressed by learning from various initiatives. Because evolution is vital for any organizations longevity. Because it has primarily focused on datacenter solutions and achieved success by excelling in this technology domain. Because it believes in delivering execellence and has shown a revenue growth 28 percent. Because Path Infotech has earned top billing from its customers who have always come back for more.


Peak XV Networks Why it is a Winner: BECAUSE Peak XV Networks ventured into an emerging field like IPv6. Because the solution provider went the extra-mile by setting up a state-of-the-art lab for IPv6 testing and training. Because this has allowed customers take a peek at

a sought after solution. Because it invested in the best human resources and training which has ensured that customers get seamless and trouble free solutions. Because delivering quality needs the best people. Because the team has designed and implemented com-

Deepak Hoskere Managing Director

plex networks. Because it formulated standard procedures which are as per best practices in the industry. Because Peak XV Networks works with the top most networking vendors. Because it can deliver quality by working with the best partners. Because a combination of services and solutions is the company’s winning ticket to the customer. Because of these initiatives its revenues grew by nearly 41 percent. Because Peak XV Networks’ customer retention rate has always been good. Because it has ensured that customer needs are met. Because it has consistently fought off competition to stay on the top.

Snapshot Headquarters Bangalore Key Executives Vishwanath Venkatram, Head–Networking and Security Practice Key Principals Cisco, HP, Dell, D-Link, TE Connectivity, Lenovo, WatchGuard, Fortinet, Juniper Key Technologies Networking, security, servers, storage, desktops and notebooks, managed print services Key Verticals IT/ITES, manufacturing, healthcare, education

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Pentacle IT Solutions Why it is a Winner: BECAUSE Pentacle IT Solutions beat its only competitor in Kanpur after setting up an new office there. Because this location contributes to nealy 25 percent of its total sales revenue. Because it has always spotted opportunity in smaller markets.

Tilak Raj Ratra Managing Director

Because it reconstituted as a company registered under Companies Act 1956 creating a sense of reassurance among customers about its longevity in the market. Because the Pentacle IT Solutions’ team gathered competencies by getting certified in various technological

products and platforms. Because the company went ahead and executed POCs of VMware. Becase this led to the conversion ratio for the VMware mailing solution Zimbra to record a whopping 90 percent. Because in the last few fiscals,it has let go off its ‘bread and butter’ retail initiatives and focused on solution sales. Because even when its revenues dipped at first it held course. Because that helped it grow revenues by nearly 28 percent the which strengthened its bottomline. Because it ensured that the best certified resources were recruited to compliment its growth and deliver quality solutions.

Snapshot Headquarters Lucknow Branches 1 Employess 20 Key Executives Zuhair Husain, DirectorTechnical; Ruchi Ratra, Director-Finance and Administration Key Principals Dell, HP, Microsoft, Cyberoam, APC-By Schneider Electric, VMware Key Verticals Government, manufacturing, IT/ITES

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Quadsel Systems Snapshot Headquarters Chennai Employees 120 Branches 4 Key Principals HP, VMware, Riverbed, Double-Take Software, Red Hat, Avaya, Microsoft, Emerson, Reliance, Oracle, F5 Networks, Veeam Key Technologies Desktops and notebooks, servers, storage, datacenter solutions Key Verticals Government, IT/ITES, manufacturing, mining/oil/gas

Girish Madhavan Managing Director

Why it is a Winner:

WINNER

C

loud Special Award

BECAUSE Quadsel explored new domains in the cloud to get the best out of the technology concept. Because it came up with vertical-specific cloud offerings, such as hospital management software and disasterrecovery-as-a-service, among others. Because try-

ing something new is hard. Because these solutions were seen as unique value propositions by its customers. Because this initiative helped the company open up more business opportunities in the disaster recovery market. Because it not only built disaster recovery into a sizeable business but JUNE 2013

also excelled in this market through new partnerships with niche vendors like Double-Take and came up with easy-to-use-and-manage disaster recovery solutions. Because it simultaneously developed its mobility business and prepared itself to be part of a new tomorrow. Because these moves helped the company break into key competitors’ accounts. Because it also helped the company establish itself as a niche solution provider among new customers. Because it ensured profitability despite new customer acquisitions and new ventures by being bold and saying no to lowmargin business and customers who had ambiguous payment terms. INDIAN CHANNELWORLD

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QuantM Snapshot Headquarters Gurgaon Key Executives Sanjay Bakshi, MD; Renu Chawla, Head-SI Business; Rajiv Malik, CFO Key Principals IBM, HP, Dell, NetApp, Microsoft, CA Technologies, Cisco, Fortinet, VMware, Symantec, Oracle, Citrix, EMC Key Technologies Servers, storage, networking, managed services, datacenter solutions, facility management, virtualization, cloud, security

Pawan Khurana Chief Executive Officer

Why it is a Winner:

WINNER

S

torage Special Award

106

BECAUSE last year it planned to reinvent itself from being an IT infrastructure solutions player and become a progressive IT services company. Because acquired TEAMQORQ to expand its solution base to global markets and use its IP to

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offer SaaS solutions. Because the move improved the health of its bottom line and improved its positioning in the market. Because its investments in the cloud resulted in the successful acquisition of more than one anchor client for each of the service offerings in its portfolio, includ-

ing SaasS, PaaS, IaaS, and DR-as-a-service. Because it invested in a strategic partnership with a tier-3 class datacenter in Bhiwadi to strengthen its cloud offerings. Because all of this led to a 200 percent jump in revenues from cloud. Because it walked out of projects which had financial risk or a potential for cash. Because that strategy made bandwidth more available for more profitable business opportunities and new initiatives. Because it implemented a BPFJ (Best Person for the Job) philosophy leading to tougher decisions of consolidating the roles of its staff to improve productivity and operational excellence.


Raksha Technologies Why it is a Winner:

WINNER

S

ecurity Special Award

BECAUSE it moved from being a predominantly security player and introduced storage as a new line of business. Because it decided against retraining its existing staffers to run the new business and instead created a new team. Because that

strategy paid off with the acquisition of good deals. Because today 20 percent of its revenues come from its storage business. Because it appointed a senior resource for IBM Tivoli Endpoint Management Solutions and got the team certified in the domain. Because it ex-

V. Anand Chief Executive Officer

ecuted a huge project of selling pure services--an end-point security migration service for 25,000 nodes including changing the architecture for a client with offices across the globe. Because that huge project and the risk involved has boosted its team’s confidence, leading them to sell services for solutions they have not directly sold in the past. Because it moved to a bigger office in Chennai, one with state-of-the-art facilities including a lab/ POC center for emerging technologies. Because that investment, especially the lab, helps its customers make more informed decisions and leads to a shorter sales cycle for the company.

Snapshot Headquarters Chennai Employees 55 Branches 2 Key Executives V. Raghavan, Director; Saravanaprabhu, VP Key Principals Trend Micro, Fortinet, IBM Tivoli End Point, NetApp, Symantec, McAfee, Websense, Cisco Ironport, FireEye, Check Point, Dell SonicWALL, EMC Key Technologies Security, storage

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SBA Info Solutions Why it is a Winner: BECAUSE SBA created a market niche by positioning itself as an ‘IT Infrastructure-Datacenter vendor’. Because a narrowfocus like that can be scary. Because its decision paid off when the company won a number of important solution deals. Be-

V. Anantha Narayanan Managing Director

cause it made deep inroads in key areas like virtualization, security, and infrastructure management services through its datacenter initiative. Because these moves helped it move gradually into larger accounts, where it did not have presence in the past. Because it boosted its im-

age as a mature datacenter player within a span of a single year and witnessed a quantum leap of over 50 percent in its top line. Because this new image helped the company compete against national and even global players in its market and win many key orders. Because it boldly formulated a strategy around open source technology in messaging and IMS. Because it also went ahead and productized these open source services and solutions for its customers. Because the company set up its own cloud infrastructure to offer these services and many more on a pay-as-you-go model to its customers.

