Page 1

Clou d Mar ket Pr ese nts H ug e Opportu n iti es...

pa g e s 3 6   |   V o l u m e 0 1   |   i s s u e 0 1

february 2013


Grab Your Piece of Cake Enterprise IT market presents a plethora of opportunities for vendors and partners. Despite the slowdown, there’s enough cake for everyone, if you identify the right piece for your appetite /10

ecFEB2013rs10 K P U n n i kr ish nan on Hot Issu es B e for e th e CIOs


ENt-Advts.indd 29

18/02/13 8:42 PM


Hello Friends…


After successfully addressing the SME market from ICT perspective, through SME Channels, now we are addressing the Enterprise Market with our new magazine called Enterprise Channels. As we all know that the entire enterprise market is making a shift in terms of implementation of technology. Unlike the past years, when the discussion was around products, pricing and features, today, the discussion is about RoI. So each dollar is spent, the CFO asks for the reason behind it. So the decision making on buying any technology or services is not restricted to CIOs anymore. A lot of people are getting involved into it. Secondly, on the technology space, talks are not about computing, office automation, security, storage as the pieces in isolation, rather they are talking about the solutions for their requirement. Therefore, technologies like Cloud Computing and Virtualization, BYOD, Enterprise Mobility, Social Business, Social Media, Big Data, Analytics are going to influence the entire business. In these circumstances, the entire ecosystem is getting influenced. The channel partners who are the interface of principals’ business are thinking of how to change their organization structure to adapt to the changes happening in the market. The pace the enterprise industry is demanding, the channel partners are not able to change that way. So clearly there is a paucity of channel partners in India. It does not mean that the number of channel partners less but the number of trained channel partners is really less. So the first thing the partners need to do is that they should upgrade their skillsets around the areas or technologies that are going to influence the enterprise market. Secondly, they should develop skillsets in consultancy and verticals sales. For example, sales in the BFSI sectors are different to that of Govt. or private enterprises. Today, the principals are asking for the partners to have segmentspecific sales experience, so the partners need to sneak through various industry verticals to validate themselves to be qualified resellers. For example technologies like Social Business, analytics, Big Data, these are influencing the entire plethora of large enterprises but the way these technologies are perceived or used are different from each other. So the intention of bringing out this magazine is to bring best quality segment focussed magazine. Finally, before I sign off, I need a lot of wishes and support from you to make this magazine address your issues more intensely. ë




FAX +91 22 26395581



MOBILE: +91 9967 232424












PHONE: 9886107294












PHONE: 044-43066990

PHONE: 91-11-41055458


PHONE: 9674804389








NEW DELHI-110016



PHONE: 91-11-41055458/ 9313891660






MUMBAI - 400 053.


PH. +91 22 26338546



F E B R U A R Y 2 013

Edit.indd 3


19/02/13 9:32 AM




Enterprise IT market presents a plethora of opportunities for vendors and partners. Despite the slowdown... /20



“Opportunity is Immense, Partner Requires Right Skill Sets” SAYED NAVED SHAFI, VPCHANNEL BUSINESS, AGC NETWORKS LTD. TRENDS  /30

Continues to Sustain Leadership in Market Segment RAHUL KULKARNI, HEAD (PRODUCTS AND BUSINESS DEVELOPMENT), SEPL


Contents.indd 4



Cyberoam has launched virtual Unified Threat Management appliances, adding to its existing range of hardware UTM appliances. With this launch, Cyberoam will enable organizations to take control of its security infrastructure.

IMPORTANT UPDATES Enterprise Security  /32 Right Skillsets to Help Growth

Right Partnership  /28 Becoming the ‘Trusted Advisor’

The Evolving Enterprise Landscape  /13 Partners need to understand this evolution, the current need of the enterprise and how they can fruitfully work with the vendors.

EDITORIAL:::::::::::::::::::::::::::::::::::::::::::::::::::: 03 CHANNELSTREET:::::::::::::::::::::::::::::::::::::: 06 CASE STUDY:::::::::::::::::::::::::::::::::::::::::::::::: 26 SERVICES::::::::::::::::::::::::::::::::::::::::::::::::::::: 28 INNOVATION::::::::::::::::::::::::::::::::::::::::::::::::: 34

F E B R U A R Y 2013

19/02/13 9:33 AM

ENt-Advts.indd 28

18/02/13 8:41 PM



SAP has won the CIO Choice 2013 in the Customer Relationship Management (CRM) category for demonstrating a “best-in-class” ability and commitment to meet customers’ expectations and CIOs evolving needs in today’s business environment. SAP India was chosen with the help of voting conducted by Centre of Recognition & Excellence. Suprakash Chaudhuri, Acting MD, SAP India, said, “The CIO Choice 2013 honor in the CRM category showcases our expertise and commitment to today’s CRM market and demonstrates our deep knowledge of customer requirements and its value proposition. We plan to accelerate our customers’ success by providing them with an enriching experience through SAP’s host of CRM offerings and address their ever growing business demands.”

SIGMA ENABLES MASTERCARD ADVISORS MasterCard Advisors, a division of MasterCard and Mu Sigma, one of the world’s largest decision sciences and analytics firms, announced today a new partnership that combines MasterCard Advisors’ aggregated and anonymous purchase behavior insights with Mu Sigma’s advanced analytics and expertise. MasterCard Advisors and Mu Sigma will jointly develop innovative analytic products to enable companies of all sizes to successfully solve their business challenges – like acquiring customers and increasing customer loyalty. As part of the strategic partnership MasterCard has acquired an equity stake in Mu Sigma. Additional terms of the deal were not disclosed.


channel street.indd 6

IBM Empowered Dimexon Achieve Higher Efficiency In order to accommodate its growing business requirements, Dimexon was keen to build a reliable platform which could consolidate its technology landscape and reduce the infrastructure spread to improve response time for the group companies. IBM proposed a solution which included hardware and cloud software for Dimexon to assist in reducing its operating costs while ensuring higher performance and availability. IBM adopted the cloud methodology to migrate SAP seamlessly without risking Dimexon’s move from its POWER5 to POWER7 servers. This is the first of its kind Power Cloud deployment where DIBS would serve its group companies globally and provide IaaS (Infrastructure-as-a-Service) primarily for SAP R3 (ERP), Business Warehousing and their Enterprise Portal. IBM’s solution stack will help Dimexon simplify management by combining hardware and software components to provide a single point of control and improve performance. The commercial arrange-

ments were structured as an operating lease through IBM Global Finance (IGF). “With IBM’s offerings we have sought several benefits including an increase in IT efficiency with lower operations cost, easy entry into cloud computing with a more efficient IaaS environment, simple to deploy and offering ease of use”, said Vinay Kothari, CEO of DIBS. He added, “This key improvement in our IT infrastructure will strengthen our business performance which in turn will help us provide advanced client service.” “IBM Power Systems cloud solutions can help customers quickly build a powerful and efficient cloud computing environment, enabling them to reduce IT costs, improve service delivery, and foster business innovation. The new infrastructure in place will enable Dimexon to scale as needed to improve quality and meet demand with continuous availability,” said Viswanath Ramswamy, Country Manager – Power Systems, IBM India South Asia.

F E B R U A R Y 2013

19/02/13 9:37 AM


Schneider Data Center Operation for Co-location Schneider Electric unveiled Struxure Ware Data Center Operation for Co-location, a Data Center Infrastructure Management (DCIM) application within the StruxureWare for Data Centers Software Suite that is specifically designed to address the needs of data centers with multiple tenants. This new offering is able to optimize data center equipment and space by providing multi-tenant data center providers and managers – including wholesale, retail, managed hosting and cloud providers – with real-time

status updates on data center capacities, including data center power, cooling, and available space, to help identify any constraints for future expansion and to better allocate equipment and resources. Soeren Brogaard Jensen, Vice President, Solution Software, Schneider Electric, said, “This DCIM solution identifies available cage and rack space and has the ability to integrate tenant billing, saving co-location providers time while delivering the most accurate availability information to make business decisions and transactions on the go.”

NEXANS REWARDS CHANNEL PARTNERS Nexans has successfully held a three-day intensive Certified Solution Partner (CSP) Training workshop for their channel partners in Delhi and Mumbai. 20 channel partners were were awarded the. The CSP training is divided into different modules that address different topics aimed at Installers, Project Managers, Designers, Consultants and Architects and End Users to name a few, who are involved in cabling and intends to improve their knowledge and skills in this domain. Chintak Dalal, Country Manager, Nexans Cabling Solutions, said, “Over the last year, Nexans India has expanded its footprint and market reach by signing on new partners across the country. Apart from offering our customers the best quality cables, we also want to ensure that our channel partners are capable of offering the best service and installation support. .”


Cisco has introduced a wave of product innovation that covers a vast spectrum of needs within data center and cloud environments – from the Cisco Nexus 6000 Series Switches, 40 Gigabit Layer2/Layer 3 fixed switch, Nexus 1000V InterCloud for connecting private enterprise and service provider clouds, to the availability of the industry’s most extensible network- programmable controller as part of the expanded Cisco Open Network Environment (ONE) portfolio. With these innovations, Cisco continues to execute its Unified Data Center strategy to bring more infrastructure agility, operational simplicity and application-awareness for data center and multi-cloud environments announced the company’s press release.

VMware Awarded its Partners Goa In the recently concluded VMware’s 4th Annual Partner Leadership Summit in Goa, held from the 9th to 13th of January, the partner organizations were awarded for their contribution in 2012. Held over two and a half days, the event saw participation from the business heads of more than 100 VMware partner organizations from the India and SAARC region. VMware executives led in-depth sessions with the attending partners to share the company’s vision, strategy and focus for 2013, and discuss plans to grow the business in the year ahead. The agenda


channel street.indd 8

also included interactive sessions for partners to know more about VMware products and solutions for the cloud era.

“Our Partner Leadership Summit gives us an opportunity to thank and recognize our partners for supporting, trusting and committing in

VMware. Our performance in 2012 again would not have been possible without their efforts,” said Ganesan Arumugam, director, partner sales organization, VMware India & SAARC. “Last year was an important year for our partner programme in India as we added new partners to expand our reach to address the growing opportunity in newer markets. We saw an increase in participation, and many of our partners invested in achieving their Solution Competencies. We look forward to the year ahead in 2013,” he added.

