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Lenovo Aims to 2X its SME Market share by 2012 /08

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Targus: From an Army Man to an IT Entrepreneur: A Noteworthy Transition

TREND SETTER  /48 Wipro: Products Are the Genesis of a Strong Services Company



Green Vision: “I do not want to Remain as the Slave of the Vendors”


ON THE UPTAKE The momentum in the desktop virtualization market is evident with increased awareness and adoption across all enterprise sizes. /32


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WD Extends its Distribution with Ingram Micro /12

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HP: Discovering the Right Delivery Model for Your Organization


Tally: Reputed Optician Sets Its Sights On A Seamless Software Experience



Epson: The road to become 10 billion INR company



THIS MONTH is one of the most important months from the partners’ perspective as they are getting an answer to their question whether the PC era at its end period. The vendors’ financial reports have at least given them indication. Dell has already lowered sales outlook. The company sights a weak consumer PC market and recognizes that virtual PC or cloud are growth drivers. Similarly, HP’s share has tumbled after analyst Keith Bachman cut the stock’s rating highlighting poor execution, low revenue growth and negative operating income growth. As per the wall street journal, Bachman argued that it may be worthwhile for HP to explore the option of selling its PC business. Following this, Hewlett-Packard announced that it is considering selling off its PC business even though it is the undisputed worldwide market leader. But already, HP has slipped from its supremacy position for last two quarters giving place to Dell as number one and Acer as number two. Long back IBM had offloaded its PC business to Lenovo. The company perhaps knew that the computing will happen from cloud and there is less requirement of powerful PC. If at all it will be required, it would happen through the server. However, for the Indian market, the global trend will have a slow effect. Many industry pundits think that the desktop does not offer any future for the consumers as the tablets are handy, user-friendly, and offer all computing applications that a PC can offer. But the country has millions of consumers, who are the first time users and are traditional in their approach. Today, even though the PC price is quite affordable they still stretch their budget and change their priority for buying a PC. In this situation, persuading them to buy an iPad or Oliv Pad or even other cheaper option might be hazardous. Similarly, in the MSME segment, the use of information technology is very limited. For them, accepting the hand-held device as loaded PC will be difficult. Yes, it is a huge potential market for virtual computing. So, there is still an opportunity for PCs but the form factor might be a notebook or an AIO. The buying will surely depend on various considerations including cost saving, space savings, etc. Reference of Apple’ CEO, Steve Jobs to ‘Post PC Era’ will take some time to come in India but for partners they should start moving to this Era quickly. Finally, before I finish, I would like to invite partners and technology providers to SME Channels Annual Event, happening on 2nd of September. This is a unique platform where SMEs meet IT solution providers and their efforts are recognized.


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Huawei HiLink Datacard LOOKING AT the current scenario that more and more people are going wireless for a simple reason that they do not want messy wires around their workplace and they want to operate remotely, the demand for wireless dongles growing high. But the customers want quality of service and best of technology. Keeping this in mind, Huawei’s plug and link data card- HiLink E353 is going to go a long way. Powered by a number of patented technologies, the HiLink E353 automatically connects users to the Internet in as little as 15 seconds after the datacard is inserted into the USB port, without the need for a tedious dial-in process, driver installation or manual configuration. This is up to 75% faster than products currently on the market.

SPECIFICATIONS The HiLink E353 is the first EDGE/GPRS/ GSM-compatible product in the Huawei HiLink series that supports HSPA+network with 21 Mbps Downlink. FINAL WORDING At the price point (Rs.14, 950/-) this dongle is going to be available, it might create a problem for capturing a good market. OVERALL RATING


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india’s first IT magazine for sme business

Publisher: Sanjib Mohapatra Editor: Sanjay Mohapatra Executive Editor: Smruti Chaudhury Copy Editor: Neil D’Souza Reporter: Neeta Israni Design & Development: Gagandeep Miglani Visualizer: Manas Ranjan Lead Visualizer: DPR Choudhary MARKETING Senior Manager: M Raj Executive- Marketing: Rajat Kumar Circulation and Printing: Panchanan Bhoi SALES CONTACTS Delhi 6/101, Kaushalya Park, Hauz Khas New Delhi-110016 Phone: 91-11-46151993 / 9313891660 E-mail: Bangalore Subrat S NO.661, 10th Main, 5th cross, 4th Block, Koramangala, Behind Old Maharaja, Bangalore-560034 Phone: 9886107294 Mumbai Hemal Shah B/14, Neel Ashish 92, J.P.road, Andheri (West) Mumbai - 400058 Kolkata S Subhendu BC-286, Laxmi Apartment, Kestopur Kolkata-700101 Phone: 9674804389

Desktop Virtualization: On the Uptake /32

The momentum in the desktop virtualization market is evident with increased awareness and adoption across all enterprise sizes. TREND SETTER Dell  /44 Primary Focus for SME is through the Partners

Wipro  /48 Products Are the Genesis of a Strong Services Company


Epson  /54 The road to become 10 billion INR company

The Emergence of Clustered NAS Systems and the Future of Data Storage


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Delhi: 6/102, Kaushalya Park, New Delhi110016, Phone: 91-11-41055458 Bangalore 136/ 9, Ground Floor, Eden Crest Apartment, Grape Garden, Ejipura Vivek Nagar PS Bengalore-560047

Printed, Published and Owned by Sanjib Mohapatra Place of Publication: 6/101-102, Kaushalya Park, Hauz Khas New Delhi-110016

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TECH CORNER Huawei  /18


Phone: 91-11-46151993 / 41055458 Printed at Karan Printers, F-29/2, 1st floor, Okhla Industrial Area, Phase-2, New Delhi 110020, India.

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written permission from the publisher.

Guest Talk~~~~~~~~~~~~~~~~~~~~~~~~~~~ 58

Subscription: Rs.200 (12 issues)

Products~ ~~~~~~~~~~~~~~~~~~~~~~~~~~~ 60

All payments favouring: Accent Info Media Pvt. Ltd.


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“AN UNIQUE PLATFORM TO CONNECT AND EMPOWER THE SMES WITH RIGHT SOLUTIONS.” es rowth li g 's ia d In . ' growth in SMEs e h xplore t e s u t e L nity. opportu

Opportunity and Growth of SMEs Understanding the Pain Points Creating right Solutions Educating the value of the solutions


FOR FURTHER DETAILS CONTACT Events <> 91-11-9313891660 6/101-102, Kaushlya Park, Hauz Khas, New Delhi-16; Phone: 91-11-46151993 / 91-11-41657670

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Lenovo Aims to 2X its SME Market share by 2012 Lenovo has aggressively planned for achieving hyper growth in the high potential Indian SMB market. With an aim to replicate its superlative

growth in the enterprise segment and the impressive inroads, it has made into the consumer space, Lenovo is deploying a 360*

approach-to-market with the objective of marking a decisive impact in the high-growth SMB segment. Lenovo’s successful ‘Protect and

Attack’ global strategy has helped it to grow at twice the pace of the Indian PC Market. Lenovo India has grown from an overall 7.2% market share to an impressive 10% within a short time frame of four quarters. During this period, Lenovo’s SMB business has grown at more than 27%-an astounding nine times the pace at which the SMB PC market grew. Amar Babu, MD, Lenovo India, said, “Lenovo’s overwhelming growth over the last few quarters is a testimony to the success of our-protect and attack strategy. We strongly believe that going forward the Indian SMB will be the growth engine of our economy. We therefore are putting SMB at the core of our attack strategy and aim to play a leading role in the space.” Elaborating on the company’s strategy, Rajiv Rao, Director-SMB, Lenovo India said, “SMB is not a homogeneous market. While at one end SOHO operates more like a retail customer at the other end of the spectrum the Medium Business exhibits many characteristics of a large enterprise. Lenovo aims to focus on the SMB market with this understanding and cater to specific needs of the three broad sub-segments-with a customized approach and solutions for each.”

Citrix titled No.1 in ‘Desktop Virtualization Market’ Citrix Systems has been positioned in the Leaders category in the IDC MarketScape: Desktop Virtualization 2011 Vendor Analysis, June 2011. Citrix was the only vendor placed in the Leaders category and its selection was based on the company’s comprehensive set of technologies and a strong strategic vision of where it’ll take its desktop virtualization portfolio. Kaviza, now part of Citrix, has also been recognized by IDC as an emerging Major Player in desktop virtualization, further extending the company’s leadership in the SMB space. Gordon Payne, Senior Vice President and GM, Desktop Division at Citrix said, “The market-leading position of Citrix XenDesktop is the result of consistently executing on our vision to provide customers with the most comprehensive desktop virtualization solution that delivers the best user experience. XenDesktop is able to meet the diverse needs of our customers, enabling them to transform their distributed desktops and applications into flexible, on-demand services. We’re proud to be named as the only leader in the IDC MarketScape.”


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iValue to work as VAD for EMC Solutions EMC Information Systems International has signed on iValue InfoSolutions as an EMC Velocity Partner in India to market and sell EMC’s Backup, Recovery, and Archival solutions range. iValue, which is recognised as an upcoming and fast-growing Value Added Distributor (VAD) in the India market, has a strong focus on digital asset protection and management, supported by a dedicated nationwide team which meets the needs of customers through the channel market space in pre-sales, sales, implementation, and post-sales support roles. EMC already has an existing partnership with iValue to distribute EMC’s Data Domain deduplication solutions since 2010. iValue will now also distribute the entire product and solution range from EMC’s Backup, Recovery and Systems (BRS) division. In conjunction with EMC’s Velocity Partner program, iValue aims to expand EMC’s solution offering to its base of over 400 partners and more than 2,500 customers in India. EMC’s Backup, Recovery and Archival solutions are designed to help customers who’re looking for a disk-based solution for their backup, recovery and archival needs, which can form an important part of their information infrastructure setup, especially as enterprises face the challenge of managing rapid data growth or as they consider the prospects of transforming their IT infrastructure towards a cloud computing environment. “Rapidly growing information, strict service-level agreements and compliance regulations are prompting customers to re-design their backup infrastructure and adopt next-generation disk-based solutions. We congratulate iValue InfoSolutions in joining EMC’s Velocity Partner Program and are pleased to have its focus and breadth of expertise towards our aim to help customers better manage their information assets,” said Sanjay Dutta, Country Manager, Data Domain & Backup Recovery Systems, EMC India & SAARC.

Abacus to Distribute PowerColor Gaphics Cards Abacus Peripherals has tied-up with PowerColor Graphics Cards. Abacus will distribute its entire range of products through its network of 23 branches across India. Apart from sales, Abacus will also provide post-sales support for the cards it sells, through its extensive network of service stations spanning 35 locations across India. Umesh Modi, CEO- Abacus Peripherals said, “We’re very pleased to announce the partnership with PowerColor. Partnering with PowerColor brings value to our product basket. We’ve seen a steady rise of AMD in the VGA segment. Our tie up with PowerColor will enable us to offer complete VGA portfolio, complementing NVIDIA Sparkle Cards that we had. We’re extremely delighted to join hands with PowerColor as it’s not only a renowned name in the Graphics cards segment but is also known for its outstanding performance and innovative technology.” Abacus will deliver outstanding performance from AMD’s most advanced Graphics Cards by utilizing its strong network and presence in the Indian market. PowerColor is well known in mature markets like Korea and Japan for its stunning performance at affordable pricing.


“We give organizations a choice that delivers unprecedented flexibility, performance, agility, which allows our valued reseller partners to expand their business as well as enable our clients to be more competitive,” SUBHODEEP BHATTACHARYA


Norton Rewards ‘Superstar’ Partners Norton organized a 2N/3D Norton Superstars Meet for its 120 Norton Superstars, topperforming partners, in Bangkok and Pattaya. It acknowledges the resellers’ contributions and reinforces Norton’s continued commitment to its channel community. Complete with gala awards night, entertainment and exotic Indian meals, the event was a great success and re-energized the partners to go for more. “The Norton team ensured we had a comfortable time and it was exhilarating to receive an award during the prestigious gala night. We’re proud to be associated with Norton as it’s not only the leading brand in security software but also a company that values and honors our partnership,” said Pankaj Agarwal, Docket Care Systems, Lucknow.

GajShield Appointed

WeP Solutions as ND

GajShield has Appointed WeP Solutions India Ltd as a ND to dstribute Network and Internet Security Solutions - Data Leak Prevention (DLP), Cloud Security Solution & Security Appliances UTM in India. This relationship, to market top of the line Data Leak prevention, Cloud Security Solution & Security Appliances UTM, for enterprises of all sizes, will define a new era in network and internet security. The products will be positioned to all customer categories from SME to large enterprises, Government, Public Sector Undertakings and Indian corporate looking for internet and network security solutions; this will be done with working closely with Channel Partners, System integrators, and solution Providers.

ASUS Appoints Aldous Glare as RD for Kerala ASUS Technology appoints Aldous Glare Trade & Exports (AGTE) as its Regional distributor (RD) for the whole of Kerala. The announcement was made during Asus’ Elite Channel Managers meet in Cochin on 24th June 2011, which was attended by 125 partners and 250 IT professionals. In addition to the presence of Alex Huang, Country Head, India, ASUS Technology, there were Unaez Quraishi, Sales & Distribution Director, ASUS Technology and George Thomas, CEO, AGTE. The event also had distinguished guests from companies like Oxygen Digital, Camry Systems, SkyNet, QRS, Foreun, and ITNet, etc.


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Fortune Marketing joins Strontium as Distributor Strontium has appointed Fortune Marketing as a distributor for India. Ajay Kogta, Country Manager, India Subcontinent, Strontium Technology, said, “Strontium’s server memory and SSD solutions for SMB segment and Enterprises will now receive access to Fortune’s VAR customer base. We believe that Fortune Marketing, with their extensive reach, efficient operation and focus on marketing programs, are very well positioned to educate their channel about our DRAM and FLASH memory offerings. This partnership is set to increase our reseller base across India, while existing distributors Hundia, KBC, Redington and Shree will continue to build on their successes.” The partnership allows Fortune to provide its reseller and integrator customers access to Strontium’s best-in-class memory products.

WD EXTENDS ITS DISTRIBUTION WITH INGRAM MICRO Western Digital has appointed Ingram Micro as a national distributor to sell WD’s full range of products in India. With this tie-up, WD will further expand its market reach through Ingram Micro’s extensive network of over 10,000 channel partners in India. “Penetrating newer geographies and making our products available in smaller markets is one of our key focus areas in India in 2011. Ingram Micro, with its pan India network and capabilities will help us enhance our channel pull and drive growth in the Indian market. We’re delighted to have Khwaja Saifuddin, WD’s Ingram Micro as our distributor, and look forward to a long senior sales director – Middle and mutually beneficial relationship” said Sushil Bandi, WD’s East & South Asia country manager – India. “Demand for digital content is growing steadily in India. This presents a huge business potential for a brand like WD whose innovative offerings have dominated the storage market for over two decades. This partnership will assist us to meet high expectations of the fast-growing market for storage, and Ingram Micro, with their expertise, will help us tap this opportunity.” said Khwaja Saifuddin, WD’s senior sales director – Middle East & South Asia.

