SME Channels May13

PLUS

Canon’s OIS Division Eyes 29% Market Share /12

india’s first IT magazine for sme business VOLUME 04 | ISSUE 03 | PAGES 52 | MAY 2013 | RS. 20/-

SECURITY CORNER

TREND SETTER

SECURITY CORNER

Dell SonicWall: Great opportunity for Partners /34

iYogi: Expecting 10% Revenue from India’s Small Businesses /38

HID: Security Market: Growing Faster /46

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PLUS

Canon’s OIS Division Eyes 29% Market Share /12

india’s first IT magazine for sme business VOLUME 04 | ISSUE 03 | PAGES 52 | MAY 2013 | RS. 20/-

SECURITY CORNER

TREND SETTER

SECURITY CORNER

Dell SonicWall: Great opportunity for Partners /34

iYogi: Expecting 10% Revenue from India’s Small Businesses /38

HID: Security Market: Growing Faster /46

WHITHER THE SME NETWORKING MARKET SMEs are now hungry for affordable solutions and technologies like virtualization, cloud, mobility among others are influencing the growth of networking market says vendors. /26

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When you have seen performance, you are confident that you have the right partner

Your business has its demands. Certain demands cannot be addressed with just over-the-shelf solutions. They require a highly customised approach with local accessibility that gives you the confidence of being heard. Like you, DIGILINK also believes in ‘quality, satisfaction, loyalty and trust’. It is this very philosophy in practice that has made DIGILINK the No. 1 structured cabling brand in India. Our performance of over 16 years in the industry has earned us many capable partners like you who chose us in their journey of success.

Today, your DIGILINK is not just a reliable brand in structured cabling but also combines Indian insights with a global approach to deliver bigger and better.

Be with the No. 1 Brand in Connectivity…

Be the No. 1

If you need more information Visit: www.SEreply.com and enter Keycode 49501Y or Call: 1800 180 1707 (MTNL, BSNL toll-free) 1800 103 0011 (Airtel toll-free) 0124-4222040 (Paid)

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CREATIVE INC./DIGILINK/01-13 www.creative-inc.in

It has been more than a decade that DIGILINK is a market leader in the business of structured cabling in India. What makes us No. 1 is consistent innovation to better products through our R&D facility combined with a local state-of-the-art manufacturing facility in the country. DIGILINK has been well known as ‘The Best Structured Cabling Brand in India’. This is why Schneider Electric, a global leader in IT excellence chose DIGILINK and gave the brand a global edge.

18/05/13 8:21 PM

PLUS

HCL: Aggressive on Channel /24 www.smechannels.com

india’s first IT magazine for sme business VOLUME 04 | ISSUE 03 | PAGES 52 | MAY 2013 | RS. 20/-

SECURITY CORNER

/36

Trend Micro: SMEs Need a Robust IT Security

SME CHAT

/33

Quick Heal: “Indian Anti-virus Market Has Reached Maturity”

SME CHAT

/44

Kaspersky: Pure 3.0 Special Edition Pack is Ideal for partners”

MY EXPERIENCE EDITORIAL

CHANGE OF STRATEGY SANJAY MOHAPATRA editor@smechannels.com

I WAS SPEAKING to some of the senior people in the industry trying to understand their opinion about market. Some says, neither the large enterprises/government/PSU, nor the consumers are taking active interest in the IT industry from consumption perspective. Others says, it depends on the vendor’s competencies. But all are of opinion that it is the SMBs and the new-age eCommerce companies, which will drive the market for next few quarters.

Unlike the large enterprise, these companies are not necessarily present in large cities. Rather their presence is all across India and to tap this market, one has to have strong channel presence. So many vendors, which were going direct, in order to tap the Govt. projects’ opportunities or very large enterprise opportunities, now are changing their strategy. For example, HCL Infosystems has changed its strategy to focus on the channel partners. Ever since, government projects were awarded, HCL had preferred to do the business directly. Now since that market is not so active, HCL has come back to channel. But this time, the nature of engagement is different.

HCL no more is pushing only products through the partners. It is providing the entire end-to-end solutions and services including cloud to the channel to sell. Even the company is aligning its battery of support engineers, who work in direct sales scenario, to support the channel.

On the other side, the industry is talking about datacentre being the core of computing. It is not about server client anymore. So, your computing, storage and security will be called from the datacentre.

And, there are chances that there will be huge evolution on this space in coming times.

From the channel perspective, they were never used to deal with this environment and were happy selling products solutions to customers. Now since the market is moving to a different dimension, they were getting themselves stuck in their traditional mind-set. It always happens until pushed strongly with some proof points.

So today, vendors are trying strongly to push solutions around datacentre and persuade the partners to invest. The new age eCommerce companies are starting with small investment; they need all the virtualizations, cloud and services to restrict their expenses on technology. So the channel partners, which are normally close to them, should evolve themselves to adopt new practices and technologies to outperform their clients’ expectations. If this happens, it will help the industry emerge out of slowdown. I think in India, with a huge potential from consumers, mid-market, large enterprises market, Govt., PSU, etc., the term ‘market slowdown’ is really unjustified.

Toshiba Canvio Connect Portable Hard Drive TOSHIBA CANVIO Connect is a portable external hard drive that offers high capacity storage along with the ability to access and share files directly from the device, making it the first of its kind.

With up to 2TB of storage, Canvio is available in several different colors, i.e black, silver, blue, red and white. What sets the Canvio Connect apart from competitive storage offerings currently on the market is its ability to access and share files anytime, anywhere. This is first product within Toshiba’s portable hard drive lineup, which allows users to back up videos and photos directly from smartphones, tablets and other mobile devices that are equipped with Toshiba Storage’s iOS or Android app to the external hard drive. The Canvio Connect also includes 10GB of free cloud storage for storing “always available” copies of important files.

SPECIFICATIONS Comes with Toshiba Storage’s iOS or Android app and includes 10GB of free cloud storage FINAL WORDING Great that this portable hard drive lineup will allow users to back up videos and photos directly from smartphones, tablets and other mobile devices OVERALL RATING

6

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CONSUMABLES ARE PRINTER’S HEART USE CANON GENUINE CARTRIDGES TO ENHANCE YOUR PRINTER’S

LIFE

1 Have a Worry free Printing Experience with Canon Genuine Cartridges : l High Cartridge yield l Desired Print Quality l Low maintenance cost of machine

2 Issues arising from use of Counterfeits l Leakage of toner l Expensive Wastage l Regular breakdown of machine l High maintenance cost

HOW TO IDENTIFY GENUINE CONSUMABLES

Corporate Office: CANON INDIA PVT LTD. 7th & 8th Floor, Tower B Building # 5, DLF Cyber Terraces, DLF Phase III Gurgaon – 122002. For further information Call Canon : 39010101/1800 180 3366 or visit www.canon.co.in

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contents

MAY VOLUME 04 ISSUE 03

2013

ER COV RY STO

india’s first IT magazine for sme business

Publisher: Sanjib Mohapatra Editor: Sanjay Mohapatra Assistant Editor: Karma Negi Reporters: Aparajita Choudhury Executive Editor: Smruti Chaudhury Copy Editor: Neil D’Souza Web Designer: Vijay Bakshi Technical Writer: Manas Ranjan Satya Sagar Sinha Lead Visualizer: DPR Choudhary MARKETING Senior Manager: M Raj Marketing Executive: Rajat Kumar Circulation and Printing: Panchanan Bhoi SALES CONTACTS Delhi 6/102, Kaushalya Park, Hauz Khas New Delhi-110016 Phone: 91-11-41055458 / 9313891660 E-mail: raj@smechannels.com Bangalore Bindiya Jadhav No.103, 7th Main 9th Cross, BSK I stage Srinivas Nagar, Bangalore – 50 Phone: (+91) 8861821044 Email:bindiya@accentinfomedia.com Mumbai Tahmeed Ansari 2, Ground Floor, Park Paradise, Kay-Bees CHS. Ltd.,Opp. Green Park, Oshiwara, Andheri (west), Mumbai - 400 053.

Ph. +91 22 26338546, Fax +91 22 26395581 Mobile: +91 9967 232424 E-mail: Info@smechannels.com Kolkata S Subhendu BC-286, Laxmi Apartment, Kestopur Kolkata-700101 Phone: 9674804389

Whither the SME Networking Market /26 SMEs are now hungry for affordable solutions and technologies like virtualization, cloud, mobility among others are influencing the growth of networking market says vendors.

EDITORIAL OFFICE Delhi: 6/103, (GF) Kaushalya Park, New Delhi-110016, Phone: 91-11-41657670 / 46151993 editor@smechannels.com Bangalore No.103, 7th Main 9th Cross, BSK I stage Srinivas Nagar, Bangalore – 50

SME CHAT Quick Heal /33

“Indian Anti-virus Market Has Reached Maturity”

more inside Editorial~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ 06

Kaspersky /44

“Pure 3.0 Special Edition Pack is Ideal for Channel Partners”

Snippets~ ~~~~~~~~~~~~~~~~~~~~~~~~~~~~10 Security Corner~~~~~~~~~~~~~~~~~ 34, 36, 46

Phone: 91-11-8861821044 edit@smechannels.com

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

TREND SETTER iYogi /38

Expecting 10% Revenue from India’s Small Businesses

SME TREND Adobe /45

Adobe Goes on Cloud

Products~ ~~~~~~~~~~~~~~~~~~~~~~~~~~~ 48 Guest talk~ ~~~~~~~~~~~~~~~~~~~~~~~~~~ 50

Printed at Karan Printers, F-29/2, 1st floor, Okhla Industrial Area, Phase-2, New Delhi 110020, India.

FEATURE STRUCTURED CABLING: Poised to

Keep Up the Momentum /40

8

Phone: 91-11-46151993 / 41055458

All rights reserved. No part of this publication can be reproduced without the prior written permission from the publisher.

Subscription: Rs.200 (12 issues) All payments favouring: Accent Info Media Pvt. Ltd.

SME CHANNELS MAY 2013

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SNIPPETS PRODUCT | CHANNEL | CONSULTING | SERVICES

for more log on to smechannels.com

HP Launches Affordable Printers for SMBs To address the key issue of budget conscious SMBs HP has launched HP Officejet Pro Black & White e-AIO series, to help them produce professional documents, forms, letters and more at an affordable running cost.

The HP Officejet Pro 3610 and 3620 Black & White series are available at a price of Rs. 7,999 and 11,999 respectively, and are comparable to mono laser printers in print speed, reliability, ease of use and compact design while using

up to 50% less energy than lasers announced the company.

“The HP Officejet Pro Black & White series saves 50% of pages and it is a business machine. It gives scanning, and printing, and the printing quality is as good as lasers.

And the cost of printing is 62 paisa cheaper than even a refill toner. This series addresses the need of SMBs as they want lower cost printer with all functionality. Besides HP’ tag line is ‘Twice the speed at half the cost’,” Diptesh Ghosh, Country Category Manager, IPS, HP PPS India.

HP also launched HP Officejet Pro X series which is recognized as the world’s fastest desktop printer by Guinness World Records informed the company. He added, “For fast productivity at reasonable cost we have Pro X and for all the features with entry level price we have Black and White 3620 series. Besides, we have 50% share in laser and 60% share in Inkjet in India.”

Nitin Hiranandani, Director (Printing Systems, PPS), HP India, said, “HP’s new innovations in inkjet printing technology are set to transform the office printing environment for Indian businesses.

Enterprise workgroups and SMBs have told us they require technologies to improve efficiency and reduce costs, and that’s exactly what these devices do. They are simply designed for business.”

“The HP Officejet Pro X Series leads HP’s inkjet innovation for businesses by offering manageability, professional color printing at breakthrough speed at up to half the cost of laser printers,” he added.

McAfee to Buy Firewall Maker Stonesoft for $389 Million McAfee has announced the execution of a definitive agreement to initiate a conditional tender offer for the acquisition of Stonesoft Oyj, a global provider of next-generation network firewall products, for an aggregate equity value of approximately $389 million in cash.

Stonesoft delivers software-based, dynamic, customer-driven, cyber security solutions to secure information flow and simplify security management.

Stonesoft’s product portfolio of next-generation firewalls, evasion prevention systems, and SSL VPN solutions addresses businesses of all sizes. Through the acquisition of Stonesoft, McAfee expects to extend its leadership position in network security informed the company.

10 SME CHANNELS MAY 2013

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91. 995 801 0078 91. 991 002 3078

HHP Router : MSR20-15i ISP Level Routers

MSM Networks Enterprise Networking Solutions & System Integration

Advts.indd 6

202, Jyoti Building, 66, Nehru Place New Delhi - 110019 Tel : 011-46656379 Mobile : 9958010078 Email : shankar@msm-networks.com Web : www.msm-networks.com

19/04/13 7:24 AM

SNIPPETS

Canon’s OIS Division Eyes 29% Market Share

Sogo Introduces e-commerce Portal

As part of its roadmap for the Office Imaging Solution Division (OIS) for 2013, Canon’s OIS division aims to increase its market share to almost 29% in 2013 from 25%. The division will focus more on the SME, Pharmaceutical, BFSI, Automobile, Logistics sectors as they are poised to increasingly embrace MDS to K. Bhaskhar, Senior Director (Office help their growing business.

Imaging Solutions Canon’s OIS division focuses on offering unparalleled document manageDivision), Canon ment solutions to the large enterprise, SME and government sectors. The division witnessed a year-on-year growth of 22% in 2012. Canon’s managed document services (MDS) represent approximately 25% of the OIS division’s business returns.

Sogo, a supplier of IT products and peripherals with a turnover of Rs. 300 crore in Karnataka, has announced its online portal www.shopatsogo. com, an e-commerce portal dedicated to IT products & peripherals.

The company informed that the services available through this portal is Cash on Delivery, Free Shipping, Timely Delivery, Replacement and online status update along with dedicated partners who will work for the customers ‘Round –the- Clock’ for personalized services.

The after sales services will be made available in six destinations in Karnataka such as Hubli, Mangalore, Bijapur, Bellary, Belgaum, Davangere apart from Bangalore.

DDMS to Distribute Molex Products DDMS, a 100% subsidiary of HCL Infosystems Ltd., has gone into partnership with Molex Premise Networks (MPN). As part of the agreement, DDMS will distribute the entire range of MPN products including PowerCat 5e, 6 and 6A structured cabling systems as well as Optical Fibre and Canobeam Free Space Optics & MIIM Intelligent cabling systems. Deepak Jagtiani, Regional Sales Director, MPN, (India & ASEAN), said, “We are delighted about this new partnership with HCL Infosystems and look forward to strengthening our presence in India through their elaborate network. While allowing us to bring the best in class structured cabling systems for the Indian market, this engagement compliments the strengths of both parties and would also fortify our capabilities.”