F E B R U A R Y 2013

19/02/13 9:37 AM



“I believe our efforts will be better supported by partnering with Silver Lake in our shared vision.” MICHAEL DELL, FOUNDER AND CEO DELL INC.




IT Performance Measurements to be Automated: HP According to a study from Coleman Parkes Research, commissioned by HP, nine out of ten business and technology executives recognize IT performance measurement as a critical tool. However, only half of the respondents said they are using this measurement data to help inform decision making. It is critical for business and governments to have real-time visibility into and control over the IT that underpins many of the innovations they provide to their customers and citizens. These include online payments, mobile solutions and social media services. Organizations need to

manage not only the delivery of the services but have the right insight to balance resources and IT investments. More than 70 percent of executives believe IT should be measured against their organization’s core performance metrics. However, the survey revealed that the most common assessments of IT performance today are traditional IT metrics, such as “quality of service” (71 percent) and “speed of ticket resolution” (66 percent). Meanwhile, business-focused metrics, such as “cost” and “customer satisfaction” are used by only 56 percent and 41 percent of respondents, respectively.

nance and Support Services that will help over 6,000 global clients maximise the availability of their IT estate while optimising their total IT support spend. Uptime monitoring gives dimension data engineers access to clients’ service- affecting incidents and can begin to work on, and achieve, resolution faster. ORACLE’S SPARC T4 SERVERS ENABLED MAZDA MOTOR Mazda Motor Corporation has modernized and consolidated its Mazda Digital Innovation (MDI) system on Oracle’s SPARC T4-4 and T4-2 servers running Oracle Solaris 10. The MDI system is critical to Mazda product development and provides technologies which span the entire process from planning and development to manufacturing new cars, including 3D Computer Aided Design (CAD), Computer Aided Manufacturing (CAM), Product Data Management (PDM), and other IT tools. Over time, Mazda’s MDI system, originally launched in 1996, began to experience performance issues

CLOUD MARKET PRESENTS HUGE OPPORTUNITIES According to the latest market report published by the research and analysis firm Pierre Audoin Consultants (PAC), the cloud services market, which is already worth €100bn, is still growing at 20% per year, as it supersedes older styles of IT in many areas. No IT supplier or user can afford to ignore it – a truth that is now almost universally recognized. PAC observes very different dynamics and growth of the four core areas of cloud – business process (BaaS), software (SaaS), platform (PaaS), and infrastructure (IaaS) – in the public and private cloud arenas. “For cloud infrastructure, private clouds (and hybrids) dominate, IaaS is already very significant, and also this is where most of the action in BaaS will be seen; whereas for software, public cloud solutions are the default in most new deployment situations and continue to grow in reach, although IaaS is growing fast and will be very significant in the coming years,” explains Philip Carnelley, Principal Analyst at Pierre Audoin Consultants (PAC).

and challenges with server resource allocation, efficiency, and cost. SOPHOS SIMPLIFIES IMPLEMENTATION OF BYOD POLICY Sophos has introduced Sophos Mobile Control 3.0, which is offered both on-premise and as-a-service. This version includes support for Samsung SAFE devices and it provides integration with Sophos Mobile Security 2.0, which protects Android smartphones and tablets from malicious apps. John Shaw, VP (product management), Sophos, said, “The latest version of Sophos Mobile Control makes it even simpler for IT teams to implement mobile device management, including built-in anti-malware, making secure BYOD possible for organizations of all sizes.” IVALUE INFOSOLUTIONS TO EXPAND A10’S INDIA BUSINESS

CA TECHNOLOGIES ESTABLISHES CENTRE OF XCELLENCE CA Technologies has established the Centre of Excellence (COE), to be housed in Chitkara University in Punjab and Himachal Pradesh. As part of this collaboration, CA Technologies will be setting up the centre to help drive the adoption and awareness of CA Technologies solutions from the root level. Under the agreement, Chitkara University will roll out CA Technologies programs, at the Undergraduate level. The programs would be embedded in various course schemes or as value add-ons to students. The institute will feature courses on CA Spectrum and CA Applogic in Computer Science/ IT/ Computer Application curriculum as either elective or as add-on courses.

iValue InfoSolutions has been appointed as a National VAD for the entire range of A10 Network’s Networking & Security solutions. A10 is the leader in Application Networking, helping organizations of all sizes to accelerate, optimize and secure their applications. Hayato Koeda, President and CEO, A10 Networks, said, “We look forward to leveraging iValue’s large consultant, customer and channel base along with its strong relationships built over a decade to grow A10’s India business on a fast track.”

F E B R U A R Y 2 013

channel street.indd 9


19/02/13 9:37 AM


Emerson and IBM shake hands Emerson along with IBM software is set to significantly optimize the management of data center resources. This integrated data center infrastructure management (DCIM) solution will deliver increased energy and operational efficiency and improved IT service delivery. DCIM is an essential component for businesses that have high quality of service demands for information technologies and need to scale quickly. An estimated $450 million market today, DCIM is expected to grow to $1.7 billion by 2016, according to industry analyst firm Gartner. Integrating IBM software with Emerson’s Trellis platform will provide real-time visibility

from IT applications, through infrastructure components, and all the way to the power grid, enabling holistic management of the data center ecosystem. This information can be used to improve energy efficiency and space and capacity utilization, enable rapid problem management and resource provisioning, and improve operational efficiency, all of which reduce the risk of downtime and enhance the delivery of IT services. The combined capabilities will also enable data center managers to understand the true costs of running an application with proper metrics.

PANDUIT LAUNCHES ENHANCED WEBSITE Panduit Corp. has launched its new website, www. The improved scope and quality of the new website are evident in features such as enhanced search and navigation capabilities that allow users to quickly and easily access information about Panduit solutions, products and services, announced the company’s press release. “The new integrated delivers an enhanced digital experience for our customers, partners, distributors and other web visitors,” said Ron Partridge, GroupVP (Global Solutions Sales and Marketing),Panduit. “This launch is part of our on-going effort to improve the user experience and make information on our solutions available to clients and business partners anytime, anywhere.” The new website offers quick and easy access to essential technical information on Panduit solutions, including products, services and software. It is designed as an essential platform to provide information on latest trends and best practices. The site is being launched in English, Chinese, French, German and Spanish, with additional languages planned for 2013.

JUNIPER OUTLINES STRATEGY TO LEAD SDN MARKET Juniper Networks, at its annual Global Partner Conference, introduced its vision in the industry to transition enterprises and service providers from traditional network infrastructures to software-defined networks (SDN) and outlined its strategy to lead the SDN market. Juniper’s SDN strategy will enable companies to accelerate the design and delivery of new services, lower the cost of network operation, and provide a clear path to implementation, announced the company’s press release. It further announced that Juniper’s SDN strategy is rooted in six principles that directly address the most pressing networking challenges facing the industry today: 1. Cleanly separate networking software into four layers (or planes) 2. Centralize the appropriate aspects of the management, services and control software 3. Use the cloud for elastic scale and flexible deployment 4. Create a platform for network applications, services and integration into management systems 5. Standardize protocols for interoperable, heterogeneous support across vendors, providing choice and lowering cost. 6. Broadly apply SDN principles to all networking and network services including security from the data center and enterprise campus to the mobile and wireline networks used by service providers.

EMC ELEVATES VMAX FAMILY WITH VMAX 10K EMC has has updated its flagship EMC VMAX Family to address the mission-critical applications in VMware virtualized environments for enterprises of all sizes. The EMC VMAX 10K is the highest-performing of its class in the industry and is up to 2X more powerful than its predecessor claimed the company.


channel street.indd 10

The company further informed that these VMAX 10K technology enhancements make it easier for small to mid-size enterprises to enjoy the powerful capabilities of the VMAX family and it is for this reason that in the third quarter of 2012, 30% of VMAX 10K sales were customers new to the EMC

VMAX Family. VMAX Family now includes integration with the VMware platform, VFCache, Windows 2012 and the ability to manage all major features of VMAX. Brian Gallagher, President (Enterprise Storage Division), EMC, said, “We have thousands of

engineers dedicated to inventing new ways for our customers to meet the demands of virtual data centers. As customers continue down their paths to Hybrid Clouds and leveraging Big Data to transform their businesses, we will continue to partner with customers and innovate to accelerate their journey.”

F E B R U A R Y 2013

19/02/13 9:37 AM


SAP Expands Partner Edge Program

WEB CLIPS XEROX NAMED IN GARTNER’S LEADERS QUADRANT Xerox declared that it has been named to the

SAP has launched SAP Partner Edge program where more than 500 partners of Success Factors will be transitioned into the program in 2013. SAP PartnerEdge has been designed for partners that resell, build or provide implementation services for SAP solutions across the SAP portfolio. The company informed that by enabling existing SAP

PartnerEdge members to resell, service and build solutions on top of SAP Cloud, these partners now have the opportunity to tackle the fast-growing cloud market and offer best-of-breed cloud solutions and suites to their installed base customers and prospects. SAP also supports partners’ economic models, enabling partners that sell cloud solutions.

Mercedes Ellison, VP (Global Cloud Ecosystem & Channels), SuccessFactors, said, “This program will provide SuccessFactors partners with additional tools and resources to support the hyper-growth we’ve been experiencing with cloud as well as give existing SAP PartnerEdge members the ability to easily expand their offerings to cloud.”

Gartner’s Leaders Quadrant in the 2012 Magic Quadrant Customer Management Contact Center Business Process Outsourcing report. The company’s press release said that the Magic Quadrant is a proprietary research tool developed by Gartner that offers visual snapshots of a market’s direction, maturity and participants, and evaluates companies on completeness of vision and ability to execute. Xerox informed that it handles more than 1.6 million contact center interactions daily in 175 global customer care centers, in 30 languages and it provides customer care support to a range of industries including technology, communica-


tions, banking and financial services, travel, retail,

Eaton has announced that its engine boosting, fuel- and emissions-saving technologies are on eight of the top ten engines chosen by WardsAuto at its 19th annual Ward’s 10 Best Engines competition held at Detroit. The company said that Eaton supplies the automotive industry with critical components that improve fuel economy, reduce emissions and enhance vehicle performance. Principal products include superchargers, engine valvetrain components, torque control products, fluid conveyance components, light-duty transmissions, fuel emission and powertrain controls.


education, government, pharmaceuticals and healthcare.