Hip Street to fortify its Channel Programme Hip Street has rolled out Monsoon Dhamaka scheme for its channel partners. The scheme has twelve different categorizations for twelve different product lines to enable the partners to make the most out of the scheme this monsoon and also has separate schemes for the Retailers and Channel Partners. The scheme is valid till 31st August, 2011. Under the scheme, the partner will be rewarded with one Hip Street umbrella to enjoy the rains, on the sale of 10 keyboards, 2.0 Speakers and NB mouse. Under the second category the partner gets one PC head set free with every 15 units.

Emerson to Incentivise the Partners Emerson Network Power has introduced the ‘Liebert Warrior Program 2.0’ and ‘We Care’ channel schemes designed to extend incentives to the workforce of its 70+ Enterprise Business Partners and 40+ Network Solution Providers in India. The ‘Liebert Warrior Program 2.0’ will reward sales representatives of EBPs and NSPs who achieve pre-defined sales targets, while service representatives will be incentivized under We Care for closing deals with existing customers during service visits.. The new program will motivate the sales force of business partners that is exclusively dedicated to selling Emerson Network Power’s solutions in the India market.

Trend Micro getting Cosy with Partners Trend Micro has introduced Trend Micro Triple Bonanza scheme for its channel partners. The scheme, which is valid till 30th September 2011, will be applicable on ‘Titanium- Maximum Security 2011’ a consumer security solution for home and home office. “We’ve been acknowledging the contribution of our partners towards the growth of our business in India through various initiatives. This is one such initiative in that direction. Schemes such as these reiterate our commitment for our channel community,” commented Amit Nath, Country Manager, India & SAARC, Trend Micro. Under the scheme, the offerings are classified as Spot Billing Bonanza, Quarterly Bonanza and Dubai Bonanza. To avail Spot Billing Bonanza the channel partner has to buy 10- units of 1-user or 5-units of 3-user Titanium boxes and get a free backpack on the spot.

Belkin Rewards its Partners Belkin India has introduced an exciting program, ‘Fun in the Rain’ to recognize the efforts of its channel partners. The two month long program kicked off on July 25th ‘11 and is valid till September 25th ‘11. Under the promotion, Belkin channel partners will receive thrilling rewards ranging from home appliances to fun filled holidays by ensuring the reach of Belkin products across the country and maintaining leadership across its product ranges! The channel program operates in slabs that range from Rs. 60,000 to 10 lakhs. Under the promotion, channel partners with business of up to Rs 10 lakhs will be entitled to an exciting trip to Honk Kong and Macau (4N/5D)! For a business of up to Rs 7, 50,000 the channel partners are entitled to a (3N/4D) holiday to Thailand-Bangkok-Pataya! Business ranging from Rs 60,000 to 5 lakhs helps them win thrilling home appliances from leading brands such as Eureka Forbes, Kenstar, LG and Samsung respectively. Understanding the importance and support of channel partners, Belkin introduces channel programs on an ongoing basis. The ‘Fun in the Rain’ program is a result of the overpowering success of Belkin’s previous channel programs. This program aims to benefit all channel partners and reward them for their efforts and business done for Belkin.


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Get ReadyNAS replicate Licenses with ReadyNAS Products


Netgear has launched a special scheme for its resellers on its entire range of ReadyNAS products. Valid till 30th September 2011, the resellers can get free Ready NAS replicate Perpetual Licenses on purchase of two or more ReadyNAS for Business units. The scheme is valid for all the NETGEAR Customers across PAN India. The Customers have to purchase two or more ReadyNAS pro 2, 4 and 6 series products to avail Replicate software license for desktop ReadyNAS for free. Moreover one can get a free Replicate software license for Rackmount ReadyNAS with the purchase of ReadyNAS 1500, 2100, 3100, 3200 and 4200 series. Atul Jain, Country Manager (India & SAARC), NETGEAR Technologies India said, “With NETGEAR ReadyNAS and ReadyNAS Replicate Software, we can implement a reliable, affordable and simple disk to disk (D2D) backup solution and restore from a single management interface for remote and branch offices and IT environments with multiple locations.”

MMD has launched Philips Dhanvarsha scheme for its channel partners. The scheme has been launched for partners in South, East and North regions of the country. The qualifying partners can get to win Electronic gifts, iPhone4, Foreign trips, Gold, Tata Nano and other exciting prizes. The scheme is common in all three regions in the country with each region divided into two categories- A&B and C&D with different sales target. The cities grouped in A&B category in Eastern region are Kolkata, Guwahati, Patna and Bhubaneshwar and in the Southern region are, Chennai, Bangalore and Hyderabad and those in the Northern region are New Delhi+NCR, Chandigarh, Ludhiana, Jaipur and Lucknow. Category C&D comprises of all other cities except the above mentioned ones. Gautam Ghosh, Country Director- India, MMD said, “With this initiative, we’re very excited as it would help us in strengthening our distribution network and build better ties and bonds with our channel partners. The purpose is to reach the state of art Philips Brand of Monitors to our deserving end users. They won’t know what they missed till they experience the same in the stores.” The offer is valid for all trading partners willing to sell Philips monitors with the billing from authorized distributors i.e. Technocrat Infotech Pvt. Ltd., Global Infonet and Nook Micro Distribution Ltd. in East, North and South respectively between 16th July and 15th October, 2011.





Q2 2010


Asus Q2 2011


-1.9% 4,498


3.7% 4,306





-20.4% 22.5% 8,349


3.3% 10,283




Toshiba Growth


Note: Data includes desk-based PCs, mobile PCs, including mini-notebooks but not media tablets such as the iPad. Source: Gartner (July 2011)




D-Link has appointed Vikas Pinjarkar as Vice President – Structured Cabling Business in India. he is a dynamic professional who brings with him vast experience spanning over 17 years in IT Industry. Sunil Bhatia has taken over as Managing Director of the global operations of Blue Star Infotech Ltd (BSIL), a provider of software solutions to the global mid-market industry. Socomec UPS has recently appointed Arunabh Ghosh as Country Manager for Channel business. His focus would be on acquiring new partners which will enhance Socomec’s presence in the Indian market. Arunabh has 17 years of proficient experience.


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MICROSOFT HELPS PARTNERS TO GROW FAST Microsoft Corp has updated the Microsoft Partner Network (MPN) to better help partners grow their businesses and meet evolving technology needs of customers around the globe through tools, training and incentives totalling $5.8 billion for fiscal year 2012. The newly separated Messaging competency and Communications competency help differentiate companies with the explicit skill set and depth of experience to provide a holistic unified communications solution that includes voice and video. The competency split also will enhance recognition for partners’ investments in advanced capabilities with Exchange, Lync and Microsoft Office 365. New Software Assurance Planning Services will be available in August, paying qualified partners to deliver deployment services to Microsoft Software Assurance customers for Microsoft private cloud, Windows Azure public cloud, SQL Server and software development. These opportunities will help partners grow their client base, strengthen customer relationships and increase service revenues.

Socomec UPS’s “Monsoon Mayajaal Scheme” Socomec UPS India launches “SOCOMEC MONSOON MAYAJAAL SCHEME” for its Channel Partners across India. The boosted up promo scheme is released during this Monsoon season which will motivate its channel partners to thunder strike the sales targets and enjoy the intense showery of gifts. Socomec floated two schemes one for its Business partners, and one for its authorized national distributor Redington India. The point based Business partner scheme is mainly focused on increasing the sales of its range ITYS and NeTYS RT range of products from 1kVA to 11kVA. Socomec also announced turnover based scheme for its channel partners, where the partners can gain the fixed percentage on TOB plus the cash reward as incentive if they achieve the set targets. The scheme for Redington sales force is aimed to introduce more partners to further expand its channel partner base and strengthen the network. The New partner comes under the eligibility of the present scheme as soon as he gets register with Socomec and Redington.

HCL Bags AllianceONE Award from HP HCL Technologies has been awarded with the HP AllianceONE Partner of the Year in the Cloud Computing Service Provider of the Year category. The HP AllianceONE Partner of the Year Awards were presented to an exclusive set of HP alliance partners in recognition of their outstanding accomplishments in the development and delivery of innovative solutions that achieve standard-setting levels for business excellence and client satisfaction. HCL won this award for its

SAP-on-Demand (SAPoD) suite which caters to its customer’s on-demand requirements for Tier-1 application resources. The reference architecture combines HCL MyCloud Services and HP Cloud Maps for HCL services and provides unparalleled flexibility and transparency in SAP lifecycle services. HCL’s SAPoD offering is a complete end-to-end managed service offering delivered on a pay-per-use model, which accelerates value of SAP investments across industries.

Cisco Launches Cloud Partner Programme Cisco has commenced a comprehensive Cloud Partner Program to effectively monetize the opportunities in the multi-billion dollar cloud computing space. With this, Cisco becomes the first infrastructure OEM to offer a cloud partner program, which rewards partners not only to build clouds on Cisco infrastructure but also to act as cloud providers and resell cloud services. The new program provides partners flexibility and empowers them to maximize their profitability by offering their own brand of Cloud Services Practice that is powered by Cisco. Cloud Builder for partners that design and implement cloud-ready infrastructures or fullyprovisioned private or public clouds. This designation validates partners’ competency in three aspects of building Cisco-centric clouds: Cloud Infrastructure, Cloud Management Applications, and Cloud Professional Services.

DIGEST KINGSTON UNVEILS USB 3.0 MEDIA READER Kingston has launched Kingston USB 3.0 Media Reader that supports multiple card formats including the newer high-capacity SDXC. With its quick and easy plug-and-play design, it delivers up to 5.0Gb/s data transfer speed for high-resolution images, large data files and more making it ideal for serious enthusiasts who need a fast and reliable data transfer device. It’s also backwards compatible with USB 2.0. Further, It’s backed by a two-year warranty, free tech support and legendary Kingston reliability.

ECS ADOPTS SOLID CAPACITORS Elitegroup Computer Systems (ECS) designs its products with the best quality standard for its users’ benefit. Owning to the CPU occupying the most power consumption during PC computation, the CPU area requires more durable components to support it. Therefore, ECS has adopted the usage of solid capacitors around the CPU power area for all series motherboards taking into consideration the balance of the user’s budget and product quality to achieve the best cost/ performance.

CORSAIR OFFERS ENTHUSIAST SERIES MODULAR PSUs Corsair has introduced the Enthusiast Series Modular line of power supplies.These PSUs share a platform with the award-winning Enthusiast Series TX V2 line, with the TX V2’s fixed cable set upgraded to a modular cabling system consisting of an attached, fully-sleeved ATX 12V cable and a complete set of flat detachable cables that allow system builders to use only the cables they need.

TRANSCEND STOREJET ADDS NEW MODEL Transcend has released a new addition to its StoreJet line of portable hard drives, the StoreJet 25A. It is attractively slender yet shock-resistant design and is available in both SuperSpeed USB 3.0 and USB 2.0 versions. Featuring strikingly fast data transfer speeds, powerful software tools and up to a full terabyte of storage capacity, the StoreJet 25A is ideal for everyday backup, storage, and transport.

ZYXEL SHOWCASED CAPABILITY AT ‘TAITRA’ 2011 ZyXEL Communications has showcased its excellent technologies at promotional campaigns organized by TAITRA (Taiwan External Trade Development Council). The campaigns highlight ‘Taiwan Excellence’ and roll-out full-scale promotional activities in several cities in India, Indonesia and Vietnam from early May through to year-end. In 2011, 24 Taiwan Excellence awarded ICT brands partnered up with TAITRA in India market, being a frequent ‘Taiwan Excellence’ award winner, ZyXEL is presenting its solutions in vogue to validate the honor. Fortified with abundant, application-proven, network technology expertise gained from more than 20 years of experience, ZyXEL provides a full array of products for digital home solutions.


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HP to Boost Business of Service Partners In order to make the partners to drive business growth and increase profitability, HP has launched a new partnering model - HP ServiceONE. HP ServiceONE is a new specialization within HP PartnerONE program that enables partners to significantly expand their technology services portfolio or offer co-branded services with HP. In addition, partners can take advantage of HP’s redesigned metrics and rewards to further increase revenue opportunities and reduce risk. “Partners want to boost their bottom line by delivering innovative services that address every customer need, whether it’s data center design or everyday support,” said Bishwanath Bhattacharya, Director, Technology Services, HP India. The HP ServiceONE program enables partners to address customers’ dynamic needs and extend their market reach by selling and delivering a wide range of technology services, including professional, annuity-based services as well as HP Care Pack Services.

Dell Unveils Fluid data Architecture

CHECK POINT COMES WITH 3D VERSION OF SECURITY Check point Software Technology has unveiled the new Check point 61,000 Security system, the industry fastest gateway. The new 61,000 security offers scalable performance for data centers, telecommunication and cloud service providers, with a multi –bladed hardware platform that is capable of an unprecedented performance of more than 1 Tbps in a single firewall and 200 Gbps this year. The new system support 70 million concurrent connections and 60,000 sessions per second – bringing Bhaskar Bakthavatsalu, Regional unparalleled security performance to multi-transaction Director- India & SAARC, Check environments. Check point also introduced a new release Point Software Technology. R75.20 based on the software Blade Architecture, a new data center appliance, the Check Point 21400, and a new metric for security performance- security power. “When it comes to protecting the most demanding network environments, security and performance are two critical factors that cannot be compromised. The 61000 is designed to support the unique service requirements of data centers and service providers. It combines advanced security technology to control network access and protect against sophisticated attacks, webbased threats or infected mobile devices-while providing lightning-fast security performance. The expected growth of the project likes UID, 3G/4G Rollouts, Nat Grid, etc. is progressive over years, a multi-hardware blade and multi-software blade gateway 61000 is designed to scale up as the need grows instead of additional investments,” Bhaskar Bakthavatsalu, Regional DirectorIndia & SAARC, Check Point Software Technology.

Dell launches Intelligent Data Management solutions to help customers combat challenges associated with storing and managing data. Part of the uniqueness is Dell’s Fluid Data technology combining a powerful data movement engine, intelligent software and modular hardware that can help cut costs up to 80 percent. Dell’s comprehensive intelligent data management (IDM) strategy, effective archiving can help organizations increase efficiency for IT staff while cost-effectively meeting compliance requirements and streamlining backup processes. By adopting Dell’s modular approach and automated, rules-based movement and retention capabilities, you can meet your expanding storage needs without overwhelming infrastructure or driving up costs. Fluid Data Architecture solutions demonstrate another addition to Dell’s larger initiatives to address storage challenges, and are helping customers efficiently and flexibly move the right data to the right place at the right time at the right cost.