Sanjay David, CEO DDMS, said, “We believe this partnership will add a new dimension to our current offerings and will further fuel the cabling and optical fibre market.”

Emerson Network Power to Reward NSPs Emerson Network Power will reward its Network Solution Partners (NSPs) and Value Added Resellers (VARs) in India under the ‘Excitement Unlimited’ channel scheme on achieving predetermined sales targets of UPS systems during April 2013.

The company informed that ‘Excitement Unlimited’ is a monthly scheme running through 1-30 April 2013. Under the scheme, channel partners will have the freedom to choose their target slabs and take home gifts of their choice on achieving them. The minimum sales target has been kept as low as Rs. 50,000.

In order to better incentivize partners, Emerson Network Power also announced additional rewards for well-performing NSPs and VARs in A, B and C class cities. Targets for additional rewards have been set such that partners in smaller cities can easily qualify to win rewards equal to their counterparts in the larger cities.

Partners stand to win prizes such as smart -phones, DVD players, home-theaters, LCD TVs, and laptops under the ‘Excitement Unlimited’ scheme.

MY POINT

Traders Go on Strike Over LBT Issue Manufacturers’ Association for Information Technology has urged the Government of Maharashtra and various trade bodies in the state to amicably settle the issue related to implementation of Local Body Tax (LBT) in Mumbai.

Protesting against this policy, traders have gone on an indefinite strike bringing the financial capital of the country to a standstill.

The introduction of LBT has made it mandatory for traders to pay for entry of goods into a local area for consumption, use or sale therein. It is a self assessment or account based method of paying local tax, where the trader needs to declare the tax liability by submitting records themselves.

It is a replacement of Octroi, which was to be paid every time a consignment enters the city, at Octroi Nakas.

“India continues to rank high in the list for NEC Tech to Double even the most basic Revenue by 2015 NEC Technologies India Limited (NTI) threats, pointing to aims to double its footprint in India within the next two years. It will also focus on providing an urgent need for solutions for emerging opportunities in the improved awareness retail, security, smart energy, e-governance and infrastructure fields. levels and security Anil Gupta, CEO and MD, NEC Technologies India, said, “From the 2012 revenue of $27 measures.”

ANAND NAIK MD (SALES, INDIA & SAARC), SYMANTEC

million, we plan to double it to $53 million by 2015. We will also increase the manpower from the current 530 to 1050 in the future.”

12 SME CHANNELS MAY 2013

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SNIPPETS

ASUS Introduces Mini Graphics Card Asus has launched GeForce GTX 670 DirectCU Mini graphics card designed primarily for small form factor PCs with mini ITX motherboards.

The dual-slot card measures 17cm and features the Nvidia GTX 670 GPU for DirectX 11.1-compatible gaming.

It is designed to maximize the potential offered by mini ITX motherboards by delivering high performance graphics. It uses DirectCU thermal design that combines a heat-spreading vapor chamber and the CoolTech Fan, which provides wide-angle airflow and venting to cool critical graphics card components.

Asus further said that the product uses Direct Power technology, which bridges power delivery components and the GPU for clean and efficient power supply, delivering 56% lower impedance and a 15% cooler PCB.

CHECK POINT 1100 APPLIANCES TO SECURE BRANCH OFFICES Check Point has launched its new 1100 Appliances providing enterprise-class security in a compact desktop package, perfect for branch and remote offices. The 1100 Appliances offers unparalleled performance with 1.5Gbps of max firewall throughput, 220 Mbps of max VPN throughput and a 31 SecurityPower unit (SPU) rating announced the company’s press release. The 1100 Appliances leverage Check Point’s award-winning Software Blade Architecture that enables organizations to tailor their security platform to meet current and future requirements.

The Check Point 1100 Appliances come pre-loaded with Check Point’s industryleading security technologies for small offices of one to 100 employees. The appliances offer flexible and intuitive local web-based management and/or profile-based centralized management through Check Point’s SmartCenter. The 1100 Appliances provide branch and remote offices the same proven security protections found in enterprise-scale network deployments. ““The SMB segment too stands to benefit with this launch,” said Dorit Dor, VP (Products), Check Point.

Norton Swift Ki Sawaari’ Offer For Partners Norton by Symantec has announced the ‘Norton Swift ki Swaari’ offer for channel partners across India (except for Delhi, Kerala & Tamil Nadu). Valid for purchases of Norton products made during the period of May 1-31, 2013, the offer rewards partners for purchasing eligible Norton Consumer Products from Norton Authorized Distribution Partners .

For every Rs. 2,500 spent, the partners will get one chance to enter a lucky draw where Norton will give away 4 Maruti Suzuki Swift cars. To be eligible for claims, the partners must register at http:// nortonindia.com/Mail/swift/ during the program period and will have to claim their reimbursements from Norton after submission of proof of purchase showing purchases of eligible products from Norton Distributors. Resellers and Norton Premier Partner - Retailers are not eligible for this promotion.

Dax Launches Wireless Router Dax Networks has launched DX-924UI-ARO, a 3G enabled managed secure VPN router with a maximum bandwidth of 300 mbps. DX-924UI-ARO is an advanced version of previously launched DX-924U-ARO Router.

Priced at Rs. 21,700, the wireless router is an ideal solution for enterprise branch offices announced the company’s press release.

DX-924UI-ARO is integrated with four LAN 10/100 ports, Wi-Fi 802.11b/g/n LAN, additional 10/100 WAN port and an USB port for supporting CDMA/3G/4G/LTE (Code division multiple access/ Long-term evolution). USB dongles from multiple ISP’s can be used and the drivers are in-built.

iValue Appointed as AlgoSec’s National and SAARC VAD iValue InfoSolutions has been appointed as a National and SAARC VAD for AlgoSec, a provider of software for network security policy management.

This move will accelerate adoption of the AlgoSec’s Security Management Suite, which delivers an automated and application-centric solution for managing complex policies across firewalls and related security infrastructure to improve both security and business agility, for customers, across India and SAARC region announced the official statement.

Mid–Market too Want to Exploit BI Apart from consistently being one of the biggest growth markets in IT for over a decade being Business Intelligence, according to the European research and consultancy firm Pierre Audoin Consultants (PAC), is also one of the largest at over €50bn in software and services today.

The strongest growth over the next four years will be seen in advanced analysis such as predictive analytics, in industry specific analytics, and in applications related to Big Data.

CIOs should look for SI partners with a good knowledge and experience base in the newer BI areas.

WD, Sandisk Create Hybrid Storage WD, a Western Digital company, and SanDisk are collaborating to introduce hybrid storage devices that feature best-in-class flash memory technology from SanDisk and best-in-class hard drive technology from WD. SanDisk is supplying a SanDisk iSSD storage device for the WD Black solid state hybrid drive (SSHD), which utilizes both WD proprietary hybrid technology and industry standard SATA IO technology.

“Working with SanDisk, WD realized our vision for products that combine the best of both technologies,” said Matt Rutledge, Vice President of client computing at WD.

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SNIPPETS

Xerox Introduces ConnectKey Xerox has introduced ConnectKey, a software system embedded in Xerox multifunction printers (MFPs) and a set of solutions that respond to an increasingly mobile workforce and the need for more advanced IT security across connected devices.

Vipin Tuteja, Executive Director (Technology Channel & International Business), Xerox India, said, “ConnectKey was designed for one purpose: to simplify how work gets done in a secure, ‘always on,’ world. Through the MFP as a secure hub, Xerox’s ConnectKey features include the ability to scan and upload documents to cloud repositories, send business-critical documents directly into workflow processes and print securely and easily from any mobile device. This Xerox innovation takes hassles out of workdays and adds more productivity into workplaces.”

With ConnectKey’s open Application Programming Interface (API), sales channel partners, systems integrators and resellers can develop and embed apps on the MFP with no additional software requirements. The new Xerox MFPs with the ConnectKey software will use the industry’s first embedded security.

VMWARE APPOINTS INGRAM MICRO AS 2ND AGGREGATOR VMware has appointed Ingram Micro India as its second authorized aggregator for the VMware Service Provider Program (VSPP) in India. With this appointment, VMware expands its existing engagement with Ingram Micro as a ‘Value Added Distributor (VAD)’ for India.

The VSPP has been uniquely designed to help service providers develop, promote and sell their cloud products, services and solutions. The model, introduced in 2010, is fast emerging as a preferred option for Indian companies, both large and small, who are looking at subscriptionbased hosted IT services to easily address their dynamic business requirements, while maintaining control and security of their IT environments.

“We are witnessing a strong demand for subscription-based hosted IT services through VSPP in India. The growing interest by partners suggests that public and hybrid clouds are not only a strategic imperative in organizations today, but also that Indian companies are increasingly considering, evaluating and consuming compute services in the cloud,” said Ganesan Arumugam, director, Partners and Alliances, VMware India & SAARC. “Our expanded engagement with Ingram Micro will help us leverage its extensive network of partners to reach and tap newer markets as well as scale the program in India,” he added.

The VSPP is a cornerstone of VMware’s partner programs and was created for IT partners providing hosted IT services to end user companies. VSPP includes partners that provide subscription or web services to third parties, enabling service and hosting providers to consume VMware virtualization solutions, including VMware vSphere, in a way that aligns with their business models.

“Ingram Micro India Limited continues to demonstrate sustainable business value to our vendors and channel partners selling data center solutions and cloud services in India,” said K Jawishankar, MD, Ingram Micro India Limited.

EXECUTIVE MOVEMENT

INDIA IT INFRASTRUCTURE TO SURPASS $2.9 BILLION IN 2017 THE INDIAN IT INFRASTRUCTURE MARKET, COMPRISING OF SERVER, STORAGE AND NETWORKING EQUIPMENT, WILL TOTAL $2.1 BILLION IN 2013, GROWING 9.7 PERCENT COMPARED TO 2012, ACCORDING TO GARTNER, INC. INDIAN IT INFRASTRUCTURE REVENUE BY TECHNOLOGY (MILLIONS OF U.S. DOLLARS)

REVENUE

2012

2013

2014

2015

2016

2017

SERVERS

707.4

753.0

792.3

836.8

892.0

962.3

STORAGE

346.3

374.2

430.3

507.2

604.7

702.3

ENTERPRISE LAN

584.8

676.7

740.8

793.9

846

890.7

ENTERPRISE WAN

266.3

284.7

305.1

327

354.3

373.8

1,904.7

2,088.6

2,268.4

2,464.8

2,697.0

2,929.1

TOTAL

Source: Gartner, (May 2013)

SanDisk has appointed Rajesh Gupta as the new country manager for SanDisk India with immediate effect. Previously, Gupta was the director of sales for SanDisk in India.

NEC India, a subsidiary of NEC Asia Pacific Pte Ltd, has appointed Partho Dasgupta, as the first managing director from India.

Schneider Electric IT Business has appointed Nikhil Pathak as Country General Manager and Vice President, IT Business for India.

VP Sajeevan, the erstwhile Director Canon India CSP division, has joined ESY Tech Resources India Pvt. Ltd. as CEO. Palo Alto has appointed Anil Bhasin MD of India and SAARC region effective immediately.

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SNIPPETS

Dell Partner Summit Goes Regional

DIGEST

Building on the success of its first national partner summit, Dell India recently conducted regionspecific Partner Summits representing the four cities – Bangalore, New Delhi, Hyderabad and Mumbai to strengthen engagement with channel partners in the wake of the new financial year.

The summit brought together over 250 partners from the different regions to discuss Dell’s channel strategy for the coming year. The summit saw a representation of partners across verticals such as midmarket, government, healthcare, education and large enterprise.

The series of summits organized for channel partners was in effort to keep up with Dell’s channel strategy of ‘Better Together’. It aimed to provide channel partners a platform to engage with Dell leadership and share GCC business updates, and solution and product specific updates. Earlier this month, Dell also organized the Dell India Partner Summit in Bangalore to felicitate and bring together Dell’s top-performing channel partners. These events were organized keeping in mind Dell’s fast-paced expansion of Global Commercial Channel (GCC) over the last two years and the channel partners’ role in enabling this expansion.

SILICON POWER VELOX V50 SSD

KINGSTON PARTNERS WITH ACCEL FRONTLINE

Kingston has announced that Accel Frontline has been appointed as their new warranty service partner in India. Kingston hopes to reach out to Tier II and Tier III cities, aside from the major cities thus making it easier for people in these places to receive technical support.

Accel will provide warranty support across India covering key cities like Ahmedabad, Bengaluru, Chennai, Delhi, Hyderabad, Jaipur, Kolkata and Mumbai. There will be a total of 67 service centres, which will give Kingston a wider reach across the country thus making it easier for customers to address any concerns. There will also be service centres in smaller cities like Agartala, Gwalior, Jodhpur, Meerut, Shimla, Trichur and more. Post-sales customer support has always been important to Kingston, which is evident from the fact that it has been the global memory leader for several years now. With Accel Frontline on board, Kingston will now aim to provide customers in India with an unparalleled, hassle free service.

Synology DiskStation for SOHOs Synology has launched DiskStation DS213j, a 2-bay NAS server dedicated to backup and data sharing for home and small office. Chad Jiang, Product Manager, Synology Inc, said, “With advanced hardware integration, the DS213j is designed to work as an efficient private cloud for home and small office users, letting them to access their stored data with ease.”

DS213j delivers read and write speeds of over 100MB/sec and 70MB/sec respectively. The built-in Floating-Point Unit (FPU) CPU and 512MB of RAM further enhance the performance of intensive applications, such as thumbnail creation and multitasking, and thus ensure optimum experience.

The DS213j runs on DiskStation Manager (DSM) 4.2, which provides rich features to boost userproductivity and simplify their tasks, all on a sleek user interface optimized for multitasking.

Avaya IP Office Enables SMEs Reduce TCO Avaya has announced the results of a study by leading independent test lab Tolly Group, which found that the company’s Avaya IP Office collaboration solution outweighed the competition, delivering significant Total Cost of Ownership (TCO) benefits to the small and medium enterprise (SME) market.

TCO represents the actual cost of owning a product over a period of five years, and includes the cost of acquisition, installation, power consumption and maintenance.

The Avaya IP Office collaboration solution meets the needs of small and mid-size businesses, home offices, and branch offices of large enterprises by enabling employees to unify feature-rich communications using their device of choice said the official communique.

Silicon Power has announced an addition to the Velox series 2.5” SATA III SSD and introduced Velox V50. The SP Velox V50 is equipped with a new controller and it features the SATA III 6Gbps interface, NAND flash, data transfer rate up to 530MB/s in read speed and 200MB/s in write speed.