PERFORMANCE AND SECURITY Fortinet has added to its next-generation firewall (NGFW) appliance family Fort iGATE-3600C which the company says offers large enterprises and MSSPs the most advanced network security appliance in the industry. The FortiGate-3600C runs FortiOS 5, and includes next-generation firewall capabilities that feature: More control with network, user and device defined policy; integrated security with

MOVEMENTS Canon India promotes DR. ALOK BHARADWAJ to Executive Vice President Knimbus Appoints KUNWAR ASHEESH SAXENA as Senior VP. He has over 14 years of experience in strategic planning, development and integration of enterprise systems. SafeNet Appoints DAVE HANSEN as President and Chief Executive Officer RAY TESKE will assume leadership of a Service Provider and Global Alliances business across the Asia Pacific Avaya. Brocade has appointed JOHNSON CHIU as the Channel Director for APAC.


0 2


more investment

in IT industry is what Indian CIOs are looking to invest in FY2013-14

firewall, IPS, application control and VPN functionality with advanced behavior inspection for improved advanced threat detection; enhanced performance for every customer environment. ACCENTURE GRANTS US DOLLAR L623,000 TO QUEST ALLIANCE INDIA Accenture and the Accenture Foundations have awarded Quest Alliance India an additional grant of US$623,000 to help the organization provide approximately 3,000 disadvantaged young people with career and workplace skills. The grant brings Accenture’s direct support to Quest Alliance India to more than US$950,000 since 2009. The award reflects Accenture’s global corporate citizenship initiative, Skills to Succeed, which will equip 250,000 people around the world by 2015 with the skills to get a job or build a business. The grant will allow Quest Alliance India to work with nonprofit vocational training partners to develop and implement a blended learning curriculum in


English and workplace readiness.

F E B R U A R Y 2 013

channel street.indd 11


19/02/13 9:37 AM


Dell Launches New Switching Platform and SDN Capabilities

FINANCIALS DINDIAN GOVERNMENT TO SPEND RS.368 BILLION ON IT IN 2013 The Government of India (GoI) will spend 368

Dell added a new solution to its networking portfolio to help customers enhance their networks to leverage on next-generation, softwaredefined10G cloud and virtualized data centers. The solutions include Dell S4820T - HighPerformance 1/10/40G Top-of-Rack Switch, which is purpose-built for deployment in high-performance data center and cloud computing environments, leveraging the popularity of twisted-pair copper cabling and providing the right mix of scalability, performance, operational simplicity and cost-effectiveness. The Dell S4820T

is powered by the Force10 operating system (FTOS) and designed to support both Layer 2 and Layer 3 functionality required for Web 2.0, enterprise and cloud server provider data centers. Another solution the company announced is Dell MXL 10/40GbE Blade Switch and PowerEdge M I/O Aggregator. Both products support local switching of server-to-server (east-west) traffic within the PowerEdge 1000e chassis. This enhances network performance as traffic no longer has to travel up to – and back down from – the data center core asother architectures require.

billion rupees on IT products and services in 2013, an increase of 10.5 percent over 2012 revenue of 333 billion rupees, according to Gartner, Inc. This forecast includes spending by government organizations on internal IT (including personnel), hardware, software, external IT services and telecommunications. Anurag Gupta, research director at Gartner, said, “To expand the benefits of IT, GoI aims to invest more than INR 20,000 crores in expanding broadband penetration. The electronic chip making project, digitization of academic databases across all educational institutions, vehicle registrations, driving license databases

MCAFEE OUTLINES STRATEGY TO SAFEGUARD USINESS McAfee has announced its strategy for building upon Security Connected, the framework in which security products and services work together to safeguard businesses with better protection. McAfee will expand its portfolio through acquisitions, development projects and partnerships to deliver integrated solutions and comprehensive protection across mobile devices, endpoints, servers, and network through an extensible framework. The company informed that McAfee Security Connected brings network and endpoint together through an extensible framework, centralized management and integrated with global threat intelligence delivers unprecedented visibility across all threat vectors. At the core of McAfee Security Connected are the principles of integrated solutions, built-in intelligence and advanced management.

etc. will be the major focus areas” DELTA SEEKS TO DOUBLE REVENUE IN FY’13 Delta India grew at CAGR of 50% on UPS business over last year and is planning to double the revenue in FY 2013. Delta Electronics has also rolled out the new Ultron EH Series UPS in India. The Ultron EH Series UPS provides clean power supply for server rooms, communication systems, computer network systems, medical treatment systems, surveillance systems, factory equipment, and more. Ultron EH Series not only provides safe, reliable and uninterrupted power but also delivers greater



power efficiency, flexibility, and the best TCO

Fujitsu has declared that the Eternus DX8700 S2 has scored the highest ever Storage Performance Council (SPC) Benchmark 2 results for both processing throughput and price-performance ratio for high-end systems, as of December 3, 2012. The company’s press release said that for industries that require optimum service levels in dynamic and fast-changing environments, often with complex multiple open systems and virtualized infrastructures, Fujitsu’s ETERNUS DX8700 S2 delivers the speed and high performance that they need and now attested by the independent SPC-2 world-record benchmark and with the added benefit that initial capital investments can be kept to a minimum.

Infosys has been ranked as a Leader in The Forrester Wave: Enterprise Mobility Services, Q1 2013 report brought out by the independent research firm Forrester Research Inc. The report recognizes Infosys, among other leaders, for the breadth and depth of its enterprise mobility services capabilities and deep investments in future areas. Infosys is cited as a leader in providing enterprise mobility with solutions ranging from mobile banking to mobile app store to mobile cataloguing for retailers. It also notes Infosys as one of the leaders that has made heavy investments in creating pre-built IP and has also substantially invested in solutions that speed up time-to-value for its clients.

overtaken telecommunications to become the big-


channel street.indd 12

to meet business requirements announced the company. IT SERVICES IS THE BIGGEST SPENDER Gartner analysts reported that IT services has gest spending segment, and is forecast to reach 30.6 billion rupees in 2013, up from 27 billion in 2012. IT services is achieving the highest growth rate amongst the top level IT spending segments and is forecasted to exceed 13 percent in 2013, with growth of 23.4 percent forecast for business process outsourcing services. Consulting is also a high growth segment at over 18.2 percent in 2013. Derry Finkeldey, principal analyst, Gartner, said, “The Indian domestic market for IT services is dynamic and highly competitive – with many of the leading names focused on the insurance sector and offering their own proprietary solutions for the industry. This competitiveness is ultimately great for insurance buyers.”

F E B R U A R Y 2013

19/02/13 9:37 AM


The Evolving Enterprise Landscape

Enterprise IT landscape has drastically evolved over the years, given the economic pressures and innovation in the IT space among other factors. Partners need to understand this evolution, the current need of the enterprise and how they can fruitfully work with the vendors. n w o r d s : A pa r a j i ta c h o u d h u r y   n P h o t o : i s t o c k p h o t o . c o m


e are in a transformative phase and that transformation is not limited to technology alone. The mindset of CIO is also transforming and the understanding on emerging technologies has grown. According to Nasscom, the fastest growing verticals for IT in 2013 are retail, healthcare and utilities, which exhibited a 2X average growth during 2012. The industry is therefore expected to avail the business opportunities thrown up by this segment. The government potential, expected to be in excess of Rs 200 billion, is centred around the demand in Applications Development and Maintenance (ADM), managed services, cloud computing, open source, and mobility. Also, according to Gartner, sectors such as government bodies, manufacturing, telecommunications, retail, financial services, banking and insurance, energy and utilities, transportation and education are driving the adoption of IT in India. Large businesses meanwhile, will continue to generate the most potential, pegged at over Rs 623 billion, with organisations aligning IT to their business goals and leveraging hi-tech to expand, optimise their supply chains, lower overheads and time-to-market, and enhance global competitiveness. The existing enterprise channel partners believe that it is extremely important for partners to offer customised solutions to businesses in order to truly meet their expectations. Ranjan Chopra, Chairman, Team Computers believes, “While industry knowledge and good committed people are required for partners to win the enterprise battle, it also essential that there is no gap left between promises made and delivery.” “IT decisions are

getting tightly linked to business demand and results. Therefore, partners need to work more closely with enterprise customers and create custom solutions that help increase business results,” he added. Finding a right partner who can take business to a next level is the biggest challenge that IT and communication industry is facing today. It is need of the hour to work closely with the channel partners who represent the brand to the end-customers. We at Matrix are addressing it by conducting channel programs and motivating partners to develop customer orientation,” opined Sajeev Nair, Marketing Manager – Telecom Division, Matrix Comsec Pvt. Ltd. Echoes Sunil Kripalani, Senior Vice President – Global Sales & Marketing, eScan, “Channel partners should not only be tech savvy but also be open to new technologies. They should have proper understanding of the market and as well as customer needs in order to pitch the right product to them. Today, enterprises need partners that provide 24x7 support.” Talking about the evolution in enterprise IT market, Sayed Naved Shafi, Vice President - SME & Channel Business, AGC Networks Limited, said, “Definitely enterprises of all sizes are avoiding the capex route and attempting to move maximum IT in opex. Also, every IT investment is getting scanned under ROI lens. To justify IT investment, solution providers are also asking customers to look at technologies like virtualization and cloud where resources are shared and possibility to derive at ROI improved. We also have enterprises going the IP convergence way as today also key role of IT is to ensure seamless and smooth communication and IP helps address that.”