Kaspersky Unveils 2012 Versions Educating Customer can help built the brand of Security Solutions Kaspersky Lab has unveiled the 2012 versions of its home user products. The new versions of Kaspersky Anti-Virus and Kaspersky Internet Security are designed to provide Internet users with maximum protection and convenience. Kaspersky Lab’s home user products are distinguished by the comprehensive protection that they provide. Your computer and the data you store on it’ll be secure, regardless of the types of files you are working with or where you connect from. The all-new Kaspersky Internet Security 2012 and Kaspersky Anti-Virus 2012 incorporate the most advanced and effective protection technologies: a sandbox for launching suspicious applications, a program activity monitoring module, a script emulator, a cloud-based reputation database, a virtual keyboard plus many other features.

eScan 11has introduced an exciting promotional offer for its end users, ‘eScan Challenge’ The promotional activity has already begun from July 22, 2011 in Gujarat and will be conducted pan India as a special drive to educate and create awareness about virus and other security concerns, keeping in mind the current scenario of Virus, Malware and hack attacks. The Road Show, as the promotional activity is a unique concept which would connect eScan to its end users and will take place all across India beginning with four cities of Gujarat namely Ahmedabad, Baroda, Surat & Rajkot. eScan’s range of products are one of the most preferred Anti-Virus and Information Security Solutions amongst the IT users in Gujarat.


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Get-back forgot password with Unistal product Global Infonet to DisUnistal Systems has introduced a new product known as ‘Quick Recovery Microsoft Outlook Password Recovery’ in its quick recovery range. As the name suggests the software is a comprehensive solution for recovering passwords for Microsoft Outlook. This software will instantly recover passwords of any length and complexity and give you access to your business and private correspondence. Quick Recovery Microsoft Outlook Password program is useful both at Personal and Organizational level that recovers login name, passwords and server information instantly. The software retrieves passwords and exports it in a ‘.txt’ file and ‘.CSV’ files using the ‘Export’ option. It’s easy and user-friendly interface makes the process of password recovery hassle-free. The software displays server names, user logins and passwords for all the e-mail accounts stored by Microsoft Outlook. It also recovers and restores any lost or forgotten password ever entered in Microsoft Outlook whether Password is Complex or simple. Alok Gupta Managing Director Unistal Systems said that our newly added Microsoft outlook password recovery software is an easy to use interface, which provides best alternative solution to complicated password recovering tools.

FORTINET ENDPOINT SOLUTION Fortinet introduces its FortiClient, an endpoint software agent that enables organizations to deploy business practices requiring secure remote access connectivity for its distributed and mobile workforce, contractors and partners. As an all-inclusive remote access security solution, FortiClient optimizes an organization’s security posture, helps organizations meet regulatory and legal requirements and helps enforce corporate compliance policies to prevent unauthorized devices from accessing the corporate network. FortiClient represents an important addition to the Fortinet product strategy, delivering a flexible, broad security solution spanning edge to core with centrally managed services. The highly-modular design of the FortiClient solution combines essential data encryption, authentication, endpoint access control and WAN optimization functions in a single endpoint agent.

D-Link Stands for Taiwanese Technology Brands Taiwan External Trade Development Council has organized a nationwide campaign to promote Taiwanese technology brands in India. To support this unique & promising initiative, D-Link has joined hands with TAITRA for the second consecutive year in promoting ‘Taiwan Excellence Campaign’. D-Link as an organization has always been focused on meeting its customers’

networking needs using innovative technology to provide high-performance and cost-effective solutions that deliver better connectivity, security, and efficiency for the home and office users. And ‘Taiwan Excellence Campaign 2011’ is an excellent platform for the company to reach out to consumers looking at reliable & cost effective networking solution.

Umax shows lifestyle Consumer Products UMAX launches its new concept “.Begin”. The new development is a part of the brand’s initiative to position itself as a Lifestyle Consumer Brand, a constructive step forward, from a brand only known for its scanners. Keeping with its futuristic vision the philosophy of the new concept “.Begin” is ‘Every exploration soon rests with a full stop. UMAX with its cutting edge products and futuristic approach strives relentlessly to present to the world, technology unexplored. Leave the present behind. Begin!’ The new initiative also encompasses new promotional strategies as well as upgraded services with an added emphasis on post-sales support services. The focus is on the Audio categories of products which include Speakers, and Headphones, the speakers will offer the complete range from 2.0 speakers to 5.1 channel home theatres.

tribute Su-Kam UPS

Su-Kam has recently signed an exclusive agreement with Global Infonet Distribution Pvt. Ltd. thereby appointing them as an exclusive National distributor to distribute its UPS Products across India. Global Infonet Distribution headed by Executive Director, Vishal Sopory, was established in January 2008 with its headquarters in New Delhi. Commercial operations commenced in May 2008. They aim to provide superior market access to leading technology brands and support their expansion plans in India. With leading technology brands in industry and a nationwide network of 30+ branch locations connected through real time on-line ERP platform enables Global Infonet to distribute a portfolio of over 5000 SKUs to over 4000 customers.

Aditya Unveils AVerMedia HomeFree TV Tuner Aditya Infotech launches AVerMedia HomeFree, a home Live-TV/ video streaming device built with AV-input and HDTV support, brings satellite TV and digital TV to iPad over a home network, in India. AVerMedia HomeFree is a network live-TVstreaming device that can broadcast analog TV signal to your iPad or Windows computer via your wireless home network. As a network device, HomeFree is installed at a location in a house, where a wireless router and TV cable connections are available. With HomeFree, you can watch TV and do schedule recording wirelessly on your iPad or portable computer via the Wi-Fi network.

Canon Enables SMEs Empowering SMEs Canon India adds another software solution ‘Printeaze’ to its basket. This software will allow organizations to analyze all the print and copying processes within the organization. Printeaze is designed to serve as a one stop solution for print management needs with more features such as accounting the print, fax, scan and copy functions or sending automatic e-mails to the users which include information like budget exceed, printing restriction etc. Alok Bharadwaj, Sr. VP, Canon India said, “We’ve been addressing key concerns of CIOs and CTOs of large organizations for quite some time by building intelligence into our MFDs for years. ”


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8/23/2011 12:41:06 AM


Buffalo launches HDMI Display Adaptor Buffalo Technology has launched GX-HDMI/U2 USD 2.0 Display Adapter. This very handy adapter enables users to connect an additional HDMI display screen with ease. Acting as an easy link between the television and computer, this adapter is a light weight, shock proof chassis that easily converts video output from a computer to a HDMI television. Buffalo GX-HDMI/U2 USB 2.0 Display Adapter offers users multiple display mode options, ‘Clone mode’ and ‘Dual View Mode’, with multiple resolution options. In the ‘Clone Mode’ two identical screens make it convenient to show pictures or videos from a computer. Whereas, in ‘Dual View Mode’ the extended desktop provides a more comprehensive view by showing the whole picture further on TV screen for fine editing. This Bus powered USB does not require any external power supply. It converts both A/V output with a single cable only. It also supports 3D effects ‘Aero Glass’ in Windows 7/ Vista. With glass like window borders, it becomes easier to see through even when several of them are adopted. Buffalo Display adapter are backed by a limited 1 Year warranty. The GX-HDMI/U2 will be available in white colour immediately with Buffalo authorized retailed outlets at an estimated SRP of Rs. 3800/-.

SAP Released 2nd Version of SAP Business ByDesign

TOP NOTCH RECOGNIZED BY MSI Top Notch Infotronix has been awarded “Outstanding Partner of the Year” for 2011 by MSI. Top Notch is MSI’s leading distribution partner in India and the only one to have all three of MSI product lines in its portfolio. Top Notch, with its 25 branches and aggressive sales team across the country provides the widest geographical coverage and circulation base for MSI products. Said Rajesh Doshi, Director Marketing, Top Notch Infotronix, “Our reach and penetration into the market has considerably helped MSI become more visible. It has been a win-win relationship now for three years, with MSI’s product quality and commitment to distribution partner helping us reach large numbers for the MSI graphics cards and motherboards.” Commenting on the choice of Top Notch for the award, Eric Kuo, General Manager, MSI India said, “Top Notch and MSI have worked hard together over the past couple of years and the result is becoming apparent. The combination of MSI’s quality product line and the sales efforts of Top Notch together with the excellent channel management has made a significant contribution in helping MSI business in India. We congratulate them for becoming our Outstanding Partner of the Year, and hope to reach new heights with this partnership.” It has been a great year for Top Notch with it own brand - Zebronics winning awards in several categories.

SAP has released second version of SAP Business ByDesign solution in 2011. SAP Business ByDesign is now available for Australia and Mexico, and includes language support for Spanish. Mobile support is also planned to be extended to include the Windows 7 mobile platform. The latest feature pack delivers further professional services functionality to address additional industry needs, which also follows the recommendation from SAP customers and partners. Key enhancements include customer contract management, support managed services and enhanced revenue recognition automation. To continue enabling partners and customers to adapt the solution capabilities to their needs, the latest release of the SAP Business ByDesign studio expands upon the concept of co-innovation with even more development opportunities.

IBM extends Mainframes Innovation

Siemens ties up with Fujitsu

IBM has introduced a new server - a powerful, version of the IBM zEnterprise System that’s the most scalable mainframe ever - to extend the mainframe’s innovation and unique qualities to more organizations, especially companies and governments in emerging markets in Asia, Africa and elsewhere. The new IBM zEnterprise 114 mainframe server follows the introduction of the zEnterprise System for the world’s largest banks, insurance companies and governments in July 2010. The new server, which allows mid-sized organizations to enjoy the benefits of a mainframe as the foundation for their data centers, costs 25 per cent less and offers up to 25 per cent more performance than its predecessor, the System z10 BC. Clients can consolidate workloads from 40 Oracle server cores on to a new z114 with just three processors running Linux.

Siemens Enterprise Communications India has partnered with Fujitsu India to provide Indian customers with Unified IT & Communications solution. As a result of the new alliance, the two companies intend to jointly offer IT & Communications solutions leveraging Fujitsu’s IT competence and Siemens Enterprise Communications’ Unified Communication expertise. In India, there’s a growing market demand for Unified communications – and companies are finding it increasingly important to be able to rely on open, standards-based architectures to support collaboration between partner organizations, and between customers and suppliers. The two companies predict that software-based unified communication and collaboration solutions that simplify integration into business processes will be in great demand and will add value through intelligent and flexible deployment approaches such as cloud-based and managed services.


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“I DO NOT WANT TO REMAIN AS THE SLAVE OF THE VENDORS” As the Indian IT market is driven by the channel partners the bond between the vendor and the partners should be stronger but with the passing of time the relationship is becoming sour.


t has been two decades since channel partners have been working with IT companies. They have been principal gateways to the buyers. The benefits of the vendors are that they do not have to expand their resources and there overheads remainmuch lower. From the partners’ perspective, they get good margin and get enabled on various technologies to expand their business as well. With the passing of time, the market size has grown so also the size of the channel partners and the vendors. In this situation the relationship and camaraderie between the partners and vendor should be much stronger but on the contrary there is a wide dissatisfaction among the channel partners. Partners are really dissatisfied about the month end and quarter end product dumping and direct sales to customers by the vendors. There is under cutting of prices among the channel partners. Cheque bouncing is a common scenario and even there are cases of partners running away from the business owing huge amount from the large dealers and distributors. So in toto the channel health is not good. In order to understand the whole issue with channel, SME Channels met veteran partner from Nehru Place, New Delhi - Mr. Saket Kapur, Director, Green Vision Pvt. Ltd. A disgruntled man with the channel practice of the vendors, Mr. Kapur says, “No vender is trying to look at the health of the channel partners. A partner might be looking very healthy but his health parameters, for example sugar level or BP

levels are heavy low. So what looks healthy may not be that real.” He adds, “So you have to see whether the channel partners have been growing or not. Whether he is defaulting somewhere or not? Whether he is able to pay to his distributors on time or not? Why the channel partners are calling the distributors to drop the cheque at a different date? The problem is that the channel partners are being pushed to digest more, than what they can chew. They hold more stocks and try to sell them in the open market to less credible partners.” Why it is happening that despite the growth of the overall market the vendor channel relationship is sour. As per Mr. Kapur, there has to be some regulation in terms of how many partners are coming in to this business. If anybody with good capital can become a partner, then he might spoil the channel business. On the other hand, vendors are of opinion that it is the responsibility of the partners for their ill health. Answering this, Mr. Kapur opines, if so, who has created the ecosystem? It is the vendors They are creating an ecosystem where the channel partners’ margins are being reduced to the least level of surviving, which is a great challenge. To run any business you need to have respectable margins so that you can reinvest in the business, reinvest in HR, reinvest in infrastructure and reinvest in R&D and even diversify.” Beside operating and fixed expenses, there has to have enough surplus to take care of the above

said expenses. It should not so happen that the margins are only enough to take care of staff salary, office rent, etc., therefore your business objective is fulfilled. As per Kapur, if this is the outlook for any business, it is a myopic view. There has to be a respectable margin. He maintains, “The respectable margins could be 10%, it could be 9% or 8.5% but defiantly not 3% because channel business is largely HR driven. We invest in good people who can actually execute the objectives decently. We invest in grooming them and fine tuning them. But there is n- number of instances where the vendors have picked-up the good talents.” As per him every vendor is 100 % direct in case of the customers are credible and large. Where the customers are less credible, they introduce channel partners. Mr. Kapur says, “Our objective is to make money. We do not want to be known by the brands’ vendors. I want customers coming to me as Green Vision not as some vendors’ parents. They know that Green Vision will give us correct advice. I do not want to remain as the slave or employee of the vendor with a salary.”

Finally... He addresses the channel community to get themselves free of vendors identity and create their own brand. As they are not the MNCs who can make money in one market and compensate loss in other market.