Moreover the SP Velox V50 supports TRIM command and garbage collection technology and it comes with built-in with SMART monitoring system. It is NCQ and RAID ready.

WACOM UNVEILS PEN DISPLAY Wacom has launched DTU-1031 interactive pen display for corporate or institutional customers who require a display with a minimal footprint that allows users to view or fill out full-size documents and sign them digitally.

The DTU-1031 features 10.1” color IPS LCD panel with 1280 x 800 resolution, single USB cable, AES 256 bit encryption with RSA 2048 bit key exchange, Unique hardware ID, battery-free EMR technology with 512 levels of pressure sensitivity, tablet resolution of 2540 lpi, data rate of 200 pps etc.,

EDIMAX WI-FI BRIDGE FOR TV Edimax Technology has launched the CV7428nS Universal Wi-Fi Bridge for Smart TV. Blu-ray and gaming is the latest addition to Edimax’s Wi-Fi networking product range, offering Wi-Fi connectivity for any wired Ethernet device at 11n speeds up to 300Mbps announced the company.

The CV-7428nS can connect up to 5 devices at the same time, including Smart TVs, set-top boxes, games consoles and Blu-ray/DVD players - eliminating Ethernet cables and providing reliable Wi-Fi connectivity to a range of entertainment equipment at high speeds.

PORTRONICS PURE SOUND BT Portronics has lunched its new version of Wireless Stereo Bluetooth Speaker- Pure Sound BT priced at Rs 2,499. The lithium-ion battery enables to blast music for up to 10 hours on one charge. Charging takes about three hours with the included USB cable.

Once can also stream the voice to any Mobile Phone, Tablets, Laptops and or any other device through Bluetooth technology. If a device does not support Bluetooth, Pure Sound BT will work by connecting the Aux cable to the Mobile Phone or any tablet.

GIGABYTE X79S-UP5-WIFI MOBOS Gigabyte has launched Gigabyte X79S-UP5-WIFI motherboard. It features wireless support up to 300 Mbps, 64GB of ECC DDR3 memory, Dual GB LAN ports, 3-way CrossFireX and 3-way SLI Support, Intel Xeon E5 /Core i7 processors, hard drive support via SAS/SATA connectors and Gigabyte 3D BIOS.Besides this motherboard also come with memory support up to 2,400mhz, Gigabyte Bluetooth 4.0 and Wi-Fi Card, 8 SAS connectors support, ECC (errorcode correction) support, 4 Channel Memory Architecture with 8 DIMM slots, PCI Express Gen 3.0 support etc.

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Cisco Rolls Out 802.11ac Offerings Cisco has unveiled new products based on the next-generation 802.11ac wireless networking standard that offer data transfer speeds of up to one gigabit per second – fast enough to download significant amounts of Web content and run streaming video simultaneously.

The new products, which are already being adopted around the world by hospitals, universities, law firms and other organizations, will enable businesses to more easily support the growing number of devices connected to their wireless networks, and to ensure the high performance of high-bandwidth applications, such as HD streaming video, Web conferencing, and data backup and transfers announced the official statement.

Operating in the 5GHz range, 802.11ac allows customers to provide end users with greater speeds and access to more bandwidth-intensive applications.

WD SHIPS 60.2 MILLION HDS Western Digital has reported revenue of $3.8 billion, hard-drive shipments of 60.2 million and net income of $391 million, or $1.60 per share for its third fiscal quarter ended Mar. 29, 2013.

On a non-GAAP basis, net income was $514 million or $2.10 per share. In the year-ago quarter, the company reported revenue of $3.0 billion, net income of $483 million, or $1.96 per share, and Steve Milligan, President and CEO, shipped 44.2 million hard drives. Non-GAAP net WD income in the year-ago quarter was $619 million, or $2.52 per share.

The company generated $727 million in cash from operations during the March quarter, ending with total cash and cash equivalents of $4.1 billion. During the quarter, the company utilized $243 million to buy back 5.2 million shares of common stock. On Feb. 14, the company declared a $0.25 per common share dividend, which was paid on Apr. 15.

“Strong execution by our HGST and WD subsidiaries drove outstanding results in the March quarter as we continue to capitalize on the secular growth of digital data,” said Steve Milligan, President and CEO. “Overall industry demand was in line with our expectations. In our business, we saw strength in enterprise, stable performance in client and consumer electronics, and some anticipated seasonal softness in branded products.”

Quick Heal Introduces Endpoint Security 5.0 *astTECS Opens New Offices Quick Heal has unveiled its latest solution for corporate platforms– Quick Heal Endpoint Security 5.0. It incorporates various new and improved technologies that allow IT administrators to effectively manage, deploy, view, secure and control their network announced the company’s official statement.

“Cyber attacks are more pronounced and sophisticated now. It is important to understand the risk implications and prioritize security taking not only assets into consideration but where to deploy protection. Quick Heal Endpoint Security 5.0 leverages our award winning protection to give our users a powerful solution that protects, is simple to deploy and ups the network performance without affecting normal business processes,” said Sanjay Katkar, CTO, Quick Heal Technologies.

Quick Heal Endpoint Security 5.0 is available in two flavours for businesses small and big. Multiple protection technologies seamlessly integrated in one console provide robust protection against malware, and malicious activities including new and unknown threats thus increasing threat visibility and accelerating threat response

ZyXEL Expands High-Performance Switches for SMBs ZyXEL Communications has unveiled ES1100-8HP-240W and GS1100-8HP-240W, a high-performing Power over Ethernet Plus (PoE+) switch and a Gigabit Ethernet (GbE) switch respectively.

The two eight-port devices are high-speed, require no set-up and offer instant connectivity to Wi-Fi Access Points (APs), security cameras, VoIP phones and other devices that need flexible deployments with direct access to power sources in office environments.

Both devices are plug-and-play, requiring no configuration. The eight ports are fast Ethernet on the ES1100-8HP-240W and gigabit on the GS1100-8HP-240W. Each of the eight ports delivers an industry-leading 30 watts of power sufficient to power a variety of the latest PoE+ devices. This is a competitive differentiator as most competing PoE+ switches support PoE+ for only half their ports, requiring businesses to purchase extra equipment and incur additional expense. The new switches from ZyXEL are compliant with IEEE 802.3-Base-T/802.3u100Base-T and IEEE802.3af/802.3 at standards and fully compatible with each standard. Both the models are currently available from all major e-commerce sites and ZyXEL partners. And, both models are covered by a two-year warranty.

*astTECS is expanding the reach of its product range and has opened up *astTECS offices in Noida (Sector -10) to address and support New Delhi and Gurgaon customers, Chennai (Velachery), Hyderabad (S R Nagar) and Mumbai (Sewri East) to provide sales and support for *astTECS range of telecom solutions.

“Our dedicated centres would help customers identify ways to increase productivity, offer them a wide range of cost- effective, highly flexible and versatile communication system to suit their need and a one stop-shop that meets all the telecom solution requirements, along with full spectrum of support,” said Levis Wilson, COO, *astTECS.

Qnap Releases New Turbo NAS Series Qnap Systems has released the Turbo NAS TS-x21 and TS-x20 series for home users and home offices. The new models in the TS-x21 series are equipped with 2.0 GHz CPU, 1GB DDR3 RAM, and the TS-x20 series with 1.6 GHz CPU, 512MB DDR3 RAM. The TS-x21 and TS-x20 series feature the Turbo NAS OS QTS 4.0 which integrates multi-window operations into the web-based user interface, adds cross-device file synchronization, several smart mobile apps.

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Wipro Launches VirtuaDesk Wipro has launched VirtuaDesk, the first packaged, IP-based offering from its Advanced Technologies practice.

VirtuaDesk is a complete desktop virtualization solution that enables customers to easily secure, provision, and share applications and data, for a collaborative and mobile workforce. Designed for fast and secure deployment, VirtuaDesk minimizes the risk in desktop virtualization implementation.

Said, Shaji Farooq, Senior Vice President, Advanced Technologies and Go-To-Market Transformation, Wipro, “VirtuaDesk represents a flagship and differentiated offering from Wipro’s cloud-based Workplace Transformation Suite that we intend to expand over time.”

VirtuaDesk is available as an on-premise or offsite private cloud deployment. All deployments include best-in-class Wipro services.

VIEWSONIC TO REWARD THE PARTNERS ViewSonic has announced a lucrative scheme for the endconsumers and channel partners on the purchase of VSD 220, 21.5 inch Android Smart Display. This offer gives opportunity to the Finch club members/channel partners to avail a discount of Rs. 500 on the purchase of each unit of VSD220. In addition, end -consumers also have a chance to win 2 gifts worth Rs.1000 on every purchase of the monitor announced the official statment.

ViewSonic VSD220 Kuldeep Ramaiya, Country Manager, ViewSonic India, said, “We are delighted to offer Summer Bonanza and Doube Dhamaka schemes to our esteemed channel partners and end consumers respectively. These schemes would help us to strengthen our reach in the Indian market. For consumers, the VSD220 is perfect for surfing the web, engaging on social networks and enjoying a world. Whatever the need, our new Smart Displays are the future of connected and PC-less computing.”

Nilesh Mehta, CEO, Roop Technologies, said, “ViewSonic has been aggressively expanding its channel base in India and we really appreciate its initiatives to support the channel partners.

Through this scheme, we aim to excel in Smart Display business in India by leveraging our strong IT channel network through ViewSonic attractive schemes.”

Transcend Unveils 1000x CompactFlash Card Transcend has launched next generation 1000x CompactFlash card designed to meet the demands of professional photographers and creative DSLR filmmakers.

When used with digital SLR cameras and camcorders, including the Nikon D4, the Sony Alpha 700, the Olympus E-5, and the Canon EOS C500 and EOS-1D C Cinema EOS series DSLR cameras, Transcend’s 1000x CompactFlash cards are perfect for capturing extremely high-resolution image data and recording up to 4k Ultra High Definition video content announced the company.

Transcend’s “Ultimate” series 1000x CompactFlash cards implement the CompactFlash revision 6.0 specification and operate in Ultra DMA (UDMA) transfer mode 7, the fastest interface speed available for CF cards claimed the company. It provides read/write transfer rates of up to 160MB or 120MB/sec.

Matrix to Display Security Products at CommunicAsia Matrix Comsec, a manufacturer of enterprise telecom and security solutions, is participating in the CommunicAsia-2013 for the fourth time. Matrix will showcase its complete portfolio of security products encompassing range of Access Control and Time-Attendance Solution, Video Surveillance Solution and Fire Alarm Panel. Here, at this event Matrix will launch its new door controller COSEC DOOR PVR. Jatin Desai, Product Manager (Access Control and Time-Attendance Solution), said, “ This device is most suited for hospitals, chemical organizations, mines, factories, corporate houses and many others.”

Digisol Unveils 3 Megapixel IP Cameras Digisol has introduced its IP Surveillance Pan or Tilt IP camera, DG-SC3800P with 3 megapixel image sensor. With its 3 megapixel image resolution and H.264 compression, users can stream high quality video at low bandwidth announced the company. This camera features the Pan or Tilt function, 9 Infra Red LEDs, supports PoE, which helps in easy installation by eliminating the need of a power source for the camera. This camera is ideal for monitoring huge areas on a 24x7 basis claimed the company. The light sensor automatically triggers the IR LED when it detects the environment is dark. The DGSC3800P is available at an approximate street price of Rs.18000/- and comes with life time warranty.

Strontium at AIT Bengaluru Meet Strontium Technology has predicted strong demand for NAND Flash and DRAM well into 2014. Strontium participated as the main sponsor in the recently conducted member’s meet of Association for Information Technology, Bengaluru informed the company.

The company’s press release said that Strontium shared the trends that are shaping up memory market across globe as well as in India.

Supply side consolidation and strong demand from smartphones and tablets will keep memory demand healthy and provide support to prices.

Strontium presented plans and product roadmap for Southern India at the AIT meet.

PNY Introduces the Power Bank C51 PNY Technologies has launched the latest portable backup battery series for smart devices - PNY Macaroon Power Bank C51. It refills the battery power of most mobile phones by up to three times more without having to charge from its own charger.

The heart of the C51 is a high quality 5100mAh BAK Li-Polymer battery which is approved by FCC/CE certifications and SGS full battery capacity confirmation. C51’s battery can be recharged 300 times without losing much of its original charging capacity.

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IBM Unveils New Technology to Connect a Smarter Planet

HCL AGGRESSIVE ON CHANNEL

IBM’s Smarter Planet strategy took a major technological step forward with the introduction of IBM MessageSight, a new appliance designed to help organizations manage and communicate with the billions of mobile devices and sensors found in systems such as automobiles, traffic management systems, smart buildings and household appliances.

Building on the Message Queuing Telemetry Transport (MQTT) technology, IBM MessageSight delivers the performance, value and simplicity that organizations need to accommodate the growing multitude of mobile devices and sensors. This enables large volumes of events to be processed in near real time, allowing organizations to consolidate all of the information in one place and more easily glean insights to make better business decisions. IBM MessageSight is capable of supporting one million concurrent smart devices and can scale up to thirteen million messages per second.

Envent Unveils Wired Keyboard

With a lot of traction happening in the mid-tier business segments including SMEs manufacturing, education, banking, healthcare, hospitality, etc., HCL Infosystems has shifted its gear from direct GTM to indirect mode.

HCL Info understands that these segments are spread across pan India and the company cannot address the segments without the help of tis channels partners.

Harsh Chitale, CEO and whole time Director of HCL Infosystems, says, “In today’s situation, neither large enterprise nor the consumer market is growing. However the mid-tier market is growing pretty aggressively. Verticals like SME manufacturing, Co-Operative Banks, Large Bank Branches, Healthcare (there are 50 thousand nursing homes in the country), Educations (10s of thousands of colleges and universities and lacks of schools are there in the country), local government bodies, etc. are investing on technology, so we find it is ideal to engage our commercial channel partners to tap this market.”

HCL engages its direct sales force to address the large enterprises. But it has a formidable force of 450 channel partners in the commercial segment, which intends to address the business segment. Now that there is opportunity in the market, these channel partners will be empowered to address the entire emerging market. Not only these partners be given the entire portfolio of HCL Infosystems products including those come from the third party for distribution but also the company will empower the partners on various technologies and services. HCL will also offer its cloud offering and mobility solutions through the channel partners and its field engineers who are there to support its direct sales force will also be on toes to support the channel partners.

Chitale maintains, “In the commercial side, nearly 70% of our business, we do directly. But now the situation is different and there is a huge emerging market, where we are seeing an extensive role of the channel partners to take us to that market. Today even if our direct sales person develops business, the partners can come in and work on those accounts.”

