sme channels

PLUS

Bharat Goenka Conferred with Lifetime Achievement Award /08

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D-Link: Owners pride and Neighbors Envy

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TREND SETTER

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TCS: TCS Ahead of the Curve

SME BIZ

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NEC: NEC India to intensify business in SME Segment

UTM EMBARKED ON A

STEADY GROWTH The UTM market is making steady progress in the Indian market as its appeal increases among enterprises of all sizes and across verticals. /30

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Cisco Shows Commitment to SMB Customers /10 www.smechannels.com

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LG: “LG is emerging as a major player in the smartphone area”

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Tally: Seven-decade old Book Company turns a page in Inventory accuracy with Tally.9

SECURITY CORNER

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Norton: Global Cyber Crime Loss is Bigger than Illegal Trade Value of Some Drugs

MY EXPERIENCE

EDITORIAL

DESTINY’S COUNTRY SANJAY MOHAPATRA editor@smechannels.com

EVEN though Indian economy is growing at a healthy 8%, we do not see any respite for the vendors from not working hard on this market. Ideally it should happen in other countries where the growth is slow and yield is low but instead vendors are pumping in various financial and physical reinforcements to India. They are literally pushing all the resources to India to make it a happening market for this decade. Obviously the Europe and US markets are running quite shallow and there is very little hope of recovering. So the growth of India can really balance out the things. For the next five years at least growth of power and wealth are bound to happen.

It is not about ICT only but in other sector also there is a growth of Indian importance. In the travel and tourism industry also there has been an immersive growth of Indian importance so also in heavy and automotive industry.

You will find most of the international airlines and airports have started offering Indianized services. Many of the international hotel chains have offered Indian menu. It is forecasted by some of the industry pundits that in 2012, there will be a deep recession in the western countries. If the global industries do not start yielding it has to be either China or India to bail out.

There has been huge inflow of investment to India now. Fujitsu, the third largest IT services company in the world, has announced that it will expand its footprint in India by opening a new delivery center in Bengaluru; so also VMware which has inaugurated its new and bigger R&D facility in Pune.

It is believed to be the second only to the Bangalore R&D centre which is VMware’s biggest R&D centre outside its headquarters in Paolo Alto, California. Following this they will also add resources.

These are all investments.

Early this month, Cisco has also concluded its Partner Led programme meet in Singapore, which had a special mention of its close interaction with govt. of India for various projects in rural areas.

What to do? The opportunity has come that the industry should keep its composure and allows the things to happen naturally. They have to introspect and accept the changes going to happen and adapt to that. See what destiny is bringing to them.

I do not intend to propagate that one should believe in destiny or wait for the things to happen but I mean the time is for India and we have to take the things in two hands.

Targus Rotating iPad 2 Case TARGUS 9.7” 360 degrees Rotating Case & Stand for Apple iPad 2 is just perfect for the people who are using the Tablet at office and at home as well. You need not to take the Tab out of the casing and carry it.

The sophisticated styling of the case features a distinctive, patent-pending mechanism that creatively frames the Apple logo and the case rotates all the way around, allowing the iPad 2 to stand on a recline in either landscape to portrait mode. Other than rotating function, this innovative 4-way stand function, allows easy setting on desktops or tables, enjoying hands-free viewing from different angles.

The thin design adds little weight or thickness to the iPad itself thus making it an ideal companion to the iPad2.

SPECIFICATIONS The hard-shell professional outer layer measures 9.84”L x 7.68”W x 0.71”H and is machined accurately to fit the body of the device.

FINAL WORDING Priced at INR 3099, it comes with lifetime warranty and an ideal product for executives.

OVERALL RATING

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contents

NOV VOLUME 02 ISSUE 09

2011

ER COV RY STO

india’s first IT magazine for sme business

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

UTM Embarked on a steady growth /30

The UTM market is making steady progress in the Indian market as its appeal increases among enterprises of all sizes and across verticals.

EDITORIAL OFFICE Delhi: 6/102, Kaushalya Park, New Delhi110016, Phone: 91-11-41055458 info@smechannels.com Bangalore 136/ 9, Ground Floor, Eden Crest Apartment, Grape Garden, Ejipura Vivek Nagar PS Bengalore-560047 news@smechannels.com

SME BIZ

D-Link /45 Owners pride and Neighbors Envy

SME CHAT LG /24 “LG is emerging as a major player in the smartphone area”

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

NEC /52 NEC India to intensify business in SME Segment

more inside Editorial~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ 04 Snippets~ ~~~~~~~~~~~~~~~~~~~~~~~~~~~ 08 Partner Corners ~~~~~~~~~~~~~~~~~~~ 26, 42

TREND SETTER TCS /54 TCS Ahead of the Curve

Guest Talk~~~~~~~~~~~~~~~~~~~~~~~~~~~ 28 Case Study-Tally~ ~~~~~~~~~~~~~~~~~~~~~ 44 Tech Corner~~~~~~~~~~~~~~~~~~~~~~~~~~ 48 Security Corner~~~~~~~~~~~~~~~~~~~~~~~ 50 Products~ ~~~~~~~~~~~~~~~~~~~~~~~~~~~ 56

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New Delhi-110016

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

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 NOVEMBER 2011

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SNIPPETS PRODUCT | CHANNEL | CONSULTING | SERVICES

for more log on to smechannels.com

Bharat Goenka Conferred with Lifetime Achievement Award Bharat Goenka, the Co-Founder & Managing Director of Tally Solutions has been honored with ‘Life Time Achievement Award’ by NASSCOM. This is the first such

award from the premier software association of the country, and given to recognize him as the “Father of the Indian software products industry”.

“Receiving this has been an overwhelming experience.

Recognition from your peers and contemporaries is very special. The award really belongs to my father,

Shri S. S. Goenka, to all our customers who have given their love and affection, to our partners who have given their loyalty and our Tally family who have given their sweat and blood. Together, we promise to live up to the award and make Tally one of the transformational agents for the economic growth of India.”

– said an emotionally charged Goenka.

Along with his father, Bharat brought in the key principles which Tally has followed in its journey to deliver path-breaking innovations with its legendary “Power of Simplicity”.

Bharat attributes the success of Tally to the core philosophy set by the founding duo – “To make everyone who touches Tally – happier”. Over the past 25 years, this has seen lakhs of customers, partners and individuals growing as an outcome of their relationship.

Since 1986, Tally Solutions has focused on developing path-breaking software solutions.

Businesses, Government bodies, and Organisations including NGOs use its solutions to enhance visibility, derive intelligence and get as much control as needed. Tally.ERP 9 is easy to extend, customise and integrate and delivers an intuitive user experience.

IBM Mainframe Users can Integrate Windows Apps IBM zEnterprise System users can now integrate Microsoft Windows applications into the mainframe environment. Schedu led to be available from Dec. 16th, the new capability allows clients with multi-tier applications -- for example, Windows applications connected to mainframe data -- to be integrated and consolidated on the same system. This first-ever bringing together of the mainframe and distributed computing worlds is designed to ease the cost and complexity of large corporate data centers and improve management of workloads spanning mainframe and distributed environments.

By bringing Windows and the mainframe together, IBM is helping clients to innovate more freely in multiple environments across z/OS, Linux, AIX and now Windows. Specifically, the new technology provides centralized management, which offers a variety of money-saving benefits, such as faster and automated access to computing resources, reduced administration and lower training costs.

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SNIPPETS

Iomega Extends Nationwide Support for SMB and ROBO Iomega has recently launched a nationwide enterprise grade support services to enable SMBs and Remote Office/Branch Office (ROBO) customers using Iomega networked attached storage (NAS) products. With the launch of this nationwide service, the company becomes the first storage vendor to provide a three-tiered support structure in India, including one-on-one technical support, installation and implementation services, and onsite post-sales support in 21 cities across the country.

Along with this powerful service, the company has also introduced another service named ‘Toll Free’ customer service facility so that Iomega NAS customers can call free of charge and avail the technical support and customer service facilities over the phone.

Kingston Launches HyperX Genesis for Enthusiasts Kingston has brought up a range of HyperX Genesis memory in 8GB, 16GB and 32GB kits to support the new Intel Sandy Bridge-E X79 quad-channel processors and X79 Express-based motherboards.

Kingston HyperX Genesis beneficial for enthusiasts who require 4x raw performance increases afforded by quad channel over single channel solutions.

For extreme users who require both the fastest memory and largest capacity, Kingston’s 2400MHz and 2133MHz will soon be available in both 8GB and 16GB kits of four modules. Other HyperX Genesis memory for X79 systems include 1866MHz and 1600MHz frequencies in kits of four and eight, with capacities ranging from 8GB to 32GB.

Belkin India Extends Foot Print to Nepal Belkin India has extended its operations to Nepal. With this move, Belkin India has crossed the boundaries of the country, to strengthen the relationship with customers overseas in Nepal, to capture a bigger market share.

To make available complete range of Belkin products, Belkin appointed Neoteric Nepal as its distributor for the Nepal market. This collaboration will enable Belkin to deepen its foothold in the market, with the resilient and widespread networks of the company.

Speaking about the move, “We are excited to bring on board, Neoteric Nepal, one of Nepal’s most renowned companies for distribution of our products. This move will enable us to develop a stronger foothold and realize the immense opportunity and untapped customer base of this market. Belkin products will now be widely and easily available through our distributor, that forms the backbone of our business,” said Mohit Anand, Managing Director, India Sub-Continent, Belkin India Pvt. Ltd. With these strategic tie ups, Belkin products will now be widely and easily available.