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BENEFITS: • Fantastic drilldown • Easily learnable • Integration with other software • Good confidence level


awrence & Mayo (L&M), pioneers in ophthalmic optics & instrumentation, is poised to make rapid strides in the 21st century. Established in 1877, this two divisional company has carved a niche for itself as India’s leading manufacturing and dispensing optician, with diversification into scientific and industrial instrumentation. Lawrence & Mayo believes in being close to customers. It has 77 strategically located outlets in 28 cities across India. Its state-of-the-art labs conform to international standards. Through its new Corporate Social Responsibility (CSR) initiative ‘ArtSight’,L&M sponsored an exhibition

of Art created by students from the Pune School and Home for the Blind, on Children’s Day in 2007. These paintings were auctioned off and the funds ploughed directly back to the students and the school. The company runs The Pune School & Home for the Blind Trust and Mendonsa Foundation in Mumbai. Business Challenge L&M Hyderabad had no other software for accounting. Till the company implemented Tally, accounting was done manually. Initially, only the basic functions of Tally were used. Over the years, the company grew and multiple software were used to sync Stores and POS with Tally. Disparate solutions


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“Tally is a good service provider. We are happy with the customisation provided by the Tally Partner.”

resulted in poor integration and workability. The South India operations of L&M comprise of 30+ branches managing Andhra Pradesh, Tamil Nadu, Kerala and West Bengal. All the data in a day gets transferred to a central server. The Directors wanted an MIS dashboard to know the sale of any day, money collected, profit details in the middle of the month etc. Over and above that, the company required an HR module. While Tally software did proffer the payroll functionality, L&M needed some customization. The solution Asset Intigrated Info Systems – Master Tally Partner, Hyderabad was already in contact with L&M Hyderabad,having supplied the Tally package. Mr. V Ramasubramanyam, Partner, Asset Intigrated Info Systems enthuses, “We are in touch with Lawrence & Mayo from Tally 6.3 ver. days. Of course, with its new complex requirements, we decided to customise the payroll features of Tally. ERP 9 and add many more modules.” Mr. K V Ramana Rao, Finance Manager echoes Mr. Subramanyam’s words. “Tally is not a complex software as we know. It is easy to use and turned out perfect to handle our unique HR and payroll needs.” Today they are truly happy about these features. L&M staff self-learn on the product. With little basic accounting concepts, nobody needed special training. The HR package has to be handled by people who are not accounting professionals, and needs to be simple enough for them to

extract reports. “We were confident that Tally could meet our requirements. That is the reason we selected Tally. Today we are happy about the features and customization of reports”, says Mr. Ramana Rao. L&M branches operate independently and the total data is centrally received in Hyderabad. There are 400+ employees across the various showrooms. The company’s Tally customisation has unique features. Some of them are enumerated below: 1.  Material Master: Here a special feature has been added. The employees get Uniform, data cable, laptop, mobile phones etc., depending on the grade and necessity. The details get updated as and when there is any change in the grade of the employee. The other redeeming feature is that whenever an employee leaves the organisation or gets transferred to another branch, the materials issued by this office need to be returned. If the return does not take place, the computer helps prevent the employee from undergoing an exit interview. 2. Employee Leave Details: The realtime recording of various types of leaves of each employee is done. 3. Transfer Report: There are instances when an employee is transferred to the other branches. The transfer could be either horizontal or promotional transfer. The report captures the presently held position as well as the new position. 4. Customised pay slip: Each employee will get a pay slip which contains the details of the basic etc., Attendance, Balances, the leave consumption

CONTACT Tally Solutions Pvt. Ltd. AMR Tech Park II, No. 23 & 24, Hongasandra, Hosur Main Road, Bangalore – 560 068. India.Tel +91 80 66282559; Fax +91 80 30228775; www.

everything is transparent to the employee. 5. Employee Information: Every possible detail of each employee is captured in one sheet including the name and date of birth of the children of employee. Both the profile and history of each employee are recorded. The report goes to extent of filtering out the information on the basis of blood group of the employee, whether male or female, the number of years of service etc. 6. Bank advice: Each employee’s salary details are captured in a single sheet. This soft copy is sent to the Bank. This will help the Bank credit the amount of salary for each employee. When asked about the partner, Mr. V Ramasubramanyam, of Asset Intigrated, Mr. Ramana Rao quipped “He is a good businessman. He gives us good support both in customisaiton as well as updation. Even for a problem in any other region, we call Mr. Ramasubramanyam who ensures our requirement is fulfilled on that day or sometimes the next, rarely later.” As far as Tally.ERP 9 is concerned, Mr. Ramana Rao gushes, “Tally’s drilldown is fantastic. Its simplicity puts it in a class by itself.” The integration of Tally.ERP 9 with other software, customisation and reports like stock reconciliation, the exclusive payroll – all these are memorable for L&M. Mr. Amitava summarises, “There has been no issue with Tally. We have centralised our systems now. I don’t recall any breakdown, downtime etc., the synchronisation is also very helpful.”


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FROM A NONENTITY TO BE KNOWN AS TALLY SUBRAMANYAM IS A GREAT JOURNEY Tally.ERP 9 is outstanding and has a lot of untapped potential. Partners of Asset Intigrated Info Systems, Hyderabad, (From left to right): Mr. Satya Teja, Mr. V Ramasubramanyam and Mr. Shivaprasad.


here are many stories around Tally that it creates entrepreneurs out of ordinary people. At times people do not believe the stories until they experience the things. Mr. V Ramasubramanyam, Partner of Asset Intigrated Info Systems, Hyderabad is one such story maker. Mr. Ramasubramanyam, who started this company in 1997, was exposed to Tally, while working as a part timer in an organization. As an accounts staff, he was obviously using Tally extensively. It was the potential of Tally impelled him to see his future growth with. He says, “I knew that Tally is a product which can help me grow. So in 1997 I started Asset Intigrated Info Systems in Hyderabad. Later in 1999, Mr. Satya Teja and Mr. Shivaprasad joined as employees. Eventually both of them became partners. Today, both Mr. Teja and Mr. Prasad take care of the customization of the orders bagged by Asset.” Although Asset had a very tough time during the earlier years of 1997 to 2004 but slowly the company earned a good name in the market. The word that Asset is good for both service and support was spread in the market. This was the first turning point. The second turning point was during 2004, Tally launched a project called Sawan Bhadon giving customers the details of synchronisation over phone. Asset was happy to get 150 orders in Sawan Bhadon scheme. And since then the company

never looked back. Today Asset has a strong customer base of 10,000 in the state of Andhra Pradesh. Mr. Ramasubramanyam, says, “Tally was sold as an off-the-shelf product by Asset during the beginning years. By 2008, the company started taking orders where customization was to be carried out.” By today, the company has bagged very many prestigious accounts. For example, Asset Intigrated has installed Tally software in 280 locations of Coromandel Fertilizers. They also have done installation service of Tally software for Lawrence & Mayo in complete South India. Some other names include Progressive Constructions, Indu Projects, Coastal Projects (60 packages each) IDRBT, Administration staff college, etc. The advantage of Asset is customisation of solutions, which has enabled the company to create a niche in the market and Tally has helped them to excel. Mr. Ramasubramanyam maintains, “Word of mouth publicity given by customers is one of the biggest strategies. Asset ensures right solution for every customer coming to us.” He adds, “Tally is a great company. I have seen it growing exponentially year after year. As a product, Tally.ERP 9 is outstanding and has a lot of untapped potential. I will be very proud to sell Tally software any day.” On the customisation front, Asset has grown from nowhere to everywhere. As a company,

“Tally is for growth individually and professionallyfor both start ups and established”. V RAMASUBRAMANYAM, PARTNER, ASSET INTIGRATED INFO SYSTEMS it grew from 1 person to 3 personnel and to 25 People Company. Today, Asset has 4 branches in Andhra Pradesh. Finance-wise, the company has grown from Rs.5 lakhs to Rs.3 Crores in 14 years. On the personal front, Subramanyam says, “When I started, I was a non-entity but today I am known as Tally Subramanyam. From Non recognition to this level of growing is a great achievement.”

Finally… Mr. Ramasubramanyam is very optimistic. By 2015 he wants to grow 5 times with double number of employees. He wants to open his company branches in all districts of AP.


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he ongoing proliferation of information and the need to digitally catalog all of it has resulted in a massive glut of data. The challenge for users is to figure out how they can best store and manage this huge amount of data. Statistics from Gartner show that in 2008, for the first time, the amount of file-based storage system capacity shipped surpassed block-based storage system capacity shipped. Based on this trend, it is estimated that file-based storage system capacity will account for 70 percent of total storage capacity by 2012. Additionally, IDC predicted that in view of the rapid growth of file-based unstructured data, 80 percent of the global storage market’s total shipments will be covered by file-level data by 2012.

Traditional NAS systems Traditional network attached storage (NAS) systems are now encountering a bottleneck in the face of the creation of these massive amounts of data. This bottleneck can be attributed to three main disadvantages that hinder traditional NAS systems. First is low controller utilization and space utilization. In traditional NAS equipment, each NAS controller has its own separate storage space which results in the low utilization rate of the controller since data cannot be shared between controllers. Moreover, the performance of a single NAS controller is limited in scope and there exists a hot application access bottleneck. For instance, in scenarios such as high-performance comput-

ing, a computing task can only be undertaken by one NAS controller. Other controllers cannot share the workload, leading to wasted resources and computing inefficiencies. The second disadvantage is low scalability. Traditional NAS systems are single/dual controller architectures, which, by design, have limited scalability. Performance of traditional NAS systems can only be enhanced by actually increasing sets of equipment. However, rather ironically, storage resources cannot be shared between different sets of equipment, so this method actually increases the management complexity of data since it creates disparate data islands. The third disadvantage is management complexity and high maintenance cost. An increasing amount of users and enterprises own dozens or even hundreds of file servers or NAS devices. With each device independent from one other, this situation creates a scattered array of devices which results in increased management complexity and higher maintenance costs.

The emergence of clustered NAS systems With an increasing amount of user data, IT systems have become more complex. Given this situation, clustered NAS systems have gained popularity among users over the use of traditional NAS devices. Huawei Symantec, for instance, offers the N8500, a high-end clustered NAS product that was recently recognized as having achieved the industry’s highest results on the Standard Performance Evaluation Corporation’s (SPEC) SPECsfs2008 test.

Clustered NAS systems offer users an array of advantages over traditional NAS systems. The first advantage is that clustered NAS systems allow for higher controller utilization and space utilization. All NAS controllers of a clustered NAS system have back-end storage space where data can be fully shared. With all storage space integrated into a larger resource pool where resources can be allocated based on actual needs, space utilization is thereby enhanced. In addition, all NAS controllers can work on the same task, dramatically increasing the utilization of each controller. The second advantage is that clustered NAS systems can achieve higher degrees of scalability. For instance, clustered NAS systems can be extended from two online dimensions by extending the NAS controller to meet the growing demand for performance or by extending the storage capacity to meet the data storage space requirement. In a situation that requires large-capacity backup, expansion of the back-end storage unit would allow a user to meet the growing demand for capacity. Finally, clustered NAS systems lay the groundwork for simplified system management as well as for reduced operating costs. In light of the high performance and scalability of clustered NAS systems, a single system can easily provide a GB/s of bandwidth and a PB or more of storage capacity. Given these high storage and transfer rates, a single easily managed and maintained set of equipment is sufficient to meet any user’s data storage needs, no matter how extensive. The future of data storage and management has indeed arrived and it is scarcely a moment too soon.


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UPTAKE The momentum in the desktop virtualization market is evident with increased awareness and adoption across all enterprise sizes. BY SANJAY MOHAPATRA


igital content in various forms is exploding as the number of access devices increase. Our interactions with the content has changed over the years to become a part of daily life whether it is for work, entertainment, convenience or to update ourselves with information regarding the world around us. Along with the increase in information, the need for storage solutions has also increased. User requirements have also become demanding with an increased focus on mobility to access information on-the-go, where system performance and power conservation become very significant factors in enhancing user experience. Storage technologies play an important part in increasing that satisfaction. Desktop virtualization has generated a lot of interest in the Indian market. This is because virtualization as a technology has matured, and the server virtualization market already reaching a stage of maturity with large scale and complex deployments. After experiencing the benefits of server virtualization, the market is more readily convinced about the virtues of desktop virtualization. Various surveys and discussions in the public space indicate that

enterprise investment in desktop virtualization will remain a top priority in the next 18 months. According to a recent survey by Gartner in Australia, China and India, desktop virtualization is a top priority for enterprises in Australia and India. Although cost savings in the long term remain a significant driver for adoption, the immediate driver for desktop virtualization is easy manageability. This is because many enterprises that have adopted server virtualization are aware that desktop virtualization would be more expensive than server virtualization initially, as it involves significant upfront costs such as increased server, storage, networking and licensing costs. Therefore, deployments require a reasonable scale to have the desired return on investment. Vendors have also focused their marketing dollars in attracting medium and large enterprises. According to a new study from ABI Research, the worldwide market for such hosted virtual desktops is forecast to grow from about $500 million in 2009 to a total of nearly $5 billion in 2016. North America and Europe will comprise the majority of the market for virtual desktops throughout the forecast period.

The worldwide hosted virtual desktop (HVD) market will accelerate through 2013 to reach 49 million units, up from more than 500,000 units in 2009, according to Gartner. Worldwide HVD revenue has grown from about $1.3 billion to $1.5 billion in 2009, which is less than 1 percent of the worldwide professional PC market, to $65.7 billion in 2013, which will be equal to more than 40 percent of the worldwide professional PC market. The desktop virtualization market has been variously referred to as hosted virtual desktop (HVD) and virtual desktop infrastructure (VDI). Although there are significant difference in deployment, but in essence it refers to the decoupling of the software, application and the operating system so that they are independent of each other. These are hosted in a central server and are accessed remotely. A virtual desktop is an individualâ&#x20AC;&#x2122;s interface to a virtualized environment. The virtualized desktop is stored on a remote server rather than locally. A good virtual desktop is completely personalized around data and application and presents to the user the best possible screen optimization. It adjusts or wraps content according


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“HIGH STORAGE COSTS AND THE FACT THAT VIRTUAL DESKTOPS DIDN’T NECESSARILY SIGNIFICANTLY REDUCE MANAGEMENT COSTS BUT RATHER CREATED A NEW SET OF CHALLENGES MADE QUANTIFYING BENEFITS AND COST SAVINGS DIFFICULT.” ANOOP NAMBIAR, COUNTRY MANAGER, BUSINESS PARTNER ORGANIZATION, IBM INDIA to the form factor being used, i.e. a full desktop hardware to a mobile screen of three inches. Virtual desktop is increasingly being preferred over normal desktop/notebooks, as it eliminates the need to carry bulky hardware everywhere and enables a ready to go office packed neatly somewhere else. A virtual desktop is an ever present infrastructure, and can be accessed anytime from anywhere. Virtual desktops enable enterprises to centralize their desktop infrastructure in the data center, dramatically improving remote access while retaining workspace personality. More and more organizations are increasingly becoming aware of their environmental footprint and are deploying virtualization as a tool to reduce power utilization and computing waste. The idea of virtual desktops and their associated business value have inspired businesses to embrace virtual tools which can be a natural extension of the virtual infrastructure.

monitored and managed centrally has become an increasingly attractive option. Sectors which require large scale deployments with high security requirements such as call centers and research and development are ideally suited for virtual desktop deployments. Traditional desktop environments are difficult and expensive to manage and by moving from