Envent has rolled out the new wired keyboard TYPEEZY. It has a 104 key layout and is compatible with Windows XP/Vista/7, Mac OS 10.2.8 and above.

Sandeep Ramani, COO, Envent, said, “The wired keyboard TYPEEZY is a perfect offering to the Indian customers who work for long duration on their PC. Work will become more fun now. This keyboard adds more fun to both work and play. One can enjoy working on whisper-quiet keys which enable a free flowing typing experience to ease your work for longer hours.”

Ingram Micro Signs as Logistics Partners for JAINHITS

Adobe Targets Students and Teachers with CC

JAINHITS, India’s Direct-to-Network (DTN) digital cable TV service, based on the Next Generation Technology of HITS (Headend-InThe-Sky) has entered into a strategic alliance with Ingram Micro as its logistics partner.

Commenting on this alliance, Ankur Jain, ND, JAINHITS, said, “Ingram Micro is one of the leaders in providing Logistics Solutions on pan India basis. Through this partnership, Ingram Micro will provide an effective and efficient solution to JAINHITS to reach a large number of cable operators across India.”

Elaborating on company’s aggressive plans, Jain said, “JAINHITS goal is to reach and partner 60,000 cable operators and help them not only survive but also maintain their entrepreneurial business.”

Adobe Creative Cloud options is now available in India including Creative Cloud Student Teacher Edition. For educational institutions, Creative Cloud for teams and Creative Cloud for enterprise options are now available through a new plan called Education Enterprise Agreement (EEA). Adobe Creative Cloud is a subscription-based service that includes more than 30 tools and services enabling professional-grade content creation and delivery across print, web, mobile apps, video and photography.

“Adobe has expanded the range of tools and services available for students and teachers. Creative Cloud Student Teacher Edition is available at special promotional pricing of INR 1000 per month until 25 June, 2013,” said Sunil P.P, Director-Education, South Asia, Adobe Systems..

New features and updates will also be released through Creative Cloud.

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D-Link DDS

trend setter

Achieving Better Customers Satisfection Besides products’ quality and aggressive pricing, what matters most to the success of a brand is the right service support strategy and D-Link’s DDS is definitely a path breaking strategy.

By Aparajita choudhury aprajita@smechannels.com

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fter successful in becoming a prefered brand for consumers and SME networking, D-Link is now focusing on alleviating customers’ pain in support services. Some time back, in Goa, D-Link launched a path breaking serviec called D-Link Direct Service (DDS).

The key objective of this service is to provide services at the door step. In order to achieve that DDS has a technical support centre in its Goa facility. It is believed that D-Link is the first technology brand in India to provide services at the door step of the customers. DDS prevents customers from travelling anywhere for services.

All they need to do is to lodge a complaint and in a given date and time, DDS mechanism helps pick up faulty product and delivers a working product at the door step of the customers. The TAT is 2-3 days but it all depends upon the location.

Tushar Sighat, CEO – D-Link (India) Limited said, “We are constantly working towards enriching customer experience with D-Link, as we believe an effective customer support system is the lifeblood of any business. With a legacy of over 25 years D-Link is known for its reliability & consistent performance. With D-Link Direct Service initiative, we aim to take this a notch higher and ensure complete customer satisfaction. So while retaining our existing customer base is a priority, attracting new customer is also a key agenda and it is factors such as service support that will help us to differentiate amongst others.”

Besides, to follow up on the queries of the customers, the company also has set up a call center which receives 30 thousand calls every month.

Sighat added, “Today’s initiative of DDS is very much focused on world class service delivery and customer satisfaction. We keep on innovating on newer products, technologies and

designs to make it more convenient for the customers.”

Besides to follow up on the queries of the customers, the company also has set up a call center which receives 30 thousand calls every month to solve the problems of customers.

Sighat explained, “Our facility can give the customers access to the status of their request through our website. Customers can also lodge online complain and will automatically be received at DDS facility in Goa and they get email or SMS alert for complain registration and product delivery. After the product is dispatched they immediately get a docket number of the courier.”

In this exercise of reaching out to the customers, D-Link has taken GATI on board as the logistic partner. After receiving complain from the customers, GATI’s representative reaches the customer’s doorstep within the given time and dispatches the working condition product and collects the faulty one.

The launch of DDS does not mean D-Link will gain market share overnight but it will surely help the company gain good mindshare of the customers.

Tushar Sighat, CEO, D-Link

“while retaining our existing customer base is a priority, attracting new customer is also a key agenda.”

Finally…

After the launch of DDS, D-Link plans to introduce D-Link Direct Service Agents (DSA) soon which will provide support on installations and trouble shoot to the customers on premise, of course at a cost. In its initial phase D-Link Direct Service facility will be made available on selective range of D-Link products in India and will address the service support requirement of customers present in West and South India. Post May 2013 this service will be made available to all customers Pan India.

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SME NETWORKING

WHITHER THE SME NETWORKING MARKET SMEs are now hungry for affordable solutions and technologies like virtualization, cloud, mobility among others are influencing the growth of networking market says vendors.

BY KARMA NEGI

karma@smechannels.com

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ith the changing dynamics in business ecosystem and need to generate profits, along with lower CAPEX and OPEX, today SMEs are on the lookout for affordable solutions and demanding agile networking environment.

The use of smart phone & tablets are increasing and it driving need for WLAN in SME segment. The onset of virtualization, cloud computing, mobility are driving the networking market in India and globally. As per TechNavio’s the Global Carrier Ethernet Switch and Router market is forecast to grow at a CAGR of 11.26 percent over the period 2012-2016. One of the key factors contributing to this market growth is the reduction in capital and operational expenses.

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IN 2013, THE VIDEOCONFERENCING MARKET IS POISED TO GROW TO ABOUT $146 MILLION.

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For provider of networking infrastructure Allied Telesis, networking market in the country has been seeing a steady growth over the last couple of years. Primary forces driving the market growth is applications more and more getting on to IP backbone. Also, the growth in SME space per say has been high, and they realize that it’s important to have a strong, scalable and resilient network for their biz applications to run better and thus achieve better optimized benefits from their IT investments.

Organization’s efficiency in the today’s world hugely depends on whether information can be accessed anywhere, anytime says Bhavin Barbhaya, VP – Sales (Network Infrastructure), AGC Networks. “Therefore, there is a strong uptake of NextGen networking solutions which can add flexibility and simplicity to overall networking infrastructure.”

The rapid rise of the consumerised endpoint, onset of virtualization and cloud computing, and the growing use of social media are the three trends which Cisco says has influenced the growth of networking market.

The networking giant further point to the increasing adoption of BYOD with the influx of smart mobile devices and the continued proliferation of higher performance 802.11n networks driving organizations to upgrades, extensions, and replacements of their wireless infrastructures.

“The gradual shift to a borderless network that emphasizes on greater flexibility and mobility for the workspace is one of the latest trends that will leave an impact on the networking industry in 2013. A few areas where we saw great demand for networking and will continue seeing the same this year as well are Collaboration, Data Centers and Network Security,” says Prem Nithin, Business Development Manager (Borderless Networks Sales), Cisco India & SAARC. Home users are becoming more Tech savvy

market in India,” he adds.

With the Indian economy driven by younger generation who are hungry for newer technology, higher bandwidth and lifestyle infrastructure Digisol expects a good growth in the coming days.

Affordability

“THERE IS A STRONG UPTAKE OF NEXTGEN NETWORKING SOLUTIONS WHICH CAN ADD FLEXIBILITY AND SIMPLICITY TO OVERALL NETWORKING INFRASTRUCTURE.” BHAVIN BARBHAYA, VP – SALES (NETWORK INFRASTRUCTURE), AGC NETWORKS.

and looking for faster access over Internet says Jason Xu, Director of TP-LINK India.

“SOHO / SMB users are looking at more cost-effective solutions which are easy to install and maintain, scalable so that their investment is protected and TP-LINK India is the one who can take care of all these aspects of the users, the network and communications market will increase the growth of the router and switching

“WITH HIGHER VOLUME ROLLOUT ON GIGABIT, MOST OF THE SMES TODAY ARE INVESTING AND UPGRADING ONTO A GIGABIT NETWORK.” SUBHASISH GUPTA, COUNTRY MANAGER (INDIA & SAARC), ALLIED TELESIS.

The requirements of SMEs are no different than that of enterprises, and vendors are beginning to realize it and hence coming out with more affordable solutions for them.

There has been ‘massification’ of networking technology due to the growing number of technology ready SMEs says Barbhaya. This trend has helped in bringing affordability in networking products and solutions.

“Yes, networking products and solutions are becoming affordable for SMEs,” says Xu. Today, Allied Telesis says, with higher volume rollout on Gigabit, most of the SMEs today are investing and upgrading onto a Gigabit network. “It’s no more a question of affordability, but about the overall benefit they see in having a proper network in place,” says Subhasish Gupta, Country Manager (India & SAARC), Allied Telesis.

He further adds that they have invested quite a lot in the switching portfolio keeping in mind enterprise and growing SME’s in mind.

Cisco has made an investment of approximately US$ 100 million to develop products for small businesses. Nithin says, “While identifying the tremendous potential that SMEs present, we are aware that some technologies might be too capital intensive for emerging companies. For this purpose, Cisco took a decision to not offer scaled-down versions of enterprise-class products and solutions to the SMB space, but to actually build the entire range of products and solutions from the ground-up.

This called for a considerable investment in R&D, but the results have proven that this was the right approach.”

Debraj Dam, VP of Strategic business and Partner Alliance, Digisol says that it is purely based on the infrastructure that the individual SME is planning to deploy in their organization.

“We have all type of solution which can take care of their initial needs and it can be scaled up based on their growth strategy,” he adds.

It has solutions from Smart managed Switched to Virtual chassis solution which can be stacked up to 16 standalone switches to get Chassis class performance so that SME can take care of their CAPEX as well as OPEX based on their ROI planning.

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Technologies Spurring Growth Cloud computing, mobility, video, unified communication, virtualization, security, SDN, Gigabit Ethernet are spurring the growth of networking market for SMEs says the industry.

As Gigabit Ethernet has now mature technology in the networking market space with support from other related products to fit in the ecosystem of solution related equipments therefore Gigabit Ethernet is and will continue to be the growth area for networking industry says Dam. “We also expect Cloud computing & SDN based products as growth area. This all will create business opportunity in SME segments and incremental growth in Indian networking Industry,” he adds.

Apart from the fact that by adopting technology solutions that work on the cloud, SMEs can reduce the capital expenditures required to set up complex data centres for their computing needs, the need to secure their mission critical data as maintaining integrity of data will be essential for business continuity is another trend that Cisco says has been driving the adoption of networking equipment.

“We see our SME customers adopting collaboration and video-based solutions to increase efficiency of processes and even enhance end consumer experience. We also expect a lot of them to upgrade their networks so that they can harness the benefits offered by the increasing prevalence of 3G broadband and advent of 4G solutions in the country,” says Nithin.

Refreshing Technology Many SMEs are still at basic technology adoption levels, while others are moving to more

mature levels. The mind-set is changing and SMEs are looking at adopting technologies that will help them scale their business and give them a competitive edge, especially in a global arena.

They now view IT investment as a strategic decision enabling them to fulfil their business needs says Cisco’s Nithin, and adds SMBs are now shifting to platforms to enable mobile device integration and BYOD, rather than sticking to traditional computers and notebooks.

For Cisco, Small and Mid-Market is a key focus and the SMB market is one of the fastest growing sectors for them; this segment is growing at 45% CAGR over the past three years in India for Cisco.

At present, Allied Telesis sees a strong trend of lot of SME customers upgrading from an unmanaged network to a proper managed network environment. And says it is strongly positioned in this market with a suite of its robust, scalable and rightly priced SMB product lines, backed with a very strong network management software.

With over two decades of presence in the market Digisol says it has helped its customers replace the old technology hardware with new technology through its partners. It has done for ADSL 2+ Routers, Wireless AP from B/G to N series, From FE switches to Giga switches, from Unmanaged to Managed for better manageability to SME customers.

10 Gbps Ethernet switches The Ethernet Switch market is benefitting from the increased use of bandwidth hungry applications and services. Specialist research firm Dell’Oro Group projecting the growing 10 Gbps

“CISCO TOOK A DECISION TO NOT OFFER SCALEDDOWN VERSIONS OF ENTERPRISE-CLASS PRODUCTS AND SOLUTIONS TO THE SMB SPACE, BUT TO ACTUALLY BUILD THE ENTIRE RANGE OF PRODUCTS AND SOLUTIONS FROM THE GROUND-UP.” PREM NITHIN, BUSINESS DEVELOPMENT MANAGER (BORDERLESS NETWORKS SALES), CISCO INDIA & SAARC

“SOHO / SMB USERS ARE LOOKING AT MORE COST-EFFECTIVE SOLUTIONS WHICH ARE EASY TO INSTALL AND MAINTAIN, SCALABLE.” JASON XU, DIRECTOR, TP-LINK INDIA

market will account for $13 billion of the $28 billion Ethernet switch market by 2016.

The Ethernet switch market is undergoing a transformation as end users start to favor products purpose-built and optimized according to deployment location, in the data center, enterprise, small and medium businesses (SMBs) and carrier Ethernet services.

Dell’Oro Group further points that as the data center migration towards 10 Gigabit Ethernet for server access ramps up, existing and new vendors face opportunities and market share turbulence.

It further points out to the increasing opportunities that have opened up for vendors focused on data center, enterprise and SMB sectors with the growth of cloud and mobile computing. However, it says that though the increase in mobile devices has led to enterprises and SMBs investing heavily in WLAN, but in the coming years this will plateau and then gradually decline in favor of wireless technologies, such as 802.11ac.

“While there has been a definite dip in price points of 10G solutions, our observation has been, SME’s keeping future growth in mind, as well as, need to converge more applications on

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the IP backbone, they are looking at building networks that are 10G upgradable at a latter point in time. With respect to edge switching, I don’t see they needed a 10G kind of switching in the next 4-6 years time frame,” adds Gupta.

By imbibing 10 Gigabit slots into our switches, SMBs have the flexibility to add new applications, devices, and more bandwidth, and retain the flexibility to expand and interconnect the network infrastructure intelligently and efficiently, and reduce bottlenecks says Nithin.

Virtualization Virtualization promises cost savings and improved IT efficiency.

But as per Gupta Virtualization as a concept is still not very sought after in the SME market, primarily due to lack of understanding and inhouse competency levels.