MY POINT

“The Shiv Nadar University has been envisioned to bring world-class pedagogy to India with a sharp focus on research and inter-disciplinary education.”

SHIV NADAR

FOUNDER & CHAIRMAN - HCL, SHIV NADAR FOUNDATION

AMD FirePro V4900 to Exceed Expectation AMD has launched AMD FirePro V4900 which delivers unequalled performance for Digital Content Creation (DCC) and Computer Aided Design (CAD) professionals at an entry-level price point. By leveraging AMD’s most advanced graphics technology, including AMD Eyefinity technology, the AMD FirePro V4900 significantly improves application performance and drives efficiency in the workplace. In fact, the AMD FirePro V4900 more than doubled the performance of competitive offerings in many CAD and DCC application tests.

The AMD FirePro V4900 is designed to exceed the needs of graphics professionals. The GPU’s 1GB of 128-bit GDDR5 RAM drives memory bandwidth of 64 GB/s, allowing rapid data access, while Microsoft DirectX11, OpenGL 4.2 and OpenCL support empowers users to render and manipulate models using the broadest range of tools and applications.

Cisco Shows Commitment to SMB Customers Amid the presence of 300 of its top channel partners for the commercial market, Cisco reinforced its commitment to the Partner Led strategy in Asia Pacific, Japan and Greater China.The occasion was the Cisco Partner Led Network 2011 conference at Singapore.

It is a partner strategy that can easily push the channel partners of Cisco to focus on the SMEs giving them ample opportunity to scale up.

The program also offers a lot of empowerment and incentivization of the partners. Cisco is investing US$75 million globally to accelerate the Partner Led model with US$15 million in the APJC region for new channel programs, pre-sales support, marketing, incentives and rewards to help its partners fuel sales to mid-market and SMB customers.“We are very excited with the enhancements we are making to the Partner Led model in Asia Pacific, Japan and Greater China, where the growth in the commercial segments is extraordinary. Cisco has always been a very partner-centric company with over 80 per cent of our business being done through the channels. This go-to-market model is what our customers have been asking for,” said Stanimira Koleva, managing director of Cisco’s Partner Business Group in Asia Pacific, Japan and Greater China.

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SNIPPETS

Delta Appoints Grainger as its ND Delta Electronics India has appointed new National distributor “Grainger Industrial Supply India Pvt. Ltd.” for UPS product lines.

Grainger will be responsible for promoting small and medium range of UPS solutions from 600VA to 30kVA. Delta intends to achieve comprehensive coverage in the metro as well as upcountry markets by strengthening its marketing, distribution and retailing capabilities through the distributor.

Grainger will help to expand the company’s reach as well as propel the growth momentum in India. With this alliance, the company’s products & services are available to the end customers in shortest possible time.

“Delta products are already a winner in power solutions and Grainger’s spread in diversified market across nation will help us reach out some of the key segments says,” Suhas Joshi, Director, Delta Power Solutions (India) Pvt. Ltd.

ESCAN PUSHES SOHO & SMB PRODUCTS eScan has launched an exciting offer for its channel partners - ‘eScan Dhamaka 2011’ across India.

This aggressive quarterly promotional activity is valid from October 15, 2011 until December 31, 2011.

The scheme is available on purchase of eScan’s products for SOHO & SMB. eScan values its relationship with its channel partners and with this scheme rewards their commitment for their contribution to make eScan the fastest growing Anti-Virus brand in India and making it reach the end users. eScan partners can register online to qualify for this offer and will have to buy eScan products only from MicroWorld Authorized Dealers/Distributors of their respective regions. The scheme is applicable only for eScan’s T3 & T4 partners. To qualify for the participation in this offer, partners need to register online on or before November 30, 2011. Anil Gupta, AVP- India Sales, eScan says, “We’ve always kept our partner’s interests at the forefront for all our channel initiatives. With this newly launched offer, esteemed partners and thank them for their support and hard work. Our motive is to reach more partners across T3/T4 levels, while facilitating them to earn more margins. In addition, this helps us to enable to inform our partners about eScan’s offerings and business benefits that are offered through our various channel initiatives.

Inflow becomes ND for Plantronics UC products

Inspan introduces Monitor Scheme

Plantronics has appointed Inflow Technologies as the national distributor of its range of Enterprise and Unified Communications (UC) products. Inflow Technologies, a division of the Westcon Group, operates on a unique ‘Technology Enabler’ business model which ensures integrated solutions using best-of-breed technologies and services are delivered to end customers through 400+ Channel Partners across 12 locations in India and SAARC region.

Bobby Joseph, Country Director, Plantronics India said, “The role of Inflow Technologies is to develop the Tier 2 Partners for Enterprise & UC Market for Plantronics in India and SAARC Region.

Inflow Technologies has a successful history and robust distribution presence, and as a team they understand the Indian customer very well. We’re sure that with their expertise, Plantronics products will reach to every corner of the country, thereby strengthening our relationship with our customers.”

“Signing up with Plantronics enhances our product offering in the UC space. In the fast-paced virtual world that we operate in, there is no limit to the hosts of networks connecting each of us to our customers, partners, colleagues etc. Plantronics products are vital business tools that simplify communications and ensure rapid return on UC investments. We will focus on on-boarding and enabling partners with a focus in the enterprise and UC space,” said Rajesh Kumar, Business Head, Inflow Technologies.

Inspan Infotech has brought out the OND 2011 ‘Monitor Scheme’ from ViewSonic for the Finch club members of ViewSonic.

This scheme is valid from 1st October 2011 to 31st December 2011 for the purchases billed out from Inspan Infotech. However above scheme cannot be merged or clubbed with any other scheme that may be running at that time. All standard clauses are applicable on this scheme.

ViewSonic reserves the rights of execution, alternation and will entertain all the scheme claims directly from partners.

GBB wins IBM Best SI Award Gowar Bits and Bytes (GBB), Hyderabad based leading System Integrator receives Best SI award for 2010-2011 at IBM Summit- 2011. Subbaram Gowra, Managing partner, GBB, says, “Though it was very tough this time, we managed to get the award for Southern Region (Non Metro Category)”.

This is not the first time, in the past also GBB has own many an accolades including Best IBM Mid Market partner- southern region award for the year 2009-10, Best Performing Partner-South East System X 2008, Best Upcountry Partner 2007-2008 Southern region from IBM, Service Provider from IBM/Lenovo, Best Performing Reseller Partner 2006-2007 for Volume Business from IBM, etc. Besides, the company has also been awarded with Lenovo Shining Star 2005, APC Best SMB partner 2005 and IBM Star Performer 2004.

It is to remind that GBB started as a IT component reseller in 2000 and last year its turnover was INR20.50 crores.

NEC & Trimax now Mutually Explore SaaS NEC India has collaborated with Trimax IT Infrastructure & Services, an IT services and solutions provider to explore opportunities in delivering ‘SaaS’ services using an integrated application aggregation platform. As a part of this association, NEC will be leveraging Trimax’s data centre capabilities to provide business applications such as CRM, ERP, Human Resource Management, Inventory, Security etc. to the enterprise customers.

This partnership will leverage NEC’s technological expertise and Trimax’s local market reach to offer SaaS applications to SMBs in India.

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Cisco Enables Partners for SMEs Cisco has unveiled ‘Advantage Now’ - a bi-annual road show aimed at enabling Cisco Partners to build a more profitable small business practice.

Now in its fourth edition, ‘Advantage Now’ will feature a series of informative meets to share with partners- the latest initiatives, products, programs, insights and promotions from Cisco, to help them better serve SMB customers across the country. Spread over a month, the event will cover 10 cities and reach out to approximately 1000 partners across India and SAARC. B Raghavendran, VP and Head, Partner Organization, Cisco India & SAARC said, “Cisco transitioned to a partner-led business model last year and this model requires us to work closely with our partners. Over the past one year, we’ve significantly increased our channel efforts to augment partner capabilities by providing leading practices, tools, and knowledge transfer, which in turn enable them to have more repeatable, successful, and profitable customer engagements.

Advantage Now is aligned with our efforts to arm our partners with the right products and know-how to better serve this fast-growing segment and we expect to see a lot of enthusiasm from partners.”

HP TO BEEF-UP COMMERCIAL PRODUCTS HP India has introduced ‘Make IT Happen’ campaign to widen its products and solutions portfolio in order to ensure that businesses get the most from technology. Part of this, the company Unveil new line of Business notebooks, Business PCs, Workstations, Thin Clients, Retail solutions and Accessories that provide improved performance, reliability and design to enrich user experience.

HP aims to provide a seamless, simple and comprehensive package to enterprise as well as SME customers. The new product portfolio seamlessly merges their requirements of reliable technologies, manageability, superior performance and innovation with state-of-the art design and style.

Gurpreet Brar, Director, SMB and Commercial Channel, Personal Systems Group, Hewlett Packard India said, “The SMB market continues to be very important to HP and remains one of the fastest growing segments for us. This is what constantly motivates us, at HP, to keep innovating. With the help of our channel partners, the new product range will enable SMBs to improve security, reliability and value. HP commercial products help small & medium businesses increase their ROI on technology investment. From a customer education perspective, with the ‘Make IT Happen’ campaign SMB customers are learning more about the multitude of benefits of technology options available.”