Snapshot Headquarters Chennai Employees 35 Branches None Key Executives S. Kanthanathan, Director-Technical Key Principals IBM, Cisco, VMware, McAfee, Symantec, NetApp Key Technologies Servers, security, datacenter solutions, desktops and notebooks, virtualization, storage Key Verticals Construction, education, automotive

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Secant Technologies Snapshot Headquarters Ludhiana Key Executives Sangita Singh, Chief Manager; Anju Bala, Deputy Manager Key Principals HP, Microsoft, Apple, Intel, Symantec, Cisco, D-Link, APC By Schneider Electric, IBM, Belkin Key Technologies Desktops and notebooks, servers, security, networking, power and cooling Key Verticals Manufacturing, government, education, BFSI, healthcare

Paramjit Singh Juneja Chief Executive Officer

Why it is a Winner: BECAUSE Secant Technologies exited its distribution business altogether over the last year. Because it then added new product lines- iOS based iPads and iphones - to its corporate/ enterprise portfolio. Because this risky move paid off. Because integrating

iPads and iPhones into corporate solutions has helped Secant Technologies leverage the idea of bringing mobility to its enterprise clientele. Because it offered customers mailing (integration with exchange server), security, and ERP solutions using mobile products. Because it took the initiaJUNE 2013

tive to introduce something new. Because that move paid rich dividends for the solution provider. Because this specialization saw customer accept its new offerings, paving way for Secant Technologies to gain entry into new accounts. Because it tied up with Adobe and offered its solutions which helped it increase its bottomline. Because this increase helped it implement CRM and ERP solutions within the organization and improved the processes. Because it used the internal ERP implementation as an effective POC. Because this helped Secant Technologies acquire new customers. Because its customer wins and initiatives recorded a 31 percent revenue growth. INDIAN CHANNELWORLD

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Secure Network Solutions Snapshot Headquarters Chennai Key Executives Syed Wasiq, National Sales Head; S. Subramanian, National Support Head Key Principals Check Point, Fortinet, WatchGuard, Cisco, IBM-ISS, Websense, Sophos, Riverbed Key Technologies Security, networking, storage, servers Key Verticals IT/ITES, manufacturing, education, finance/ banking/insurance, automotive/transportation, government, media

N.K. Mehta Managing Director and Chief Executive Officer

Why it is a Winner: BECAUSE last year it decided to focus on enterprise customers and provide them with superior support services, a move which narrowed its focus on clients on the lookout for experts in security infrastructure and great support services. Because it’s 110

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‘High Performing Company’ rating by Crisil boosted the company’s brand image among enterprise customers and OEM companies. Because it stopped working with customers that were unwilling to pay for good support or wanted free support. Because these beliefs and actions saw its

service revenue increased by 50 percent in the last fiscal and helped boost its bottom line. Because it sucessfully acquired and merged with a competing company in Bangalore, a strategy that gave it 40 new accounts. Because it dropped product lines to focus on fewer products with better returns. Because it invested heavily in a POC and training facility and also hired a senior HR manager, which resulted in the lowest attrition rate in the company’s history. Because it hired consultants to carve a Business Model Canvas which helped the company grow its revenues by 35 percent.


Sigma-Byte Computers Why it is a Winner: HALL OF FAME

Award

BECAUSE Sigma-Byte Computers moved to a new geography. Because it accomplished this after successfully starting operations in the UAE as well as Singapore. Because it achieved this during a slowdown. Because it also acquired an IT distribu-

tion and services company in South Africa. Because Sigma-Byte Computers ventured into inBuilding Wireless Solutions (WiFi and Cellular) during the last fiscal. Because the company has emerged as a prominent AV player which has helped it witness a 50 percent revenue

Ketan Kothari Managing Director

growth over the last fiscal. Because Sigma-Byte Computers has enjoyed healthy bottomlines. Because it has developed pockets in many verticals such as telecommunications, manufacturing, healthcare, and FMCG, which are contributing to about 20 percent of its overall business. Because it has strategized and ensured that each vertical contributes nearly 5 percent. Because, apart from newly developed verticals the core verticals like IT/ITES and BFSI contribute to a whopping 80 percent of the overall business pie. Because Sigma-Byte Computers has a vision and it makes sure that this vision’s executed to perfection.

Snapshot Headquarters Mumbai Employees 500+ Key Executives Alkesh Gandhi, Director Key Technologies Networking, AV, security, datacenter Key Principals CommScope, Panduit, TE Connectivity, Molex, Leviton, Creston, Kramer, Extron, Tandberg Key Verticals IT/ITES, BFSI, healthcare, telecommunications, FMCG, manufacturing

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Solutions India Systems Why it is a Winner: BECAUSE it generated a whopping 40 percent growth in its topline, in a competitive audio-visual market. Because it achieved that thanks to a sustained focus on excellence. Because it single-mindedly focused on delivering a best-in-class experience to

Punit Rastogi Director

its customers, for which it invested heavily in consulting and designing capabilities. Because it believes in excellence. Because its efforts around promoting its principle of ‘peoplemeeting-over-video’ paid off well when it executed some of the country’s most prestigious projects. Be-

cause it was chosen by Reliance Industries to design and implement a project for its chairman’s boardroom, reportedly the largest boardroom in the country. Because its focus on systematic processes in order to deliver the best experience to its customers gave the company many case studies of flawless implementations. Because it developed vertical-specific capabilities and created tailor-made solutions for diverse industries including retail, hospitality, education, IT, auto and manufacturing. Because the trust it has built over the years with its customers has made it a preferred partner for leading vendors in the AV space.

Snapshot Headquarters Mumbai Employees 150 Branches 8 Key Executives Mustafa Rampurawala, Projects Head; Nehal Akhter, National Business Head Key Principals NEC, Samsung, LG, LifeSize, Polycom, Panasonic, WolfVision, Philips Key Technologies UC, video conferencing, telepresence 112

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Spark Technologies Snapshot Headquarters New Delhi Employees 125 Branches 4 Key Executives Surinder Pal Singh Palia, Director; Rajesh Budhwar, Director; Naresh Dhyani, VP-Support and Services; V.S. Dubey, VP-Finance Key Principals Samsung, TE Connectivity, D-Link, Cyberoam, Emerson Key Technologies Networking, power and cooling, desktops and notebooks

S.R. Nautiyal Managing Director

Why it is a Winner: HALL OF FAME

Award

BECAUSE this ambitious solution provider plans to open offices across all major cities of India in the next five years. Because it recognizes OEMs for exclusive tie-ups and selectively aligns with them, hoping to scale up as a tier-1 partner and

develop bandwidth and skills. Because Spark Technologies has added technology products to its portfolio so that it can deliver added services to customers. Because this has prompted a move into power solutions through intelligent alliances. Because it invested in JUNE 2013

this domain which has now started fetching dividends. Because Spark Technologies set up its own corporate office in major industrial region in New Delhi. Because this has proved to be beneficial gor its growth even though the initial investments were high. Because this has ensured that it is able to showcase and demonstrate all its solutions to customers. Because the company has expanded its presence to Noida and Gurgaon and through the year Spark Technologies plans to expand to three more cities in North India. Because it has recorded a revenue growth 33 percent. INDIAN CHANNELWORLD

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Stallion Systems & Solutions Snapshot Headquarters Kochi Branches 18 Employees 250 Key Principals Datamax, Datalogic, Avery Dennison Key Technologies Barcode and RFID Key Verticals Manufacturing, telecommunications, government, education, IT/ITES, BFSI, automotive/transportation, mining/oil/gas, construction/real estate

Rajeev Nair Managing Director

Why it is a Winner: BECAUSE Stallion Systems & Solutions, which started off with just one employee in 1996, presently has 16 offices across the country and a presences in three countries. Because it has not limited its boundaries to India alone and decided cross over and set up 114

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business in UAE; a move that was met by resounding success. B this branch becoming a prime mover for the company’s business overseas. Because the first overseas success triggered the set-up of its operations in Qatar in 2012. Because Stallion Systems & Solutions has built a strong

distribution and channel network for its products and has succeeded in a nascent market like Kochi. Because it spread across various other locations. Because alongside the geographic expansion, it moved to the next level of solutions; from barcode to RFID. Because it ensured that it had quality technology and manpower for a smooth transition. Because this transition has given Stallion tremendous scope for business in future. Because it is equipped with suitable internal and external training programs. Because it believes in making complex technologies simple through perfect execution.