With Virtualization and Cloud computing, Nithin says the market for networking products is expected to grow further as new services based on 3G/4G will be rolled out. “We see that there is a steady increase in the demand for smarter (intelligent) networks in the SME space as they become more of a platform for business enablement.”

However, Digisol doesn’t see much affects of Virtualization on the SME networking segments as it is more on the enterprise segment customers or large corporate as it has been the automated provisioning of compute resources.

But still, SME customers are investing on their network infrastructure and as for large corporate they are investing there large amount of CAPEX for their branch office connectivity says Dam. “Virtualization will offer benefit to cloud service providers who can offer services to multiple SME customers form the same hardware or applications. Virtualization technologies have offered multiple benefits for SMEs as cost of deploying IT infrastructure will be less. This has enabled SMEs significantly reduce capital expenses,” says Barbhaya.

SDN SDN, it is said, will redefine the networking industry. One of the most exciting categories to emerge in recent years is the Software Defined Networking (SDN) space. IDC forecasts that by 2016, the in-use SDN marketplace will generate $3.7 billion in revenue.

That’s the same figure that IDC forecast for the SDN market in December 2012. At IDC’s Interop 2012 breakfast meeting earlier that year, the firm pegged the 2016 market at $2 Billion.

SDN has brought in lot of flexibility along with multiple cost advantages for SMEs since SDN moves manual reconfiguration of networking to a centralised management console, eradicating physical access to the network’s hardware devices which will help SMEs in optimizing overall capex points out Barbhaya.

“SDN will progressively relieve most customers of the pain of managing their networks, employing high salaried network specialists!,” says Gupta.

HP recently announced a series of switches that support OpenFlow open source software that makes routers and switches programmable and thus a lot more flexible. In an interview to this magazine a few weeks back Country Manager, HP Networking, HP India, Prakash Krishnamoorthy had said that for the SME space its 1 Gig, PoE, wireless access device are significant and these products are all designed with the

“WE ALSO EXPECT CLOUD COMPUTING & SDN BASED PRODUCTS AS GROWTH AREA. THIS ALL WILL CREATE BUSINESS OPPORTUNITY IN SME SEGMENTS AND INCREMENTAL GROWTH IN INDIAN NETWORKING INDUSTRY.” DEBRAJ DAM, VP (STRATEGIC BUSINESS AND PARTNER ALLIANCE), DIGISOL

SMEs in mind: easy to install, easy to manage, easy to upgrade.

SDN will definitely bring revolution in the SME segment initially says Dam. He further adds that SDN and Data center network fabrics complement each other to create user defined networks. SDN will help SME customers for agile networks by efficiently manage flows, reaching into the data plane to decide where specific flows should go. It will improve network visibility and reduces operational costs. It will also help SME customers to have better control over network traffic and to move away from configuring individual network switches on the network.

Channel Partners With the launch of a spate of SME green field projects in B and C cities apart from Govt. initiated rural development projects, SIs or channel partners are investing in their technology fronts and Digisol says it’s always ahead in such initiatives.

“It will help us to reach out to the new market segment and put us in absolute leadership. To achieve this milestone we have a lot of activity programs for our Channel partners to be executed in the coming days ahead,” says Dam. Apart from “B” & “C” class cities Digisol also has a focused approach towards major cities on BFSI, Manufacturing, Education, Railways and other verticals.

Allied Telesis has a high thrust on key partner programs- Pre-sales and Handson certification programs that enable them to understand and size their customer requirements much better.

With a 100% partner-led strategy Cisco has introduced several channel enablement and engagement programs like Advantage Now that have helped it to create awareness about the offerings in Tier II and III markets.

TP-LINK is planning one dealer meet to grow the dealer base and knowledge of the dealers about their benefits on selling TP-LINK products and the Brand value. It’s also planning trainings for its distributor channel to make them more strong on their technical know how about TP-LINK.

Finally…

As SMEs get more comfortable with the latest technologies and realize the need for a strong, scalable and resilient network they are demanding and are hungry for cost effective solution.

And vendors can do well to offer comprehensive networking solutions to enable SMEs network seamlessly.

*2 SME CHANNELS MAY 2013

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SME CHAT

SANJAY KATKAR CO-FOUNDER AND CTO, QUICK HEAL

“INDIAN ANTIVIRUS MARKET HAS REACHED MATURITY” Home grown anti-virus company Quick Heal says that Enterprise security segment will make significant contributions in the times to come. In a chat with SME Channels Sanjay Katkar, Co-Founder and CTO, Quick Heal talks about the market and the plans for future.

What is happening in the India anti-virus market? Where is it going?

The Indian antivirus market is somewhere around Rs. 700 crore. While the growth was around 15% to 17% for the last couple of years, it has slowed down to 10% to 12% this year. Indian anti-virus market has reached its maturity now and almost all the international anti-virus vendors have a presence in India, except few players from China and Korea.

India’s computer security market can be categorized into consumer (home users) and enterprise. There has been no major change as such in the consumer security market including lots of options like free software. In enterprise market however, there has been a steady switch in demand from just anti-virus to complete security solutions. So, if one has to predict the growth of Indian security market, it is the Enterprise security segment that is going to make significant contribution in next couple of years.

With the changing threat landscape how capable are anti-virus?

Changing threat landscape has made antivirus technology to evolve to the next level.

Today anti-virus software does not mean a signature scanning tool it has evolved into a

full-fledged security suite.

In context of the recently discovered Flame virus don’t you think there are shortcomings in the anti-virus industry?

Threats like Stuxnet and Flame have time and again proved that anti-virus software alone is not enough to protect the systems. These threats are nation sponsored threats with huge budgets and resources. To tackle such situations we recommend consumers, industries and even government establishments to install complete security solutions.

Users need to be very aggressive and take today’s’ threats seriously and deploy appropriate security measures.

Mobile devices like smartphones have opened up opportunities for malware vendors. Comment.

Mobile devices have become a new vector of infection. Cyber criminals are finding smartphones to be the new and easy way to reach out to users to steal their identity or sensitive data. Since most of the mobile devices like tablets and smartphones are still unprotected it has become easier for threats to target these devices and do their job.

If you see more and more people are surfing the Internet through these mobile devices.

Mobile threats are faster and can attack a wider user base as compared to traditional computer threats. So, mobile security has gained lot of importance and will be the potential market for security products.

What are you expectations from the tie-up with SoftBank Mobile?

Yes, we have recently tied up with Softbank BB in the Japan market and this will help us reach out to large number of consumers in Japan. At this stage we cannot disclose any figures for number of installations but can only say that now we will be able to reach a wider audience in Japan for Quick Heal range of products.

Tell us about your market share and plans?

Quick Heal has more than 30% market share of anti-virus market. Our plan is to expand the market share by reaching out to every consumer who needs better security and exceptional postsales service. And as for the turnover we are looking at somewhere close to INR 250-270 crore this financial year.

We also plan to release the advanced version of Quick Heal Mobile Security which is Quick Heal Total Security for Android. We also plan to release Quick Heal Tablet Security for Android based tablets.

SME CHANNELS 33 MAY 2013

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19/05/13 8:12 PM

SECURITY CORNER

GREAT OPPORTUNITY FOR PARTNERS Dell’s acquition of SonicWALL last year was the computer maker’s latest effort to expand its security software and services portfolio. The Company is enthusiastic about the opportunties that this has opened up not only for them but also for the partners.

BY APARAJITA CHOUDHURY aprajita@smechannels.com

T

o be a preferred vendor in the market just being a PC or a server vendor is not sufficient. One has to have the entire breadth of solutions and services that covers all the requirements of the customers from IT perspective. And IT giant Dell has been doing exactly that.

It has realized that to succeed it needs to have enough bandwidth in terms of software and management capability to glue the entire offering. Hence over the past three years Dell has been taking significant steps to develop its software and services portfolio to empower customers to create a competitive advantage with cloud computing, consumerization of the enterprise and the increasing demands for secure, anytime, anywhere access to applications and data. and to buld upon its existing software expertise Dell has formed a Software group known as Dell Software Group under the leadership of John Swainson.

Today, the value of this group is estimated at US$ 1.5 billion and boasts of 6,000 team members, 1,600 engineers and almost close to 28% of Fortune 500 companies are its customers.

Dell Software Group comprises of three pillarssecurity, information management and the system management. Security comes under SonicWALL and the product IAM (Identity and Access Management) comes from Quest Software. In system management, the company has product like KACE and other products from Quest Software.

Similarly, one of the products which used to be with the SonicWALL called CDP (Continuous Data Protection) has gone into the information

management pillar. In brief, the products of all the companies acquired by Dell got categorized into these three pillars.

Talking on Dell’s acquisition of companies from various segments, Amit Singh, Country Manager, Dell SonicWALL, says, “Dell worldwide has now four major parts which encompass software, services, end-user devices (PC, Notebooks, Workstations) and the enterprise products (server, storage and networking).”

SonicWALL’s acquisition has expanded Dell’s security software and services portfolio and is now able to offer comprehensive security solutions that combine advanced capabilities with ease of use, and makes security a business enabler, not a business barrier. It offers its customers NextGeneration Firewalls - Super Massive 9000 Appliance Series and UTM Firewalls that help drive network efficiency, employee productivity and enables secure collaboration with partners and service providers.

Another advanatge that this acquisition has brought about is now Dell can address the SME market where it was lacking before. Amit Singh, Country Manager, Dell SonicWALL, says, “Worldwide SonicWALL has been successful in the SME space with its ‘NSA Series of products.

Our strengths was in the SME segment but now we have also started foraying into the enterprise market wherein we clearly see an opportunity.

Now through Dell we are getting access to those verticals which were not accessed totally by SonicWALL before.”

He adds, “SMEs have been the strength of SonicWALL in all the forums. We want to take

advantage of its goodness what we have. We want to build on this and grow. In enterprises, we are making some new investments and trying to get our market share up.”

Before acquiring SonicWall, Dell had infrastructure product range, and hardly any IP based products. But with acquisition of SonicWall, Dell has all new set of IPs to alleviate different kinds of business problems which earlier was not possible for the company. Singh says that with SonicWALL being associated with Dell, industry can see a lot of advantages as the it Dell provides lots of stability. “Credibility is a big issue with the small players because customers always look for a stable company and their support mechanism before buying any product.”

As SonicWALL businesses rely 100% on partners, thus the entire Dell Engine generates lot of opportunities for partners which are getting executed through partners only. Overall it is a win-win situation for partners claims the company. Dell has also made strategic investment to enable channel partners to have local resources from sales or pre-sales prospective.

With the new arrangement, SonicWALL’s channel partners can now be a part of the Dell Software Group via DSD (Distant Selling Directive) channel policy. Irrespective of whether the partners come with a hardware or a software orientation, they will be allowed to join the Dell Software Group Channel program, and will have the So the advantage of channel partners is that they will join the ecosystem of the big Dell, where the partners have the opportunity to sell everything from Dell .

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SECURITY CORNER

encompasses training and certification.

Singh informs that the security arm of Dell witnessed much higher rate of growth than the overall industry’s growth which is around 18%.

Within a short span of five months the company has gained market share in the security industry he proudly says.

“Now through Dell we are getting access to those verticals which were not accessed totally

by SonicWALL before.”

Finally…

AMIT SINGH, COUNTRY MANAGER, DELL SONICWALL

On the other hand, Dell traditional partners can also get access to SonicWALL products.

This will help them to boost revenue by selling software and it will also be counted in the overall

program achievement.

Dell SonicWALL has initiated a roadshow in Bangalore for the empowerment of the channel partners and covers almost all the major cities and

Dell SonicWALL’s goal is to enlarge its pie in the security industry. In the next three years, with the quality products and a bigger sales team, the company aims to reach a good position in the security market in India and APJ. As BFSI and government will be the biggest spenders on security as they deal with the sensitive data, most of the security companies have align themselves with these verticals.

Moreover, to spread the awareness of Dell SonicWALL among customers, the company plans to conduct three to four end customer events which will take place in Q2 where few SME customers will also participate from preferred account set of Dell.

Finally, with Quest, KACE and SonicWall in its kitty, Dell is poised to give a big thrust to Dell’s software initiative.

SME CHANNELS 35 MAY 2013

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SECURITY CORNER

TREND MICRO

SMES NEED A ROBUST IT SECURITY Data breaches has risen exponentially in the last couple of years and especially against the SMEs and will continue to remain a threat in 2013 too.

What is required now is to combat them with the right kind of security products and solutions.

BY APARAJITA CHOUDHURY

aprajita@smechannels.com

W

ith the rise in the adoption of internet and mobile technologies, Cloud, BYOD so has the sophistication and persistenc of security breaches. Conventional malware threats continues to disrupt the overall IT security.

Managing the security of devices of small business systems and large enterprise networks have become more intricate. And even cloud storage has fail to thwart data breaches and will continue to remain a threat in 2013 says Trend Micro. It further predicts that Cybercriminals will heavily abuse legitimate cloud services and the volume of malicious and high-risk Android apps is expected to reach $1 million in 2013.

Network antivirus and internet content security software and services provider Trend Micro has a Smart Protection Network cloud based security infrastructure which identifies new threats, and delivers global threat intelligence to all the products and services. Regardless of wherever data resides, Smart Protection Network secures data by looking into more places for threat data and responds to new threats more effectively.

Cloud computing has created ripples in the IT industry especially for the SMEs who are categorized as the budget constraint segment. But at the same time it has also given rise to Cloud security risk for them, hence the need to secure their networks and systems has become critical. Moreover, the rapid growth of cloud computing and virtualization it has become very difficult to find out where the data resides and who can access it. This has made it very essential for the SMEs to have a robust IT security mechanism, following which

the adoption of security-as-a-service among SME segment has intensified.

Sharda Tickoo, PMM, Trend Micro Inc., India, says, “We are looking forward to proving optimum solutions for Small Businesses without affecting their business process. Our Worry Free ranges of solutions are specifically designed for protecting the small business where they may not have internal expertise for IT security. Using our Smart Protection Network Technology, Worry Free Solutions will restrict the threats before they reach their networks. We intend to contribute to SME’s ability to innovate successfully.”

By deploying Trend Micro SecureCloud, an easy-to-use encryption service, one can protect and control confidential information as it provides data protection for public and private clouds and VMware vSphere virtual environments.

Whether it is SecureCloud as a hosted service or as an on-premise software application, in both ways it gives the elasticity to encrypt data in virtual data centers or in the cloud, and even to move data between cloud vendors.

Managing a variety of security solutions across diverse networks involves plenty of costs and complexities which pose challenges for the enterprises to secure their environment. So it is very important to install an integrated gateway-to-endpoint security that delivers maximum protection with minimum complexity.