The Indian Market Desktop virtualization is already a buzzword in the Indian market because of an increasing need to drive down the cost of maintaining desktops. Other factors fueling the adoption of desktop virtualization are increasing popularity of cloud computing, and the availability of on demand office application suits from Google and Microsoft. These offerings are ideally suited for a virtual desktop environment. As these vendors ramp up their marketing initiatives, it will have a cascading effect in virtual desktop adoption as well. In India large enterprises especially in the IT and ITES sector has led virtual desktop adoption. As the ITES industry expands and proliferates to secondary towns and cities, desktop management becomes an increasing burden on companies. Having a hosted solution that can be


physical to virtual desktops, enterprises can mitigate these challenges. Technology companies that espouse the benefits and have a deeper understanding of desktop virtualization have been early adopters. This includes deployments at Geometric, Wipro, Sierra Atlantic, and Infosys. This is in contrast to the mature markets where adoption has mostly been led by the banking and financial services sector. Note that banks in India are trailing in adoption. A few leading customers such as Punjab National Bank, State Bank of India and Mahesh Cooperative Urban Bank are among the early adopters. Other sectors that have witnessed good momentum in virtualized desktop adoption are education and government sector. Manufacturing has also seen some momentum with deployments at Perfetti, Cummins and Ranbaxy. Explaining the sectoral adoption, Abhilesh Guleria, Country Head, Multimedia Product Group and IT Platform Business, NEC India has summed it up well, “Virtualization adoption in India, both on the server and the desktop has been restricted largely to the IT intensive sectors, IT/ITES, telecom, and BFSI, apart from very large enterprises. With companies moving towards cloud computing, desktop virtualization will play a major role. However, this is expected to change over the next few years. In coming years, India will lead the world in large scale desktop virtualization deployments.” The momentum in the government sector is also picking up with a steady growth in new deployments. NComputing, an end-to-end virtualization solutions provider is involved with a large scale desktop virtualization deployment with ESIC (The Employee State Insurance Corporation) comprising some 30,000 virtual desktops. Rajat Mehta, Country Manager, Emerging Business Unit, PSG, HP India Sales says that VDI as a technology holds significant potential in the government and education sector as end user maintenance is not required. In order to provide equitable access to education and technology VDI will be revolutionary as it will enable the government to provide the same applications and educational materials to schools and colleges in far flung areas. “The government led by NIC has already adopted server virtualization and thin clients.” There is little doubt that virtual desktops are here to stay. The huge economic advantages in cost effectiveness, ongoing maintenance and energy saving capabilities of desktop virtualization are propelling the technology towards mainstream.


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The overall penetration of virtualization in India is very low in single digits with most deployments restricted to server virtualization. Usually customers who have benefits from server virtualization are considering desktop virtualization. However, there are many specific scenarios such as those businesses that require rapid expansion and high level of security are ideal candidates for adopting desktop virtualization. The increasing use and penetration of personal devices in the workplace is another factor that is likely to trigger an adoption of virtual desktop. Enterprises are increasingly facilitating the mobile workforce to access enterprise applications to increase productivity and efficiency and a virtual desktop help as access will not be restricted by any form factor. The market leader in desktop virtualization, Citrix espouses the cause for a mobile enterprise. Kaushal Veluri, Director, Channel and Alliances, India subcontinent, says, “Workshifting perfectly captures many of the ideas organizations believe are strategically important to their businesses. Workshifting is a simple, compelling and powerful way to explain the value of virtual computing products and services. It gives the organization the ability to deliver the applications to the employee wherever they may be and on any device. This means that the employee can potentially buy their own device and get their office desktop delivered to them. Not only that, the employee can get the desktop and apps delivered to them on a smart phone as well. The employee no longer needs to come to an office to work – rather the work shifts to wherever the employee might be.” It also helps the organization to save office space and related costs as well as IT management costs. Rajat Mehta says that virtualization is grow-

ing in triple digits and the technology will become mainstream in the next two to three years. “The tablet PC and Smartphone market share is increasing while desktop market share is declining. The challenge for the market today is how to enable computing via the mobile phone. Mobile phones are ubiquitous while PC penetration is insignificant comparatively. Therefore the market has to explore way in which comput-

ing can be enabled via the most widely penetrated consumer device. When viewed from this context, VDI has immense potential in the next phase of the technology adoption in India.” Nisheeth Mishra, VP - Business Alliances, Novatium Solutions Pvt. Ltd., says, “The status of adoption has been quite prevalent in the back-office functions and high security environments. Traditionally known to be a “thinclient” deployment, a lot of these are primarily being adopted due to their maintenance and cost light design. However, with the advent of Web 2.0, the all pervasive and powerful cloud filled with IaaS, PaaS, SaaS, and any other *aaS that one can think of, virtual desktops now have unprecedented potential.” He adds, “When the mobile communications started in India, what were the 10 year projections, and how did we do against them? We probably outnumbered the most optimistic projections by millions. To draw a parallel, it is very difficult to even predict what shape exactly virtual desktops would take, leave alone how many takers. But anyone who is on any form of internet connectivity is sure to be a potential of the virtual desktop service components if not the whole dektops. Novatium PCaaS itself demonstrates three times more usage of its services than any other computer in similar customer profile.”

Desktop Virtualization and SMEs


Although penetration of desktop virtualization is very low amongst SMEs in India, it is a promising segment. The challenges for SMEs are different as the scale of deployment and budget constrain are very real issues. Despite these constraints, SMEs have to be flexible and compete with large enterprises. However, SMEs can outdo large enterprises by being adaptive and responsive to the external business environment as they do not have the trappings of large enterprises. SMEs therefore view hosted virtual desktops as an ideal solution that will help them add business agility and gain the first mover advantage. While a virtual desktop solution may have certain limitations, the value proposition of hosted desktop solutions is undeniable. To deploy a virtual desktop, an enterprise will also need to spruce up its server, storage and security investments whereas in a hosted mode, everything is available in the on demand mode and SMEs can simply access the entire infrastructure via the cloud. In fact the advent of cloud computing and the increasing popularity has greatly contributed to the uptake of desktop virtualization in India. In a recent survey by Gartner asking the top three


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“THE KEY CHALLENGE FOR DESKTOP VIRTUALISATION MARKET GROWTH IS ‘STATUS QUO’ AS PEOPLE LIKE TO CONTINUE USING THE SAME TECHNOLOGY OF PHYSICAL DESKTOP DEPLOYMENT” KAUSHAL VELURI, DIRECTOR, CHANNEL AND ALLIANCES, INDIA SUBCONTINENT, CITRIX IT investment priorities, SMEs in India indicated sourcing external infrastructure as the top priority followed by transition to Linux based environment and the third priority was deployment of virtual desktop environment. Clearly, the popularity of cloud based services is linked to the desire to adopt virtual desktops. “According to a survey form Gartner, VDI implementation in large enterprises is low in India, with only 16 percent saying they have implemented VDIs. However, 25 percent of large enterprises said that they had budgets put aside for HVDs compared with 11 percent of midsize businesses,” says Bobby Mon, Head Enterprise Business, SMB Dell India. What it shows is that although virtual desktop is not being implemented, it is being considered and budgets are being set aside for it. SMEs are also likely to join the trend when appropriate solutions are made available. Another reason why hosted virtual desktops appeal to the SMEs is because they lack technical manpower to manage day-to-day operations. In a hosted environment, the desktop environment including, server, storage, security, monitoring and regular updates are provided remotely to the customer. Speaking about the opportunity in the SME sector, Citrix’s Veluri says, “SMEs have the same

concerns of managing desktop spread across remote locations and data security. The main need is manageability, simplicity and cost. Technology should be simple and affordable so they do not require highly experienced IT staff as they do not have the deep pockets of a large enterprise.” Keeping the specific requirements of SMEs in view, Citrix recently made a strategic acquisition—Kaviza VDI-in-a-box is an offering tailored to the needs of SMEs. It solves the manageability and security issues of SMEs since it is a desktop virtualization solution using VDI. However, Kaviza can be loaded on to any server and simplifies the entire desktop virtualization solution and is ideal for the relatively simple IT infrastructure of an SME.

The challenges Despite the advantages of desktop virtualization, there are certain challenges in deployment which has hindered its uptake. This includes making upfront investment for additional provisioning for server, storage, security, high speed LAN deployments in a traditional virtualization environment. With scarce resources, it becomes hard to justify additional investments. This is the number one inhibitor for SMEs as virtual desktop deployment on a smaller scale does not justify the

ROI. This challenge has been highlighted by the fact that although about 80 percent of Gartner inquiries are about desktop virtualization, yet deployments even globally are restricted to large enterprises. Second, desktop virtualization touches end users and there is likely to be resistance from users because there will be changes in the way they work and the way they access their computers. From an end user perspective there will be less flexibility. For example, there could be technical limitations such as local device attachment support, flexibility, offline accessibility etc. However users can be lured by educating users about its benefits such as instant on, fewer system crashes, increased mobility and faster problem resolution. Even amongst large enterprises, although awareness about its benefits exists, one of the factors that is still restricting growth is the comfort factor with existing systems. According to Veluri, the key challenge for desktop virtualisation market growth is ‘status quo’ as people like to continue using the same technology of physical desktop deployment. He adds, “Desktop virtualization is a radical different way of managing and securing enterprise and organizations are concerned about the RoI of this approach. They are more comfortable with the existing approach of buying physical desktops. Desktop virtualisation has to impact the business need of the organisation and has to be looked at from an overall TCO perspective.” Veluri’s views are seconded by NEC’s Guleria who says that although the VDI adoption has gained momentum, popularity of client-server technology has hindered its uptake. Lack of data centre resources is another reason, even if it has the potential to save money in the long term. There are enterprises that are not investing towards making a transition because of the high cost of maintaining existing PCs.” Even as a technology, desktop virtualization is more complex than server virtualization. For

GEOMETRIC: SEEKING GAINS FROM VDI Geometric, an IT services provider focused on providing PLM solutions, has done a large-scale desktop virtualization implementation based on the Virtualization Experience Infrastructure (VXI) architecture with Cisco, NetApp and Citrix technologies. The deployment will allow Geometric employees to access server-hosted vir-

tual desktop from anywhere and from a broad range of devices. The cloud infrastructure is expected to increase business productivity and reduce operating costs. Based on NetApp unified storage, Cisco Unified Computing System, and Citrix XenDesktop, the VXI architecture enables easy deployment, a starter kit for the first 300

desktops, and easy scalability. Geometric has already achieved significant benefits with its pilot of 250 desktops. This is expected to increase as the project scales. The company expects cost savings to the tune of Rs 1.2 million (approx. USD 27,000) as the deployment scales to 600 desktops. With this deployment, the

company has centralized its desktop management and as a result not only reduced the security threat but also reduced the time spent on management for tasks like installation, restoration of OS and other applications, etc. Greater cost efficiencies are expected by enabling longer desktop refresh cycles to facilitate a secure

remote working environment, telecommuting and use of consumer computing devices. Going forward, Geometric plans to enable end users to access the virtual desktops applications from their own devices or from their homes. The company is also working to deploy a virtual desktop solution for 3D graphics applications.


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example, desktop virtualization present new challenges related to network management and application management. Elaborating on this challenge, Anoop Nambiar Country Manager, Business Partner Organization, IBM India says, “High storage costs and the fact that virtual desktops didn’t necessarily significantly reduce management costs but rather created a new set of challenges made quantifying benefits and cost savings difficult.” Another challenge is the ability to map and integrate custom made solutions within a virtual desktop environment. Since these applications were developed for a physical environment, deploying those in a virtual environment can drastically impact performance. Says Dell India’s Bobby Mon, “The majority of the challenges come from custom applications which are not yet tested on a VDI environment. Most customers have one or other application which is developed in house or is not a well know application. Setting bench mark and guaranteeing performance for such kind of application is the major challenge which we take care of in the assessment stage.” As a VAD, who has a bigger role in taking the solutions into the market, S Sriram, CEO,

iValue InfoSolutions Pvt. Ltd., says, “There are tangible benefits on security, manageability, power front and on VD front as compared to traditional physical desktops. The real challenge is on the software license front where there is no great benefit b/w real and virtual world and the type of licensing required on servers running as VD’s. With an upfront big ticket investment on server and infrastructure front for VD, customers need to have a tangible benefit on the license front in Virtual world for fast adoption.” Summing up the challenges of VDI, Gartner’s Vishal Tripathi says, “Although the desktop virtualization has the advantage of reducing operational cost, saving on power, space and management but many users still don’t understand its benefits or how to justify the additional cost. Enterprises also need to figure out a way to make VDI available 24/7, which are not necessarily available. Desktop virtualization places new demands on networks, which adds to barriers in adoption.”

Market Dynamics The desktop virtualization market space is increasingly becoming crowded with more vendors entering the fray. Citrix, one of the earliest

players of desktop virtualization in the IT industry is a clear leader both in terms of mindshare and marketshare. VMware also has a strong presence in the VDI market primarily leveraging its presence via the server virtualization market. Dell, HP, IBM and Microsoft are also strong contenders in the market each rolling out their own solutions and even offering customized solutions for specific market segments. Citrix, the market leader believes that VDI is just one of the ways to deliver a virtual desktop to the end user. Using Flexcast technology, Citrix delivers the virtual desktop in six different ways. Citrix believes that the Flexcast technology helps the CIO to reduce cost and complexity while deploying desktop virtualization. Educating the market about this flexibility is high on the agenda for Citrix via events, emails and enablements. The company believes that it is important for the customer to experience desktop virtualisation rather than just hear about it. To that effect Citrix is setting up a Virtual Computing Demo Center in the Cloud that can be accessed by its partners and employees. Partners and employees can provision a virtual desktop environment and give it to the customer to experience. A technology evangelist who is based in Sydney travels to India every month. The tech evangelist’s role is to demonstrate the entire virtual computing environment at a customer location. The Citrix Executive Briefing Centre in Bangalore is used by its partners to bring key customers where Citrix educates the customer and showcases the solution. IBM has an offering in the market called the Virtual Desktop for Smart Business. This includes VERDE software from virtual bridges which can be deployed on a customer’s own infrastructure or through a business partner

PERFETTI: VDI ENABLES EASY MANAGEABILITY Perfetti has more than 15 brands to its product basket including Big Babol, Center Fresh, Alpenliebe, Mentos, Happydent, Chlormint and Marbels. The company has been growing steadily at over 20 percent year on year and was aggressively scaling up its operations throughout the country. However, its IT infrastructure was proving to be a stumbling block in the path of that growth. Spread across locations the company’s IT infrastructure was not scalable or flexible.

Managing desktops for over 1,500 users across geographically dispersed operating units was proving to be a prohibitive proposition. Business was being denied on-demand IT services to users in new locations. Perfetti conducted proof of concepts with VMware, Microsoft and Citrix and after thorough evaluation later selected Citrix XenDesktop4 to virtualize Perfetti’s desktops. Within three weeks, the first phase of virtualization was rolled out to 100 users.