Sterling Infoways Why it is a Winner: BECAUSE Sterling Infoways added Managed Services to its protfolio. Because this fetched it extra business. Because the company expanded customer base across India through an enhanched tie-up with Lenovo for stocking of the vendor’s commercial prod-

ucts. Because this helped it garner additional business with a bottomline growth of 17 percent. Because the process gave access for Sterling Infoways to acquire some very large enterprise customers such as Star TV, Coke, KPMG, Metso Group, Apollo Munich, Regus Group, among

Sandip Sarkar Director-Sales

others without heavy investments in additional sales resources. Because these accounts contributed to approximately 18 percent of the entire business. Because the company explored upcountry markets and added a branch in Panipat. Because this move helped add more to its bottomline. Because, despite the slowdown Steling Infoways has achieved 50 percent growth and made huge investment in stakeabout Rs 20 crore- which has paid off. Because it has added new employees even though it meant that there would be an increase in operational cost. Because it does not believe in saving costs by compromising on quality.

Snapshot Headquarters Gurgaon Branches 6 Employees 82 Key Executives Rajesh Kalra, MD; Dimple Kalra, Director; Kapil Sharma, Director-Technical Key Principals IBM, Lenovo, HP, Cisco, Cyberoam, Schnider, Microsoft, Pitney Bowes, nComputing, NetApp, Juniper, Sony, Apple, VMware, TCS, Aircel, Tata Teleservices Key Verticals BFSI, healthcare, IT/ITES, telecommunications JUNE 2013

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Swan Solutions & Services Why it is a Winner: BECAUSE it added PSU banks as a vertical to encash on the large project opportunities in the space. Because that’s an example of how it keeps its hear to the ground and uncovers great breaks. Because it got itself

Murtuza Sutarwala Director

empanelled with SBI and the Bank of India to bid for large enterprise projects. Because it’s major revenue earners (almost 80 percent) come from finance, banking, accounting and insurance and this gives it more insight for new business opportunities across

PSU banks. Because its management is confident of making more inroads into this vertical. Because its constant search for new opportunities led it to huge deployments around open source OS and middle ware for a couple of large enterprise customers. Because it added executives with pre-sales skills to its sales team to make inroads into competition account and ensure the right positioning of its solutions. Because its virtualization business almost doubled in the last fiscal. Because the company is on a high growth path registering a rise of over 70 percent in revenue.

Snapshot Headquarters Mumbai Employees 115 Branches 5 Key Executives Kamal Sejpal, DirectorOperations; Nitin Alsi, President-Sales; Manish Naik, Manager-Sales Key Principals HP, IBM, EMC, VMware, Citrix, Acer, Lenovo Key Technologies Servers, storage, desktops and notebooks, virtualization, security, networking, facility management 116

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Syndrome Technologies Snapshot Headquarters Mumbai Branches 4 Employees 110 Key Executives Bhavesh Thakar, SalesEnterprise; Dipankar Pal, Presales-Virtualization; Amit Khanna, PresalesCollaboration; Hetal Mittal, Head-HR Key Principals Cisco, HP, Citrix, Schneider, Dell, Check Point, F5 Networks Key Verticals BFSI, telecommunications, IT/ITES

Siddharth Mehta Chief Executive Officer

Why it is a Winner: BECAUSE Syndrome Technologies, hitherto a networking company, forayed into six new areas, namely datacenter, collaboration, virtualization, storage, managed services and InBuilding solutions. Because with this it expanded its customer base and got

onboard large enterprise accounts like Aditya Birla Group, Mahindra & Mahindra, HDFC, among others which it won by fighting off competition from large integrators like HCL, Wipro, and Datacraft. Because it has helped shift customer focus from supplier-focused IT to datacenter managed JUNE 2013

services. Because it has plans to establish telepresence services in the forthcoming year. Because it has invested heavily into training its resources in this sphere ensure that it is well-prepared. Because it has set benchmarks across industry verticals such as banking, broking, NBFC, manufacturing, pharma, and IT/ITES over the last decade. Because it achieved this by aggressively expanding its collaboration portfolio over the years in telephony, IM presence, voice recording, room based and desktop video conferencing, telepresence, etcetera. Because it believes in helping customers set up their work place in a cost effective manner. INDIAN CHANNELWORLD

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Sysware Infotech Snapshot Headquarters New Delhi Key Executives Ashok Sharma, Director; Sanjay Khandelwal, Project Sales Manager Key Principals Axis, Cisco, Genetec, HP, Microsoft, Schneider, Tyco, Vivotek Key Technologies Security, software, storage, facility management, unified communications, desktops & notebooks, servers, networking, power and cooling, printers and managed print services

Yogesh Mehta Director

Why it is a Winner: BECAUSE Sysware Infotech took a gutsy decision to close down an operating branch in Uttarakhand as the facility was an impediment to its growth roadmap. Because the closure helped consolidate resources and focus on large projects. Because it built a 118

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strong team to service customers in these large projects. Because such a radical move required a robust internal team. Because it ensured that this robust team was built on the strength of Sysware Infotech’s training and certification process. Because this has resulted in a number of customer

wins. Because apart from expansion plans it regularly updated its range of high-end surveillance and IP telephony solutions. Because it achieved this by partnering with some of the biggest vendors. Because it managed to bag a number of accounts from competitors and make big strides in the market. Because it created a new identity. Because it has now developed from being a system integrator to a technology integrator by delivering turnkey projects. Because it expanded its presence to new verticals like hosptality and manufacturing. Because this created better revenue opportunities for the future and strengthened its brand image.


Taashee Linux Services Why it is a Winner: BECAUSE it partnered with Amazon to provide AWS Services, which helped it create new service avenues from their customers. Because it partnered with Ubuntu as its only VAR in India because enterprise customers wanted a cost-effective

desktop OS alternative. Because it set up a full-fledge development center that specializes in next-gen development frameworks like BRMS, SOA, ESB and its specialized team was trained to handle advanced data technologies like Hadoop, big data, and data services platforms.

Manoj Kummar Garg Chief Operating Officer

Because its early-mover advantage with BRMS won it two consultancy projects of prominent organizations. Because it developed its first cloud-ready CRM application. Because it used built-in analytics to help management judge which products and services were more suitable depending on zones, and standardize a sales cycle for them. Because its strength in middleware and its investments in simulations helped it emerge as a strong partner of VMware for the vFabric family of products. Because it registered a 15 percent and a 10 percent growth in virtualization and cloud respectively.