EXECUTIVE MOVEMENT

DELL NOTCHED NO.1 POSITION IN Q3 ‘11 INDIA PC MARKET SHARE ESTIMATES FOR THIRD QUARTER OF 2011 (PERCENTAGE OF SHIPMENTS)

15% Dell

13.3% HP

43.2 Others

12.1% Lenovo

10.8% Acer

5.6% HCL Note: Data includes desk-based PCs, mobile PCs, including mininotebooks but not media tablet such as the iPad. Source: Gartner (November 2011)

The combined desktop and mobile PC market in India totalled nearly 3.15 million units in the third quarter of 2011, a 13 per cent increase over the third quarter of 2010, according to Gartner, Inc.

The IBM board of directors has elected Virginia M. Rometty as president and chief executive officer of the company, effective January 1, 2012.

Microsoft Corporation India appoints Chakrapani GK as the head of Consumer Channels Group (CCG), India. With over 19 years of experience, he was with Nokia as Director for the Mobile Financial Services business, prior to this.

Symantec Corp has appointed Rajnish Gupta as Regional Director for North and East India. Rajnish will drive the company’s sales in these regions, with strategic focus on the government vertical.

SAP appoints Lori Mitchell-Keller as senior vice president (SVP) and head of the Global Retail Industry Business Unit.

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CYBEROAM TO EMPOWER PARTNERS After launching NetGenie, Cyberoam is not in pursuit of empowering its partners about this product. The company is organizing roadshows to offer in-depth knowledge awareness into these new products for Home/SOHO security along with Cyberoam’s extensive sales and marketing support to the partners.

The roadshow will also focus on expanding channel partners’ business and educating them about the product’s strengths and benefits ’Bishwajit Sutradhar, National Sales Manager - NetGenie, “Becoming a Cyberoam NetGenie partner gives our partners a unique portfolio with the first-of-its-kind offering for home and small office users, helping them create a new line of growth with increasing revenues and margins. This product is all set to create a new niche in the Wi-Fi router market and will benefit from Cyberoam’s strong brand pull in UTM market.”

The roadshows will be conducted across four zones in 20 cities including, Delhi, Mumbai Ahmedabad, Bangalore, Hyderabad.

VMware Inaugurates its 2nd R&D Centre in Pune VMware has inaugurated its new and bigger R&D facility in Pune. The Pune R&D centre is second only to the Bangalore R&D centre which is VMware’s biggest R&D centre outside its headquarters in Paolo Alto, California. VMware also plans to add 50 people to the current strength of 130 over the next 18 months in both the R&D and sales. The Pune centre is consistently growing through both hiring and acquisitions. It contributes significantly to VMware’s global R&D efforts. A considerable amount of the R&D on key VMware offerings such as vShield and Zimbra has come from the Pune development which houses large development teams working on these products. The Pune R&D team will continue to contribute to VMware’s cloud portfolio.

Avaya re-affirms Commitment to Partners On the beginning of its Financial Year 2012, Avaya organized Annual Channel Partner Conference in Bangkok and encouraged its top 200 channel partners from 14 APAC countries.

François Lançon, President, Avaya Asia Pacific, thanked the company’s channel partners for their continued commitment and support for the company’s innovation and forward looking strategy.

Also Avaya honoured its top performers and reviewed strong business performance in the past year, Lançon also laid out the company’s focus areas for the APAC region in FY12. These include reaffirmation of the company’s commitment to a customer-centric partner-enabled business model and a focus on its top customers across the region. In addition, the company is driving innovation that supports Avaya’s key growth sectors including financial services, hospitality, government, healthcare, manufacturing and outsourcing. From India Wipro and AGC received awards.

Speaking at the event, Lançon underlined how the company’s services business is vital to the continued success of both Avaya and its customers across APAC. The growth in requirements for both professional and managed services coupled with Avaya’s support services business, delivered both directly by Avaya and by its strong ecosystem of channel partners, reinforces the value of this significant portion of the company’s offering.

QNAP and Arihant Organized 3 City Events In a bid to push its NAS products line-up in India, QNAP in association with its western region distributor, Arihant Info Solutions, have organized a three city event to launch the brand new QNAP TS-x79 Series/ TS-x59 Series high Performance NAS servers, with up to 36TB of online storage, aim to fulfil the massive storage needs of the high-end SMB environments with a jawdropping data throughput over 1,000MB/sec via 10 GbE networking, ideal for network-wide backups, file sharing in mixed Windows, Mac, Linux, and UNIX environments, private cloud storage, server virtualization, and high-performance computing applications such as high definition video editing.

DIGEST RASHI KICKSTARTED 7TH CBF Rashi Peripherals has launched CBF-7 - an ambitious program to reach B, C and D cities in India with affordable solutions, personal computing and digital technology products. Rashi’s initiative will usher in an IT revolution in the emerging markets across the country, by bringing to them best brands and the latest hi-tech products. This initiative will reach 5,000 channel partners and a few thousands students who will be given usage and budget based advice.

Themed ‘Possibilities Unlimited’ this year CBF will cover 51 cities in a span of 46 days. It will be kicked off from Jalandar in Punjab and culminates on December 24, 2011 at Raipur in Chhattisgarh. In these 46 days, CBF-7 will traverse 41,000 kms.

KOBIAN OFFERS FESTIVE SCHEMES Kobian launches ‘Mercury Dhoom’ - Festive Schemes for its partners across India. The scheme will allow partners from all different leagues to benefit and get rewarded. The West & North regions scheme is a monthly based scheme, targets to be achieved on per month basis. The partners will be rewarded with monitary benefits on sales per piece. The sale of LED monitors, UPS, TV tuner cards, webcam and other peripherals gets the partner to qualify for a monitary reward of up to Rs 80 per piece. The South and East regions scheme is a quarterly based scheme. The scheme allows partners to score mega points with the ‘Merc Packs’.

ISTORM 2011 SUMMIT TO BE HELD IN BALI iValue InfoSolutions is back with its most awaited annual conclave iStorm 2011 for the top CIO/CTOs at the Paradise Island, Bali during November 3-5, 2011. iStorm will host top 100 CIO/CTOs who are keen to make a significant impact for their business, using IT, through this event participation. iStorm 2011 summit will focus on Application, Network & Data protection & management areas and direct CIOs & CTOs on the investments required to link business & IT strategies, ways to protect & manage critical business assets & differentiators, to ensure profitable growth.

COMPUAGE BRINGS REWARD SCHEME FOR RESELLERS Compuage Infocom has introduced OND 2011 quarterly reward scheme for its resellers from Creative. The scheme is categorized into four slabs. The participants must write to Compuage Mumbai office by January 15, 2012 to claim the rewards. Inter-billing between distributors/ stockists/ associate companies will not be considered in this scheme. This scheme is applicable on the basic costs without any taxes or duties. However, the above scheme cannot be merged or clubbed with any other scheme that may be running at that time. Compuage Infocom Ltd reserves all rights of execution, alternation and will entertain all the scheme claims directly from partners.

Bhavesh Mehta, Director & COO at Compuage Infocom Ltd said, “Compuage believes in sharing its success with its channel partners and further boosting them from time to time.”

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Projectors for Home, Office and Edcuation

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2.

Our Authorised Partner : Redington (India) Ltd. : Vinayak Shenoy Contact No.:+ 91- 9382999433. email : vinayak.as@redington.co.in Aveco Technologies Pvt.Ltd. : Kanchan Mishra Contact No.:+ 91 - 9866697601 email : kanchan@avecoindia.com

8/23/2011 12:41:06 AM

SNIPPETS

Citrix Launches SMB Strategy At Citrix premier partner training event, the company announced a broad new set of products, solutions and programs designed to help small and medium businesses move from the PC Era to the Cloud Era by capitalizing on the benefits of desktop virtualization. Central to the company’s new SMB initiative is the release of an all-new version of Citrix VDI-in-a-Box, the easy, affordable, all-in-one virtual desktop solution designed specifically for small and medium businesses. VDI-in-a-Box 5 is the first Citrix release of this market-leading desktop virtualization product following the acquisition of Kaviza in May 2011. In addition, Citrix announced a new solution combining Citrix VDI-in-a-Box and the Citrix GoToManage cloud-based support offering, making it easy for managed service providers and IT staff to remotely monitor and support virtual desktop deployments at multiple sites or customer locations.

To help drive further penetration in this fastgrowing market segment, Citrix also announced a part programme called SMB Specialist.

IBM Completed Acquisition of Q1 Labs

DELL FOCUSES ON PARTNERS’ ENABLEMENT Dell has launched two-day India Tech Connect Summit, held at Taj Gateway, Bangalore aims at training and enhancing the expertise of Dell channel partners across India.

Dell will host approximately 50 partners, from PAN India region. The partners present for the summit would be the ones equipped to sell Dell enterprise solutions.

Suresh Reddy, General Manager, Global Commercial Channel, Dell India said, “There are three objectives that we look to achieve from this initiative; one is to develop a fraternity of technical savvy partners for Dell Enterprise business. Second is showcase and exemplify Dell Enterprise technical strength, capabilities and ROI for the Customer’s on Products and Solutions and the third is impart knowledge sharing thru interaction with Dell’ s Technical/Products experts.”