The benefits of the VDI project began to trickle in as there was no need to install new OS versions, applications and new user profiles for individual PCs or desktops. The solution delivered a complete Windows desktop experience as an on-demand service to Perfetti’s users and the virtual desktop was entirely backed up at the company’s datacenter. But midway through the deployment, the pace of the implementation slowed down. Perfetti ran SAP, an e-mail

application, MS Office, and its SharePoint portal on Citrix but as the number of LAN users shot up, application speed became a problem. Perfetti deployed branch repeater and WANScaler to improve bandwidth utilization by almost five times. It accelerated application access by 40 percent and boosted download speeds by two to three times helping Perfetti save bandwidth cost to the tune of $ 1 million (about Rs 4.5 crore). The Rs 14.8 million project has brought cost savings

on multiple fronts. Perfetti saved around 40-50 percent in hardware costs. Savings brought about by the desktop virtualization itself was Rs 4.8 million. VDI lowered maintenance costs by about 60 percent and project helped shrink the company’s carbon footprint and cut power and cooling costs by Rs 7.5 lakh per annum. The most significant gain was that the company became flexible and responsive and the IT department could support Perfetti’s expanding business.


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“private cloud” hosted environment. Available in India through IBM’s business partners such as Ingram Micro, IBM virtual desktop V2.2 enables users to enjoy a high-definition experience while accessing audio and video files. IBM has launched an integrated 360 degree campaign to address the partners which includes marketing, advertising, direct mailers, and promotions to partner and clients which would help drive initial mindshare and awareness for the offering. The partner enablement programs are currently extended to eight cities in the country and will be further expanded to other cities based on the traction in these eight cities. The company also has a limited period offers and incentives for partners. HP has a targeted program to reach out to the SME as the requirements are very specific and require customized solutions. In fact, HP has a customized PC for the Indian market and HP Labs in Bangalore has developed innovative technology specifically designed for the SME and education sector. HP offers end to end desktop solutions to the customers. HP also offers financing schemes to customers to enable customers to adopt new technology. “We are focusing on training our partners and bringing them up to date with our solutions so that they are able to communicate our products and solutions effectively. They are our first touch point for our customers. We are moving more and more into secondary towns and cities,” says HP’s Rajat Mehta. NEC’s thin client system, Virtual PC Center, adopts virtualization technology infrastructure provided by VMware. NEC thin client system Virtual PC Center operates in the same way as a traditional desktop PC, enabling users to access all desktop PC applications. The only difference to the user is that they no longer need to worry about issues such as backing up their data, maintaining software, and so on. The VPCC

thin-client system saves up to 62% system’s power consumption compared with normal PCs. It uses server-based computing where the data is secure and protected on the server side. Quest Software, a Microsoft partner, has its own VDI called vWorkspace that works on top of a hypervisor from Microsoft. “We acquired Provision Networks, a US-based VDI company about two years ago and the company has good background of providing VDI for the last seven years,” said Krishnan Thyagarajan, MD, Quest Software India. Quest has already deployed 300 seat desktop virtualization project for a leading credit rating company in India. It has also done another deployment with an Indian ITeS company which started with a 300 users and is likely to go up to 1000 users over time. Chennai-based Novatium Solutions is an end to end solutions provider in the desktop virtualization space. The company has developed its own operating system that connects all interfaces on the server side and the Web to bring all applications and content on the device of the customer’s choice. Novatium has recently launched a product specifically for the SME market and is in the process of ramping up its partner network to take this product to the mass market. Sanjoy Bhattacharya, Product Group Marketing Head, LG India, “Cloud computing is catching up very fast and as per the discussion with IDC and Microsoft, we understand that they can take the PC penetration to the double digit level. By 2015, it can reach upto 15%. There has to be a certain infrastructure built in for this and virtual desktop is a good option. Cloud has a definite price advantage. As far as LG is concerned, we are in discussion as to how we can catch up with this trend. We have a division for rural marketing. They are keeping on doing research for rural products. We have competency of having hardware, which is the main

thing for virtual computing. We are looking at whether we can have our own backend infrastructure or will align with others for the same. All this putting together, we are not so focused on cloud now, but in future we will take it very seriously. It has also opened a scope for the channel partners to steady their ship with sustainable business opportunity and getting rid of the diminishing margin situation. Sriram, says, “Virtualization as a trend is compelling to business due its tangible benefits and hence growing at a healthy clip. Server virtualization adoption at enterprise is 80%. Storage virtualization is fast crossing 60% levels. Desktop virtualization will follow the same trend as the challenge of manageability is maximum for desktops. Since criticality is lower the priority in the past has been on server and storage virtualization trends. Time is now ripe for Desktop virtualization especially when corporate boundaries have disappeared and more people now work from outside the office than from within.” He adds, “The market is at an interesting point where customers are asking for VD and partners are proposing multiple options with pros and cons. Yes for adoption to grow at desired clip few challenges need to get addressed. Many of the enterprise focused partners have already done significant business on server and storage virtualization and keen on laying hands to offer the best on VD front.”

The Way Forward The desktop virtualization market is slowly but surely gaining momentum in the Indian market. There is growing awareness about the benefits of the technology and an increasing number of vendors have started providing desktop virtualization solutions. These factors together with the fact that the entire computing environment is changing will add to the momentum in this market. The popularity and proliferation of different form factors and the need for a mobile enterprise are factors that will significantly drive adoption. The fact that more and more hardware vendors are moving into the solutions space is an indication that virtualization and cloud computing are changing the technology landscape. The recent HP announcement to exit from its PC is a case in point wherein vendors are increasingly moving away from the traditional PC market to embrace new form factors and leverage emerging technologies such as cloud computing and virtualization. Going forward, the momentum in the desktop virtualization market will accelerate and it will become a mainstream technology within the next 24 months.


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THE PARTNERS With the changing of business dynamics in India, the vendors from the global market have changed their business strategy to adapt to the situation. Of course, it is good for both - the customers and the vendor. BY NEIL D’SOUZA


nown to be a direct to market company, Dell has adopted a new strategy in India over the period of time. Like most of the IT companies, it has also wooed the channel partners. Of course its direct model of business is still existent. In its strategy to court the b2b market, the company has taken two pronged approach. One side they are tapping the retail market for consumers and on the other side the company is focussing on enterprise market be it SMEs or large enterprises. Sometime back the company has launched its arm in India addressing the enterprises in the b2b space called dell commercial business where the company engages channel partners to go near the enterprises. Through this arm Dell is very focussed and strong in the SME market. Giving a perspective of Dell India Commercial Channel business, Pradeep Devraj, Country Lead Global Commercial Channels, Dell India, said, “Started our indirect business a few years back, we are today spread across all the three segmen¬ts including Public, large enterprises and SMEs. Our strategy was to increases depth and breadth in the market and especially in the SMEs space because the kind of market that is, it is impossible to reach directly to this market.” “Since we are historically a direct company, we were very weak in the midlevel market vis-à-vis the competition. That is why we decided to take the channel root. And, about six months back, we created an organization

which is specifically focused on commercial channels,” he added. This organization is fortified with 100 strong people the today. Their job is to purely focus on the growth and development of the channel partners. Of course, the company has been working with channel partners for last couple of years but still they are looking at the possibilities of getting new partners that are more enterprise capable and develop themselves as well so that as a company Dell could move from desktops / notebook kind of company to an enterprise/ solutions kind of the company. Specifically for in the SME market the company is very much focussed. Pradeep says, “As an organization, internally, we are aligned to the small and medium business. Our focus has been from the day one to increases our market share in the MB market. We have enabled our partners with multi programmes and multiple trainings and tools that can help them to go out and be successful.” Ever since the formation of Dell Comercial Channel business has happened, it has been running pretty well and the company is looking at an accelerated growth for next two-three years. Pradeep say, “Partners have acknowledged this. Last quarter, we had a seven city event, where we spoke about the global commercial channel organization and its benefits. The feedback was extremely positive. The partners were very receptive about it.” “We also have taken it to the next level by organising Awards for them. For example the last event that we had was the IDG event where we were the




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prime sponsor for the awards to recognize top 100 partners of the country irrespective of whether they had done business with Dell or not. We did recognise them and told them that they are the top most 100 partners. So we have created the environment and the eco system for the partners and we hope that the partnership will go a long way,” he added. Now the question comes if Dell is engaging partners for the SME market, do they segregate the SME focussed channel partners? Pradeep says, “We don’t segregate them by business because each of them has their own potential. Yes, having said that there’re some partners purely focused on the SME business but we do not stop them from doing a large enterprise and public opportunity and vice versa. We work with these partners to focus on SMEs because the reach is critical in terms of cities in tier I, II and III and below. And the partners usually have lots of hold there and we want to support them and help them grow their business in this segment.” Having said that people are talking about cloud is ideal for the SMEs whether Dell is pushing partners to get them enabled with cloud technology? As per Pradeep Dell sees cloud from a different perspective. As per him cloud is one part of overall solution of Dell. He adds, “What we focus on as a company is that, we go to the customers along with the partners and help him build the entire infrastructure of IT. So, the moment when partner say that there is an opportunity: for example a new building is coming-up where they need IT

hardware and support, there we ensure that we provide to the customers through the partners the entire infrastructure and cloud is one part of that. If you look at our product portfolio, it covers everything that a customer needs in-respect of his IT infrastructure starting from cabling, data centre, cooling, power, storage, server to clients solutions including desktop, notebooks and handhelds.” So traditionally Dell is very strong in product offering along with manage services, Infrastructure consulting services, etc. What they have done is that they have not strengthened their go to market by engaging the channel partners who also have capabilities - better or as much as Dell. He adds, “The partnership with channel has helped us to win over the customers from the overall solutions prospective. Yes, today the cloud is buzzword, But I think from the Dell perspective it is more about the entire solutions need of the customers than cloud only.” Talking about Dell’s strength in the services space are they strong in India as well? Pradeep says, “Although we are very strong in our services, in India, we are still in the baby steps where we created our services organization. Couple of years back, we also acquired Perot which is a very strong services organization. We use our services team to the maximum.” The service that Dell offers is not segmented again. It is the same for the corporate and SMEs because more often than not most needs are almost similar, obviously the size of the opportunity will vary but the offering will be the same. “

As far as Perot role in the Indian market for Dell is concerned it is not much today but there is a road map that the company wants to include that arm of the SMEs as well. But otherwise the Dell services team is fully engage with the SME team right now through the partners. There is no compromise in terms of the size of the customers. An SME customer anywhere between 50-100 does not mean that Dell doesn’t focus on larger customer with 1000 employees. Similarly taking its finance to the market is concerned, it is also in the initial stage as the company is doing trial run. It is already existent in the U.S market and bringing it into the India market it will go slow to begin with because at first the company wants to taste the waters. Pradeep adds, “As of now, we have extended it across the segments. We will be now extending this to our partners. Our primary focus for SME is through the partners. We want to ensure that our partners are enabled even with finance so that they can further extend their capabilities to the customers. It will take normal course of path. But eventually it will be taking to all end customers and partners depending on how they engage in projects.”

Finally... Dell focus on the channel partners from the engagement perspective will be 360 degree soon. Starting from enabling them with products and solutions the company will also extend services and finance to them. It is going to be a very interesting phase.


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OF A STRONG SERVICES COMPANY Wipro is known for its product and service capability for the large enterprises that have presence in multiple locations. It does not mean that they are lopsided of the SMEs need. BY NEIL D’SOUZA


US$ 6.841 billion company by 2011, Wipro InfoTech is known for its service and capability. Within this large company there is a group called Wirpo Systems & Technology which is responsible for Wipro’s product capability- be it PC, Notebook, Netbook, Servers, Storage or even solutions. It might not be as glamorous as a name like HP, IBM and HCL for the consumers etc. but yes it has a very strong pool in the enterprises and government. The company’s glory might be stolen by its services and integration arm but the product story is also equally strong and the beginning of the great journey of the great company. Ashok Tripathy General Manager & Head S&T IAS Head Wipro Infotech, says, “Wipro Systems & Technology is the division within Wipro that addresses all the products, services, software and solutions around the premise of the open computing. Any product that we launch or any service that we offer, it revolves around the open computing. That means we work with industry and architecture that is open technology such as open source and industry standard and we take forward it in terms of products and services in the market.” Wipro addresses all the products that come under the tenet of open technology, whether its client systems, data centre Systems and Infrastructure software. So in client system, the company has the entire range of notebooks, enterprise mobility products that goes beyond notebooks and netbooks. In data centre space, the company has servers, storage and other data centre equipment that goes to data centre for enterprise application. In the infrastructure software space

Wipro offers all infrastructure that goes around Microsoft and open source. It means the company covers entire range of products that creates an IT ecosystem for the enterprises. From the product perspective, Wipro offers desktops, Notebooks and enterprise mobility. Further to classify desktops into various ranges the company offers enterprise desktops, lifestyle desktops, slim frame desktops and thin client solutions, In mobility, the company offers commercial mobility products which is sold under eGo brand and the enterprise mobility products which helps to connect enterprise applications to the last mile. So that comprises Wipro’s client portfolio. In data centre system, Wipro offers the entire range of servers and storage. Further to categorise servers, the company has entire range on x86 platform whether it is Tower servers, Rack servers, scalable enterprise servers or even Blade servers. On storage front, the company offers work group storage, modular storage and enterprise -class storage. The company looks at the market in various parameters that most of the other vendors look. Like all vendors, the top customers of the organizations are few in number but are responsible for a quantum of products thus they are addressed directly and the rest of the customers are that the SMEs, who are addressed through a group of channel partners. Wipro has a team who works very closely with its partners. This team takes the entire solutions, stack through the channel partners to the SME market. So the strategy of the company is very clearly divided into two parts. The first part is direct presence of the company

in the top segment of the market, the enterprise and government space and the second part is the SMEs where the company address through channel partners. This base is quite significant to Wipro like the other one. As far as channel distribution is concerned, Wipro has a tiered distribution strategy. Ashok adds, “We work primarily with the large distribution organizations that cater to regional distributors and value added partners. These value added partners have been cornerstones for Wipro for a long period of time.” He adds, “Wipro is the first organization in the IT segment which had got into this indirect model of distribution model in way back 1989. At that point of time, selling PC and Accessories was unheard of but Wipro had started that legacy. So given the background we are fairly well established in terms of the way we addressed our channel partners. So value added partners are the partners who are very closely linked with whatever Wipro has to offer for market space, beyond that we’ve star partners, business associates and reseller community who work very closely with our distributors to take our products and services into the market place.” If Wipro is into the indirect model of IT business then what is the critical differentiation between Wipro and other companies? Ashok adds, “The reason of channel partners to do business with us is the time and energy that we spend in terms of creating the overall portfolio. It is really compelling for our customers. Secondly, we have a huge field force to assist the partners to take forward the solution. As you go forward, the solution needs of the customer becomes more