Snapshot Headquarters Hyderabad Key Executives Abhishek Datt, CTO; Amit Kulkarni, GM-Sales (Mumbai); Dhiraj Khare, GM-Sales (Bangalore); Bhuvaneshwari Ramesh, GM-Sales (Chennai), Lavanya V., Accounts-Head Key Principals Red Hat, JBoss, VMware, EnterpriseDB, Veeam, Symantec, Nagios, Zimbra Key Technologies Virtualization, datacenter solutions, managed services, cloud computing, networking

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Targus Technologies Why it is a Winner:

WINNER

Data

Center Award

BECAUSE Targus Technologies has started expanding its business overseas. Because this has helped it build a strong global footprint. Because the company is in the process of setting up 60 service centers in UP under the UPLC project, having bagged the

Col. Balwinder Singh Managing Director

contract for the same. Because this has increased the solution provider’s presence in the domestic market as well. Because the company diversified its business and added new clients. Because in addition to this, it was successful in getting business from existing customers by cross selling and

upselling. Because the company stopped working on unprofitable businesses and run rate businesses and started focussing more on technology and projection. Because the company did a thorough SWOT analysis of its employees so that their approach is always focused and they keep on moving in the right direction. Because this smart move helped curb attrition. Because Targus Technologies realligned its internal organizational structure with sales, products, presales, and services as different groups while retaining sales as the central nucleus team. Because this has strenghtened its customer relations and consolidated business.

Snapshot Headquarters Gurgaon Branches 11 Employees 320 Key Executives Raunaq Singh, Director; Amarjeet Singh Walia, Director Key Principals HP, Cisco, Microsoft, Juniper, Oracle, IBM, Red Hat, Riverbed, VMware, CommScope, Citrix Key Verticals Telecommunications, IT/ ITES, government

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Techmatrix Infotech Snapshot Headquarters Mumbai Employees 35 Branches 6 Key Executives Dileep Mehta, Director; Girish Mehta, Director Key Principals Kaspersky, Dell, IBM Key Technologies Managed services, security, servers, networking Key Verticals Government, education/ non-profit, finance/ banking/insurance

Vikram Mehta Director

Why it is a Winner: BECAUSE it moved from being a reseller to a systems integrator and managed security services provider to enterprise customers. Because it stopped selling retail AV box-packs and focused on the enterprise segment. Because

it developed an in house, enterprise-class IT system management solution that helps its customers maintain their security posture and IT infrastructure. Because it also started selling servers and networking solutions and emerged as an end-to-end services provider offering branch JUNE 2013

setup, managed services, and server implementation. Because it took up the challenge of addressing a new market and today it caters to 500-plus enterprise accounts. Because its overall security business leaped significantly fueled by a national distributor agreement with Kaspersky. Because it is now a serious player in the managed security services space as over half of the company revenues emerge from services. Because the services model ensured bottom lines, cash inflow and customer loyalty. Because the company is investing more than half of its profits in hiring high skilled manpower and technical staff. INDIAN CHANNELWORLD

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Trident Information Systems Snapshot Headquarters New Delhi Employees 35 Key Executives B.B. Goel, Director-Finance; Amit Roy, VP-Enterprise Applications; Rajneesh Bhagat, Opertation Manager; Mamta Diwan, VP-Sales Key Principals Microsoft , IBM, QlikTech , ACL Services Key Technologies Enterprise Applications, business analytics, audit and security Key Verticals Government, manufacturing, retail

Anita Jain Chief Executive Officer

Why it is a Winner: BECAUSE Trident Information Systems spread its wings to newer geographies like Africa. Because to succeed in unchartered markets needs guts. Because it ensured that it entered the market only when the conditions were ripe. Because smart moves 122

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have to be timed right. Because it has done well even when the political conditions were not conducive for business. Because commitment to work even in such conditions needs courage. Because it has not only opened new avenues for itself, but also provided job opportuni-

ties to the locals in these new locations. Because the new projects have only increased its team’s zeal to improve and produce the best solutions. Because it does belive in resting on its laurels. Because this attitude has helped them bag big projects and cemented its reputation. Because in continuation of its global plans it started Trident Global Business Services which will focus on consulting. Because this will allow it to spread wide. Because new ventures, customer satisfaction, and dedication have helped it grow its revenue by nearly 15 percent. Because it takes hard work to grow and expand when the markets are down.


Valuepoint Systems Why it is a Winner:

WINNER

Data

Center Award

BECAUSE Valuepoint Systems has made huge investments in public cloud and has focused on strengthening group and associate companies. Because it has tied up the Alltime IT solutions—one of the pioneering cloud consortiums in the country—in

order to boost its cloud initiatives. Because it has diluted investments in poorly performing branches, and instead, increased focus on profitable businesses. Because this meant that there was a paradigm shift in focus from topline business to profitability. Because Valuepoint Systems boldly

R. S. Shanbhag Chairman and Managing Director

added its huge portfolio with another creative suite by foraying into security, mobility, creativity, and professional services. Because these niche areas will help the company scale up to the next level. Because it has also shifted focus from a single alliance to multiple alliances for technology solutions. Because the company has taken a bold decision to abstain from large deals with untenable payment terms. Because it intends to concentrate on areas where it can deliver bandwidth, resources, and skills to ensure that it deliver quality solutions. Because this will improve its mindshare in the market and has increased its revenues by almost 12 percent.

Snapshot Headquarters Bangalore Employees 2000+ Branches 13 Key Executives H.R. Sampath Kumar, CEO; Ganesh Mahabala, SVP Key Principals HP, Dell, IBM, Fujitsu, NetApp, EMC, Oracle, Cisco, Juniper, Xerox, SpectraLogic, Microsoft, Symantec, Adobe, Lenovo, Acer, Blackberry, Nokia, Samsung, Brocade, Kaseya, AMD

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vCentric Technologies Why it is a Winner: BECAUSE vCentric grew to be a significant player in the enterprise application space with the help of a single vendor. Because its remarkable journey with SAP got it quickly elevated from being a channel partner to one of the very few Gold partners of

Venu Gopal Uppalapati Chief Executive Officer

that vendor in the country. Because vCentric won the very first deal for SAP’s Business Suite on HANA across Asia Pacific and Japan. Because it took the bold step of acquiring a SAP partner company. Because this strategic move strengthened its market reach and capabil-

ity. Because it explored new markets within and outside India by expanding its business operation across Asia Pacific and to the Middle East. Because it has added many industry giants to its customer list. Because it brought about strategic changes within its organization to bring more industry and domain focus. Because it invests and participates in national-level forums. Because it sets itself aggressive, yet feasible, targets. Because these moves eventually contributed to a 150 percent jump in revenue and 100 percent customer retention rate.

Snapshot Headquarters Hyderabad Employees 600 Branches 4 Key Executives Satish Suri, COO; Nageswar Gupta Booragadda, Managing Director; Hari Prakash N.S.S., Director; Roop Kumar Keesara, SVPHR and Operations Key Principals SAP, IBM, HP Key Technologies Enterprise applications, BI and analytics, managed services, mobility 124

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VDA Infosolutions Snapshot Headquarters Mumbai Employees 450 Key Executives Deepak Jadhav, Director; Ashutosh Deuskar, Director Key Principals EMC, IBM, Micro Focus, VMware Key Technologies Storage, testing and modernization, facility management, servers Key Verticals BFSI, IT/ITES, manufacturing, automotive/transportation, telecommunications

Vikas Save Director

Why it is a Winner: BECAUSE VDA came up with a brilliant strategy to ward off tier-1 players that threatened its business in the large enterprise segment. Because it identified IT/ITES and BFSI as verticals that are open to working with smaller players and

consciously went after a select set of customers from these industries. Because the team at VDA successfully converted more than 60 percent of their leads into tangible business. Because they went further and focused on deep selling to these accounts, while also keepJUNE 2013

ing an eye out for new accounts. Because the company doesn’t believe in relying on a few large accounts. Because it does not buy into the popular ‘vendor-agnostic’ theory and instead created a policy to work with a select number of best-inclass brands in different technology areas. Because it consciously ensures it has very high partnership levels and close relationships with all its vendors. Because its investments in niche areas like testing and modernization tools helped it get an earlymover advantage and a number of new accounts. Because it also created an opportunity for it to cross sell other solutions. INDIAN CHANNELWORLD