“Dell aims to be a partner that enables organizations to adopt a new efficient approach to computing while preserving existing IT investments and avoid any lock-in. With that in mind, Dell has in the past 2 years, made 12 acquisitions that have strengthened its storage and services portfolio. This ‘India Tech Connect Summit’ would also serve as a platform to update our partners on all our enterprise offerings, especially our solutions, at a time when the focus on it has never been greater.”

IBM has completed the acquisition of Q1 Labs Inc., a privately-held company based in Waltham, Mass. On October 4, IBM announced that it had entered into a definitive agreement to acquire Q1 Labs, which provides advanced analytics to detect and flag suspicious or abnormal events. Financial terms were not disclosed.

Following the acquisition closing, Q1 Labs CEO Brendan Hannigan will assume the role of general manager of IBM’s newly formed Security Systems Division.

“The ability to leverage analytics is becoming a competitive differentiator,” said Brendan Hannigan, general manager, IBM Security Systems. “We’re fusing together IBM’s vast security expertise and analytics to drive security intelligence to clients and fundamentally alter the security marketplace.”

The recent IBM X-Force Mid-Year Trend and Risk Report highlights the rapidly changing security landscape.

SAP Brings in New Version of SAP Business One SAP AG brings in 8.82 version of the SAP Business One application. With this new release, SAP continues to demonstrate its commitment to addressing specific product needs requested by small businesses. The latest version offers new capabilities for campaign management and material requirements planning, as well as business partner, infrastructure and inventory enhancements. With SAP Business One 8.82, starter package availability is expanded to include all application localizations.

Significant enhancements that SAP Business One 8.82 delivers include extension of customer relationship management (CRM) functionality, greater control and visibility over serial managed items, pick and pack process simplification, powerful and flexible material requirements planning etc.

Strontium Launches 8GB DDR3 Strontium has brought out with 8GB DDR3 memory modules for desktops, laptops and workstations. These high-density DDR3 modules feature a 1600MHz operating speed for multitasking, web browsing and gaming.

They are fully downward compatible with 1333MHz and run at 1.5V for maximum compatibility. The 8GB memory upgrade would immensely help users who need to work with large data sets. Users like CAD/CAM engineers, professional and gamers can now have the option to load 32GB in their desktops or 16GB in their laptops.

“With increasing popularity of 64-bit operating systems and the fact that almost every motherboard in the market now can support 32GB, the demand for these modules is going to increase.” said Anshuman Gupta, CEO and Director, Strontium Technology.

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SNIPPETS

Unistal Unveils Recovery Solution Unistal Systems has introduced new products Quick Recovery for Digital Media, Quick Recovery for SQL Server, Quick Recovery Access Password, Quick Recovery Internet Explorer Password and Quick Recovery Windows Live Messenger Password in its Quick recovery range of products.

Quick Recovery for Digital Media is Digital Media data Recovery software that recovers lost, deleted, formatted data from logical drives and detachable digital media devices. It is useful in restoring lost digital photographs, recovering accidentally deleted photo, images, audio, video files etc from all major branded digital camera including Kodak, Olympus, Canon, Nikon, Fuji and more.

Quick Recovery for SQL Server is advanced database recovery software that retrieves and repairs corrupted/ damaged/ inaccessible database files. If MDF files got corrupted, its advanced scanning technology deeply scrutinizes the corrupted file and repairs them.

TREND TO SECURE IT HEALTHCARE Trend Micro has renewed its commitment to the security of the nation’s critical healthcare infrastructure and introduced its membership in Medical Device Innovation, Safety and Security Consortium (MDISS).

Amit Nath Country Manager India and SAARC Trend Micro commented, “Trend Micro is thrilled to be a part of the Medical Device Innovation, Safety and Security Consortium. It is an opportunity to bring forth our security expertise to further the safe adoption of medical devices technology. We welcome the opportunity to join these esteemed healthcare providers, hospitals and equipment providers to address the various industry requirements and challenges and to share best practices. Security risks are becoming a reality for the millions of patients who depend on medical devices for their health and well-being. We are excited that a recognized global security leader such as Trend Micro has joined our initiative to help advance a safe medical device industry, which will ultimately optimize the quality of patient care.”

McAfee, RSA join Hands to Fortify Security McAfee and RSA have introduced new joint solution based on their existing technology partnership. This joint solution integrates security data from the McAfee ePolicy Orchestrator platform (McAfee ePO) with business infrastructure and compliance data in the RSA Archer eGRC Platform and the RSA Archer Enterprise Management solution. By connecting this data, customers can better leverage business information together

with security data to gain a deeper understanding of risk and compliance issues.

“The McAfee and RSA solution provides greater visibility into the state of security and compliance across the enterprise infrastructure and enables a more comprehensive understanding of the business’ risk and compliance posture.” said Dave Anderson, Senior Director of Security Management at McAfee.

Container Data Center Ideal for Enterprises Delivering unique agility, flexibility of operations and faster return on investment opportunity, Huawei’s Container Data Center is presenting an ideal opportunity for enterprise customers to do more with less With more and more enterprise customers looking at increasing their operating efficiencies at multiple levels, concepts such as container data center are set to take center stage.

Speaking at the Data Center India 2011, International Conference in New Delhi, Navodit K Garg, Dy Director, Enterprise Solutions, Huawei Telecommunications said that container data center holds key to today’s enterprise quest of doing more with less.

“The concept of Container Data Center is quite unique and immensely beneficial for the enterprise customers. As part of this concept, an enterprise customer gets complete package of centralized refrigerating and power supply, environment security monitorin. ” Garg added.

Digilite DL-A55M Comes with AMD UVD 3.0 Digilite has introduced motherboard DL-A55M. DL-A55M supports FM1 socket and offers enhanced connectivity, entertainment capability and is also backed-up by high performance features and components.

Digilite DL-A55M is based on the AMD A55 (Hudsom D2) chipset with an advanced DirectX 11 graphics engine and AMD UVD 3.0 technology. UVD supports Blue-Ray and DD-DVD content, whilst offloading power and processor-intensive video decoding from the CPU to the graphics core. DL-A55M supports AMD the Llano APU processors with UMI technology, and supports Dual DDR3 1866MHz memory for better overall system performance.

AMD Radeon HD6xxx graphics, Dual Graphics and AMD Turbo Core 2.0 technology are also supported DL-A55M.

Gigabyte Z68 Mobo Wins Awards GIGABYTE Technology India’s Z68 Express Chipset enabled motherboards have been honored with multiple industry and technology review specialists’ awards and recommendations from across the world.

The top awards garnered by GIGABYTE Z68 motherboards include those received from Tom’s Hardware, a globally popular technology news and review site; APCMag.com, the online reader community of Australia-based APC Magazine, one of the world’s oldest and most respected Personal Computing publications; as well as from Indian technology media leaders, such as Chip; and Tech2.

ASUS Mobo for AMD AM3+ Platform ASUS unveils a diversified 9-Series motherboard lineup to support the 32nm AMD FX Series CPUs, which are the first processors featuring up to eight cores on a single chip. Also onboard are NVIDIA Quad-GPU SLI technology, providing more choice for users who wish to use a multiGPU system and the popular Dual Intelligent Processors 2 (DIP2) feature, which has been hailed by media as “the best power management technology” in motherboards today. Along with DIP2, ASUS has adopted DIGI+ VRM, UEFI BIOS and exclusive USB 3.0 Boost technology, providing users with the world’s first complete UAS Protocol Support to instantly boost USB drive speed by up to 170%.

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SNIPPETS

Xerox Provides Business Edge to SMEs Xerox India has unveiled a new range of entry level to mid segment A4 colour print devices in Bangalore. The devices are targeted to help small and medium businesses (SMBs) create professional-looking documents in house without busting budgets that deliver high-quality colour in a compact package. This new range of printers from Xerox comes in a small form factor and offering simplicity and dependability especially when office space is at a premium for individual users and small work teams.

Vipin Tuteja, Executive Director, Technology, channels & International Business, Xerox India said, “Economies and Businesses worldwide is in the process of consolidation and are rediscovering innovative products to do more with less. This is where these new devices fit in; they help reduce costs with extended capacity cartridges, their small size and light weight makes them easy to ship, relocate and manage in a small workspace with the benefit to workforce working remotely..”

The printers include models like 20PPM Xerox Phaser 3010, Phaser 3040, a 24PPM and printer, WorkCenter 3045, an MFP with 24PPM, Phaser 6000, Xerox Phaser 6010 print speeds of 10 and 12 PPM for colour, WorkCentre 6505 colour multifunction printer and Phaser 6500.

Supercomp Launches Mini Portable Speaker

HP WON’T SELL ITS PC DIVISION After completing its evaluation of strategic alternatives for its Personal Systems Group (PSG), HP has decided the unit will remain part of the company.

“HP objectively evaluated the strategic, financial and operational impact of spinning off PSG. It’s clear after our analysis that keeping PSG within HP is right for customers and partners, right for shareholders, and right for employees,” said Meg Whitman, HP president and chief executive officer. “HP is committed to PSG, and together we are stronger.”

The strategic review involved subject matter experts from across the businesses and functions. The data-driven evaluation revealed the depth of the integration that has occurred across key operations such as supply chain, IT and procurement. It also detailed the significant extent to which PSG contributes to HP’s solutions portfolio and overall brand value. Finally, it also showed that the cost to recreate these in a standalone company outweighed any benefits of separation.