f e b r u a r y 2 013



Vendor Expectations from Partners Partners should work in tandem with vendors who consider them a natural extension of their business, feels Rahul Agarwal – Executive Director for Commercial Business at Lenovo India. “Partners should have an open discussion with vendors and customers to understand, forecast needs that will arise and accordingly invest in educating themselves about trends like cloud computing, social media, mobile computing which are expected to lead the wave of innovation in the near future,” he said. Explaining how VMWare selects its partners and what are its expectations, Ganesan Arumugam, Director, Partner Sales Organization, VMware India & SAARC said, “A partner’s membership level is determined by their investment in VMware training and sales. Increasing their level of expertise and engagement in the program through VMware training and sales moves a partner into advanced levels of membership. Today, we work with a great set of partners at each level. We evaluate our partners based on their interest and commitment to the brand as well as their enthusiasm towards working with us. Partners are also encouraged and trained by us to grow to the next level and grow their business further.” Similarly, Shailendra Shukla, Director Sales- Enterprise Channels & System Integration, Schneider Electric T Business India feels, “Channel Partners are an essential part of the Go to Market strategy for an enterprise like Schneider Electric. We are therefore looking for partners who can understand application areas, propose and manage the right solution that will suit a customer and also manage it going forward. Customers are currently looking at a single point of contact for their IT implementations who can provide them with end-to-end solutions. Therefore it is important for partners to quickly scale up. They also need to recruit and train the right talent.” Talking about Symantec’s expectations from its partners, Amitabh Jacob, Channel Director, India & SAARC, Symantec said, “Partners today need to stay ahead of strategic IT trends in order to guide their customers on the right approach to take advantage of them. Understanding of the client requirement/challenges, and matching this with the variety of solutions available is critical. Further, channel partners need to be able to instil faith in their customers that they are recommending the right approach. The channel also plays the role of a guide, by increasing awareness among customers on taking a holistic approach to information security and management rather than just selling point solutions to them. Partners


f e b r u a r y 2013

Monish Darda

Co-founder and CTO, Icertis

CTO SPEAK What change do you see in the IT decision making within the enterprises? With business today required to be extremely agile, enterprises require IT infrastructures to be dynamic and responsive to new business opportunities. Evolving business demands closer relationships with partners, vendors and customers; network dependent business processes, as well as increased compliance and corporate responsibility are driving the need for exposing more information outside the enterprise than ever before. As the CIO is now intrinsically involved in increasing revenue and profits, business users are influencing him much more. Rather than just the CIO driving technology strategy, businesses are now trying to catalyse this change by learning from consumer experience and trying to bring it to the enterprise. I definitely see IT decision making involving the business more and more - not just the CIO, but pretty much every senior executive today has strong views on technology, having been exposed to the power (the CEO with the iPad using iCloud is not a rare sight nowadays) of IT and its potential to transform business. CIO spend will be questioned harder, with an increased need to prove business value and RoI for major decisions.

What are the technologies influencing the enterprise market? The enterprise is driven by three prime factors when it comes to technology – costs, efficiency and driving business. The last, driving business, is a recent phenomenon in the Indian context, but is already key to most enterprises, as management focus to empower IT as a business driver increases.

What is the opportunity for the channel partners? The channel partner is uniquely positioned to provide the agility and the solutions that the business will demand and that IT will have to deliver. Therein lies the opportunity of becoming a true partner, and move from the role of an on-demand vendor.

What are the skillsets required for the channel partners to adapt to the changing IT and communication landscape? A holistic solution partner approach, instead of point solutions, is essential. The channel partner needs to understand the pain areas and the business in depth, before a true partnership with the enterprise can be complete. Understanding and then riding the wave of change through cloud computing and mobility is a must.

What challenges do enterprises face in finding right partners? The preferred vendor approach that most enterprises have significantly invested in, is failing in areas where business solutions are necessary. Business pressures are bearing down on procurement, and this makes finding the right partners challenging. Preferred vendors presume the business, whereas the right partner for a specific solution has to earn it. Enterprises should carefully evaluate solutions, and enable the right partnership – one size fits all doesn’t always work.


must take the long-term view and add value to their customers’ business in order to increase profitability and drive additional revenues.” He believes that there is a huge opportunity in understanding and specializing in specific technology segments such as cloud, and becoming a trusted advisor to customers in these areas of expertise. Further, as vendors are investing in enabling and educating the channel, partners can take full advantage of these new programs. Vijender Singh, MD, Pantel Technologies on the other hand believes that while an organisation might engage with various vendors, only a few can become strategic partners. “For a channel partner to be a strategic associate, it is essential to acclimatize with enterprises and their IT and communication endeavours. The channel partners should be more than open to the IT changes.”

Skill Development It’s clear from these trends that 2013 will prove to be a year of opportunities for the channel partner community to expand their offerings, grow their customer base and clearly and uniquely differentiate from competitors. The market indicators clearly highlight the need for solutions oriented approach with a services led option (XaaS) to choose from. “Channels need to invest in developing service and solutioning capabilities around a combination of key pull and some strategic push technologies in the market as these in turn will work out to be profitable growth and revenue models for them,” believes Narayana Menon, Lead-Marketing, APAC & Middle East, Sanovi Technologies. He feels that this would also enable scaling and exponential growth for tier-1/tier-2 partners. “As the number of projects handled by the bigger SIs grows, the next tier can become extended implementation and service arms for the larger players in remote locations,” he added. While building a solutions approach is essential for partners today, Kaushal Veluri, Director Channels & Alliances, India Subcontinent, Citrix urges for the need for cross-functional teams, “Partners need to build a solution approach and a cross functional team in their organisations that can focus on taking the solution to the customer. It is also important to internally adopt the technology they are trying to sell,” he said. K Bhaskar, Director, Office Imaging Solutions Division, Canon India Pvt Ltd said, “Channel partners today need to keep themselves abreast with the latest changes in the information technology sector. It is today very difficult to get a domain expert partner and hence it is all the

Ganesan Arumugam,

Director, Partner Sales Organization, VMware India & SAARC.

“We evaluate our partners based on their interest and commitment to the brand as well as their enthusiasm towards working with us.”

Kaushal Veluri Director - Channels & Alliances, India Subcontinent, Citrix

“Partners need to build a solution approach and a cross functional team in their organisations that can focus on taking the solution to the customer.”

with organisations aligning IT to their business goals and leveraging hi-tech to expand, optimise their supply chains, lower overheads and time-to-market, and enhance global competitiveness.

more important for a Vendor to also provide timely training to its partners to ensure they are aware of the latest developments. Channel partners along with their vendors should give proper training to their sales team who should not only master the art of selling but should also be aware of the technical aspects. Channel partners should also look at adopting high end and convenient CRM portals. These will result in low operational cost, high productivity and customer satisfaction.” For a company like Matrix, partners have more bargaining power as compared to past.

They possess greater control over deciding market price, lead time and quality products what customer expects, feels Sajeev Nair, Marketing Manager – Telecom Division, Matrix Comsec Pvt. Ltd. “Currently we drive a network of more than 500 channel partner across the world, and we provide ample support to our partners in the form of lead generation, promotional activities and sales. Channel partner must understand the window opportunity with them and react quickly to changing market dynamics and customer needs with right set of products and services,” he opined. ë

f e b r u a r y 2 013






What is the total opportunity in Enterprise, government and PSU market from IT and communications perspective in 2013? Most organisations, whether in the government or public sector are grappling with the same issues as private enterprises. BYOD, Network


Q&A-KP Unnikrishnan of Brocade.indd 16

agility, Total Cost of ownership, ability to do more with shrinking budgets and ability to implement solutions across the organisation without rip and replace are some of the priorities that are in focus this year. We have been seeing that the Education sectors are aggressively investing in new technologies.

Governments departments like the Department of Posts, Income Tax, BSNL and UIDAI etc. have also made significant investments in upgrading their infrastructure. BFSI, Media and Entertainment are another industry segment which is investing in new infrastructure. So we are seeing strong momentum across multiple sectors and depending upon which reports you track, this is a multi-billion dollar opportunity. What are the technology influencing the enterprise market? To maintain a competitive advantage, organizations are turning to virtualization solutions built around pools of flexible server and storage resources that can meet dynamic business requirements. However, to implement a holistic data center virtualization strategy, these organizations need a unified, end-to-end solution based on a powerful, reliable, and scalable IT infrastructure. So the trend is inclined towards flatter and agile networks that have the ability to deliver faster through-put, the ability to handle multiple devises at the edge and most importantly the ability to integrate with the existing infrastructure. Therefore rather than technologies, it is the

F E B R U A R Y 2013

19/02/13 9:38 AM


capability of delivering all of this that decides which are the new investments that go into the IT infrastructure. Cloud, IPv6, BYOD, security and scalability are the hot issues before the CIOs today. Thus technologies that deliver on these critical requirements will be the winners this year. The Brocade data center switches have been designed from the ground-up to improve network utilization, maximize application availability, increase scalability, and dramatically simplify the network architecture in next-generation virtual data centers. Delivering Virtual Cluster Switching (VCS) technology, the VDX 6720 builds data center fabrics, revolutionizing the way Layer 2 networks are architected, enabling cloud initiatives. What is the opportunity for the channel partners? As customers’ IT infrastructures become more advanced they are faced with challenges such as reducing costs, managing complexity and satisfying business compliance requirements. Brocade understands these challenges and has created a product portfolio, and partner program, to address these needs Through this, the opportunity for the Channel is tremendous. Channels that have the ability to deliver end to end solutions, that have the ability to integrate new technologies with the existing infrastructure and who are able to address the challenges of the CIOs of delivering more with less, will find that the opportunity is almost unlimited. Therefore the focus for the channel will be to invest in training of its people who understand not only boxes, but have the ability to deliver business solutions. Today, Brocade is a 100 percent partner-led company. Our objective is to identify niche partners who have key core strength in a vertical and work with them. Brocade doesn’t believe carpet bombing- but more at a targeted approach which is the reason we do not sign on many partners. Brocade does not want ten partners to fight for one deal (as is with some of our competitors). The number of clashes between Brocade partners is very very low because there is clear focus and demarcation. We are working with partners that are specialised in the verticals where Brocade is focussing. The Brocade Alliance Partner Network (APN) program prepares and rewards partner who invest in developing knowledge-rich practices to address new technology trends. The program offers a full set of intelligent, customizable tools that assist partners in selling Brocade solutions and supports the needs of partners as

they help their customers make the transition towards network convergence. The Brocade APN program includes four distinct partnership levels: Distributor, Elite, Premier and Select. All levels have been designed with specific requirements and benefits to help partners leverage and be rewarded for their networking product knowledge and solution support expertise. What are the skill sets required for the channel partners to adapt to the changing IT and communication landscape? As I said earlier, channels need to invest in making their personnel into solutions people rather than technology people. It will need to instil in its people an understanding of the business challenges of different businesses and the ability to fit the right technologies to address these. Now it is about first designing the solution and fitting boxes into it rather than building solutions around boxes.

rather than a technology orientation. Enterprises need partners who understand their business and the right technologies that meet their business challenges. There is still a gap between the expectations of the enterprises and the capabilities of the run of the mill channel players. The other challenge that enterprises face is the inability of the channel vendors to integrate and offer total end to end solutions. The days when you could sell a piece meal approach expecting the in-house IT departments to work out on the integration – now with shrinking IT departments it is the channel partner who has to deliver these capabilities and that is the new challenge. To address these challenges at the customer end, the Brocade Alliance Partner Network (APN) program prepares and rewards partner who invest in developing knowledge-rich practices to address new technology trends. The program offers a full set of intelligent, customizable tools that assist partners in selling solutions