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Veeras Infotek Snapshot Headquarters Chennai Employees 150 Key Principals Microsoft, Symantec, McAfee, VMware, NetApp, Cisco, Oracle, HP, EMC, IBM, FireEye, CommVault, Palo Alto, Kaseya, Adobe, Citrix, ACL, Fortinet, Trend Micro, Fujitsu, RSA, Websense Key Technologies security, virtualization, storage Key Verticals IT/ITES, manufacturing, mining/oil/gas, media

Sudarsan Ranganathan Chief Executive Officer

Why it is a Winner:

WINNER

S

torage Special Award

126

BECAUSE Veeras has once again became an independent entity by buying back 51 percent stake from the company that acquired it last year. Because it came up with the money through internal accruals and some debt. Because despite that investment it still spent

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an unprecedented amount of cash on training and development last year. Because it also invested heavily in breathing new life to its staffers by hiring an executive coach who helped re-organize and transform their approach to customers. Because in the last six months, its em-

ployees have changed roles and responsibilities and the company’s operational engagement model. Because the company acquired new customers even though times were hard and the market was flat. Because it refused to shrink when the market was down and invested more in its people, processes, engagements, and marketing. Because that’s something few of its peers would dare do. Because Veeras also expanded its portfolio and moved into data analytics, data visualization, data manipulation, and fraud detection with its alliance with ACL Canada. Because it saw the potential of working with CFOs, audit teams, and CEOs to detect and mitigate fraud.


Veetrag Computers Why it is a Winner: BECAUSE from a small city like Sangli, Veetrag Computers conquered new heights by leveraging its long-standing partnerships with Dell. Because it won’t let where it started define where it will go. Because it not only expanded its portfolio to include end-

to-end offerings from the vendor, but also explored new markets and grew its customer base significantly. Because growth on multiple fronts is stressful. Because it evolved into a quality turnkey solution provider for IT hardware, networking, connectivity, datacenter solutions, and server

Praveen Naik Owner

consolidation. Because it took the bold call of working with only one vendor at a time when customers expect a system integrator to carry all possible brands. Because it made significant inroads into markets like education, healthcare and the government last year with its improved portfolio and consulting capabilities. Because its close association with Dell resulted in improved support services and bandwidth to carry out large projects. Because its latest initiative around desktop virtualization and cloud computing has paid rich dividends to the company in terms of greater exposure and better company branding.

Snapshot Headquarters Sangli Employees 25 Key Executives Mahesh Mahajan, Business Manager; Kundan Patil, Logistics Manager; Chandrakant Chougule, Service Manager Key Principals Dell, Epson, Microsoft, TRENDnet, D-Link, Quick Heal Key Technologies Desktops and notebooks, servers, networking, printing and MSP

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Vitage Systems Snapshot Headquarters Bangalore Employees 37 Key Executives Ajay Badrinath, VP-Marketing and Communications; Jobi Thomas, VP-Technology; Shanmugam Subramani, Head-Support Services Key Principals IBM, HP, Fujitsu, Apple, Cisco, Juniper, FireEye, NetClarity, GoGlobal, Microsoft, VMware Key Technologies Server, security, storage, datacenter solutions

Jayanth Gojer Chief Operating Officer

Why it is a Winner: BECAUSE Vitage Systems took a conscious decision to transform itself from a volume player to a focused solution provider that offers value. Because it correctly identified data security as its core focus and invested in building compelling solutions around 128

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the technology. Because it formed smart and niche partnerships with leading players in areas like advanced persistent threats, network access control, secure remote access, and security information and event management. Because it formed an Emerging Technologies Group

(ETG) to build practices around unique products in these technologies and had its pre- and post-sales teams trained and certified. Because it did not hesitate in investing in expanding its presence to new geographies where its target customers for data security were located. Because it conducted effective branding initiatives such as focused events that highlighted its current focus on data security solutions. Because these initiatives resulted in a fatter and healthier bottomline with fewer but larger value-based deals. Because the end result is an impressive 43 percent jump in the company’s security business.


Wysetek Systems Technologists Why it is a Winner:

WINNER

S

torage Special Award

BECAUSE Wysetek Systems Technologists added storage to its portfolio of solutions to complement its compute and virtualization offerings. Because the expansion into storage technologies has resulted in augmenting solutions and services revenues for the

company during the last fiscal. Because it believes in selective alignment and decided to tie up with EMC. Because the company completed individual and organization level certification in order to go–to-customers. Because this ensures that it is up-todate with all technological

Cherian Thomas Director

developments. Because it reduced staff strength in some of the branch offices to streamline its work process. Because the company did a thorough assessment of high rental and operational costs at its offices in Hyderababd, Goa, Delhi, and Chennai and realized the huge rentals expended in these locations and moved out of the offices. Because it took a call to operate services from engineer residences in these locations, and alternately chose smaller offices. Because this helped it save cost and plugged leaks in the revenue conduit. Because this culminated in a revenue growth of nearly 12 percent.

Snapshot Headquarters Mumbai Employees 207 Key Executives Rajesh Mathkar, Director Key Principals IBM, Lenovo, VMware, Dell SonicWall, Checkpoint, HP, Citrix, EMC, Symantec, Dell , D-Link, Apple Key Technologies Servers, storage, managed services Key Verticals Manufacturing, healthcare, pharma

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CUSTOM SOLUTIONS GROUP DELL

EXECUTIVE VIEWPOINT

DELL IS NOW AN END-TO-END SOLUTIONS PROVIDER Dell has added capabilities like management, security, virtualization, cloud and more to its expanding portfolio of powerful solutions that empowers its channel community.

AJAY KAUL Director & GM - Global Commercial Channel, Dell India He has been associated with Dell for eight years, executing various roles with success. In his current role, he manages the commercial partner community with channel initiatives and partner empowerment across India.

How does Dell differentiate itself from its competitors in the channel market? As you know, along with being a channel player, Dell is also a direct company, which gives us the benefit of knowing our customer better, and an opportunity to accordingly train our channel partners. The new GCC (Global Commercial Channel) structure was formed about two years back with a single point of contact for channel partners, to lead to higher productivity and improved time cycles and enable more customized programs to support the partners in the market. The GCC team was further restructured soon after its launch to increase Dell’s penetration and footprint in the market especially in the Tier II regions amongst the Indian SMBs. Moreover, we can proudly say that today Dell is an end-to-end solutions provider. In today’s day and age, data protection and management are the prime needs of customers as the most essential and complex parts of any business. Hence, it automaticallybecomesahugefocusareaforus.

What initiatives has the GCC taken in India over the last year? GCC has made a tremendous growth in the past two years. Currently, we retain close to 2000 channel relationships in India, and we offer over 100,000 training sessions a year to all partners globally. Some of the channel initiatives recently launched in India are as follows: Partner Advisory Council: With the Partner Advisory Council, Dell India aimed to build a strong think tank and discuss Dell’ s partner plans, strategy and program offers moving forward. The initiative gives partners an opportunity to help shape Dell’s channel strategy for the next three years. Dell’s Engineering Club The Club aims to bring together Technical Experts and Pre-sales & Post-sales Engineers across IT industry to network, exchange ideas, and share industry trends and best practices. The initiative will equip partners with rich knowledge around data center technology- Storage, Networking, Servers and Enterprise Solutions. Solutions for Success Events: Dell India organized a series of ‘Solutions for Success’ events in 10 cities namely Hyderabad, Surat, Aurangabad, Bangalore, Chennai, Mumbai, Rajkot, Nasik, Raipur and Mumbai in association with the respective region partners. The aim of these events was to empower the Dell partners to better address

their customers’ requirements. Dell Enterprise Master Tool: The Enterprise Master Tool partner enablement platform, which provides a streamlined mechanism for partners to access information and tools to support them throughout the sales cycle, and help identify and conclude sales deals with minimum effort and maximum results. What has been the impact of acquisitions on Dell and its Channel Partners? Dell has evolved from being a PC manufacturer to an end-to-end solutions provider and our acquisitions have greatly helped us to reach that level. The acquisitions have been well received by the channel partners as it also equips them to be offer a wide range of solutions. We have added capabilities like management, security, virtualization, cloud and more to our expanding portfolio of powerful solutions, which directly empowers our channel community as well. These services create tremendous opportunity for our partners as well as our continued growth in revenue through channel.