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and more complex. A lot of partners have the ability and we appreciate that but we have a lot of partners who like to understand more and like to have pre-sales support to take the solutions to the customers. So, we’ve an extensive partner reach, second we are not over distributed. That is very critical that all the partners should understand. They are not additional partners who can go and fight for commercial with us. Third is the entire portfolio we have i.e. client systems, data centre systems and Infrastructure software, which can enable the entire IT system of an organization along with our pre-sales support.” The company does not allow any kind of issues to creep between them as the company works around the policy that is conducive to the partners. Secondly the company has an extensible reach to develop the partner base and address their needs on more proactive basis. Thirdly Wipro is India’s third largest services company, which has presence all across the country. So the advantage of the partners is that they can take Wipro services and deliver to the customers or ask Wipro to deliver services. Precisely, this clarity of practice in engaging partners has created stickiness of Wipro among the partners, which has helped them to have more than 2,000 partners across the country. There was a feeling that Wipro is more active in the large organization space than the SMEs but Ashok refutes it says, “We take pride in the fact that a lot of large enterprises depend on Wipro to deliver their entire IT Services and product solutions. The reason is very simple that we can offer end-to-end solutions and end-to-end IT enablement for the enterprise that’s why the enterprises come to us. And that’s why we think that we can take on small and medium enterprises that can also depend on Wipro to deliver those kinds of product and solutions.” Today, the company has a reach right from North-East to Gujarat from the Jammu & Kashmir to Kerala in terms of its own resources, channel partners and its service network. An organization which has similar type of spread will depend on organizations like Wipro to take care of their equipments across the country. So, the company believes in something that they call as the lifecycle IT services and that is where the large organization need those kinds of solutions and they depend on Wipro. It is not that the SMEs do not have such kinds of needs. They do definitely have those kinds of needs and as they mature they can realise that the organizations like Wipro can do better for them in terms of enabling their IT solutions and IT services. At a very high level we are addressesing very large customers. We have verticals and vertical




I don’t think that in near future, we expect the services growth to slow down and the products’ growth will overtake the services. Secondly more-and-more organizations want to make use of the products by integrating services around it. Look at what is happening globally with Dell and HP. Dell has got into services by acquiring Perot Systems. HP, a product centric organization, has got into services by acquiring EDS. So no gain saying that the product will ever over take the services.

sales structures including telecom, govt. and defence. We have verticalization of solutions not addressing them. Wipro is a very large company. This Systems & Technology division is one of its many arms it has. So naturally whenever there is any talk on this division, its contribution is always referred. But Ashok maintains, “I think each and every business - whether it is in Wipro or any other - is measured by its goals, not in term of what is the currently percentage of contribution to the entire organization. While I am not able to divulge the numbers, I want to say that our revenue percentage of entire India business is very significant. We have been receiving many accolades for our works for last few years within the organization.” It is a fact that while talking about Wipro only the image of services comes to mind not the product but it is a fact that before Wipro became a large Global brand for services, its journey started from IT Products business. Ashok maintains, “It is a fact

that we are known as a large services company and we take a lot of pride of this but our diversification into IT was through creations of products especially in the servers and storage area during 1980s. And that has been a root of IT for Wipro and we can’t forget that roots. It just so happens that there is a global IT services boom and the IT services have superseded the products business in terms of revenues and profitability in the country.”

Finally… With the growth of smart phones and tablets in the enterprises space, can Wipro foray into the smart phone or tablet space? Perhaps not, as Ashok believes that the era of PC is not over yet. Besides, Wipro is working and addressing the enterprises mobility with various unique solutions, which gets connected with the back-end data centres on the fly. He believes that it is not about accessing the web only rather delivering applications to the service organization.


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FROM AN ARMY MAN TO AN IT ENTREPRENEUR: A NOTEWORTHY TRANSITION The revolution in the Indian IT industry has surely changed many ordinary people to be special ones. There are many examples of this and the creation of Targus Technologies is one such such story to know about.


argus Technologiess, a leading IT solution provider and one of the top 10 systems integrators, is not just an ordinary company. It is a story of a person who had quit his coveted job of an army officer and followed a path which had uncertain future. Col. Balwinder Singh, Director, Targus Technologies Pvt. Ltd., recounts, “I started Targus on 12th May 1997 and before that I had started Tulip along Lt. Col. (Retd.) H.S. Bedi and stayed there for five years. I was in Indian Army for 24 Years. I was commissioned in 1969 in a fighting unit of Army. I have fought the1971 War as a Lieutenant in an area which is one of the most ferocious terrains in the J&K and subsequently commanded the same regiment as Colonel. Finally in 1992, I took premature retirement and got into the IT industry.” He added, “When I started Targus, I already was in the IT industry for five years, so had a good recognition. Having started this company, I became a partner with HP, IBM, Microsoft and most of the networking products. It started as a systems integrator company and in the first year, we did a turnover of Rs.1.75 crore. And thereafter, we had no looking back because we had a clear thought that we will first satisfy customers with our services than focusing on sales. So every time

we took the services of the customers, the sales started pouring into the organization.” After the journey of almost 14 years, today Targus is fully geared to become the top systems integrator in the country. It is spread-out in termsof the geographical locations including Amritsar, Ludhiana, Chandigarh, Shimla, Delhi, Noida, Gurgaon, Pune, Bombay and Chennai. In addition to this, the company has got presence in 36 locations where they have service providers units to take care of its multi location clients. The company has organised its sales mechanism in the same manner. Organization wise, today Targus has different groups. The first group is for system integration. This group is headed by Manas Sinha, who was in IBM for a couple of years and has taken over the role of Sr. Vice President of this unit. This group deals in top level products including the business integrity servers, storage solutions and all the open view platform, and the various other platform from HP and avarious other vendors. The company not only sells the products but also implements solutions and offers services on top of it. Generally the company takes various projects and makes end to end implementation. The company is armed with good resources for pre-sales, sales and implementation. Out of its total turnover, this group is responsible for Rs

63 crore last year and is expected to do Rs.95 corers this year. The second group is its networking integration group, which is being taken care of by his son Raunaq Singh, who is a well-qualified IT professional. After working five years in the U.S Motorola he came back to India to join his father’s business in 2006. That time this group was in a nascent stage and the company had only a half crore business from that but since Raunaq started handling this group, it started growing. And it has notched a turnover Rs.35 corers in the year 2010-11 and is eying at a turnover of Rs.55 crore. The third group that the company has is the Software Solutions group which is handled by Mr. Amarjeet Singh Walia. He started the company’s Chandigarh branch in the year of 2001 and brought it to the level that it is doing Rs.16 crore of business last year and is No. 1 branch for IT within Targus operations. After handing over that particular branch to Mr. Manish Dutta, who was No.2 position there, he went abroad and opened the branch office of Targus in Canada. After running that office successfully for a year, he came back and joined Targus corporate office in India and started two groups - one is Software Solution Group and the other one is Technology Services Group. In Software Solution Group, the com-


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“I HAVE SPENT MORE TIME WITH THIS BABY THAN MY OWN SON AND DAUGHTER. I WILL SURELY WANT TO SEE IT AS A TOP COMPANY.” pany partnered withOracle, Microsoft, VMware, Citrix, etc. The company is involved in integration as well as sales of these software solutions. Similarly, the technology services group takes care of all AMC and remote infrastructure management services. As per the policy of the company, both the groups also bank upon services than sales. The company has qualified people in this group to design solutions and strong finance back up to take up projects. The other one is Targus Audio-Visual group which is started by Rounaq and is well on its way to offer very high-end board room solutions. The last group is Targus International business. This particular group was started in April last year and presently handled by Rounaq as well. This group take ups projects in international market and offers end-end- solutions in the global market. The company has an office today in Sin-

gapore for leveraging its strength in the global market including Africa, Bangladesh, Sri Lanka, Pakistan, Dubai, etc. In addition to this, there is another sister concern of Targus that is Targus Signity Solution Pvt. Ltd. Started in April 2009, this company has come for a long way. Today, Targus Signity Solution Pvt. Ltd. is developing mobile VAS. So far, this company has developed 39 applications and is trying to tie-up with service providers like Bharti, MTS, Reliance, etc. In addition to this, the company has developed ERP for education which is called as the campus mantra and running in many schools and universities. In addition to this, the company is also working on another application called myStock. It is for mobile share transactions. Tn terms of turnover of the company, Col. Singh says, “I started Targus with a meagre turnover of Rs.1.75 crore in the year of 1997-98 but last year, we have clocked Rs.120 crore in the year 2010-11. The target for this year is Rs.175 crore and I have no doubt that we will achieve this target.” He adds, In terms-of the manpower, we have today almost 400 people for presales, sales, post sales, operations, HR, finance. All are well qualified and doing well. In the terms-of finance, we are keeping pace with the business. We have not

taken any venture capital and we have not taken investment what so ever from others. We have reasonable finance limit available from the Banks, reasonable collection available with the organization and the reasonable amount of contribution by the Directors of the company. “ Col. Singh, says, “The advantages of going with Targus is that we are a cohesive organization. Perhaps we are one of the very few organizations which have hardware, software, networking, audio-visuals and the services under one roof. It is not very often that all these capabilities are available in one company. We are today the one stop organization for all the IT needs of every customer. You can call us mini system integrator (as called by Wipro and HCL).” In terms of the customers, the company has the oldest customer that is Nokia. Col. Singh says, “ Nokia was my customer when I was in my previous organization (Tulip). This company came into India in the year of 1994 and I boast about it that till today Nokia is with me. We have customers like Bharti, MTS, Delhi International Airport, Whirlpool, Oxigen, TCS, etc. So I have more than 500 customers of which top 30-40 contribute about 80% to our growth.” Talking about the future trends in the industry, Col.Singh, says, “It is around accusations and consolidation. Targus also is planning in its own way to acquire and consolidate, however this particular plan is still to be put on action, so I will not comment much on this till we actually do it, but we have definite plans to go public as soon as we have our own products.” Today, the market is moving towards virtualization and cloud space, whether Targus is catching the trend? Col. Singh says, “Lots of people are talking about private cloud and public cloud, etc. In my personal way, this particular technology was tried-out long back and that time it didn’t work but with the present scenario, it seems that this will become one of the top level technologies. You will find most of the vendors going for this particular field. We are already talking to HP as partner to be part of the solution and hope that we will not be lagging behind in this particular field.”

Finally… With the given backdrop, Col. Singh’s vision is to make Targus as the top level system integrator in the country. Today, they are one of the top ten in the industry. As far as their long term vision is concerned, the company wishes to have their own products. Jokingly, Col. Singh says, “I have spent more time with this baby than my own son and daughter. I will surely want to see it as a top company.”


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COMPANY The whole world is facing Inflation and external factors, which are influencing the business by and large but right strategy and right products, can only help the companies to move ahead to their goals. BY SMRUTI CHOUDHURY

FACTS ABOUT Year of Operation



India Headquarters



Key People


Eiji Kato, Country Manager Sukumar T, Dy Country Manager Samba Moorthy, Division Head – Sales & Marketing

Direct presence


31 cities

Key products


Inkjet Printers & All-in-Ones, Photo Printers, Professional Graphics Printers, Document & Photo Scanners, Dot Matrix Printers, Multimedia Projectors, Bill Printers, Laser Printers



Rs. 505 crores

Employees as of March 2011


177 nos




ndia as a consumer market is definitely growing at a steady pace. All the companies present in the country are growing and expanding operations vertically and horizontally. In this scenario, all imaging companies are also gung ho about it. They are achieving new heights every passing year, breaking various performance records. They are also redefining their performance forecast. First, Canon issued a forecast that they will be 1 billion dollar company by or before 2015. Now it is Epson’s turn to say that they will become 10 Billion INR Company by 2015 or earlier. Confirming the same, N. Samba Moorthy, Division Head- Sales & Marketing, Epson India, said, “Yes, we will achieve that number but on our way there are many challenges. On a short term basis, we are encountering challenges like inflation, lower GDP growth, lesser average consumer spend.” Of course, this is a reality for all BRIC nations and every nation is trying to bring measures to fight the same so also every company and Epson is not an exception.

He adds, “The other part of the challenges for us is that as we are moving into the largest spectrum of revenue, we foresee a technology shift and whether we have solution? Yes, we are pretty well prepared in terms of our product deliverables. Some of the product lines that we have over the next couple of year and the recently added are pretty well set to keep us to what we’re really trying to get.” Other two challenges surely are to meeting customers’ expectations in terms of right products and then empowering its internal staff to remain abreast with the updated product technologies. He adds, “Ultimately as an organization, we are able to deliver value products to the market but to quantify the value of these products, we need our team to extend those information to the market. Unless and until the customers are able to see how the technology or products are performing or how essential those are to them, s/he would not be able to realise the potential and therefore will not be able to exploit the value proportion that we are talking about.” So realizing all these challenges, Epson as an


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organization has already set out its mid-term plans. First is in terms of reaching out to the channel partners through the nDimensions programme and making them empowered to specialize in one or more of the five key Epson products: inkjets, dot matrix printers, projectors, scanners and point-of-sale (PoS) systems. The objective of this programme is to cover the channel partners whether they are in tier II or III cities and offers them avenues to deep-sell and cross-sell Epson products and make more margins. So far, the company has taken this programme to 193 cities to meet up with across 2,000 partners. Mr. Samba Moorthy say, “ Our aspiration is to reach out to across 3,500 to 4,000 partners by end of FY 2011 and 6000 by the end of FY 2014. Similarly, in terms of geographic reach, the company has a goal to add 150 more cities over and above 193 by the end of this fiscal.” Another initiative the company has started is its nSolutions programme, through which they are targeting the system integrators /Corporate Resellers and Office Automation Partners. This programme is started last year and by now they

have covered 10 cities. Their aspiration is to cover another 15 locations by the end of this fiscal. Through nSolutions programme, the company is targeting enterprise customers in key verticals like education, large Corporate, banking, insurance, hospitality services, retail, CAD and GIS applications etc. Right now Epson has an association with about 400 system integrators and their goal is to enhance it to about 500 to 550 by the end of this FY. Along with its enhanced engagement with channel partners and systems integrators, the company is also strengthening its position in retail front. The company is focusing on the store front visibility for the customers to touch and feel solutions through E Cubed the Epson Exclusive Experience Zone. He added, “We are setting up these experience zones in all strategic locations and expect to have about 12 similar zones within FY11 and by FY14 we will have 50 of those zones.” The other retail activity of the company is its Star outlets, which are selected partner stores for Epson branding and display. Mr. Samba says, “Today we have our visibility across 500 retail out-




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EPSON L200 INKJET ALL-IN-ONE Epson L200 Inkjet All-in-One is created especially for India and a few key Southeast Asian countries. The new printer features Epson Original Ink Tanks that help users increase productivity and save on printing costs like no other printer before. It comes with a starting set of one black 70ml ink bottle that can print 4000 black pages and three 70ml colour ink cartridges that can print 6500 colour pages. With each set of one black and three colour inks, the printer offers an extremely low cost per page of only 0.10 Paise per black page and 0.20 Paise per colour page. In addition, each new unit comes with two additional black ink bottles to provide customers even greater value. The Epson Micro Piezo print head found in the Epson L200 achieves a maximum print resolution of 5760 x 1440 dpi and its variable size droplet technology (VSDT) allows the print head to eject ink droplets in three sizes. These capabilities ensure the greatest detail and extremely smooth gradations in photographs. Further, L200 features Epson’s FIT (Fast Ink Top-up) technology that is made up of three specially designed components i.e. Epson Original Ink Tanks, integrated ink tubes and a special choke valve, all of which allow for easy ink refilling as well as convenient transportation of the printer.

lets where the customers can experience our mid and high end products. With these 500 outlets, we are mainly focusing on demonstrating value propositions of the products to the target segment of customer.” With all these Store front visibility in terms of engaging the partners whether they are the dealer s, resellers or system integrators, the company has also rolled out its campaign on the media last year with the theme of beyond the vision. Add-on to this, Epson is also focussing on technology forums including “Three LCD Technology Conclave”. The company will conduct at 33 locations this year to bring awareness of the benefits of three LCD and advantage over DLP. Coming to the moot point whether inflation and external factors influence the business of Epson? Of course it does. Firstly, all of us have been having a pinch of Inflation when we are trying to work on a tight budget. If Epson is targeting home users (typically average Indian family) they are also targeting the students, who require a printer or aspire to have a printer because today, the home work is so much for students in school and colleges, they wish to own printers at home than getting the works done from outside. But when the question comes about affordability from the parents, it is of course affordable but given the tight budget, their budget moves up. Therefore given their priorities, it takes a natural impact on the buying patterns.