We work aggressively to identify different kind of IP partners who can work in conjunction with our SAN partners. We enabled and trained them by providing them the right courses, the right curriculum. The idea was to make them fully Brocade enabled when they go to the market. There are several training programs for the partners to enable themselves on the new technology: • Brocade certified Ethernet Fabric program • Brocade certified Engineering program • Brocade certified Selling program etc. Having said earlier, technology is changing constantly and so end user and partner should be aware of the new changes. Brocade train them on the technology that Brocade products and solutions offer so that the partner can cater to the customer requirements well. What are the challenges enterprises faces in finding right partners? We are still in the transition phase – many channel players find it challenging to adapt to the total solutions approach, to a business orientation

and supports the needs of partners as they help their customers make the transition towards network convergence. This has been designed with specific requirements and benefits to help partners leverage and be rewarded for their networking product knowledge and solution support expertise. Which are the fastest growing vertical markets for this year and why? Brocade networking solutions provide industryleading capabilities to meet a wide range of business requirements in storage, Ethernet, and converged networking environments. These benefits are being tapped by the following fast growing segments: Data Center Campus Service Provider State and Local Government Healthcare Higher Education Financial Media and Entertainment. ë

F E B R U A R Y 2 013

Q&A-KP Unnikrishnan of Brocade.indd 17


19/02/13 9:38 AM

DS-Advts.indd 2

18/02/13 8:47 PM

DS-Advts.indd 3

18/02/13 8:47 PM

cover story

Grab Your Piece of Cake 20

f e b r u a r y 2013

it opportunity


ccording to Gartner, IT spending in India is expected to reach $71.5 billion in 2013. While 2013 will be a year where a lot of technologies will get greater prominence than before, the enterprise customer will focus more on the value proposition that is being offered to him. Hence the need to understand the needs of the customer has increased more than before. Numerous trends affect today’s business strategies and decisions; some affect specific functional areas of a business, while others represent broader social, technological, or competitive areas. In order to better evaluate opportunities in the enterprise space, it is paramount for partners to understand the key technology trends in the market. Here are some of the top technology trends that would drive enterprise market in 2013. Ranjan Chopra, Chairman, Team Computers, says,

by cost and performance and efficiencies. Ajay Kaul, Director & General Manager, Global Commercial Channel, Dell India opined, “Cloud based technologies have been in consideration amongst Indian enterprises for some time now and the uptake of cloud based services is gaining momentum. Converged Infrastructure is an area which is poised to be a game-changer in the enterprise technology segment. Organizations realize now that they are able to leverage a converged infrastructure and service automation to decrease the testing window, accelerate system refreshes and enable the rapid deployment of new environments.” Praveen Sahai, Vice President - Channels, EMC India & SAARC added, “Moving forward most organizations will use a combination of internal and external IT services to get the job done and cloud will offer them the flexibility to use resources. We anticipate that hybrid clouds will be the

Enterprise IT market presents a plethora of opportunities for vendors and partners. Despite the slowdown, there’s enough cake for everyone, if you identify the right piece for your appetite n words: karma negi  n Photo:

“Today, Enterprise market is going through a transformation. Specially verticals like Pharmaceuticals, Retail and BFSI are opening up with investments in technology among several others Technologies like Enterprise Mobility, Collaboration and Analytics are driving needs of enterprise market very fast. IT decisions are getting tightly linked to business demand and results. So the partners need to have Industry Knowledge and good committed people to deliver the solutions. There is a Gap between promises made and delivery.

the fastest growing technologies influencing the marketmarkets for this year Cloud Computing Cloud computing helps businesses of all sizes transform their operations and technology by establishing a flexible, adaptable IT environment to quickly meet changing requirements. As per a report by IDC, The cloud computing market in India is expected to grow at a CAGR of 40% by 2014, from an estimated $66.7 million in 2009, driven

eventual goal of customers once they have advanced on their journey to the private cloud to a point where they can choose what resources they want to manage in-house and allow others to be managed externally. Trust in the cloud it will play a key part for CIOs in determining how much goes on the public cloud, and what stays in the private cloud.” Big Data According to a recent industry survey, the world is generating 5 exabytes of data every two days. But only half percent of this data is being analyzed to derive business value. “Many enterprises are realizing the potential of Big Data and the benefits of deploying analytic tools to derive business intelligence from terabytes of data. The adoption of these solutions is expected to increase in the coming year and enterprises will seek specialized analytic solutions that will help them gage customer experience and improve revenue streams,” opined Niraj Kaushik, Vice President, Alliances & Channels, Oracle India. “The value of Big Data will require security teams to build out multi-year plans to properly evolve their security management model. These plans will enable security teams to utilize Big Data to detect and more effectively

f e b r u a r y 2 013


cover story

Ajay Kaul

Director & General Manager, Global Commercial Channel, Dell India

“Organizations realize now that they are able to leverage a converged infrastructure and service automation.”

remediate security threats. To be the most effective security teams must also be involved in any new Big Data projects from the onset in order to understand the impending risks and develop the strategies to manage them,” added Navin Sadhwani, Head Channels & Commercial Business, India & SAARC, RSA, The Security Division of EMC. Mobility With the number of mobile handsets all set to overtake PC penetration, applications on mobile and value added services through the mobile is where the value proposition to the customer will reside. “Technologies like NFC, will gain greater prominence and have a wider acceptance in the near future. We are already seeing handset providers, mobile service providers and technology providers joining hands to go to market to gain mileage from an already existing lucrative


f e b r u a r y 2013

Praveen Sahai

Niraj Kaushik

Vice President - Channels, EMC India & SAARC

Vice President, Alliances & Channels, Oracle India.

“Trust in the cloud it will play a key part for CIOs in determining how much goes on the public cloud, and what stays in the private cloud.”

“Many enterprises are realizing the potential of Big Data and the benefits of deploying analytic tools to derive business intelligence from terabytes of data.”

trust in the cloud leverage converged infrastructure realise the potential of Big data Channel need to know emerging trends network security is top agenda

market,” explained Zubair Alam, GM- Sales & Marketing, NEC India. Moreover, enterprise mobility will fundamentally change the way people work. The ability to work anywhere anytime is a defining feature of modern business. “SAP sets the new mobility standard with the most comprehensive mobility platform. Customers in India, particularly the small and midsize enterprises, are adapting mobility solutions from SAP to send informa-

tion and applications to any device, anytime, anywhere — making mobility the new reality and the new desktop,” said Priyadarshi Mohapatra, Vice President – Emerging Business, SAP India. Mobile devices are expected to overtake computers as the device of choice to access web. “This will force vendors and software providers to come out with Mobile Device Management (MDM) solutions around information protection, data retention, corporate

it opportunity

Navin Sadhwani

Head Channels & Commercial Business, India & SAARC, RSA, the Security Division of EMC.

“The value of Big Data will require security teams to build out multi-year plans to properly evolve their security management model.”

compliance and network security,” opined Kaushik from Oracle. Another trend that will be leading the enterprise mobility market this year will be the adoption of mobile platform as a service (PaaS) technologies. “We will see more and more businesses deploying mobile applications to take advantage of the rapidly growing smartphone ecosystem in India. These mobile enterprise apps will allow employees to access and interact with real-time data on a handheld device. Such cloud based technologies will provide real time information that can be used anytime, anyplace while increasing employee productivity,” said Sunil Lalvani – Director, Enterprise Sales, RIM India. Data Centre Management Organizations of all sizes, industries and regions report increasing complexity within the data center. According to the latest Symantec State of Data Center Survey, data center complexity

Zubair Alam

GM- Sales & Marketing, NEC India

“Technologies like NFC, will gain greater prominence and have a wider acceptance in the near future.”



CAGR Growth

2014. From an estimated $66.7 million in 2009: as per IDC. According to Gartner, IT spending in India is expected to reach $71.5 billion in 2013. source: Gartner

impacts all areas of computing, most notably security and infrastructure, as well as disaster recovery, storage and compliance. Therefore, one of the key aspects influencing the enterprise market is the need for corporations to realign their IT infrastructure with emerging technologies related to cloud computing, virtualization, mobility, and consolidation. An evolved datacenter ecosystem and the rising average heat density in datacenter facilities, are fuelling adoption of newer technologies for planned and effective management of the physical and IT infrastructure. Enterprises want to build an agile and dynamic critical infrastructure around these technologies, which helps them reap the benefits of cost optimization and improved performance as well as develop a strong competitive edge in the market. “The move to the Cloud will lead to greater demand for energy efficient management of IT and facilities infrastructure. Hence we see enterprises are moving to a more agile datacenter infrastructure where pre-installed applications can be plugged in just as easily as additional storage. The Indian datacenter market is set to benefit from such a move as it will lead to drastic reductions in deployment time, apart from resulting in better control and energy management in the data center,” said Ankesh Kumar, Director - Channel Products & Marketing at Emerson Network Power in India. “We also expect enterprises to create and follow a comprehensive roadmap to datacenter consolidation and energy efficiency, which entails closer monitoring and management of physical and IT components. Monitoring tools will become an essential part of datacenter managers’ strategy to combat inefficiencies,” Kumar added. Social Technologies In the front office, employees’ use of social networks, such as Facebook and Twitter, is driving companies to build their own enterprise social networks to give workers secure areas for collaboration and sharing data. These networks are expected to move beyond the pilot stage and into production. Individuals are also using new technologies to innovate within their workplaces and communities. They are rapidly adopting Web 2.0 technologies, such as social networking, peer-to-peer collaboration, blogs, wikis, and multimedia content for mobile devices. Anant Deshpande, VP, Business Development - Enterprise, Cisco India said, “Enterprises are challenged to deliver new tools and capabilities that meet the expectations of their empowered users, while simultaneously coping with the growing technology complexity,

f e b r u a r y 2 013


cover story

Pinakin Dave

National Manager - Channels & Alliances at McAfee India Sales Pvt. Ltd.