To address these complexities, Trend Micro has come up with Trend Micro Enterprise Security which is an integrated offering of content security products, services and solutions powered by the TrendMicro Smart Protection Network. Together

SHARDA TICKOO, PMM, TREND MICRO INC. INDIA,

“OUR CLOUD-BASED SECURITY HELPS KEEP YOU SAFE FROM ONLINE THREATS, DATA THEFT, AND THE LOSS OF YOUR DEVICES” they deliver maximum protection from emerging threats while minimizing the cost and complexity of security management claims the company.

Year 2012 has been well identified as a year of data breaches. Especially the government agencies and specific sectors have fallen victims to such attacks. This is why analysts are now urging the need for specialized network analysis and visibility tools to combat such attacks. Thus the company has launched Deep Discovery, an AntiAPT solution and claims is very fruitful for government sector as it fights targeted attacks.

BYOD is another new trend which generates security risks in IT industry as it allows users to bring their own devices at work share files and data inside and outside the office using the thirdparty cloud services also called ‘Consumerization of IT’. But this shouldn’t stop enterprises from taking advantage of BYOD and consumerization as long as they have a strategy to reduce security risks, financial exposure, and management chaos.

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SECURITY CORNER

TREND MICRO

To control BYOD, Trend Micro has introduced 4-in-1 solution named Trend Micro Mobile Security which integrates mobile device management (MDM), mobile security, data protection, and application management.

Mobile Device Management (MDM) improves visibility and control with instant views of compliance, inventory, protection, and health of devices, enables IT to remotely enroll, provision, de-provision, and track devices and allows cross-device and group policies for consistent enforcement of security requirements.

Mobile Device Security blocks malware and malicious websites using leading anti-malware and web reputation, detects attacks that enter via network applications, ports and services, using the firewall and IDS. It also monitors, blocks, and logs calls, SMS and MMS sent to and from devices based on user policy and improves visibility and control of iOS devices with a new iOS app for Trend Micro Mobile Security.

Mobile Application Management offers application black listing and white listing to prevent or allow the use of mobile apps, pushes apps to endusers to accelerate the use of optional or required business apps and provides inventory manage-

segment, and contributed to 15% of the revenue last year.

With the changing security trends, channel partners too need to transform their approach towards business. For this, Trend Micro educates channel partners and keep them updated with the latest technologies and market dynamics. “Trend Micro always considers channel partners as one of the important part of their growth story, so they never forget to acknowledge the contribution of the channel partners. The company is always in the process of bringing new initiatives, schemes and promotional activities as a part of the empowerment of channel partners,” informs Tickoo.

ment and reporting for better visibility of apps used across devices, groups, company.

Data Protection protects data on lost or stolen devices with remote lock and wipe, selective wipe, and device locate capabilities, enforces DLP policies, encryption, and compliance, blocking jail broken or unencrypted devices and empowers IT to lock risky mobile device features such as cameras, Bluetooth and SD card readers.

Trend Micro also recently launched Mobile Security 3.0 for Android which includes antivirus, antispyware, web filtering, backup, social networking privacy, and anti-theft features and is powered

by Mobile App Reputation technology. It also identifies bad apps and fake websites and in case of mobile being stolen it helps users to find out via web.

Tickoo avers, “According to our research, by the end of 2013 there will be more than 1,000,000 malicious Android apps attempting to steal information and sign you up for expensive SMS services. Our cloud-based security helps keep you safe from online threats, data theft, and the loss of your Android smartphone or tablet.”

The company further claims that its Deep Security which was launched in early 2012 for server security received good response from enterprise

Finally…

Today, the threat lanscape is fast evolving. Organizations both big and small are facing extreme challenges while protecting their data. According to some of the recent industry data there has been a significant rise in the number of attacks especially against small businesses. They are targeted for their vulnerability from security point of view and also for their information. And the need of the hour is to address these challenges with more improved products.

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SME CHANNELS 37 MAY 2013

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TREND SETTER

IYOGI

EXPECTING 10% REVENUE FROM INDIA’S SMALL BUSINESSES

Founded in 2007 from Gurgaon, iYogi recently launched its services for SMEs and plans to develop few other feature packed innovations for small businesses and increase footprint in Europe, APAC and Latin America markets.

BY: KARMA NEGI

karma@smechannels.com

VISHAL DHAR, PRESIDENT (MARKETING) AND CO-FOUNDER, IYOGI

“WE THINK FROM OUR PRICING AND MARKET PERSPECTIVE, THERE IS MATURITY, PEOPLE ARE FED UP WITH THE OPTIONS THEY HAVE RIGHT NOW. THEY WANT TO MIGRATE FROM THEIR TRADITIONAL ECOSYSTEM OF SUPPORT TO SOMETHING WHICH IS MORE SOPHISTICATED, PEOPLE ARE NOT LOOKING ON HOW TO SAVE A FEW THOUSAND RUPEES.”

W

ith SMEs attracting all the eyeballs and hailed as Indian economy’s growth engine it was but obvious that iYogi, a six years old provider of ondemand tech support, would not keep away from this emerging opportunity.

With Indian customers increasingly turning to the Internet to find solutions, services or products and the low level of understanding and the lack of proper profiling of SMEs prompted them to launch its services for both SMEs and consumers in March. And named the services aimed at the SME market “Business NonStop”.

“We think from our pricing and market perspective, there is maturity, people are fed up with the options they have right now. They want to migrate from their traditional ecosystem of support to something which is more sophisticated,” says Vishal Dhar, President (Marketing) and Co-founder, iYogi. “People are not looking at how to save a few thousand rupees.”

Business NonStop plan comes in three variants, Pro, Pro Plus, and Pro Premium. Under the Business NonStop plans organizations will get comprehensive technical support starting from just INR 249/- per month. Business NonStop Pro Plus is for organizations with 5-25 PCs and Business NonStop Pro Premium is for organizations more than 25 PCs support.

With operations spanned across United States, United Kingdom, Canada, Australia and GCC states, it’s the USA which continues to be its highest demand market. However, it expects India to become a strong second with 10% of its revenue being generated from small businesses in India within the next one year.

The healthy mix of business and consumers in its two million odd users across geographies led them

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IYOGI

TREND SETTER

2013

to look at carving out a space and finding their requirements for the changing technology that has not been catered to by anyone.

Dhar says that innovation is happening in enterprise space and more so in consumer space but the middle area of small businesses is getting left out as nobody is being able to understand them properly as to who they are, how to profile them, what is their motivation, do they want to be called SMEs. This is when iYogi decide to create a service pack for the SMEs and launched its services in India.

“The other part thing being there is a certain maturity in the SME sector which justifies having a title dedicated to that space. We see a ramp-up in the maturity based on how the technology is going to be used and deployed, and for this purpose we felt this was the ideal market for us to test our service. Once we have perfected this we can take it back to our other current customers and also to the new customers we can acquire in other parts of the world,” he adds.

For iYogi SMEs are an emerging opportunity as opposed to large enterprises which have an established need. The challenges for both these segments are similar, given their technology sophistication and footprint. There is also a grow-

ing need due to the migration from in-premise to cloud, and growing numbers of mobile workers that are not supported by the traditional ecosystem. iYogi plans to extend its business services brand, Business Nonstop to SMEs and large enterprises with flexible, on-demand solutions delivered through its proprietary platform.

Dhar says, “iYogi truly understands the DNA and make up of small businesses, having worked with thousands of small business customers globally. The demand for customization and the extent of customization varies across geographies and this is true for small business owners in India. But then iYogi has never believed in the concept of one size fits all, so we haven’t faced anything that we hadn’t anticipated or cannot address.”

There is also an onsite service sales team which is being set up and eventually will be available across 20 cities in the next 18 months.

It recently launched its Digital Service Cloud to provide direct customer resolution services to outsourcing this platform to OEM, Retailers, Telcos, and global service providers. This Dhar says has helped iYogi achieve customer satisfaction rates of over 93% which are amongst the highest in the industry.

On more such launches in the future Dhar says,

“We are investing in the development of a few other feature packed innovations for small businesses especially in the Marketing Services arm of iYogi Business Nonstop.

Dhar points out the opportunity in India stands over Rs. 20,000 crores and globally it’s over US $100 billion. In six years it has already achieved revenue of $100 million and plans are in the offing to expand geographically and increase footprint in Europe, APAC and Latin America markets.

Over the last six years iYogi has achieved over 2.5 million customers across 10 countries, having resolved over 13.5 million incidents and receives over 20,000 service requests daily.

Finally…

As for its GTM iYogi will run large scale digital marketing campaigns across multiple sites and search engines that are customized for Indian customers and small businesses. Its growing focus on content marketing by repurposing its knowledge base through thousands of online solutions and videos syndicated through various websites will also be made available in India. “We are also going to be expanding our existing social media strategies to identify intent and provide solutions, both free and paid,” concludes Dhar.

SME CHANNELS 39 MAY 2013

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FEATURE

STRUCTURED CABLING

W

ith the explosion in data and the consequent demand for higher bandwidth and high-end technology, the merging of IT, security and electrical sectors, shift of electronic security industry towards IP based solutions; IP based video surveillance cameras, and their requirement

for Power over Ethernet; and the huge investment being made in infrastructure development India’s Structured Cabling Solutions (SCS) market is gaining momentum.

As per a report on PR Newswire the global structured cabling market grew at a compound annual growth rate of 6.8% to reach $5.6 billion in 2011. And by 2015 it is expected to exceed $8.

While the US still dominates this market, China and the Asia Pacific region show the most growth potential over the next five years.

A recent study from Bishop and Associates report that the global market for structured cabling will increase considerably during the next few years, reaching an annual revenue of approximately $8 billion by 2015.

40 SME CHANNELS MAY 2013

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STRUCTURED CABLING

FEATURE

POISED TO KEEP UP THE MOMENTUM The adoption of high-end technologies, growing demand for higher bandwidth, and shift towards IP based solutions are few factors expected to drive the India SCS market.

BY APARAJITA CHOUDHURY

aprajita@smechannels.com

Verticals like Manufacturing, Telecom, Government agencies/PSU’s, BFSI, Hospitality, Education, data centers are driving the demand for the SCS market.

Slowdown in global economy and down fall in some of the verticals does not appear to affect the growth of structured Cabling Market says the industry. The market is currently valued at USD

250 million and more says Nexans India’s sales manager (LAN Systems) Chintak Dalal. According to the recent market reports, the structured Cabling Market size is poised to touch nearly 1800 Cr. with 20% year-on-year growth informs Shailesh Bhayade, AVP (Structured Cabling Business), D-Link (India) Limited.

With older establishments migrating from

unstructured to structured cabling solutions have scaled the deployments of structured cabling solutions among telecom and infrastructure projects have scaled up.

Market Trends The industry says the SCS market is witnessing a huge deployment of new and innovative solutions

SME CHANNELS 41 MAY 2013

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FEATURE

STRUCTURED CABLING

like pre-terminated, fiber-optic systems and MPO or MTP solutions. The growing performance needs of data centers and networks are seeing an increase in Cat 6A installations. There is also a demand for shielded copper cabling systems as they offer better performance by reducing alien cross-talk due to external interference.

Copper still rules the market. However, it suffers from restriction in terms of distance (it can cover up to 100 meters only). While Cat 6A cable supports bandwidth up to 600 MHz over 100 meters, multimode fiber supports bandwidth upto 1000 MHz and offers more capacity and faster speed and is a very cost effective solution.

Secondly, Security is one of the strengths of Fibre. while Copper can be easily tapped but Fibre cannot without detection. Lastly, Fiber is more reliable. The losses in Fiber, compared to Copper, are much low, and this results in high performance and high bandwidth speeds from fiber cabling.

Apart from this Fiber is considered a secured investment and future of green technology. It’s also small in size and light weight compared to copper.

But copper still controls the horizontal cabling whereas Fiber is mainly used in network back-

“MOST OF THE PROJECTS EVEN TODAY USE COPPER IN HORIZONTAL CABLING ONLY, TO ACHIEVE 1G OR 10G DESKTOP PERFORMANCE SPEED.” SHAILESH BHAYADE, AVP (STRUCTURED CABLING BUSINESS), D-LINK (INDIA) LIMITED,

bone, which support longer distances. “Fibre is still primarily used for backbone applications despite the improved viability of fibre as a to-thedesk solution with the ever decreasing cost of active equipment. Traditionally installing Fibre in the field has always been an expensive option based on the time needed and the necessary fusion equipment,” says Martin Isaac, Manager Marketing (India/Asean), Molex India Private Limited.

But the continued demand for bandwidth is expected to ultimately lead to increased opportunities for Fibre and development of pre-terminated Fibre solutions.

Bhayade says, “Today we have Copper solution supporting 10 Gbps speed at 100 meters with augmented Cat 6 technology. Infact most of the projects even today use copper in horizontal cabling only, to achieve 1G or 10G desktop performance speed. Also there are hardly any projects where FTTD technology is deployed in India due to various limitations.”

With the companies preferring to consolidate and update their infrastructure requirements and gain a greater efficiency with their assets, the deployment of intelligent infrastructure has also increased. Molex says that intelligent systems

“DATACENTERS IS GROWING STRATEGICALLY WITH LARGE INVESTMENTS BEING MADE TO CREATE THEM.” SHAILENDRA TRIVEDI, DIRECTOR (OPERATIONS AND CHANNEL DEVELOPMENT), R&M INDIA,

provide an exceptional level of security which has also become a crucial component in cabling systems.

Data centres with its strong demand for highbandwidth solutions which can accommodate migration paths to 40G and 100G speeds are expected to further drive the demand for fiber based solutions.

FTTX technology (Fibre to The Home) is picking up pace in India says GB Ravichandra, Director (Network Connectivity, Life Space Business), Schneider Electric India. Globally, in developed nations where the bandwidth rates are high, this is typically driven by Telcos or service providers.

“However, in India, FTTX as a category is still driven by property developers segment (premium/large residential, commercial projects).

It would take time to penetrate down into large volumes. Probably high capital expense is one of the bottlenecks for this technology to take off to the next level at a high pace,” he adds.

Bhayade says, “Traditionally the last mile has always been copper. But now with the last mile becoming shorter and shorter, the same has been replaced by fiber. Earlier Last Mile was from an apartment unit’s bedroom wall outlet (a keystone jack) to center cabinet in the building. But now

“DATACENTERS ARE ANOTHER KEY SEGMENT NEXANS IS FOCUSED ON. WE ARE ALSO LOOKING AT SPECIAL AND CUSTOMIZED SOLUTIONS FOR DIFFERENT VERTICALS.” CHINTAK DALAL, COUNTRY SALES MANAGER (LAN SYSTEMS), NEXANS INDIA,INDIA.