The Partner Advisory Council gives partners an opportunity to help shape Dell’s channel strategy.

This Interview is brought to you by IDG Custom Solutions Group in association with


MAY 2013 In its 5th year, ChannelWorld Premier 100 awards and symposium, themed the Bold 100, recognized partners who have defied a slowing economy to define the new normal. The symposium featured an array of programs, including insightful keynote sessions, thought provoking case studies and presentations to highlight upcoming IT challenges.

Event Report Compiled By IDG Events


KEYNOTES PRESENTED BY

Event Report

The Bold and the Innovative Channel is the key to our transformation and all our future conquests are going to be channel-driven.

Fortune befriends the bold, and this year’s ChannelWorld Premier 100 Awards and Symposium recognized the 100 bold channel partners who have successfully created strategies to drive business growth. The highlights of the symposium were the keynote speakers who underscored the importance of innovative transformation.

Industry thought leaders have always favored innovation as part of business transformation. Channelworld Premier 100 Awards 2013 comprised of crème-de-la-crème of India’s enterprise IT partner community who had exhibited their innovative business strategies last year. At the symposium, globally influential speakers addressed India’s top 100 channel partners with edifying talks and presentations.

Keying in Transformation PIYUSH PUSHKAL

SNAPSHOTS

Country Lead - Marketing and Programs, Global Commercial Channels at Dell India

In his powerful keynote presentation, Piyush Pushkal, Country Lead - Marketing and Programs, Global Commercial Channels at Dell India, spoke on how channel partners must combine strong principles of innovation with strategy to transform how business functions now.

Keynote presentation on innovation

Piyush Pushkal on Dell’s strategy

Interactive audience


Innovation is driven by curiosity and creativity. It is an iterative process involving risk-taking along with risk assessment and mitigation. RISHIKESHA T KRISHNAN, Prof. Corporate Strategy & Policy, IIM-Bangalore

According to Pushkal, Dell’s partner business has grown rapidly over the years contributing to nearly 25 percent of its commercial business in India. From the time Dell took the channel partner route, business transformation has been of paramount importance to the company. Remarking on the strong push towards the channel, Pushkal said that Dell’s latest global acquisitions such as SonicWall, Wyse Technology and Clerity Systems, which had strong channel partners, has helped Dell reinforce its channel vision. “We have extracted a collective learning from our acquisitions and this knowledge is helping us deliver apt solutions,” added Pushkal. Pushkal perfectly summed up Dell’s journey so far. “There is a huge opportunity in tier-2

markets and we plan on improving our sales footprint in the existing markets. Channel is the key to our transformation and all our future conquests are going to be channel-driven,” he said.

Steps to Innovation Though transformation is a crucial element, it has to be embedded with a good dose of innovation to ensure everything it touches turns gold. To elucidate the same Rishikesha Krishnan, Professor of Corporate Strategy at IIM-Bangalore and co-author of the book ‘8 Steps to Innovation’, spoke about a unique eight-step process for creating a systematic innovation capability. Outlining the eight steps that can put a business on the path to innovative transformation, he said that these are

as simple as laying the foundation, creating a challenge book, building participation, experimenting with low cost at high speed, going fast from prototyping to incubation, iterating on the business model, building an innovation sandbox, and creating a margin of safety. Many channel partners were excited to note that the unique process Krishnan explained can be transplanted across the board to any business or region.

Reality Check While talks on strong strategies continue on paper, India’s current industry reality paints a stark picture in terms of business connect with customers. Manish Bahl, VP and Country Manager at Forrester India, made certain throughtprovoking points drawn from

his observation of the Indian CIO – SI equation. Indian businesses want their CIOs to innovate and they are using technologies such as cloud, social media, and mobility among others to get there. “SIs must carve their niche within these three paradigms to remain relevant,” advised Bahl. Unfortunately only 28 percent of CIOs say that their SIs understand their changing requirements and keep pace with it, he added. Bahl suggested the channel partners adopt an iterative framework to become strategic business partners. “SIs must create a business strategy to explore better strategic opportunities. They must remind themselves that business results, and not products differentiate them from the rest,” he stressed.

Many Indian CIOs are already facing significant businessIT disconnect. CIOs today, more than ever before, need that support from their SIs to gain business’ trust. MANISH BAHL VP and Country Manager, Forrester India For Full Coverage Please Visit : bit.ly/10oy7mA

‘Life’ performing at the Awards

Bahl on Indian CIO- SI equation

Engaged audience at the symposium


Event Report

Business of Realistic Opportunity Blending pragmatic strategic vision and real-world tactical methods is core to finding continued success in today’s market conditions. The Channelworld Premier100 Symposium discussed how to get the mix right. Here’s an essence of what was heard at the conference. Pragmatism’s only test of probable truth is what works best in the way of leading us, what fits every part of life best and combines with the collectivity of experience’s demands, nothing being omitted. — Renowned American philosopher and psychologist, William James (1842-1910).

SNAPSHOTS

Pretty much in sync with James’ opinion, pragmatism in acknowledging the areas of opportunity to mutually grow was the underlying ethos of the intense discussions that abound among the rapt audience and engaging speakers during the 5th edition of Channelworld Premier100 symposium held at Mumbai. The speakers from various key principals discussed at length their perspectives on how practical and realistic technology opportunities with right business approaches can be honed by channel partners to develop favorable market conditions and window of continued success.

One of such evident opportunities was identified as networks. Indeed, the network has been playing a critical role in enabling business growth and adopting new technologies such as cloud, mobile and even social media. Sanjay Soni, AVP-Alliance Business, D-Link, and Piyush Garud, DGMSolution Consulting, D-Link, spoke about driving innovation within and beyond the network. Commenting on the inf lux of devices because of consumerization of IT in enterprises, Garud said, “Traditional end-point management strategies with client software or application agents do not scale. The network must take on this role.” However, SIs would face the tough challenge of incorporating multiple technologies from different vendors, resulting in complexity and cost escalations. “In order to simplify the partner program, D-Link has created a new partner synergy platform that would enable SIs to implement