“The requirement to bring together event, threat, and risk data with security intelligence will facilitate rapid incident response.”

support, security, and compliance issues associated with them.” Green IT Call it the need to save the environment, cost reduction pressures or limited resources, the need for greener products would remain in great demand in 2013. Energy efficient products, high power density and compact size, modular construction, detailed monitoring of UPS through LCD displays, remote manageability and controls, combined form factor of rack/ tower models, user configurability for application specific needs are some of the areas where green IT plays an important role. “Today the technological, regulatory and competitive dynamic market forces govern the business decisions and the change process in any organization. Channel Partners need to identify emerging trends and act quickly to capture new opportunities,” said Suhas Joshi, Director, Delta


f e b r u a r y 2013

Sunil Lalvani

Director, Enterprise Sales, RIM India

“We will see more and more businesses deploying mobile applications to take advantage of the rapidly growing smartphone ecosystem in India.”

Ankesh Kumar

Director - Channel Products & Marketing at Emerson Network Power in India

“The move to the Cloud will lead to greater demand for energy efficient management of IT and facilities infrastructure.”

Organisations should also utilize encryption to secure sensitive information and prohibit access by unauthorized individuals and Identities should be authenticated.

Power Solutions (India) Pvt. Ltd. Organized workflow solutions India is getting more globalised and it has become imperative for organizations to adopt newer technologies in order to streamline their business processes and become more effective and efficient. As technology today is redefining the ways, solutions software services are becoming

increasingly a lot more critical to the success of the business. K Bhaskar, Director, Office Imaging Solutions Division, Canon India Pvt Ltd opined, “Organized workflow solutions helps controlling the document flow within an organization allowing proper optimization of processes. This helps in saving time and money and allows strengthening of security and transparency of the process. With a proper implementation of workflow solutions, organizations can retain their data for years and

it opportunity

Anant Deshpande

VP, Business Development Enterprise, Cisco India

“Enterprises are challenged to deliver new tools and capabilities that meet the expectations of their empowered users.”

also comply with the changing policies and with this security of the document is also maintained.” Real-Time Information All businesses recognize the importance of using real-time information to increase their companies’ agility and competitiveness. Anant Deshpande, VP, Business Development Enterprise, Cisco India explained, “However, ‘increasing business velocity’ requires more than simply speeding up existing data processing systems—it demands a different kind of IT and business architecture than has traditionally been required and CIO need to address this to stay competitive.” Real-time information is also extremely important when it comes to security, incident management and compliance. “SIEM is no longer a viable solution unless it provides the ability for real-time incident analysis, compliance and response taking into consideration every

Suhas Joshi

Director, Delta Power Solutions (India) Pvt. Ltd.

“Channel Partners need to identify emerging trends and act quickly to capture new opportunities.”

device connecting and communication within an organization. The requirement to bring together event, threat, and risk data with security intelligence will facilitate rapid incident response and the ability to make real-time decisions as to the security posture of the organization and how to make better information decisions on how to protect the organization,” added Pinakin Dave, National Manager - Channels & Alliances at McAfee India Sales Pvt. Ltd..

becoming more aware of the importance of security measures within the company. “Worldwide there is a deluge of digital information. The velocity of sharing information is skyrocketing as well – driven by web-based applications, mobile devices, social networks and cloud computing, leaving everyone interconnected as never before. This new openness to computing infrastructures is creating greater opportunities for collaboration, communication and innovation; but it’s also creating new vulnerabilities that cyber criminals, hacktivist groups and nation states have learned to exploit. Attackers are taking advantage of gaps in security created by complex and disparate technology with increased speed, agility and cunning, easily outflanking perimeter security defences such as anti-virus software and intrusion detection systems,” said Sadhwani of RSA. Vishak Raman,Senior Regional Director,Fortinet,INDIA & SAARC, says, “Network security has been one of the top agendas to be handled by CIOs in 2012, and we expect this trend to continue into 2013. This phenomenon is mainly due to the need to comply to government regulations. The Department of Telecom and Reserve Bank of India mandates mentioned above are two important examples. These regulations have prompted the industry to invest and implement network security solutions, and have contributed towards the growth of the network security market.” He adds, “The other trend we are seeing is the proliferation of mobile devices like tablets and smartphones that have allowed employees to access the corporate network and do their work from anywhere. “ “The next 12 months will see significant focus in Identity and Authentication. Internet users have come to understand that passwords are not enough, and identity and authentication systems used today are too difficult and possibly ineffective in dealing with today’s issues. The next 12 months will see massive adoption of multi-factor authentication processes and more solutions to tie your identity to your device and information,” Dave from McAfee opined.



Security in the Indian context is growing in multiple digits with investments coming to counter new cyber security threats, APTs and ensuring compliance. The Indian information security market reached around Rs 1,200 crore in 2012 and is expected to grow at 18% this year (The State of Information Security Survey-India by PWC). This clearly shows that organizations are

While there are plenty of opportunities in the enterprise space, it is also essential for partners to gear up for the skillset requirements for each of these technologies. Moreover, in order to survive in the highly competitive market, partners need to differentiate themselves by understanding individual customer requirements and building solutions to meet specific needs of each enterprise. ë

f e b r u a r y 2 013



Nitesh Estates increases operational efficiency after implementing SAP on IBM Power n W O R D S : S A N J AY M A H A PAT R A < S A N J AY @ E N T E R P R I S E C H A N N E L S . C O M >

Overview Nitesh Estates is an integrated real estate developer with a strong presence across four asset classes – homes, hotels, office buildings and shopping malls. They are the fastest growing real estate developers in the high-end luxury home segment and are responsible for many of South India’s most recognised developments. Superior quality, attention to detail and perfection are some of the consistent deliverables across all projects of Nitesh Estates. Nitesh Estates has created yet another landmark, by winning the prestigious CNBC AWAAZ CRISIL – CREDAI Real Estate Awards 2010 for Best Luxury Segment Residential Property in India. Nitesh Estates is currently developing India’s first Ritz-Carlton Hotel, located on Residency Road, Bangalore.

This world-class luxury hotel is set for launch in the year 2012 and will further reinforce the strong market position of Nitesh Estates as a luxury real estate developer. The challenge The company’s phenomenal growth fuelled the need for a robust and scalable IT infrastructure. In line with growth plans, Nitesh Estates decided to implement a comprehensive Enterprise Resource Planning (ERP) solution to gain visibility into operations and ensure smooth business processes. The firm was seeking an efficient partner to implement a robust hardware platform which would provide scalability with minimum recurring investments. Nitesh Estates had frozen on SAP ECC 6.0 along with enterprise portal, CRM and Business Objects (BO). The

company was seeking to implement infrastructure that would be capable of efficiently housing and running the ERP. They required a standardisation of their IT products that would help them in reducing their recurring IT expenditure and would also be conducive to their future growth. The solution IBM proposed a virtualisation solution using blade architecture that would lower power costs and increase server utilisation. IBM also engaged with Nitesh Estates at the Systems Solution Center to explain the virtualisation road map and associated benefits. IBM’s blade chassis proved to be the key differentiator. From an investment point of view, the IBM POWER7® Systems Express Blades virtualisation solution was attractive for two main






Case Study-IBM.indd 26

JA N U A R Y 2013

19/02/13 9:40 AM


reasons: • Blade architecture: IBM POWER7 Systems Express Blades provided superior flexibility, availability, converged networking, predictive failure analysis, and diagnostics. • Stable chassis design: IBM planned to use a chassis that had been introduced in the year 2000 but could be repurposed to meet the client’s needs, reflecting the scalability and futurereadiness of IBM’s solution. The implementation process took about six months and the project was completed in 2010. Benefits IBM Power systems provided Nitesh Estates with a highly proficient solution that led to hassle-free and uninterrupted application performance critical for business and production. The company got a smarter computing system that provided long-term technical as well as business benefits. Nitesh Estates continued charting the path of growth with a robust corporate IT backbone. “IBM was engaged with us from the very first day, understanding in detail our requirement and analysing their solutions which would best suit our purpose. They had also anticipated any future system challenge we may face and educated us on the possible steps that would be needed for the

smooth functioning of all our applications,” said, Hariharan Subramanian, Sr. General Manager Information Technology.

• Easy and hassle-free IT management • Energy efficiency and optimum cooling leading to power saving

Benefits Snapshot: • Enhanced IT performance due to superior hardware and application implementation, reduced response time and robust system support • The solution will cater to all of Nitesh’s requirements for the next five years without recurring investments • The IBM blade solution reduced rack space significantly, considering the data centre of Nitesh Estates is located in a high premium space • The POWER7 processors automatically optimised the workload performance and capacity to enhance productivity • Through virtualisation, the number of servers was reduced from 12 to 6 • Using Power blades along with virtualisation, the electricity consumption costs reduced significantly • The system management complexity was reduced • The data centre floor space was opened up leading to increased server utilisation • Quick, easy deployment of solutions • Reduced recurring IT investment

IBM – the chosen technology partner The first crucial step in addressing the infrastructural challenges was the selection of a suitable vendor with in-depth industry experience. IBM along with a few other competitors was considered for the infrastructure implementation. IBM proposed a detailed solution, in line with the client’s infrastructure budget, after a thorough understanding of the client’s needs. We provided exhaustive and detailed documentation listing all details and advantages of SAP implementation on IBM infrastructure. Through the sheer superiority of our solution and by meeting all of the company’s requirements, we were chosen as the value-added technology partner of Nitesh Estates. “This was our first step in implementing a legacy SAP application. We needed the right infrastructure, capable of efficiently managing the application performance load. The system had to be so steady and stable that we did not face any interruption in the running of the applications critical to our business. Now after a few years, we are glad that we had chosen to partner with IBM,” said, Hariharan Subramanian. ë

JA N U A R Y 2 013

Case Study-IBM.indd 27


19/02/13 9:40 AM



Becoming the ‘Trusted Advisor’

With a stiff competition among the enterprise, the need for having updated platforms, components, or software is always on rise. But their challenge is keeping tab of the requisite technologies on a regular basis. So they need the help of third party consultants who are hands on in managing the infrastructure. n WORDS: KARMA NEGI <MARMA@ENTERPRISECHANNELS.COM>  n PHOTOS: CISCO


ontinuous technology advancements, constant innovations, increased customer expectations and newer levels of competition are repainting the competitive landscape that companies operate in. This is forcing business leaders to rethink solution pathways that will help capture new market opportunities. Overwhelmingly, the challenges are not about technology per se; there are a plethora of technology choices available. The main challenge is how to apply technology to maximize business benefits. Businesses need to identify problems and apply the right technologies to serve customers, while at the same time becoming more productive and cost efficient. However, without the right resources and expertise, simply implementing the latest and greatest technology is a risky and costly proposition. The basic requirement to enable a business gain optimum benefits from technology is a robust suite of ‘services’ that help various business units to be connected on a single network platform. Such services must transparently integrate several solutions together and enable their delivery to customers. Along with the right technology and architecture, these services must enable businesses to reduce costs, improve operational efficiencies,


Services-Cisco.indd 28

increase customer stickiness and expand their capabilities. This means a combination of a good architecture, relevant applications and efficient services is required to provide a dynamic business environment that facilitates productivity at all levels. What this also means is that channel organizations (partners in this case) have an opportunity to take their engagement with customers to a higher level — that of an advisor who will help businesses navigate the technology landscape, rethink newer ways to solve business problems and capture new market opportunities.