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STRUCTURED CABLING

due to emerging FTTH Technology, the last mile is from bed room wall outlet to that apartment unit’s distribution box.”

Data Centers Data Centers are playing a significant role in the growth of the structured cabling market. With the increasing requirements of performance optimization and minimization of TCO, the industry needs to focus on the customer needs and evolve with innovative offerings to make the value proposition more tangible.

Shailendra Trivedi, Director (Operations and Channel Development), R&M India, states, “Data Center is growing strategically with large investments being made to create them. There is a trend towards a higher uptake of fiber-optic cabling, Cat.6A to increase the speeds across network architectures.”

Moreover, Data Center drive demand for intelligent cabling systems and high speed solutions as today customers feel the requirement of deploying high spec solutions e.g. Cat 6A to future proof their network for high speed applications such as 10 G (on copper).

With the customers building their own data centers has led to deployment of high end solu-

“IN INDIA, FTTX AS A CATEGORY IS STILL DRIVEN

BY PROPERTY DEVELOPERS SEGMENT (PREMIUM/LARGE RESIDENTIAL, COMMERCIAL PROJECTS).”

GB RAVICHANDRA, DIRECTOR (NETWORK CONNECTIVITY, LIFE SPACE BUSINESS), SCHNEIDER ELECTRIC INDIA

tions like Cat 6A, Cat7 in Copper and OM3, OM4 in Fiber. Further as per D-Link plug and play solutions are highly preferred by customers as they are easy to install and manage.

The advent of cloud computing and the trend to higher-speed Ethernet communications, including mobile apps, is making it more imperative than ever for data centre infrastructure managers to carefully consider their network architecture.

Increasing flow of traffic from the cloud disrupts the business continuity as it put stress on the conventional network architectures. As a result data-centre environment gets affected and place a new series of demands on the network at the level of cabling infrastructure.

“In today’s competitive business environment, there is a need to implement the most costeffective, future-proof connectivity infrastructure quickly and efficiently,” maintains Dalal.

Managing the Budget SMEs today have realized they have everything to gain from adopting structured cabling. Minimizing TCO is a major concern for them, and structured cabling can reduce this over a short period. Options like data warehousing, outsourcing etc. also trim down their investment. So, when it comes to investment, vendors says SME’s investments cover basic needs of LAN connectivity for their organization.

Trivedi avers, “SMEs need seamless and reliable network connectivity to perform efficiently without any hassles. A network that utilizes quality cabling components and is installed as per industry standards, following best practices, will perform reliably and will easily last for at least 5-7years. Therefore, an investment in a quality, future-proof network will ensure longevity and reliability in the long run, enabling SMEs to manage their network efficiently.”

As SMEs become more aware, and knowledgeable they have started to take more informed decisions in terms of their overall investments; and their reliance on traditional cabling is becoming less.

And vendors are providing reliable and efficient solutions. “We understand that SMBs require cost effective, reliable solutions. D-Link offers customized solutions to these SMB that will suit their business requirement and help them function efficiently,” maintains Bhayade.

Molex initiates frequent education programs both for customers and installer community. The company empowers them to maintain quality for the cabling systems to ensure integrity of the data because organizations both large and small are mindful of the commercial impact due to loss of business hours and loss of connectivity.

FEATURE

Strategies As a Channel ecosystem helps organizations to gain market share and achieve good growth. And acknowledging their contribution and commitment towards business by means of rewards and recognitions is also an important task for any organization.

To increase its market share among the enterprise markets, D-Link aims to register good growth and garner 10% market share from the cabling market in India. “We already enjoy good market share in the SMB/ SME space, along with an excellent channel eco-system,” states Bhayade.

This year D-Link is planning to add at least 400-500 SIs and offer exclusive training under its DCCE program. Further it is going very aggressive on FTTH solutions and also plans to introduce OLT and ONT in the market. It will also be introducing Plug and Play Solutions which can be positioned in the high end applications like data centers.

Its ‘D-Link Certified Cabling Expert (DCCE) program provides participants with in-depth information on the technical aspect of the subject, evaluates trends for both copper & fiber products, and trains them to design, install and conduct post-implementation testing of D-Link passive networking components for Infrastructure projects.

The key focus of Nexans is datacenters. “We are also looking at special and customized solutions for different verticals to meet customer requirements and it empowers its channel partners with certified system partner (CSP) program being held across different cities in India,” says Dalal.

Developing the channel market across India, especially in Tier 2 and Tier 3 cities is measured as one of the critical market strategies for R&M. It has appointed six regional distributors for the states of Maharashtra, Gujarat, West Bengal, Karnataka, Tamil Nadu and Kerala after seeing the increased traction in these regions. A series of road shows have been planned for this year and two road shows have already been conducted in Mysore and Trivandrum.

Channel and projects are the two focus areas for Schneider Electric India.

D-Link plans to garner 15%- 20 % market share in structured cabling segment in FY 2013-14 and Nexans is expecting to grow at a rate of 25%.

Finally...

The structure cabling market is poised to gain momentum in 2013 says the industry. Copper will continue to dominate the market while fiber will remain in the backbone cabling and FTTH application.

SME CHANNELS 43 MAY 2013

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SME CHAT

JAGANNATH PATNAIK, DIRECTOR CHANNEL SALES, KASPERSKY LAB- SOUTH ASIA

“PURE 3.0 SPECIAL EDITION PACK IS IDEAL FOR CHANNEL PARTNERS” For its Pure 3.0 Kaspersky plans to target the audience through social media campaign. In a chat with SME Channels Jagannath Patnaik, Director Channel Sales, Kaspersky Lab- South Asia, talks about the product and the plans for it.

What are the advantages of Pure 3.0 over other version and what are the advanced features available with this version?

Kaspersky Pure 3.0 offers everything user’s need in a computer security suite, including online banking security, password management, and online backup.

New features include-Safe Money: It verifies that all websites requiring banking, payment, or shopping information are genuine, so users aren’t tricked into entering personal information onto a fake website.

Online Password Manager: This online password vault allows users to store all their login information in a single, secure vault, that can be synced across multiple PCs. Online Backup: An integrated online backup feature, allowing users to automatically back up their files online via a preliminarily created account on Dropbox service.

Automatic Exploit Prevention: Common programs, such as Adobe Acrobat, Java, and more, may contain vulnerabilities. If these vulnerabilities are left unpatched, cybercriminals can use these holes to gain access to their computer.

Kaspersky Lab’s new Automatic Exploit Prevention technology anticipates and blocks these types of attacks by watching over the programs installed on the PC and monitoring them for abnormal

behaviour.

Parental Controls: Parents can block access to inappropriate websites, set Internet usage time limits, and prevent valuable information from being shared via Facebook and Twitter, such as addresses or credit card numbers How will it help channel partners to sell more Kaspersky licenses over other competition products?

For channel the main advantage is that the special edition of Kaspersky Pure 3.0 which comes with the split key option in 3 user and 5 users pack which means 3 user and 5 user packs will have 3 and 5 different CD and 3 and 5 different activation codes respectively.

The Kaspersky Pure 3.0 Special edition pack is especially designed keeping in mind the requirement of the channel partners. With this option channel partner will be able to cater to the requirement of the home users who usually have more than two or three computers or laptops.

Channel partner can use 3 users or 5 user key in the customer machines as and when required.

Kaspersky Pure 3.0 special edition pack is placed at a very aggressive price point but at the same time it ensures that the channel a partner gets assured margin and maximize their profits.

There is also an introductory offer (4 months extra validity on activation before 31st Aug 2013)

so that channel partners will always have edge over selling Kaspersky Pure 3.0 over the competing brands.

Any specific marketing activities you are planning to highlight the features of 3.0?

We are planning to reach our set of target audience via Digital platform. We are planning for social media campaign which will be basically targeted at the tech savvy audience. Mobile advertising is something we plan to explore in the coming quarter as smartphone and tablets are gaining importance and most of our target audience are online via this set of devices.

Providing adequate training to the channel partners and their sales and technical team through our technical and sales expert for Kaspersky Pure promotions is one of the priorities considering that they are main influencers in customer’s buying decision making process.

What are your plans and expectations for 2013?

In 2013 we are optimistic about our growth and we expect to have double digit growth this year.

We are planning to sell 5,000 boxes in the initially month and 15,000-20,000 boxes in the quarter.

We will be coming with Security suite with innovative feature in Aug 2013.

44 SME CHANNELS MAY 2013

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ADOBE

SME TREND

ADOBE GOES CLOUD WAY Going along with the demands and trends in the market Adobe is shifting to cloud-based software-as-a-service model and re-launching its Creative Suit under a new name Creative Cloud.

BY KARMA NEGI

karma@smechannels.com

I

t’s official now. In a major change to its business model which is ultimately considered to be beneficial to consumers Adobe is shifting to Cloud. Having opted for subscriptionbased software it has discontinued its Creative Suite products since 30th April.

Creative Suit has been branded CC and while CS6 is available via the resellers in its current form and format, now all new updates will happen only on Creative Cloud (CC).

As Umang Bedi, MD, Adobe South Asia, says, “All our focus, energy, new products are going to get launched on the Cloud. There will be no further update, no release in the perpetual world. The world is moving to the Cloud and that train from our perspective has left the station.”

Launched in India in March the software giant says it is already seeing good results. Out of its 250 partners only Certified, Gold and Platinum partners can sell Cloud which number 150. Out of this 150, 71 partners already transacted on CC in five weeks. “This is a great start,” exclaims Vineet Sood, Director - Channel Sales & Alliances (South Asia), Adobe Systems, “Few of them have already achieved their quotas. I just need other guys to make the first transaction and if they do that I am in the right direction.”

In line with this, Adobe has also tweaked its Partner Program. First change it did is with the Deal registration and second on the seats front.

Adobe is giving three percent rebate from $1. And in another rebate if the partners make his seats quota greater than 100% he gets another 1.5 % on his overall achievement.

Sood explains, “Let’s say there is a deal which is greater than 20 seats, the partner will get 30% first of all in the deal registration if he registers that with me. Another 3% on the seats revenue as

a backend and there is 1.5% if he makes his quota.

So that becomes 34.5%. But for a Gold partner, who gets a rebate as per the old partner program that we had, he makes another 4%. So it goes up to 38.5%. So this is the kind of lever that a partner can get.”

While the Deal registration is available for Certified, Platinum and Gold partners only, some of the rebates are not for everyone. While 3% is for everyone the 1.5% is only for Gold and Platinum partners.

Such a major announcement is bound to confuse the channel community and to alleviate this Sood emphasizes that CC suite is a reseller model and will be sold through them. “We will put this concern to rest and give profitability, good brand and good product offering to partners. It is just a matter of time before they switch,” he says.

However, challenges remain in terms of enablement and changing the mindset of the people.

Partners need to learn the console. “They always thought Cloud to be a direct model and for the first time they are seeing there is an indirect model on the Cloud and people who have tasted it know this,” says Sood.

Taking on the Challenge Adobe is doing enablement sessions like Webinars, in person or in their offices etc. Sood says that in the last five weeks he must have done 20 sessions in each city.

Adobe launched its Creative Cloud for Team in March and how this has been joined by its Creative Cloud for Individuals available on the online store. While the Creative cloud for Enterprises will be launched officially later.

Not revealing the targets Sood says that has been assigned globally and 2 million is what Adobe wants to achieve and has already got 500 paid customers.

VINEET SOOD, DIRECTOR - CHANNEL SALES & ALLIANCES (SOUTH ASIA) AT ADOBE SYSTEMS

“THEY ALWAYS THOUGHT CLOUD TO BE A DIRECT MODEL AND FOR THE FIRST TIME THEY ARE SEEING THERE IS AN INDIRECT MODEL ON THE CLOUD AND PEOPLE WHO HAVE TASTED IT KNOW THIS,” For the SMEs Adobe has announced a special offer for a limited period. The original price was Rs. 4,040 per month which comes to Rs. 48,480 p.a.; and this was launched in India with a reduced introductory offer of Rs. 2,885 per month totalling up to Rs. 34,620 p.a. Now for a limited period this is available at a very special offer of Rs. 2,230 per month totalling upto 26,760 p.a. it’s for a limited time offer across the globe. However, Sood refused to reveal when the limited offer ends.

Answering question on target for SMEs, Sood replies, “We have already met the targets before four weeks to go for the quarter. So, we have got a very good start on this, better start than what we expected and better than other countries in certain cases.”

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SECURITY CORNER

SECURITY MARKET: GROWING FASTER

The Indian electronic security system market is fragments and lacks government regulations and policies. Still, a price sensitive market like India this untapped and underserved market presents huge opportunities.

BY APARAJITA CHOUDHURY aprajita@smechannels.com

E

lectronic security industry is one of the fastest growing industries in India today. The Indian security equipment and services market is expected to attain a CAGR of more than 25% to reach nearly INR 600 bllion by 2015 as per Netscribes. It further states that rapid urbanization and globalization in India is leading to increased demand in security equipment and services.

With increased threats organizations across verticals like BFSI, IT and ITES, transport, oil and energy and government have increased their focus towards security systems at their facilities.

Today, the security industry in India is fragmented with minimal government regulations and policies except in the case of fire safety management and CCTV deployment.

However, HID believes that as the industry matures, more policies and regulations will come along to protect the end-users, integrators and manufacturers. Most of the organizations see access control systems as a ‘good to have’ component. “We hope that the consumers’ attitudes will become more proactive and consider access con-

trol systems as a ‘must have’ item in the coming years,” Ranjit Nambiar, Director (Sales, IAM for India and SAARC), HID Global.

HID’s business in India has grown at a faster rate than the typical growth of the industry which is a CAGR of approximately 25% in the last five years he states.

However, the very high duty infrastructure on security product increases the cost of the products and solution, and acts as a deterrent for security penetration in a price sensitive market like India.

But Nambiar says the outlook is changing as the early adopters of new technology are looking at the value proposition the solution brings to them. Also, with the increasing demand for access control systems in smaller markets and mid-sized organization I believe that price is no more the only factor for a decision on security adoption.

As for the security market he says it will continue to be challenging in 2013 on account of delayed decision on projects and liquidity crunch which will impact the security decisions as well.

However, towards the latter half the situation is expected to improve with measures for reforms being put in place by the Indian government.

The lack of standards which govern security which challenges the deployment of appropriate and relevant technology into the market place, and evangelizing and promoting technology solutions in nascent marketplaces with channels which aren’t very well-developed, but certainly desire to move forward quickly are proving to be major challenges.

Despite these challenges, India continues to represent tremendous growth opportunities.

“There are a number of different areas of our business that have been very successful throughout Asia Pacific, which indicates the vast number of great opportunities to come.”