Sponsors showcased solutions

Partners enjoying the live performance

Enthralled audience at the Awards


“SIs will face the “Oracle is gearing new and innovative networking tough challenge of up to the new wave technologies for their clients,” explained incorporating multiple of services play in Soni. technologies from the market with its Pratik Raj Sharma, systems engineer at different vendors.” cloud and managed services solutions.” Check Point pointed out the complexities the information security further add to SANJAY SONI, AVP-Alliance SRIKANTH DORANADULA, Business, D-Link Senior Director, Distributionthe challenges for organizations. He spoke Alliances & Channels, Oracle at length about how partners can help their clients secure their enterprises. “A multi“A multi-tier “We recognize the tier protection mechanism such that of protection partners’ role in Check Point’s will maximize organizational mechanism helping enterprises maximizes transition from virtual network security and secure against organizational to cloud various vectors of network threats and network security.” architecture.” breaches,” said Sharma. PRATIK RAJ SHARMA, MANISH ALSHI, Senior Partner Furthering the conversation on market Systems Engineer, Check Point Business Manager, VMware opportunities, Srikanth Doranadula, Senior Director, Distribution-Alliances & Channels, Oracle underscored the change “We need to work that partner industry is shaping itself up to. He maintained that of service and perforclosely with SMB this is the age of services-based partner play, and quoted an mance,” said Alshi. segment which has IDC’s finding that said 50 percent of revenue in future would Going beyond the a great potential as a market.” come from services-related integration. He spoke about how technology paradigm, channel partners are critical to Oracle and how the software Amod Ranade, GM AMOD RANADE, GM - Business giant plans to achieve further business growth with their help. Business Development Development, Schneider Electric “We are gearing ourselves up to the new wave of services-play at Schneider Electric, in the market with our cloud service portfolio and IT managed shared his views on services suite,” stated Doranadula. how the SMB segment Taking the cloud charter ahead, Manish Alshi, senior partner itself has great potential as a market that needs to be explored, and how business manager of VMware commented on how cloud computing channel partners need to work closely with the energy management is a complex technology platform operating in a dynamic market, vendor to make it happen. and how VMware recognizes the vital role partners play in helping Ranade mentioned that Schneider Electric has designed certain enterprises to transition from virtual to cloud architecture. solutions, specific to the SMB sector, which can solve real-time IT “Our customized product frameworks provide service insertion issues. “We have solutions pre-tested and pre-configured to fulfill at even the vNIC and the virtual edge level. This allows any partner SMB needs. All we need to do is develop greater synergy between solution to access both traffic flows and workload context without channel partners and us, and deploy the solutions quickly at their significant software development. Customers can easily take advan- premises,” he stated. tage of a partner’s new technology and integrate operations with the existing systems and procedures, leading to improved levels For Full Coverage Please Visit : bit.ly/10oy7mA

Premier100 felicitation ceremony

‘Life’ enchanted with their music

Partners exchanging views


Event Report

PREMIER100 SPECIAL AWARDS | HALL OF FAME

Piyush Pushkal (sixth from left) Country Lead - Marketing and Programs, Global Commercial Channels at Dell India presented the awards.

PRESENTED BY

W

hen success repeats itself it reflects the highest level of achievement. Instituted last year, the ‘Hall of Fame’ awards honoured 10 partner organizations who registered consistent business growth since the first edition of Premier 100 in 2009. The ‘Hall of Fame’ awardees are the leaders in the channel community who have consistently

Congratulations Winners!

proved that they are the ones who push to transform rather than merely improve. For this year’s edition, 23 companies were in the running for this coveted award. Apart from being a winner of the Premier 100 award continuously for the past four years, the nominations were weighed across various parameters including revenue

PRESENTS

Hall Of Fame


numbers, top lines and bottom lines, acquired client base, technology roadmap and pan-India reach over the past four years. The region-wise dominance of each other in the stack was also considered to arrive at the final winners list. The winners are shining examples of those partners who have demonstrated effective business strategies backed by

comprehensive solutions and strict SLAs to overcome their enterprise customers’ business-IT challenges. They have transformed themselves with emerging technologies and seized market opportunities to emerge as competent solution providers. And they have done it consistently — year after year.

Atul Gosar, Network Techlab

B. Mukundh, Mukesh infoserve

Dipesh Mangla, Computers Network & Telecom

K. Subrahmanya, Central Data Systems

Nikesh Sakaria, CDP

Purvesh Selarka, Acma Computers

S. R. Nautiyal, Spark Technologies

Sanjeev Gupta, Albion Infotel

Ketan Kothari, Sigma-Byte Computers

Vishal Bindra, ACPL Systems


Event Report

PREMIER100 SPECIAL AWARDS | CLOUD CHAMPIONS

PRESENTED BY

FROM LEFT Biswas Nair Managing Director AASHNA CLOUDTECH B Shankar Director ASHTECH INFOTECH

Ratnakar Konte Associate Vice President CHOICE SOLUTIONS

Girish Madhavan Managing Director QUADSEL SYSTEMS

Ajay Sawant Managing Director

ORIENT TECHNOLOGIES

SUNIL BRID Director, Mid Tier, EMC (fourth from left) handed out the awards.

Cloud Champions Awards The Cloud Champions Awards presented by EMC were designed to reward five partner organizations that are trailblazers in taking information and transforming it into functional insight. These awards honor partners at the forefront when it comes to adopting new opportunities, understanding new technologies, and tackling the challenges that arise in the cloud computing space. IDG’s group of

editors evaluated the Premier 100 nominations and assessed them as per various parameters including growth revenues during the last fiscal and projected business and customer wins in the cloud technology space. The declared winners have exhibited robust strategies and focused initiatives around the cloud. Sunil Brid, Director, Mid Tier, EMC responsible for driving the Mid Tier business in the region presented the award to the winners.

Congratulations Winners!

PRESENTS

Cloud Champions Awards


PREMIER100 SPECIAL AWARDS | DATACENTER

PRESENTED BY

FROM LEFT Parag Dalal Director DYNACONS SYSTEMS & SOLUTIONS

M Raju CEO, Telecom Services Group GEMINI COMMUNICATION

Shanbhag RS Chairman & MD VALUEPOINT SYSTEMS

Col.Balwinder Singh Managing Director TARGUS TECHNOLOGIES

Sujeet Narula Managing Director ASSOCIATED BUSINESS COMPUTERS

NIKHIL PATHAK Vice President - IT Business, Schneider Electric India (third from left) felicitated the winners.

Datacenter Awards ‘Doing more with less’ - a philosophy today’s datacenters are bound to operate along with in today’s dynamic market atmosphere. Schneider Datacenter Awards honor channel partner teams and organizations that have shown remarkable performance in the field of datacentre and celebrate partners who have built resilient infrastructures with efficient operational capabilities. Premier 100

Congratulations Winners!

winners nominations were evaluated based on parameters including growth revenues in the last fiscal and projected business from power and cooling in the datacenter domain. The five partner organizations most focused on building efficient datacenters were declared winners. Nikhil Pathak, Vice President - IT Business, Schneider Electric India felicitated the winners.

PRESENTS

Datacenter Awards


Event Report

PREMIER100 SPECIAL AWARDS | SECURITY

PRESENTED BY

FROM LEFT S.T.Muneer Ahamed Managing Director DIGITAL TRACK SOLUTIONS

Pradeep Johri SVP - Sales and Marketing CCS COMPUTERS Prabhakar S CEO ESTEEM INFOTECH

V. Anand CEO RAKSHA TECHNOLOGIES

Venu Gopal Peruri MD & CEO META INFOTECH

SUNIL SHARMA Vice President - Sales & Operations, India & SAARC, Cyberoam (fourth from left) gave away the awards.

Security Awards Cyberoam Security Awards honor partners for their unconventional and dedicated approach towards security. These winners excelled at planning and implementing projects that improve their customers’ security posture. The winners, handpicked from the Premier 100 nominations, were assessed on various parameters including growth revenues, projected business and

Congratulations Winners!

enterprise wins in the security domain in the last fiscal. The five partner organizations that exhibited the most robust strategies and focused initiatives around security were declared winners. Sunil Sharma, Vice President - Sales & Operations, India & SAARC at Cyberoam who is currently leading the brand Cyberoam for India and SAARC presented the awards to the winners.

PRESENTS

Security Awards


PREMIER100 SPECIAL AWARDS | STORAGE

PRESENTED BY

FROM LEFT Sudarsan Ranganathan CEO VEERAS INFOTEK

Cherian Thomas Director WYSETEK SYSTEMS TECHNOLOGISTS

Sachin S.Rao Director & CEO ARCHON CONSULTING SYSTEMS Anoop Pai Dungat Chairman & MD GALAXY OFFICE AUTOMATION

Pawan Khurana CEO QUANTM

BARUN LALA Director, HP Storage Division, Hewlett Packard India (third from left) honored the winners.