In today’s scenario, a printer or a PC is definitely affordable but given the average Indian Income and people wanting to have the printer for the first time or PC for the first time, it certainly has its effect. But for the second time buyer or for an SME or even a large enterprise, the implication is relatively lower. Their decision on buying or not buying comes as an austerity measures to bring in a better control, which is natural. So to null the effect, Epson brings out solutions that are enticing enough to stress on the budget. Recently, the company has introduced two flagship models of inkjet printers i.e. Epson L100 and L200 which are single functional and multifunction Inkjet printers respectively. These printers come with an original Ink tank from Epson with a lot of promise for the customers in terms of justifying their spend. These printers help the customers who are looking at high print volume and who feel the cost is serious factor to get print outs at just 15 Paisa. These printers come with four colours - CMY and Black and the company is also giving two additional Black tanks. Mr. Samba Moorthy says, “With the colour option, the consumers are able to pull out about 4500 pages of print out and in only black option, the printer can pull out 6000 pages. With additional Black cartridges, they are able to take 15000 pages at the cost of - including the printer cost - MRP of Rs. 9000/- .”

The two cartridges that are coming with the printers will cost Rs. 375 as MRP for each bottle. Secondly, the SMEs and large enterprises are looking at Epson mono printing solutions instead of laser solutions. He adds, “We have significant value proposition here via a products K100 and K200. These printers yield prints at a cost of 60 Paisa per print. When K100 is single function printer and K200 is a multifunctional printer but the earlier is a network printer with duplex feature. This technology or capability is generally available with mid range laser segment.” So for the large and medium enterprise or any corporate who’re looking for the laser printer, this is a good fit vis-a-vis the laser printers. From the benefit perspective with an entry level printer without network duplex feature the cost of a print will come Rs. 1.50 and with refill toner, the cost will come around 60-70 paisa; whereas Epson solution are able to yield prints with original Inks at only 60 paisa.

Finally… With the given situation and Epson’s well preparedness to counter it in terms of market penetration with right solutions – be it for consumers or enterprises, partner engagement programmes – be it for resellers or SIs - the company is well on its way to touch the given target. It is the time to tell whether they are hitting it or not.


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DISCOVERING THE RIGHT DELIVERY MODEL FOR YOUR ORGANIZATION Research shows that senior business government and technology executives believe that by 2015, 18 percent of their IT delivery will be through the public cloud, 28 percent via the private cloud, and the remainder by in-house or outsourced delivery methods.

FAISAL PAUL Head - Marketing & Solution Alliances, ESSN, HP Enterprise Business India.

BRIEF PROFILE Faisal M. Paul leads the HP Enterprise Business marketing and is responsible for HP’s ESSN business demand generation and HP Sales cum Partner ecosystem enablement in India. He also leads the ISV Solution Alliances business for HP - ESSN in India. Paul in his earlier position at HP was Country Manager, High Performance Computing and Linux business since 2004. He was responsible for driving HPC Business in CAE, EDA, DCC, Scientific Research, Life Sciences & Biotech and O&G verticals. Paul was also responsible for leading the adoption of Linux & Open Source within the HP enterprise business and drove the Linux & OS business, strategy & alliances ecosystem for HP in India. He started his carrier in mid 1992 and has around 19 odd years experience working in the IT Industry. He is Bachelor in Engineering - Computer Science from Poona University & Post Graduate in Export Management.

THINK BACK to your last business trip. After confirming your rental car on your phone, you pulled up a GPS application to map your route to the hotel. Later, you used your phone again to check into your return flight and sent a boarding pass to your email account. Welcome to the world of 24.7. The advent of the internet and mobile applications has changed the user mindset, turning instant gratification into a necessity rather than a nicety. In this new 24.7 era, enterprises are challenged to find new ways to meet user demands. According to research from HP, 86 percent of senior business and government executives believe enterprises must rapidly adapt to meet changes in consumer expectations to better serve customers and citizens.(1) To this end, technology embedded into every touch point of the enterprise provides businesses and governments the ability to meet their end users requirements instantly. Such organizations that reinvent the use of technology to deliver innovation become “Instant-On Enterprises”; enterprises unleashing the power of people with the information and applications they need to accelerate innovation. Enterprises where value is designed, built and delivered in the form of technology enabled services.

Changes Ahead: The Future of IT Sourcing Today’s CIOs have a variety of technology sourcing options: from traditional in-house and outsourced technology deployment models, to new private and public cloud delivery methods and services that can be consumed when required. Enterprises can increase efficiency by adopting cost-effective and flexible cloud services to change the way they create, share, consume and dispose of data. However, for all the efficiencies gained, organizations need to consider factors such as privacy, security, reliability, service levels and regulatory constraints before migrating a service to the cloud. Organizations also need to establish a decision criterion based on enterprise objectives, which vary by organization,

department, and even by workload. For instance, an enterprise may not run its mission-critical financial applications on a public cloud where it runs standard, predictable services such as test and development or messaging. The reality is that Instant-On Enterprises will need a hybrid model of service delivery in order to be successful. The hybrid environment consists of a combination of service choices - a mixture of inhouse, outsourced as well as private and public cloud services. Developing and managing a multi-delivery model allows organizations to deliver enterprise services dynamically to gain a competitive or service advantage. This hybrid approach allows organizations to choose the best technology that is right for their specific needs.

Choosing ‘All of the Above’ While it may sound simplistic, organizations must assess what business requirements they strive to meet. A websites’ demand profile may be measured in the number of resource requests received in a particular timeframe, while a databases’ demand profile can be measured in the number and type of processed transactions. Accordingly, organizations can categorize their technology needs and select the best delivery model for each category. For individual workloads, a discussion considering qualities such as availability, data sensitivity and response time needs to be facilitated. These discussions need to be contextualized based on the financial, administrative and operational constraints of the organization to ensure that decisions meet predefined business goals. In this 24.7 world, tomorrow’s leaders will be organizations that embed technology into every process to capitalize, rather than simply adapt, to changing customer or constituent expectations. With a flexible and functional hybrid environment, Instant-On Enterprises deliver instant gratification to their customers or citizens, meeting their needs today and into the future.


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IDEAL FOR THE business owners those


who are seeking an in-house solution for their overall printing needs Canon iX 6560 printer brings out high resolution pictures. The iX6560 represents the best of a dedicated

A3+ office printer, achieving top-rate print quality and speed at impressive value. It is

LENOVO ALL-IN-ONE Multi Touch 3D Entertainment PC IdeaCentre B520 is a powerful 23â&#x20AC;? device. It combines a frameless screen with state-of-the-art multi-touch and 3D vision. It is ideal for the people who are seeking a compact, space-saving PC with high-end features that offers a great entertainment experience. It brings movies and games alive with true-to-life audio, thanks to integrated 5.0 channel speakers supporting SRS premium sound. Equipped with the optional 3-in-1 mouse that doubles up as a motion-drive games controller, powerful graphics and the 2nd generation Intel Core i7 processor, the Lenovo IdeaCentre B520 is perhaps the ultimate All-in-One entertainment PC. Lenovo Enhanced Experience 2.0 for Windows 7, with optional RapidDrive SSD technology, lets you boot Windows 7 in as little as 20.5 seconds which will allow the user to start applications 2x quicker. It has NVIDIA GeForce GT 555M 1GB graphics, 4GB DDR3 memory, up to 2TB HDD, USB2.0, USB3.01 connectors & 5in1 card reader, Integrated DVD reader/writer. With a trendy design, wireless keyboard and mouse to de-clutter the desk, this PC is simple and fun to use. The new Integrated Lenovo HD High-Sense Webcam offers a better resolution and improved video chat with facial tracking and image effects. Lenovo Eye Distance System alerts the user when they are close to the screen. Based on the trends, it offers space-saving, easy-to-carry, quick-to-deploy and stable with unparalleled user-friendly and energy-efficient features.

FEATURES n NVIDIA 3D Vision with 3D glasses n Multitouch touch screen with Surface Acoustic Wave (SAW) technology n Enthusiast-level discrete graphics n Crisp speakers with SRS Premium

Sound, Blu-ray Disc drive, TV Tuner n Sliding back cover for easy tool-less upgrades n High-sense webcam n HDMI and USB 3.0

capable of producing ultra-sharp up to 9600 x 2400 dpi prints by deploying microscopic droplets as small as 1pl, producing a borderless 4 x 6â&#x20AC;? photo print in 36 seconds and can print photos up to A3+ size. This printer can achieve print speeds of approximately 11.3 ipm and 8.8 ipm for monochrome and colour document prints respectively. An added bonus for

n 3-in-1 mouse with motion-drive gaming control

business users is the plethora of customizable


downloaded from a Canon website exclusive to

Rs 71,990+ tax

iX6560 users

WARRANTY 3 Years onsite warranty and one year of McAfee Antivirus Pack

business templates and posters which can be

Other features which provide users an improved printing experience include Full HD Movie Print, and Auto Photo Fix II image

CONTACT Call Tollfree No.: 1800-425-3353/36 URL:

optimization technology via the bundled EasyPhotoPrint EX application.

OVERALL RATING n Price: Rs 14,950/-, Contact: Canon India Pvt. Ltd, Phone: 1800 180 3366 / 39010101, Email:, Website:


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L100 INKJET PRINTER GIVING THE HOME, SOHO and SMEs respite, Epson’s L100 Inkjet printer is the most revolutionary printing products with the world’s first genuine branded ink tank system. Keeping the typical printing behaviour of the Indian home and Soho customers, the new printer feature Epson Original Ink Tanks that helps users increase productivity and save on printing costs like no other printers before. For years, consumers of Inkjet printers in India have been concerned about the cost of ink cartridges and consequently the cost per page while printing. This had led to a not insignificant market for non-genuine cartridges, including compatibles, refills and fake cartridges coming into existence. However these nongenuine cartridges, while cheaper, are more likely to spoil the printer, a consequence often discovered too late by consumers. In an effort to address the concerns of the extremely cost conscious Indian consumers and to render the non-genuine cartridge market Epson has introduced this new printers. The printer comes with a starting set of one black 70ml ink bottle that can print 4000 black pages and three 70ml colour ink cartridges that can print 6500 colour pages. With one black and three colour inks, the printer offers an extremely low cost per page of only 0.10 Paise per black page and 0.20 Paise per colour page. In addition, each new unit comes with two additional black ink bottles to provide customers even greater value. The Epson Micro Piezo print head found in the Epson L100 achieves a maximum print resolution of 5760 x 1440 dpi and its variable size droplet technology (VSDT) allows the print head to eject ink droplets in three sizes. These capabilities ensure the greatest detail and extremely smooth gradations in photographs. n Price: Rs. 8999/-, Weight: 3.2 kg, Contact: Tushad Talati, Epson India Pvt. Ltd., Phone: 080-30515000, Email:

PART OF HP ELITEBOOK p-series business notebook, HP EliteBook 2560p offers “FORGE” design framework for business users. The “FORGE” design framework stands for ‘Form, Optimized, Richness, Green, Endurance’ and based on this framework, the designs are simple looking, more durable, more reliable and built in a more environmental friendly way. This newly-designed Elitebook 2560 pincludes smallest and lightest design with 12.5-inch (31.8 cm) diagonal high definition (HD) (1) display, high performance standard voltage processor, optical drive. It weighs only 1.63-kilos onwards. It is powered by the latest second-generation Intel Core i5 and i3 dual-core standard voltage processors delivering solid performance, includes the Infineon Professional TPM Package for enhanced hardware-based data security. Optional Intel vPro technology is also available to improve security and remote manageability for on-the-go professionals. n Price: Ranging from Rs. 40,000 – Rs. 80,000, Contact: HP Sales Phone: 1800 42 54 999 (MTNL/ BSNL) or 3030 4499, Website: http://www8.


GIGABYTE ‘G1.SNIPER 2’ GAMING MOBO GIGABYTE G1.SNIPER 2 motherboard is designed for extreme gaming on the latest Intel Z68 chipset and Intel i7 Core ‘Sandy Bridge’ processors. The Motherboard is equipped to help extreme gamers see the enemy through the fog, offering the utmost graphics flexibility and upgradeability with multiple GPU support that includes two PCI Express slots for both AMD CrossFire X and Nvidia SLI technologies in 2-way discrete card configurations. It delivers maximum FPS (frames per second), allowing gamers to see more clearly, aim faster, and move more quickly. It provides gamers with the latest Gen.3 PCI Express technology, delivering maximum data bandwidth. n Price: on request, Warranty: 3 Years, Contact: GIGABYTE Technology, Phone: 91-2240633222, Email:, Website:


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Networking Solution!

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RNI No.: DEL ENG / 2010 / 3192

Data of Posting: 22 & 23 of Every Month

Postal Reg. No.: DL-SW-1/4145/10-12

64 Advts.indd 16

8/23/2011 12:45:04 AM

SME Channels August Issue  

This issue talks about the latest trend in the SMEs. This issue talks about Virtual Computing

SME Channels August Issue  

This issue talks about the latest trend in the SMEs. This issue talks about Virtual Computing