TRUSTED ADVISORS The network platform is essential to the delivery of a number of applications and services, creating a rich opportunity for partners to evolve their business model and monetize the opportunity. Services can become the key differentiator and profitability engine for partners and help them grow their professional capabilities. Many organizations lack resources to maintain important information about their networks, support decentralized IT resources or operate in multiple remote locations, where network changes occur but are not tracked. They may have security concerns, want to add advanced technologies, or seek to improve the performance of

their networks. These customers can benefit from network & security assessments and network optimization services delivered by their trusted advisor — a partner. Being on the ground so to speak, partners have the advantage of opportunity to gain an intimate knowledge of the issues that end customers face and provide counsel on services that can address their business challenges. A network assessment analysis for example can show customers which areas of their networks need replacement or are at end-of-sale in their lifecycle—be it platforms, components, or software. Network assessments also allow partners to set them¬selves apart from competition because they act as trusted advisors who can recommend more efficient solutions with confidence and speak with more authority about advanced technologies that could extend and enhance each customer’s unique network deployment. For the partners, making small investments in an advisory leads to significant increase in value services and opens pathways for adoption of advanced technology architectures. Moving to an advisory capacity will help ensure a steady stream of revenue for partners and significantly impact their ability to retain customers in the long term. By acting as advisors, partners help customers

F E B R U A R Y 2013

19/02/13 9:42 AM




align their technology deployment with business objectives, applications, and processes because they offer the right strategy, architecture and planning at the ‘prepare and plan’ phases. As customers seek improved services, the ability to bundle services with products is a vital source of growth. Employing digital strategies (example: collaborative technologies) helps reduce cost and ultimately transform servicerelated business processes to revenue generators and explore new market opportunities.

EXPECTATIONS FROM VENDORS Given the above, partners are looking for vendors that can help minimize the risk and cost of moving towards new technologies and innovative

business models. By giving access to resources and intellectual property that help add significant value to customers while maintaining profitability, vendors can enable partners differentiate themselves in the market. Services that help accelerate a partner’s profitability and growth by packaging, automating, and scaling intellectual capital is most useful. Such services provide the partners with greater visibility and actionable insight into a customer’s network environment. A combination of value-based rewards and access to new services will help partners continue to meet customer requirements, distinguish themselves from the competition and maintain the profit levels required to support continued growth. ë

“Being on the ground so to speak, partners have the advantage of opportunity to gain an intimate knowledge of the issues that end customers face and provide counsel on services that can address their business challenges.”

F E B R U A R Y 2 013

Services-Cisco.indd 29


19/02/13 9:42 AM



Continues to Sustain Leadership The Incorporate in India has been deploying updated technologies in order to make them competitive. So when it comes to Unified Communications they also expect the leader to service them. It is up to the leaders how they can take the opportunity. n W O R D S : A PA R A J I TA C H O U D H U R Y < A PA R A J I TA @ E N T E R P R I S E C H A N N E L S . C O M >


he advent of Unified Communications or popularly known as UC has brought in evolution in the way of how individual and organizations interact and set a new example of collaborative communications. According to Gartner definition, UC integrate communications channels (media), networks and systems, IT business applications, consumer applications and devices market stands around US$800 million in India and growing at 17% a year. Siemens Enterprise Communications Pvt. Ltd, an integrated technology provider with multiple businesses focuses on areas like health care, manufacturing, education, etc. to offer UC and collaboration solutions. The company has a products called OpenScape Office suite and OpenScpe application primarily targeted at the large enterprise segment. It caters to both analogue and IP telephony requirements. The crucial challenge with the customers today is the reach, so Siemens understands the real challenges of enterprises and talks about the their productivity benefits. Rahul Kulkarni, Head (Products and Business Development), Asia pacific and Middle East, SECPL, says, “From Soho & SMEs till mega customers, SECPL addresses each of the cutomer segments. In SOHO market, Siemens constraints the


Leaders-Siemens.indd 30

number of users upto 50 only. Whereas in SMEs, the company targets 30 to 300 users and larger enterprise market starts from 300 to 5000 odd users and beyond 5000 users is the mega enterprise market. SOHO and SME market are being addressed by channel partners with product call OpenScape Offic because the company believes that it is a small value in terms of singular transaction. Moreover the adoption of new technologies, IP telephony and UC among SMEs are increasing rapidly as compare to large enterprise market. “In UC, we have a pretty well positioned product which offers some interesting advantages to the customers.” Says Kulkarni Siemens sustains the leadership position on the SME segment in 2012 and will continue it on 2013 also. Channel partners basically take care of the SME segment and address the verticals like manufacturing, health care and BFSI. “We have segmented approach for transport, logistics and education sectors. We are also coming out with segment specific solutions and UC solutions are customized for certain segments. That is really going to be our approach for 2013 in terms of strengthening those segments.” There is an illusion in the market that UC has something to do with IP telephony and the first step towards unified communication is to throw

out existing investment and go for IP telephony. But Siemens with its product portfolio helps to maintain the existing investment and allows continuing with the traditional telephony and thereby getting the benefit of Unified Communication. In addition it also helps organizations to get rid of the large investment associated with the IP telephony. When today there is discussion about hosted unified communications and hosted voice communications, Siemens is actually about to execute one pilot project. As channel partners are the major interface in Siemens’ go to market strategy for the market, the company wants to work intensely on this. Kulkarni adds, “We will strengthen our channels partners to make them deliver more segmentspecific solutions, while we will continue to our direct touch model while addressing the very large market.” Speaking from the channel prospective, Kulkarni says, “We are associated with the channels partners for the last 15 years, one of the positive points about channel network is that these are the loyal channels, they really do not do the competitive products and that is where we have a long term relationship with them and thereby creating the value for the channel as well as for the end customers. These channel partners

F E B R U A R Y 2013

19/02/13 9:42 AM


are very trained and educated about the new technologies and address the specific customer’s requirements. Our objective is to completely fill channel partners with the products, technologies and solutions available.” Siemens has 100 registered channel partners and two distributors Gurusons Communications and Unicom. When Gurusons Communications looks after the north India, Unicom Infotel takes care of the west India. Further these two distributors have 500 resellers registered with them. The company says that they not only positions themselves as a communications solution provider but offers the solutions for the whole process control. Besides to address various verticals, Siemens creates certain specific communication and offers specific verticals solutions. Siemens’ UC portfolio has been divided into five pillars. The primary pillar is voice because voice is a dominant form of business communication whether it is a traditional analogue telephony voice or IP voice both forms of voice exist in the enterprise. Second pillar is messaging because sometimes there is confusion between unified messaging and Unified Communication, messaging is purely about non real time communication. Email, voice mail, fax mail and SMS are four forms of messages. Third pillar is mobility



“We will strengthen our channels partners to make them deliver more segment-specific solutions, while we will continue to our direct touch model while addressing the large market.” and mobility is not just laptops and mobile phones, so Siemens integrates the enterprise communication solutions into a public domain, fourth pillar is conferencing and collaboration and the last pillar is video because most of the new laptops are coming with inbuilt cameras and HD capabilities which allows users to have video calls rather than audio calls.

On the large enterprise segment, people prefer to deploy green field project and go for IP telephony, so the company brings the extended version of OpenScape. But the company says that they observed that certain segments of the market also is deploying the traditional telephony. For example in army and railways the distance requirements for connecting subscribers is very large and they still want to continue with traditional telephony in 2013 also. So here also the company’s solutions support. Coming to the Mega enterprises, Kulkarni explains, “We have the whole portfolio under OpenScape Voice and OpenScape UC apps and we provide the benefits which the large enterprise customer got by consolidating their IT requirements. So from the telephony perspective, we focus on the concept consolidating all infrastructure and applications at a central location by a solution like OpenScape solution and thereby getting the whole benefit of centralization. That is how we save manpower and reduce technical resources. We have also one portfolio called OpenScape patient centre which would become the central communication, information and entertainment point for the healthcare industry.” He adds, “Differentiation is one of the crucial factor in healthcare segment because every five star deluxe hospitals have a very good infrastructure, latest medical equipment and Wi-Fi connectivity, so the exclusiveness of Siemens is that they direct the users how to utilize Wi-Fi and integrate the process of medical and thereby helps improving productivity and get the advantage of associating with Siemens healthcare division. One of the elite features of Siemens is that they directly deal with end customers unlike other players who follow the indirect model. In India, the company has 5000 registered customers and Siemens itself design the requirements of the customer, execute the project and take the responsibility of a solution instead of placing channel partners in front of customer to implement that, so that is the strength which the company would definitely carry further in 2013 also, announces the company.