The outcome of this exercise reaffirms HP’s model and the value for its customers and shareholders. PSG is a key component of HP’s strategy to deliver higher value, lasting relationships with consumers, small- and medium-sized businesses and enterprise customers. The HP board of directors is confident that PSG can drive profitable growth as part of the larger entity and accelerate solutions from other parts of HP’s business.

Supercomp has launched Mini Portable Speaker for notebook & netbook users. The company is extending the product ranges across all geographical territories of India.

The speaker MIMO has the unique look with excellent Hi-Fi sound quality. Mimo speaker has the USB power charging systems by which users can charge the speaker from his notebook and netbook.

So listening to the music while on move in a group is a fun today.

Just connect the speaker to the Notebooks or Netbooks and turn the environment a mini theatre.

Zebronics Wireless Mouse BLUE MO

HP World Store in Bangalore

Top Notch has unveiled its latest wireless Bluetooth mouse known as BLUE MO. BLUE MO sculpted design and soft grip enables browsing and navigation much easier. It functions smart sleep mode and an On/ Off switch with advanced 3.0 Optical technology that delivers laser-grade precision over the most challenging surfaces using less power to maximize the battery life. BLUE MO can be used continuously for long hours without any strain because of its good shape and textured smooth grips.

Optimized for web browsing, the 1600Dpi sensor and scroll wheel fits the best in style for gamers and common users for reviewing Google searches or other browsing tools with ease and comfort.

The Zebronics Wireless Mouse features an innovative wheel that packs more grooves per millimeter, giving you a smoother navigation experience. It makes scrolling through long Web pages faster and easier.

HP India has inaugurated its exclusive HP World store in Bangalore. This state-of-the-art store will showcase the entire portfolio of HP consumer products including laptops, desktops, All-in-Ones, printers and accessories, with special product demonstrations.

This HP World is located on 100 Feet Road, a prime retail destination in Bangalore. The HP World is an exclusive branded store which sells HP consumer Personal Systems Group’s and Imaging and Printing Group’s products.

The store delivers a top-class experience to the PC buyers offering product displays with specialist demonstrations and exciting seasonal offers.

The store will display HP’s strong product portfolio including the entire range of desktop PCs including Touchsmart, HP Omni, Compaq 1000 Domino, Compaq 3600 Series and HP Pavilion series. It is being launched in association with Keerthi Infosystems, a valued HP World Partner since 2009.

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VISUAL & IMAGING

Big-screen Cinema, Sports and Games All in the Comfort of Your Home

5 Years Warranty*

Newly Improved Full High-definition Performance with Dark Chip Technology

HC4000

Authorised Distributor:- Cinesonic Audio Visual Pvt.Ltd, 10/2, DLF Industrial Area, Shivaji Marg, New Delhi-15

Mitsubushi Electric India Pvt Ltd.

For Dealer Enquiry, Call Vipin Suri:- +91 8800373588; email: vipin@cavpl.com

2nd Floor,DLF Building No. 9B, DLF Cyber City Phase-III, Gurgaon - 122002, Haryana, India URL: www.mitsubishielectric.asia/india For Dealers Enquiry Please mail Hitesh.bhardwaj@asia.meap.com MITSUBISHI ELECTRIC INDIA PVT. LTD, Building No. 9B,2ND Floor, Cyber City, Phase -III , Gurgaon-122002; www.mitsubishielectric.in

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SME CHAT

LG

D.P. KIM GROUP MARKETING HEAD - B2B SALES, LG INDIA

“LG IS EMERGING AS A MAJOR PLAYER IN THE SMARTPHONE AREA” LG is one of the leading vendors for consumer electronics and ICT products in India. The company has various strategies to touch base with the customers. One of these go to market strategies is its B2B model. D.P. Kim, Group Marketing Head - B2B Sales, LG India, spoke to SME channels about its B2B and SME market strength. Excerpts.

What is the core focus of LG in India?

We are leader in consumer electronics and ICT products category in India and we want to continue this position. In addition, we have introduced B2B business and are going to invest in new business area. And our IT products range will be strengthened with coming of LG laptops.

From the market vertical perspective, we primarily focus on Education, Hospitality, BFSI, Transportation and Retail industries.

What about IT and telecom products?

In telecom, I think smartphone has huge demand.

So, definitely LG is emerging as a major player in the smartphone area. Laptop and PC market is very huge in India. This is also another area which we want to grow.

How LG India is doing Vis-a- Vis other countries including China?

In China, there are so many local brands so the competition is very high. As compared to China, in India, we have our own manufacturing and good sales network infrastructure. We have franchises for marketing and also a very huge network of logistics.

What advantages LG offers visà-vis the competition?

The advantage is manifold. We have our own R&D and product planning group here. They develop customized products looking at the Indian customers. Therefore our products are

different from that of the competition, which is the key differentiator to the completion. If we see other competition like Sony, they make common products all across geographies but LG India develops Indian consumers’ need based products whatsoever the products may be including TV, Refrigerator, and microwave, audio, etc.

How do you see Indian B2B market growth?

LG is building-up the business infrastructure for B2B segment. Three years back we had created B2B specific business unit within LG India.

From there we have started studies in Indian B2B market as to what is the difference in the market and what consumers wants. B2B means business to business interaction but who is using that solution? It is finally the people are using the solution.

So from the study, we have started to develop consumers need based B2B solutions.

Based on our display, IT and networking technology we have developed customized solutions including interactive TV for hotel industry, digital signages, security cams with video content analysis, etc. We have identified five verticals including education, hospitality, BFSI, Transportation and retail. These verticals growing fast and a lot of investment is also coming into these verticals. So we have brought in solutions for these verticals.

What about solutions for SME? We have been working with Indian SMEs since the end of 2009 as we had launched our

SMB business unit at that point of time. We have lots of solutions for SMEs. How LG is addressing SME market?

SME is very huge market and has a varity of verticals. As SMEs buying power is below the enterprise, we treat them like consumers. LG has very strong network in consumer channel. Through that, we make efforts to tap the SMEs. The strong point for us is that we have various ranges of products including TV, refrigerator, microwave, IT, Telephony, etc., whereas other IT companies who address SMEs but they are not able to fulfil the entire requirement of the SMEs. How about your security business?

Security is one of the potential and growing businesses for us. We have started this business in India in early 2010. Almost spending one and a half years, today we have reached at 20% market share. In security, there are a lot of vendors.

Despite that we have earned a respectful position. So we have a big growth from last year. We have also full range of products. We are in this business for more than 15 years in other countries. We have brought in many innovations, for example we offer video content analysis that offers features like, motion detection, intruder detection, object counting, object removal and tampering, etc. We also have our own technology XDI 2 (eXtreme Dynamic Image processor), which allows best resolution in dark environment with vivid colour. SME

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PARTNER CORNER

INNOVATIVE & PROVOCATIVE PROPOSAL CAN COMPEL THE CUSTOMERS

PAWAN KHURANA CEO OF QUANTM NET TECHNOLOGIES LTD.

You need to be very strategic, futuristic and nimble to be sustainable and grow in this market. Multi-level skill sets can only help you understand this growing market.

T

oday, the whole world is talking about IT growth in India. The PC penetration is becoming high. The broadband technology is reaching villages. Every house hold is aspiring to buy laptops. Storage technology is gaining mindshare of the consumers. The overall market view is quite rosy but those people who are enabling technology and helping the technology to reach out to the customers are not happy.

Today, margin on products have come down.

Their net profit has gone down to 2-3%. In this scenario, doing IT business does not seem to be sustainable. But there are some companies who are doing good business and setting examples of how to sustain and grow in the market. They are bringing innovations to their business and going ahead. Here is a company called QuantM Net Technologies Ltd., a tier-2 systems integrator based out of Gurgaon, which is able to show how to sustain and grow in the business. Although their core business is systems integration, but they are trying to find out newer ways to help the customers to grow.

Pawan Khurana, CEO of QuantM Net Technologies Ltd., says, “It is not about supplying IBM servers or storage, enterprise applications, VMware, etc. it is about helping the enterprises to grow in market in various ways and means. It is more about optimizing the infrastructure and helping customers reducing their cost. A customer who has already invested INR 4-5 crore in the IT infrastructure cannot look at investing again to refresh the products in next five years.

So he needs the ways and means to accommodate technology changes and offer competitive advantage at the same time to the customers. We are the master of that art. We are helping them in opti-

mizing their existing infrastructure than adding new resources. We offer them such provocative proposal that they do not say no to us.”

“Towards the end of the last year, we optimized the infrastructure of a customer by just adding two servers, a storage and virtualization software.

The whole cost of the operation was less than the annual spend on the maintenance of the system,” he added.

Pawan maintains, “We say to the customers, if you are spending INR one crore per annum on infrastructure, from tomorrow, we will reduce your spend to INR 70 lakh but you need to pay us INR 30 lakhs for setting up the infrastructure. So his budget does not get affected and at the same time his investment becomes 30% less. He sees value more than the existing operational standard.

It is like your car petrol costs you INR 6000 per month today. If we give you a kit which will cost you INR 5000 upfront, but your petrol expenses will remain within INR 2000 tomorrow. You will surely say yes! We are offering such provocative value proposition.”

This is what QuantM Net Technologies is doing to help the enterprise customers. Basically an enterprise SI, it does not do any PC business.

It has clocked a turnover of INR 108 core last year. Today, the company’s business composition is such that 70% of its business is coming from traditional systems integrations and the rest 30% is coming from enterprise value added business.