Storage Awards The HP Storage Awards honors partners with state of the art storage technologies. With meteoric rise of data, these winners pursued a successful strategy to deploy ‘cost effective’ and efficient storage solutions for their enterprise customers. The winners, handpicked from the Premier 100 nominations, were assessed on various parameters including growth revenues, projected

Congratulations Winners!

business and enterprise wins in storage technology. Five partner organizations exhibiting the most robust strategies and focused initiatives around storage were declared winners. Barun Lala, Director, HP Storage Division, Hewlett Packard India who is responsible for overall strategy (Revenue, P & L, Marketing & Sales) for HP Storage in India presented the awards to the winners.

PRESENTS

Storage Awards


INDIAN CHANNELWORLD JUNE 2013

P.H.TEKNOW

SOLUTIONS INDIA

MUKESH INFOSERVE

4G IDENTITY SOLUTIONS

DIGITAL TRACK

4G IDENTITY SOLUTIONS

E-CONNEC

EMARSON

L.A TECHNOL

ESSEN VISION

VITAGE SYSTEMS INFRASOFT

CHO

SECURE NETWORK

SIGMA-BYTE

SPARK SYNDROME

VALUE POINT

STERLING ININSTERLING INFOWAYS

KRUTI COMP

HTPDIGITAL TRACK

SBA

INTERCAD SYSTEMS

MK INFOSYSTEMS

SWAN SOLUTIONS

BOB TECH

ARCHON

PARTH

MERIDIAN INFOTECH

MAGNAMIOUS

DIXIT INFOTECH

BY COMPANY NAME GEMINI ACMA COMPUTERS

SYSTEMS

ASHTECH

BINARY SYSTEMS

ACPL

TECHMATRIXMAGNAMIOUS ONE NETWORK LDS INFOTECH

3In Solutions .......................................................................................................28 4G Identity Solutions ........................................................................................ 29 Aashna Cloudtech ............................................................................................ 30 Acma Computers ................................................................................................31 ACPL Systems ...................................................................................................32 Albion InfoTel...................................................................................................... 34 Alliance Prosys India .........................................................................................36 Archon Consulting Systems ............................................................................37 Arrow Pc Network ..............................................................................................38 Aryan Computers & Peripherals ......................................................................39 Ashtech Infotech ............................................................................................... 40 Associated Business Computers .....................................................................41 Atlanta Systems .................................................................................................42 Binary Systems ................................................................................................. 43 BOB Tech Solutions ......................................................................................... 44 Bodhtree Consulting......................................................................................... 45 Cache Peripherals............................................................................................. 46 CCS Computers..................................................................................................47 CDP ......................................................................................................................48 Central Data Systems ....................................................................................... 49 Choice Solutions ............................................................................................... 50 Computer Home ..................................................................................................51 Computers Network And Telecom ................................................................52 Cyberland Technologies ...................................................................................53 Datasoft Network Solutions ............................................................................ 54 Dev Information Technology ........................................................................... 55 Digital Track Solutions ..................................................................................... 56 Dixit Infotech Services .....................................................................................57 D M Systems .......................................................................................................58 Dynacons Systems & Solutions ..................................................................... 59 E-Connect Solutions ........................................................................................ 60 Emarson Computers.......................................................................................... 61 Essen Vision Software ......................................................................................62 Esteem Infotech .................................................................................................63 F1 InfoTech.......................................................................................................... 64 Fore Solutions.................................................................................................... 65 Fourth Dimenion Technologies ...................................................................... 66 Future Netwings Solutions ...............................................................................67 Futurenet Technologies ...................................................................................68 Futuresoft Solutions ......................................................................................... 69 G - Tech Solutions ..............................................................................................70 Galaxy Office Automation ..................................................................................71 Gemini Communication.....................................................................................72 Grid Infocom .......................................................................................................73 HTP Global Technologies ................................................................................. 74 Infobahn Technical Solutions...........................................................................75 Infrasoft Technologies.......................................................................................76 Innovative Telecom & Softwares.....................................................................77 Insight Business Systems.................................................................................78 InterCAD Systems..............................................................................................79 142

KONNET SOLUTIONS WYSETEK

SECURE NETWORK

ORIENT TECHNOLOGIES

The

DIGITAL TRACK COMPUTERS

CLOUDTECH

KONNET SOLUTIONS

SWAN SOLUTIONS

INSIGHT BUSINESS SYSTEMS

WYSETEK CHOICE

SYSTEMS ALLIANCE PROSYS LEON

TRIDENT AASHNA

PENTACLE IT

VCENTRIC

FOURTH DIMENION

D B L O

DIGITAL INSIGHT BUSINESS SYSTEMS

META INFOTECH TRACK

VITAGE SYSTEMS PEAK XV.

CDP

WYSETEK SYSTEMS

WINNERS

DIGITAL TRACK

ESTEEM INFOTECH

AASHNA CLOUDTECH

TAASHEE

DIGITAL INSIGHT TRACK BUSINESS SYSTEMS QUANTM QUADSEL

NETWORK TECHLAB

ALBION

DYNACONS

LEON COMPUTERS

VEETRAG COMPUTERS

CACHE PERIPHERALS

GRID INFOCOM

STALLION

PATH

EEHSAAT

ITSOURCE

WYSETEK SYSTEMS TECHNOLOGIES

EMARSON

DATASOFT

Ishan Group ........................................................................................................ 80 ITSource Technologies ......................................................................................81 Jupiter Automation ............................................................................................82 Kaar Technologies .............................................................................................83 Konnet Solutions............................................................................................... 84 Kruti Comp .........................................................................................................85 L.A Technologies................................................................................................86 LDS Infotech .......................................................................................................87 Leon Computers ................................................................................................88 Magnamious Systems .......................................................................................89 Meridian Infotech .............................................................................................. 90 Meta Infotech ...................................................................................................... 91 Microlink Solutions ............................................................................................92 Minitek Systems India .......................................................................................93 MK Infosystems ................................................................................................. 94 MN World Enterprise ....................................................................................... 95 Mukesh Infoserve.............................................................................................. 96 Network Techlab ...............................................................................................97 One Network .....................................................................................................98 Orient Technologies.......................................................................................... 99 P.H.Teknow........................................................................................................100 Parth TechnoComm Solutions ........................................................................101 Path Infotech.....................................................................................................102 Peak XV Networks ...........................................................................................103 Pentacle IT Solutions.......................................................................................104 Quadsel Systems .............................................................................................105 QuantM ..............................................................................................................106 Raksha Technologies ...................................................................................... 107 SBA Info Solutions ...........................................................................................108 Secant Technologies ......................................................................................109 Secure Network Solutions...............................................................................110 Sigma-Byte Computers ....................................................................................111 Solutions India Systems................................................................................... 112 Spark Technologies .......................................................................................... 113 Stallion Systems & Solutions ..........................................................................114 Sterling Infoways ...............................................................................................115 Swan Solutions & Services .............................................................................116 Syndrome Technologies .................................................................................. 117 Sysware Infotech............................................................................................... 118 Taashee Linux Services ...................................................................................119 Targus Technologies........................................................................................120 Techmatrix Infotech ..........................................................................................121 Trident Information Systems .......................................................................... 122 Valuepoint Systems ........................................................................................ 123 Vcentric Technologies ..................................................................................... 124 VDA Infosolutions ............................................................................................ 125 Veeras Infotek ...................................................................................................126 Veetrag Computers .......................................................................................... 127 Vitage Systems................................................................................................. 128 Wysetek Systems Technologists ..................................................................129

AAS CLO

ESTEE

FOURTH

CD


RNI NO.KARENG/2007/20996

Registered No. KA/SK/UDP/1287/2013-2015 Posted at Manipal HO on 13/14th. Licensed to Post without prepayment – License No. WPP -103

Printed And Published By Louis D’Mello On Behalf Of IDG Media Private Limited, Geetha Building, 49, 3rd Cross, Mission Road, Bangalore 560 027, India.

Channelworld magazine june 2013 issue  

Channel Partners, Business Issues, Technology, Leadership.

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