FINALLY… With increased investment on UC technologies, good presence in the market, Siemens in 2013 will take certain steps to strengthen its position across various segments. Besides, the company plans for full-fledged marketing activities and customer specific activities both on print and online versions. As a part of it strategy to increase present in major verticals, Siemens also focuses on the channel partners to make them address certain specific verticals. ë

F E B R U A R Y 2 013

Leaders-Siemens.indd 31


19/02/13 9:42 AM



Right Skillsets to Help Growth Technology is an evolving and important aspect of every business, hence there are often seen to influence enterprises. But the issue here is how quickly the partners upgrade their understanding to take the solutions to the market. n W O R D S : S A N J AY M A H A PAT R A < S A N J AY @ E N T E R P R I S E C H A N N E L S . C O M >


s more and more enterprises having their businesses growing, they have the ever growing consumption of IT resources generating pressure for more computing power out of existing server infrastructure. With such increasing demands of storage, cost effectiveness and performance, Cloud computing emerges as an ideal option. Today, mobile devices have become integral part of our day to day life in terms of personal usage to BYOD and CYOD. The Web hosts infinite number of applications, including legacy applications. Employees’ presence and engagement over social media and networking sites will highly influence the enterprise data sharing and security dimensions. As more and more social models like Facebook, Google+ and LinkedIn continue to enter the enterprise through the employee workforce, corporate information will be seen stepping out through these streams. These social streams will also become gateways to intrusion and malicious content to the networks. Although these risks are not new, but enterprises may witness their impacts more effectively with accelerated number of insiders being involved on such social and mobile platforms. Apart from cloud computing and BYOD, technologies including Big Data, Virtualizaiotn, etc. are influencing every business. Every piece of technology brings complexity and its share of security issues. So to understand the complexity,


Trend-Cyberoam.indd 32



“Enterprises are today, in hunt of partners who, adequately understand their network needs, and offer a holistic host of products.” there has to be partners with enough knowledge, skillsets and field experience. Sunil Sharma, VP Sales and Operations, India and SAARC, Cyberoam Technologies , says, “With such increasing demands for advanced solutions, channel partner have great opportunity to pitch solutions like Cyberoam offering not just a product but a complete package of solutions ideal for network security solution and support.”

As enterprises migrate to virtual networks, an increasing demand of virtual security will arise, as virtual networks are also prone to attacks. Apart from that, the traffic within virtual networks is not visible to externally placed hardware network security devices, such as network-based IPS and firewalls, creating virtual blind spots within virtual networks and making it impossible to interpose any security scanning by a physical device. Channel partners can easily address these concerns of virtual environment by offering solutions like Cyberoam Virtual security for virtual networks on a single virtual appliance. Yet another obvious trend predicted for future is high speed internet, where data will be moving 10 times faster. To enable organisations cope up, with such network needs, channel partners can now offer Cyberoam NG series appliances that meets these needs by offering the best-in-class firewall and UTM throughputs along with Gigabit ports. He adds, “For scenarios where we see enterprises moving their legacy applications like CRM, ERP, CMS, online banking, E-commerce, etc., to the web/cloud, web applications are becoming a favourite among attackers.” In this scenario, channel partners can offer Cyberoam Web Application Firewall feature over all its UTM appliances, that offers security against web application based attacks and Web application vulnerabilities. With global expansion seen in businesses, channel partners can offer solutions like Cyberoam Central Console (CCC) appliances that offer granular security and visibility into remote and branch offices across the globe. Sharma observes that enterprises today also face challenges from the partners. He adds, “Enterprise are today, in hunt of partners who, adequately understand their network needs, and offer a holistic host of products, catering to every rising demand of their organisation, keeping in mind the budgets.” So the channel partners need to be highly pro-active in foreseeing changes and quickly understanding the needs of solutions needed for future. Since this is a domain that has witnessed constant change and evolution, partners need to be prepared to offer solutions fitting every new requirement.

FINALLY… Partners need to be open to embrace new trends and equip themselves adequately with regular trainings and learning. The quicker they understand the technological updates and adapt to the newer trends, it is better for them and better for the market. ë

F E B R U A R Y 2013

19/02/13 9:42 AM


What is the opportunity for the channel partners? Every technology brings new opportunities. Today technology advancements happen at a pace like never before. The only thing a partner requires is right skill sets. If right skill sets are adopted and a partner adapts to fast changing technology environment, he can grow multifold from a mere box seller to real technology solutions seller. Additionally, channel partner will be key enablers in penetrating technology in tier II cities as multiple growth opportunities are expected to come from these cities.




What is the total opportunity in Enterprise, government and PSU market from IT and communications perspective in 2013? A recent report said that the $30 billion domestic Information Technology (IT) market is estimated to grow at 15-18% in 2013 on the back of increasing adoption of technology by Indian companies. The report also said that 2013 will be the year when over 5,000 large enterprises and over 10 million small and medium businesses (SMBs) in the country are ready to adopt IT.It is further expected that large chunk of spending will be done in Telecommunications sector with 6-7% in increase in spending. Though we have witnessed slight slowed down growth by leading IT companies’ results in domestic market, we are optimistic that this year we will see better spends on IT than 2012.

What are the technology influencing the enterprise market? 2012 saw many emerging technologies waiting to be embraced. We had Cloud Computing & adoption of SaaS based applications finally happening helping at both cost as well as productivity front. We also witnessed that a lot of emphasis being placed on Smartphone based mobile applications as many enterprises are considering going the BYOD way and where employees are moving the smart phone route. These factors are bound to impact UC solutions development which will be a key technological advancement in 2013 and we need to wait and watch what offering gets developed. Lastly we will have customers demanding more than ever and applications focusing on geographies’ as well as vertical’s requirements & every only technologies adopting to it getting accepted.

What are the skillsets required for the channel partners to adapt to the changing IT and communication landscape? To operate professionally there are only 3 things a partner requires. Right attitude, necessary trainings from OEMs or organizations like AGC with whom he has partnered and finally certifications to sell these solutions. What are the challenges enterprises face in finding right partners? There are 2 perspectives to it. An enterprise like AGC finding a partner who can aptly promote our solution offering and truly work as our extension in market. We need partners who are willing to invest time and energy in understanding our offerings and capabilities and leveraging his strength with ours. On the other hand there are enterprises that are the end users and are looking for technology sellers as their partners. This has typical challenge of awareness of a technology vendor’s capabilities and thus seeing them as probable partners for a need. Second challenge is that there are a very few partners who work like a corporate and are organized enough to position themselves in front of customers. Final challenge is of confidence which enterprises many times do not have on partners as it is neither a partner’s product or solution nor a partner fronts in post installation stage. Enterprises thus prefer to reach out to SIs and OEMs unless have a string reference for partner or long relationship to rely on. Which are the fastest growing vertical markets for this year and why? This year we expect a lot from healthcare and education verticals. These sectors have shown considerable momentum in 2012 and I am sure will contribute a lot from IT adoption perspective in 2013. ë

F E B R U A R Y 2 013

Q&A--Sayed Naved Shafi of AGC-1pager.indd 33


19/02/13 9:43 AM


KEY CAPABILITIES n Stateful Inspection Firewall n VPN (SSL VPN & IPSec) n Intrusion Prevention System n Anti-Virus & Anti-Spyware n Anti-Spam n Outbound Spam Protection n Web Filtering n Bandwidth Management n Application Visibility & Control n Web Application Firewall n IM Archiving & Controls n Multiple Link Management n On-Appliance Reporting n IPv6 Ready PRICE Rs. 50000 to Rs. 20 lakhs + CONTACT Saju Matthew - Manager Enterprise Services Cyberoam Technologies Pvt. Ltd., Mobile No.: - 9833190194., Landline 079-66065600


Cyberoam Virtual UTM Cyberoam has launched virtual Unified Threat Management appliances, adding to its existing range of hardware UTM appliances. With this launch, Cyberoam will enable organizations to take control of its security infrastructure. Cyberoam virtual UTM offers MSSPs a

complete control of their security infrastructure with its support for multiple virtualization platforms like VMWare and Hyper-V. With the launch of virtual UTM for comprehensive network security in virtualized environments, MSSPs can now offer a total virtual security solu-

tion to customers with virtual Cyberoam Central Console for centralized security management, and Cyberoam iView software for logging and reporting. Cyberoam virtual UTM appliances secure “Office-in-a-Box” and BYOD networks that need to support multiple devices

across a range of operating systems and geographies, brought in by employees to access the network resources. Cyberoam virtual UTMs secure virtual data centers that are constantly under pressure for generating more computing power out of existing server infrastructure claimed the company.





Quantum’s new DXi6800 Series deduplication appliance, which combines industry-leading performance, scalability and efficiency with unique “pay-as-you-grow” extensibility to deliver better overall value than the leading competitor. The DXi6800’s patented inline deduplication technology, high performance file system software, and intelligent metadata management deliver up to 16 TB/hour performance, four times that of the market leader. Incorporating 3 TB self-encrypting disk drives, the DXi6800 also provides 13-156 TB of usable capacity in a single system – three times more scalability than the market leader while requiring just half the power and data center floor space. At a base price that includes licenses for NAS, VTL, OST, deduplication, replication, path-to-tape and DXi Accent™ software for hybrid deduplication, the DXi6800 offers maximum flexibility and investment protection for midrange and enterprise backup environments. The DXi’s 4x performance advantage alleviates the pressure of continually shrinking backup windows as data volumes grow. Finally, the DXi6800 can replicate to another DXi or to the cloud and is compatible with Quantum’s Q-Cloud backup-as-a-service and disaster recovery-as-a-service. PRICING: $110,000 MSRP FOR A BASE UNIT WITH 13 TB USABLE STORAGE CONTACT: MARKETING.INDIA@QUANTUM-SOUTHASIA.COM


Innovations.indd 34

KEY CAPABILITIES n Cloud-Ready Deduplication n Redefining Enterprise Data Availability n Comprehensive Data Security n Best-in-Class Deduplication Performance n “Pay-as-You-Grow” Scalability n Smallest Footprint per TB in the Industry.

F E B R U A R Y 2013

19/02/13 9:43 AM

Secure your Enterprise with Cyberoam iView

Cyberoam Virtual UTM

On-Appliance Logging & Reporting

Outbound Spam Protection

Web Application Firewall

Cyberoam Central Console

Platinum Support Services

We have an eye on the future of IT trends and the enterprise networks. That’s why we offer you a powerful combination of future-ready security features for your enterprise network – Web Application Firewall,

Application Visibility & Controls, Outbound Spam

Protection, Virtualized security, Platinum Support Services, Centralized security management and reporting, and much more. Based on our industry experience, foresight and security expertise, we proactively add features to our security offering and deliver it to your network even before you realize the need for it. Get Cyberoam’s Enterprise-class security for your future-ready networks. So that you spend more time building your business and less time maintaining it.

For more information & partnership inquiries, please contact: © Copyright 2013 Cyberoam Technologies Pvt. Ltd. All Rights Reserved

ENt-Advts.indd 30

18/02/13 8:42 PM

ENt-Advts.indd 31

18/02/13 8:43 PM

Enterprise Channels  

Enterprise channel magazine