Infrastructure optimization is one of the future growth engines, so also SaaS and cloud. That is perhaps the reason the company has its own data centre. Other companies of its size and nature might not have data centre or NOC of their own.

Pawan adds, “We see our futuristic solution business find good acceptance in the market – at

least from the forward looking clients. We have senior persons in our management and when they say something people listen to them.”

Since the company has its own datacenter, they have expanded their operation from CAPEX model to OPEX model. The objective of the company is to give customers solutions by not hurting their cash flow. One won’t find too many SIs of QuantM’s size which take strategic outsourcing contracts.

Pawan says, “We take small customers who even require one server and 25-30 clients. We invest on our customers very early which helps us in building loyalty. Second reason of focusing on small customers is that the profitability is high compared to the large customers. Large customers will give you brand name.”

Since the company is not into PC business, its turnover is not very high so also the head count but its bottom line is very strong. As per Pawan, SIs of QuantM level might be doing much more turnover but 70%-80% out of that must be from PC business. They do not touch this business because they want to stay healthy. Strength of QuantM is that the company is very strong in ERP and CRM integration. As their engagement with the application vendor is very high, they are able to deliver practical and cost effective solution.

From geographic perspective, QuantM is able to service customers in all the regions.

Finally…

It is a volatile market. The small companies might succeed and established companies might tumble.

It is advised to do a business which is within your control and focus. That is what QuantM is doing.

Ideologically, they do not treat small companies as small, rather as growing companies. Here lies the growth mantra of QuanM.

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GUEST TALK

STAYING RELEVANT WITH EMERGING TECHNOLOGY TRENDS

WHY IS IT IMPORTANT FOR PARTNERS? A channel partner who is often the first point of contact for guidance on technology adoption needs to be updated on all the latest solutions available in the market.

AJAY GOEL Managing Director, India & SAARC, Symantec

BRIEF PROFILE Mr. Goel is responsible for driving the company’s business strategy development and sales operations in the Indian market. He brings over 25 years’ engineering and sales leadership experience with some of the world’s leading multinationals, including Cisco Systems, Sun Microsystems and Asea Brown Boveri. At Cisco Systems Goel was the senior vice president for the Industry Business, Strategy and Operations for India and SAARC, and also led Cisco’s Industry Business Council. At Sun Microsystems he was country director for India Business Operations. Mr. Goel holds a Bachelor of Engineering degree in Electronics and Telecommunications Engineering, and is an alumnus of Stanford Graduate School of Business.

TECHNOLOGY DRIVES business today. The pace at which emerging technologies are vying for the attention of organizations is very dynamic. Advanced technology is no longer exclusive to large enterprises alone and is now within reach of small and medium businesses as well. In this context, a channel partner who is often the first point of contact for guidance on technology adoption needs to be updated on all the latest solutions available in the market.

They are expected to be aware, updated and tuned into market trends to be competitive, as well as to be trusted advisors to customers. Emerging trends like virtualization, cloud etc. is continuously attracting customer attention, making them turn to their channel partner for information. They also expect them to be aware of what will suit their particular need and how to go about implementing the same. It is now imperative for channel partners to consider increasing their knowledge and awareness as its directly related to new business opportunities and better customer satisfaction.

According to the Symantec 2011 Virtualization and Evolution to the Cloud Survey, about 57 per cent Indian firms have adopted server virtualization as against 45 per cent globally, while one-third of the 200 Indian firms surveyed, are discussing or are at a planning stage for private and hybrid cloud deployments.

Thus, as awareness about these technologies increase, their viability and cost effectiveness will be crucial factors contributing to their adoption. The growing awareness however does not answer the doubts and suspicions they will have prior to adopting the technologies. Customers who are considering adopting cloud and virtualization require expert advice on its deployment and will look up to partners for technical advice and support.

Enterprises are also now looking at social media platforms for business networking purposes as they increasingly recognize its huge potential and virtually cost free usage. According to the findings of Symantec’s Enterprise Security Survey, 2010, official use of consumer technology such as social networking,

instant messaging and blogs has become prevalent in Indian enterprises. However, enterprises are not adequately protected. The study reveals that 82 percent of Indian enterprises use Facebook, while 54 percent officially use web-based consumer email and 62 percent use blogs. Additionally, 46 percent of Indian enterprises use micro blogging tools, 69 percent use Google Talk and 61 percent use Yahoo Messenger.

The widespread usage of these platforms serves as an attraction to cyber criminals who are always on the lookout to exploit any vulnerability they find in user’s networks.

This means there is a need to protect and archive all this information for future reference. Relevant data protection technologies like archiving and eDiscovery become relevant here.

In this scenario, as enterprises seek information and clarity on these emerging technology trends, the channel partner needs to be equipped, and trained to be an expert.

In case, the customers do not get the answers they are looking for, they will consider shifting loyalties to someone who can help them.

Partners play a very important role throughout the sales cycle of acquisition, installation, setup, maintenance & also customization where necessary.

Thus, it’s very important that they are updated on new technology trends so, when their customers approach them with their specific and unique needs, they are in a position to address them adequately. In terms of increasing their business potential, with newer technologies being adopted, they will have additional business avenues.

Channel partners are responsible for ensuring that there is trust between the vendors and the end customer. They also need to be a role model towards building bridges in making the customer familiar with the latest technology solutions being provided by the vendors. Specializing in new technologies will help them stay relevant to the market demands. This goes a long way in building customer relationships, as well as increasing business opportunity.

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COVER STORY

UTM MARKET

UTM EMBARKED ON A

STEADY GROWTH The UTM market is making steady progress in the Indian market as its appeal increases among enterprises of all sizes and across verticals.

BY SANJAY MOHAPATRA sanjay@smechannels.com

S

ecuring enterprise systems is a top priority, especially in a connected world. A fundamental truth for organizations worldwide is that protecting their mission-critical applications, sensitive electronic data, and underlying computing infrastructure is a challenging and never-ending task—a grim scenario wherein IT and security personnel will always have their hands full.

With increasing connectivity, a company’s vulnerability and risk of security compromises increase manifold. More significantly, a shift in hackers’ motivation and the growth in corporate espionage have increased the security threat to enterprises. Therefore, it is not only large enterprises but even the SMBs that is scurrying for cover with robust security products.

Earlier security deployments meant point solutions for a variety of requirements such as firewalls, intrusion detection systems, VPNs, anti-spam gateways, etc. However monitoring, managing and scaling them as the enterprise grows becomes a huge challenge for the technology department. Over the years, vendors have started clubbing their offerings in order to differentiate their products and also to make it easy

for deployment and maintenance. Gradually such deployments became more common, and the term Unified Threat Management (UTM) became mainstream when analyst firm IDC used it in a 2005 publication on threat management.

The term has since been used to refer to unified, multi-use security threat management devices. It helps enterprises reduce the number of vendors, manage the ugrade cycle of different products and simplifies trouble shooting. According to IDC, a UTM typically comprises a firewall, antivirus and intrusion prevention and detection.

With increasing proliferation of connectivity, the threats and complexities in security management have grown tremendously. The scope and expanse of UTM offerings have also kept pace by providing very high-end and sophisticated capabilities. This eliminates the need for systems administrators to maintain multiple security programs over time.

Therefore sophisticated versions of UTMs can offer much more with capabilities that can manage URL filtering, spam blocking, spyware protection, content management, data leakage protection.

Often these devices offer centralized monitoring and management of security deployments across locations and incident logging. These multifunction security products provide many benefits

for customers, which combined with new features, have spurred market growth. There is also a trend for service providers to offer UTM-as-a-service from their datacenters, but it is still early.

“Security consolidation via UTMs represents not just a better security and convenience but also opportunities—an opportunity to reduce network traffic, an opportunity to ease integration of VoIP and Web 2.0 applications, and an opportunity to boost IT productivity,” says Shubhomoy Biswas, Country Director – India & SAARC, SonicWALL.

The Market in India The UTM market for appliances in 2009 stood at $42.25 million and is poised to keep growing at a steady CAGR of 35-40% over the next 3-4 years.

The market is slated to cross $100 million by 2012.

According to a report by research firm IDC in October 2008, UTM products, which passed the $1 billion mark in market size in 2007, will make up 33.6 percent of the total network security market by 2012.

IDC has identified the UTM market segment as the fastest growing segment of the broader network security market globally, and expects UTM to represent approximately 30 percent of

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UTM MARKET

COVER STORY

THE UTM MARKET IS SLATED TO CROSS $100 MILLION BY 2012 AND IS EXPECTED TO GROW 35% OVER NEXT TWO YEARS.

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COVER STORY

UTM MARKET

“BY PROVIDING TIGHT INTEGRATION AT THE SOFTWARE AND HARDWARE LEVELS, UTM APPLIANCES DELIVER COMPLETE COVERAGE OF THREATS AND IMPROVED SCALABILITY.” VISHAK RAMAN, REGIONAL DIRECTOR, INDIA AND SAARC, FORTINET the network security appliance market by 2014.

The demand for UTM is also growing rapidly in India. Increased management bottlenecks, integration complexity and the excess workload due to the sheer number of systems and applications that an IT organization needs to manage are forcing organizations to adopt UTM solutions in a big way. These solutions deliver higher ROI, automate operational requirements and enable organizations to deliver faster security response with ease.

Traditionally the SMB sector has shown more inclination to adopt UTM as it offers a costeffective solution to multiple security concerns.