Today, with the changing Indian market landscape new emerging segments include the government, defence, infrastructure, transport, and power and energy. HID’s biggest wins in the last two years came from these new verticals and expect this to continue as Nambair is confident that these segments will fuel the future growth as well.

Managed security HID believes will be the future especially with the fast growth of cloudbased applications.

“Companies have already begun outsourcing

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SECURITY CORNER

“We hope that the consumers’ attitudes will become more proactive and consider access control systems as a ‘must have’ item in the coming years,” RANJIT NAMBIAR, DIRECTOR (SALES, IAM FOR INDIA AND SAARC), HID GLOBAL

their traditional badging projects to cloud-based service providers that have the scale and resources to handle large-volume orders with tight deadlines that would otherwise be difficult for an individual credential issuer or integrator to accommodate on its own. And now, with the advent of mobile access control, the scope of services is growing to include deploying and managing mobile credentials carried on users’ NFC-enabled smartphones,” says Nambiar.

There are few trends, he says, that have emerged in the access control domain like the move to mobility, the convergence of physical and logical access, the increased use of biometrics and the shift towards IP based access control systems.

The emergence of Near Field Communications (NFC) and other technologies is fuelling the migration of access control technology to

mobile platforms. “The same basic access control methodology we’ve used for decades can now be embedded into NFC-enabled smartphones and other mobile devices, and we can now use our phones virtually anywhere we need to unlock a door, gate, or drawer,” says Nambiar.

Physical and logical access convergence improves security by enabling a single smart card to support multiple authentication methods while helping organizations meet regulatory requirements, enforce consistent policies, and drive consolidated audit logs throughout the enterprise, and cut cost by consolidating tasks. For instance, physical access credentials can be re-used for logical access including strong desktop authentication. Conversely, logical access credentials can help drive more robust identity authentication at the door.

Biometrics identification today is not merely referring to fingerprint identification, but also other biometric applications like face recognition, palm reading and iris identification.

To address the advancement of IP based access controllers HID Global has introduced the open architecture IP-based access controllers, VertX and EdgeTM few years back. “We would be further enhancing the product features later this year,” informs Nambiar.

With IP becoming a de facto standard in access and video security, IT integrators have great opportunity in this market due to their IP domain expertise. Over the past two to three HID has observed an increase in IT integrators entering the field of access control and building management solutions. Some of them are large companies like HCL, Wipro and AGC who are building security practises within their organization.

To implement converged identity solutions, organizations today look for integrators with the ability to understand both physical access and logical access management. IT integrators coming from the IT security domain play an integral part in the transition to converged physical and logical access solutions.

Finally…

Despite the challenges the market presents immense opportunities for the players with the increasing demand for security. The majority of players in the Indian market belong to the unorganised market but 80% of the revenues are generated by the players in the organised market.

And with a robust growth predicted for this market players like HID Global can cater very well to this market.

SME CHANNELS 47 MAY 2013

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PRODUCT

REVIEW

TRANSCEND 256GB 720 SATA III SSD

HP 2530-24G-POE+ SWITCH

BY MANAS RANJAN info@smechannels.com

Transcend 256GB 2.5� SATA III

HP 2530-24G-POE+ Switch is part of HP 2530 Switch Series, which is available in the market along with other four fully managed Layer 2 edge switches. It delivers cost-effective, reliable, and secure connectivity for business networks. Designed for entry-level to midsize enterprise networks, this Gigabit Ethernet switch delivers full Layer 2 capabilities with enhanced access security, traffic prioritization, IPv6 host support and optional PoE+. Each 2530 switch has 24 or 48 RJ-45 10/100/1000 ports and four small form-factor pluggable (SFP) slots for fiber connectivity.

For customers implementing Power over Ethernet for voice, video, or wireless deployments, the HP 2530-24GPoE+ is IEEE 802.3af and IEEE 802.3at compliant with up to 30 W per port. The HP 2530 Switch Series is easy to use, deploy, and manage via SNMP, CLI, and Web GUI. It means the IT manager manage the switch using his choice of interface. The Simple Network Management Protocol (SNMPv1/v2c/v3) allows a switch to be managed with a variety of third-party network management applications.

With single IP address management, up to 16 switches can be stacked.

The switch allows traffic to be mirrored on any port or a network analyzer to assist with diagnostics or detecting network attacks. The remote monitoring feature provides advanced monitoring and reporting capabilities for statistics, history, alarms, and events. It finds and fixes common network problems automatically, then informs the administrator. One can assignment of descriptive names to ports.

The Dual flash images feature provides independent primary and secondary operating system files for backup while upgrading. It also allow multiple configuration files to be stored to a flash image The series offers flexible wall, table, and rack mounting; quiet operation; and improved power savings, with features such as IEEE 802.3 az (Energy Efficient Ethernet). All software releases and technical phone support.

FEATURES

SSD720 is a next generation SATA

n Fully managed layer 2 switch

III 6 Gb/s solid state drive (SSD). This

n 24 or 48 Gigabit ports and 4 SFP

technology doubles transfer speeds

uplink ports n 1000BASE-T: full only

of previous Serial ATA II 3Gb/s drives,

n PoE+ models for voice, video and

and delivers improved reliability over

wireless

standard rotating hard drives due to it

n 4 fixed Gigabit Ethernet SFP ports

having no moving parts.

n 1 Dual-personality (RJ-45 or USB

micro-B) serial console port

Combining this SATA III technology,

n Multi-core processor, DDR3, SATA

with a powerful Sandforce Driven con-

6Gb/s, and USB 3.0

troller, the SSD720 offers maximum

n 100-127/200-240 VAC volt

transfer speeds of up to 560MB/s

n WDRR, ACLs, IPv4/IPv6 host support n Duplex: 10BASE-T/100BASE-TX: half

read and 540MB/s write. This means

or full

that upgrading your computer with an

n 128 MB DDR3 SDRAM,

SSD720 will greatly enhance system

n 100/1000 pro LAN card

boot up time, application launch speed,

n WDRR, ACLs, IPv4/IPv6 host support

PRICE Rs 13,811 - 1,43,532

WARRANTY Life Time

CONTACT

and overall system responsiveness.

Fully compatible with devices and OS that support the SATA III 6.0 Gb/s standard, Equipped with synchronous Toggle mode NAND flash, the SSD720

MSM Networks Enterprise, 202, Jyoti Building, 66, Nehru Place New Delhi-110019 Handset – 9958010078 Tel: 011 46656379 / 40586116 www.msmnetworks.com

offers lightning-fast 4k random file

OVERALL RATING

dia applications and high-end gaming.

reads up to 47,000 IOPS and 4k random file writes up to 93,000 IOPS ideal for running specialized multime-

n Indian Price: US$449, Warranty: 3-years Contact: Morris Yang, Transcend Information Inc. , Email: morris_yang@transcendinfo.com, skype: bm_morris

48 SME CHANNELS MAY 2013

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NEW ARRIVALS

PRODUCT

RDP

SEAGATE

SEAGATE 600 SSD DRIVE FAST AND AS easy to install as a hard disk drive upgrade, the Seagate 600 SSD is available in multiple z-heights including an industry-first, diminutive 5mm-high drive making it ideal for most ultra-thin devices as well as standard laptop systems. The drive features up to 480GB of capacity and comes in a 2.5 form factor. It also incorporates a 6Gb/s SATA interface for fast data transfer rates and easy connection.

A low power server and storage solution, the Seagate 600 Pro SSD is ideal for cloud system builders, hyperscale datacenters, cloud service providers, content delivery networks, and virtualized environments. Engineered with efficiency in mind, the 600 Pro SSD features the industry’s highest IOPS/watt to improve system performance while reducing power and cooling costs for transaction-hungry datacenters and cloud enterprise applications. Utilizing 2.8 watts typical operating power, the drive reduces energy by automatically adjusting the power consumption to workload I/O levels— using less power for lighter workloads. The drive is also equipped with the intelligence to deliver high-data integrity, safeguarding against unexpected power loss and undetected corruption when a device is powered off.

The Seagate 600 Pro SSD is available with up to 480GB capacity and comes in 2.5-inch form factor. It is equipped with a 6Gb/s SATA interface for fast data transfer rates and easy connection to existing SATA infrastructure. n Price: On Request, Contact: Supertron Electronics Limited, Phone. +91-33 -2213-1221-25

RDP TD-500 ZERO CLIENT RDP TD-500 ZERO Client utilizing the Tera2321 PCoIP processor provides the fastest, most uncompromised PCoIP experience for VMware View users. “The Tera2321 chipset is a huge leap forward by Teradici, this coupled with RDP’s quality hardware and award winning support should prove to set the gold standard for desktop connectivity in the VMware market space,” stated Robert Hammond, VP of Business Development and Product Marketing at RDP Workstations. This revolutionary Tera2321 PCoIP Zero Client presents highperformance, security, and simple manageability to provide the user with a rich PC experience.

This Zero Client boasts its ability to deliver exceptional audio video with up to 1920x1200 resolution and 30” monitor support. RDP’S TD-500 is perfect for those who utilize graphic demanding applications and want the best quality video support, all within a small formfactor design. The Tera2321 PCoIP Zero Client from RDP features the ability to perform effortlessly on dual and quad monitor displays, which ultimately proves its high-performing graphic support. This next-generation unit has five times the VDI pixel performance than the earlier model, giving the end-user a complete VDI experience without any gaps in technology. The TD-500 from RDP Workstations Pvt Ltd., is sure to meet the demands of users in any VMware View environment. n Price: On Request, Contact: RDP Workstations Pvt. Ltd., Phone: 040- 6457 1110, Toll Free No: (1800) 200 2444, Email: info@rdpcomputing.in

HP

HP T505 THIN CLIENT HP T505 THIN, compatible with a choice of operating systems, such as Windows Embedded 2009 or 7 and ThinPro, HP t505 Thin Client, allows IT managers to choose the best operating system to fit specific usage requirements for back office and knowledge workers.

The HP t505 Thin Client is also packed with tools HP Velocity, which prevents poor network connectivity by reacting to changing network conditions to maintain high quality multimedia performance and an optimal remote protocol user experience. HP Device Manager controls mass rollouts of up to thousands of thin client devices and configures software to match exact user requirements. HP Easy Tools simplifies initial setup and configuration of devices with a wizard-based set of utilities, and enables client virtualization technologies to connect to remote applications and desktops effortlessly.

Centralized data storage and access lets end users use the thin client as an access device while storing critical data and applications on a secure, centralized server. Additional Smart Cards provide greater end point security for users. n Price: INR 21, 000, Contact: HP India Sales, HP Laptop / Desktop, Toll Free Number: 1800-114772.

SME CHANNELS 49 MAY 2013

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GUEST TALK

UNIFIED COMMUNICATIONS:

SHAPING THE NEW ENTERPRISE There are several key trends that are now enabling wider and quicker adoption of UC. Advances in consumer technology are compelling organizations to reconsider what tools they provide employees.

NEERAJ GILL Managing Director – India & SAARC, Polycom

BRIEF PROFILE In this role, Mr. Gill is responsible for guiding Polycom’s business strategy in this region, and for extending its share of key markets – particularly in the fastgrowing video conferencing market.

Mr. Gill has more than 20 years of experience in the Information and Communications Technology (ICT) market. He has worked across multiple geographies in Asia, the United States and United Kingdom, and has held senior management positions with a number of high-profile companies including Intel and AT&T. Prior to joining Polycom, Mr. Gill was Managing Director of JDSU India for over two years, where his accountabilities included setting the vision and direction for JDSU India, generating business growth, exceeding sales targets, and overseeing the achievement of all financial goals.

Mr. Gill holds a Master of Business Administration from Panjab University, Chandigarh and a Bachelor of Engineering from Punjab University, Chandigarh.

A WIDE RANGE of social, technological and economic trends are influencing the growth and adoption of Unified Communications (UC) solutions in 2012. These include the use of high definition (HD) video technology for a more immersive, lifelike collaboration experience, acknowledgement of the need for Greener IT, greater awareness of the benefits of system interoperability, evolution of managed services and adoption of UC by SME’s alongside larger enterprises to manage time and costs in the face of tougher economic times.

The end result? UC is making collaboration between companies, their clients and employees smarter, quicker and more efficient.

Global value chains, remote and mobile workforces, social networking, pervasive video, and information overload: this is the new normal.

UC and collaboration are the key pillars in this networked ecosystem, helping integrate the enterprise communications structure to enable a better collaborative working environment, bringing productivity and quality assurance to a new level.

At the same time, it is important to remember that companies tend to gravitate towards the communications tools that help them effectively communicate and collaborate at a reasonable cost – return on investment is key.

Collaboration in the new, evolved enterprise is about working on mobile devices and being on the cloud to enable anywhere, anytime, anyhow access. It’s about integrating customers’ processes with your own and managing all of it seamlessly. It’s about empowering your own employees so that decision making is simplified and enhanced and time to market or service is reduced.

New advanced consumer devices and online technologies ushered in the last few years have changed how employees expect to collaborate with colleagues and customers. Whether it’s through instant messaging, social networks or video conferencing, employees

are increasingly adept at exploring new ways of staying connected. UC is one important way that ‘smart’ companies are enabling this collaborative ecosystem.

There are several key trends that are now enabling wider and quicker adoption of UC. Advances in consumer technology are compelling organizations to reconsider what tools they provide employees.

Increased use of tablet and other ‘smart’ devices support a wide range of applications and serve many functions that previously required a PC. Secondly, the swelling ranks of mobile and remote employees are driving organizations to adapt their communications infrastructure. Cloud-based UC give employees the tools they need to collaborate and be productive anywhere, anytime. Finally, from a time where unified communications services were considered capital-intensive and were limited to large enterprise, services providers such as Bharti Airtel, Tulip and Reliance Communications now offer ‘managed’ services to smaller, SME clients who need such services to enhance productivity and competitiveness but prefer the op-ex, pay-per-use model.

UC should eventually mean seamless interaction across any medium, wired or wireless. True UC solutions must, therefore, encompass all forms of wireless, be it 3G or BWA (WiMax /LTE). As 3G and BWA networks are rolled out in India, it will help bridge the gap between broadband “haves” and “have-nots” and help spread the benefits of broadband connectivity to the SME and SOHO (Small Office Home Office) segments as well as consumers and also take broadband beyond the confines of the Tier 1 cities to Tier 2 and beyond.

As broadband becomes more ubiquitous, all types of applications as well as UC will certainly spread and grow along with the growth of the broadband network. We’ve only got to look at the growth of the mobile market in India in this last decade to get an idea of the potential broadband revolution that wireless broadband could unleash.

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