Since IT manpower is expensive for SMBs, having a single point of deployment for security devices makes day-to-day management convenient.

These devices are simple and easy to use and require little or no technical expertise, all of which make it appealing to the SMBs. In contrast, UTM uptake in large enterprises has been slow for a variety of reasons. First, large enterprises already have existing deployments and it does not make sense to throw out these investments. Second, large enterprises are concerned about the single point of failure that could potentially cripple the enterprises’ security capabilities.

Third, there were concerns about upgradability and scalability. However in recent times, much of these fears have been allayed with increasing maturity and sophistication in the offerings.

Increasingly, larger enterprises are now also adopting UTMs because they have begun to appreciate the benefits of lower expenditure and easier centralised administration. Large enterprises are typically using UTMs to centrally secure branch and remote offices, or alongside their existing gateway firewall for the additional UTM functionality. A single UTM appliance makes it easy to manage a company’s security strategy, with just one device to worry about, one source of support and a single way to maintain every aspect of the security solution. The UTM can prove to be a more effective solution as its strength lies in the bundle of solutions which are integrated and

designed to work together. Also from one single centralized console, all the security solutions can be monitored and configured. Thus it tweaks the solutions to perfection. UTMs have also become popular as the main gateway security appliance for all functions.

UTM solutions has emerged out of the need to stem the increasing number of attacks on corporate information systems via hacking/cracking, viruses, worms—mostly an outcome of blended threats and insider threats.

Because the threat landscape is continuously evolving, UTM technologies have to simultaneously keep up by providing newer features,

“SECURITY CONSOLIDATION VIA UTMS REPRESENTS NOT JUST A BETTER SECURITY AND CONVENIENCE BUT ALSO OPPORTUNITIES” SHUBHOMOY BISWAS, COUNTRY DIRECTOR – INDIA & SAARC, SONICWALL

on-demand performance and a more intelligent architecture. “Across organizations of all sizes, corporate IT departments are fuelling the demand for the next generation of appliances which can deliver performance, scalability and low latency across UTM platforms built with specialized hardware”, Hemal Patel, CEO, Elitecore Technologies.

“The main advantages of UTM solutions are comprehensive protection and streamlined installation and management for lower TCO. So, not only are they a cost-effective purchase, but day-today network running costs are also considerably lower than other solutions. Point solutions are no longer sufficient to protect the enterprise from blended attacks. Therefore, organizations need a unified approach that protects their networks and business users from blended attacks and technology misuse, while decreasing their operating costs,” Ashish Dhawan, Country Lead, Enterprise Business, Juniper Networks.

Another visible benefit that large enterprises have begun to appreciate in UTMs is that it allows them to scale security deployment across locations quickly and easily, which is not possible with point solutions. This provides greater control and over branch and remote office security, easier and improved overall company security, reduced support costs in areas such as patch updating, and reduced data centre costs.

The overall concern about environment and corporate efforts towards having a green office is another factor that has contributed to the momentum in large enterprises. Since UTMs integrate several security functions into one single appliance, it helps to save space as well as reduce overall server deployments. A single UTM device can replace several appliances which in turn, consumes less power and requires less air conditioning.

“It is a mature technology that is being used in millions of small and large businesses. The core value proposition still is easy-to-use integrated firewall, VPN, and content filtering techniques.

However, with new innovations coming in, the core value has got enhanced much beyond,” says Sunil Sapra of Astaro, Regional Director, India & South Asia at Astaro, a Sophos Company.

Businesses in India need to make the most of the Internet bandwidth that is available to them.

With UTM, Internet applications can be filtered and prioritized, making more bandwidth available for business use. “Also, with threats multiplying by the day and becoming more sophisticated, a UTM can be the company’s first defense”, explains Sapra.

Market Drivers The scope of the network security market in India is becoming wider because security threats are getting more serious. Despite the prevalence of

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Ensure Security, Connectivity, Productivity in your customer's network with Cyberoam UTM! As technologies evolve with VPN, video conferencing, Cloud, collaboration techniques, and more, your customer's organizations needs a security solution that not only ensures security but also promotes connectivity and productivity to put organizations in the right path of business growth. Cyberoam Unified Threat Management appliances integrate multiple features on a single appliance, offering policy controls over the features that help organizations achieve an intelligent balance of SECURITY, CONNECTIVITY and PRODUCTIVITY. To know more on the Security, Connectivity and Productivity principle of Cyberoam, please visit, www.cyberoam.com

Unified Threat Management (UTM) Features :

Firewall VPN Intrusion Prevention System Anti-Virus & Anti-Spyware Anti-Spam Outbound Spam Protection Web Filtering Bandwidth Management

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For more information contact: Delhi - Abhishek Moitra - 9971706668

Gujarat & MP - Anupam Chakraborty - 9925011328

Rest of North - Rajendra Mohanty - 9871151116

East India - Pujan Sen - 8017628807

Mumbai - Isaq Patel - 9833104035

Karnataka - Prasanna Kumar - 9880345671

Rest of Maharashtra - Rohan Bichpuriya - 9764548188

AP - Anand Ragavendra - 9701483312

R

TN & Kerala - Saravanan Pillai - 9884622300

Elitecore Product

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Š Copyright 2011 Elitecore Technologies Limited. All Rights Reserved.

sales@cyberoam.com | www.cyberoam.com

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dangerous threats, both small and large companies lack the resources to effectively handle security issues on their own, consequently, the demand for integrated security solutions are rising. According to Frost & Sullivan, the concept of UTM is witnessing growing appeal primarily due to two factors: reduced total cost of ownership (TCO) and reduced complexity. The network security market in India in Q2 2011 was worth US$51.8 million, says Frost & Sullivan. According to IDC, total security appliance market size in India for the same period was US$39.25 million, and UTM market size was US$14.94 million. Irrespective of the exact size of the UTM, the momentum in India is very evident.

Businesses of all sizes are trying to replace legacy or outdated point security solutions such as anti-malware gateways, routers and firewalls with UTM solutions. The reasons for this are the possibility to have one single source of support, one device to worry about and truly unified controls in every security aspect of the organization.

Other important market drivers for UTM growth include a desire to have more flexibility in network security and increased need for security in DHCP and Wi-Fi environments.

UTM devices are no longer being used by just SMBs. They have begun to penetrate large enterprises as well. For larger enterprises the value proposition of UTMs are not just lower cost but also clutter-free and easier management.

The demand for UTM across enterprise size is rapidly growing in India. UTM appliances can meet the needs of organizations of any size, since their security features can be turned on as desired. Also, vendors have started offering a wide range of UTM appliances that can scale to the specific performance requirements of the entire organization—from its data center to the remote offices— while offering centralized management and monitoring for the global solution.

“SMB customers were the primary target for UTM offerings initially. Over time the throughput and features of UTM offerings expanded considerably making it a viable choice for enterprise customers as well. Simple deployment and manageability further made UTM a favorite option for many business,” says S Sriram, CEO of iValue Infosystems.

“Mid to large enterprise customers want to work with fewer technology vendors and even fewer platforms. There is an increasing need to secure both wired and wireless networks within one single WLAN. Emerging preference to offer cloud based public and private applications is also driving the demand for UTM products,” says Ravishankar, CEO, Nevales Networks Pvt. Ltd. Another salient feature of UTM appliances that has helped increase its appeal is that it provides best-of-the-breed security technology that can handle the increasingly complex regulatory environment across the world. Regulatory compliances like HIPAA, GLBA, PCI-DSS, FISMA, CIPA, SOX, NERC, FFIEC require access controls and auditing. Present day UTMs can also provide identity-based security give visibility into user activity while enabling policy creation based on the user identity, and hence meeting regulatory compliances.

Identity-based UTMs deliver identity-based reports on individual users in the network.

This offers short audit and reporting cycles and facilitates the meeting of regulatory compliance requirements in enterprises. This is especially helpful for enterprises with remote networks or distantly located offices, since UTM is the only means by which to provide centralized security with complete control over distributed networks. Enterprises thus get complete protection at branch offices 24x7 against security attacks, despite the lack of technical resources at these locations.

“THE ADVANTAGES OF UTM ARE COMPREHENSIVE PROTECTION AND STREAMLINED INSTALLATION AND MANAGEMENT FOR LOWER TCO. SO, NOT ONLY ARE THEY A COST-EFFECTIVE PURCHASE, BUT DAY-TODAY NETWORK RUNNING COSTS ARE ALSO LOWER.” ASHISH DHAWAN, COUNTRY LEAD, ENTERPRISE BUSINESS, JUNIPER NETWORKS

“ACROSS ORGANIZATIONS OF ALL SIZES, CORPORATE IT DEPARTMENTS ARE FUELLING THE DEMAND FOR THE NEXT GENERATION OF APPLIANCES WHICH CAN DELIVER PERFORMANCE, SCALABILITY AND LOW LATENCY ACROSS UTM PLATFORMS.” HEMAL PATEL, CEO ELITECORE TECHNOLOGIES In this context, UTMs represent all-in-one security appliances that carry a variety of security capabilities including firewall, VPN, gateway antivirus, gateway anti-spam, intrusion prevention, content filtering, bandwidth management, application control and centralized reporting as basic features. The UTM is thus, a highly integrated quiver of security solutions, working in tandem that systematically provides network security to organizations. As there is a customized OS holding all these security features at one place, they tend to work in unison, providing a very high throughput.

Vertical Penetration UTM is deployed in all sectors: education, industrial, financial, government and defence. Generally UTM is part of the IT infrastructure, and not geared towards a specific industry. In India UTM appliances are equally popular in large distributed enterprises in data centers, IT/ITES, telcos (both MSSP’s in the cloud offering). The government sector has also adopted UTM in the high-end

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“THE CORE VALUE PROPOSITION STILL IS EASY-TOUSE INTEGRATED FIREWALL, VPN, AND CONTENT FILTERING TECHNIQUES. HOWEVER, WITH NEW INNOVATIONS COMING IN, THE CORE VALUE HAS GOT ENHANCED MUCH BEYOND.” SUNIL SAPRA, OF ASTARO, REGIONAL DIRECTOR, INDIA & SOUTH ASIA AT ASTARO space, contrary to the perception that UTM is primarily suited for the needs of the SMB sector. In the mid market there is good adoption in manufacturing and the education sector. In the retail sector, the UTM adoption momentum is driven by 3G adoption in the SMB and mid market.

“UTM appliances are being deployed widely by large companies in the banking and finance verticals. In addition IT/ITeS, government and manu-

“OVER TIME THE THROUGHPUT AND FEATURES OF UTM OFFERINGS EXPANDED CONSIDERABLY MAKING IT A VIABLE CHOICE FOR ENTERPRISE CUSTOMERS.” S SRIRAM, CEO OF IVALUE INFOSYSTEMS

facturing concerns are also taking to UTM in a big way. This large-scale adoption is largely due to the advantages that UTM has over standalone security appliances and software-based security solutions,” says Ashish Dhawan of Juniper Networks.

“We are seeing both SMBs and large organisations adopting UTM. What organizations need is a better way to comprehensively gain visibility, set and enforce policies, and identify and prevent threats. In this regard, taking advantage of UTM products is an appropriate and powerful step in the right direction,” adds Dhawan.

UTM appliances work well in distributed networks such as retail organizations. “Ideally, UTM appliances are not suited for main data centers and should not be used as the primary Internet firewall for large organizations. UTM appliances functions best in small office and remote office environments,” says Rishi Samadhia, Vice President, Operations, ZyXEL. Many players are entering the UTM market in India as it is estimated to grow quite rapidly in the next few years. “In India the market is growing because of its strong presence in SMBs. India is the country of SMBs and cost is the major issue in this market. As SMBs in India are increasingly becoming aware of the importance of IT security, they have emerged as one of the biggest growth drivers of IT security, particularly the UTM market,” says Rishi of ZyXEL. Integrated security appliances are witnessing high penetration in tier-2 and tier-3 cities. The lack of skilled manpower in these cities makes deployment of UTMs a simpler choice due to the integrated nature of these devices.

Cyberoam is big in the retail sector in India and has its foothold in the BFSI, education and government sector. The company is now keen to explore different business model like MSSPs. “There is a huge demand for UTMs from government, BFSI, large IT houses, manufacturing conglomerates. ITeS, education, and healthcare

are other demand centers for UTM. Even the banks and service providers consider UTMs as the right solutions to be deployed at their branch offices,” says Biswas of SonicWALL.

Market Dynamics There are many players in the UTM market with the major players globally being Cisco, Fortinet, IBM, Juniper, Sonicwall, WatchGuard and Cyberoam. In India players like Cyberoam, Watchguard, SonicWall and Astaro are very actively building their presence and quickly establishing their leadership in the UTM market.

According to IDC data estimates, Cyberoam is currently positioned number two in the Indian UTM market with an overall market share of 18.5%. Cyberoam’s UTM business in India comprises approximately 45% of its overall business, with the remaining business driven by international operations. The company is doing good business in all verticals with strong presence in education, where it is the market leader, government and defence, PSUs, manufacturing and IT. Cyberoam is aggressively formulating a team to develop enterprise products and related marketing plan which will gain steam in 2012 - 2013.

Cyberoam works closely with its partners to gain their trust and provide greater value through the alliance. Cyberoam believes enabling its worldwide community of more than 5000 partners, all of which share the same passion for network security technologies.

Cisco has customized solutions across all the major verticals such as BFSI, ITeS, emerging enterprise, public sector etc. We have aligned our resources based on domain expertise across all these verticals who can help address specific business problems.

Bipin Kumar Amin, Principle Consultant, Borderless Networks – Security, Cisco, says, “Security is surely not an off-the shelf product which you can buy. Taking an end-to-end security approach helps information security managers build reasonable confidence on their security strategy and deployments. This is an opportunity for partners as they get access to an end-to-end security solution portfolio with Cisco, which addresses the needs of an SMB customer, a large enterprise, or a service provider network.”

Most next-generation UTM appliances are being built on an extensible platform which can organically grow with future security needs of an organization. The UTM solution thereby rapidly adapts itself to mitigate newly-evolving threats from sources such as Web 2.0, VoIP, streaming media, IM, P2P etc. without degrading system performance. Cyberoam UTM appliances also offer visibility into encrypted SSL traffic, prevents

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“EMERGING PREFERENCE TO OFFER CLOUD BASED PUBLIC AND PRIVATE APPLICATIONS ARE ALSO DRIVING THE DEMAND FOR UTM PRODUCTS.” RAVISHANKAR, CEO, NEVALES NETWORKS PVT. LTD.

unauthorized file upload and download over HTTPS while blocking unauthorized, malicious and illegal HTTPS websites.

Fortinet, the global leader and UTM pioneer, says that India is one of its largest and fastest growing markets and that it will continue to invest heavily and grow its business here. Fortinet has evolved its original innovation multiple levels to protect not just the network layer but application layer as well. Fortinet offers unified threat management and specialized security solutions that block sophisticated threats. UTM appliances can also be extended as wireless LAN controllers, and support two-factor authentication tokens, endpoint security client software, WAN acceleration, DLP and virtualization.

“By providing tight integration at the software and hardware levels, UTM appliances deliver complete coverage of threats and improved scalability. Fortinet uses its UTM technology to deliver complete content protection, going beyond simply identifying applications and allowing or denying the traffic to providing application control coupled with identity-based policy enforcement of all content,” says Vishak Raman, Regional Director, India and SAARC, Fortinet.

“We are rapidly approaching the advent of the fourth generation security platform. These are appliances that can perform all the classic UTM security functions but which are also excellent network device at Layers 2 and 3,” adds Raman.

By evolving beyond pure security functionality to encompass routing and switching, fourth generation network security platforms will make an important impact on the networking industry.

Its products and subscription services provide broad, integrated and high-performance protection against dynamic security threats while simplifying the IT security infrastructure. Its customers include enterprises, service providers and government entities worldwide, including the majority of the 2010 Fortune Global 100. Fortinet is very strong in the telecom sector and datacenter market segments due to its high performance virtualization capability.

UTM is thought of as more as a perimeter security phenomenon. However Fortinet has an expansive offering solution and is leading the way to offer innovative solutions from wireless LAN controllers, integration with endpoint security client software, built-in modules for application control, WAN acceleration, DLP and virtualization.

Such offerings presents its partners with opportunities to position itself as solutions partners— from a UTM box supplier to a solution architect.

Fortinet’s partners can hence position themselves as end-to-end solution partners and earn high margins. Its partners serve high end customers in the BFSI and telecom sector and also get exposure to leading technologies such as web application firewall, and database security. Fortinet also offers special training programs on strategic solutions beyond UTM’s and runs joint promotion with partners for integrating these solutions with UTMs. ZyXEL has been in India for more than 10 years and it has also been selling its UTM product series. The company believes that the SMB sector offers huge potential for the product category in India. However, the company offers security solu-

tions for Indian enterprises across all verticals.

ZyXEL’s UTM product ZyWALL has huge potential to capture considerable marketshare in India. Though the company has been targeting the Indian telecom sector, it has now shifted its focus to verticals. ZyXEL has competitors in the UTM market like Watchguard, Sonicwall, NetasQ and Fortinet, but the company is confident of tapping the Indian SMB sector through its pricing policy and wide range of product offerings.

However the most significant differentiator is its product ZyWALL, which has eight security features together in a box. The ZyWALL UTM series has no throughput issues, and it makes the performance 20 times faster even with all eight security features enabled.

The company’s partners are excited as the security market itself is experiencing huge growth.

There is also increased interest and awareness in ZyXel’s products from other partners. The company works closely with its partners and equips them with regular trainings and sales leads. In the post sales scenario, ZyXEL provides training to both its customers and partners for smooth operations.

Juniper’s strategy in India is to focus on key verticals such as finance and banking companies, IT and ITES, government and manufacturing. Juniper targets the large enterprises with its SRX range which comprises a complete range UTM capabilities.

Juniper is also targeting the lower end of the market with the lower end SRX series, targeted at SMBs. Juniper’s strong channel infrastructure and vast trained manpower are the cornerstone of its strategy in this segment. Juniper is a dominant force in the UTM market in India with its SRX range of products growing at almost 120% per annum.

Juniper was among the early players to offer deliver large-scale, application policy enforce-

“IDEALLY, UTM APPLIANCES ARE NOT SUITED FOR MAIN DATA CENTERS AND SHOULD NOT BE USED AS THE PRIMARY INTERNET FIREWALL FOR LARGE ORGANIZATIONS. UTM APPLIANCES FUNCTIONS BEST IN SMALL OFFICE AND REMOTE OFFICE ENVIRONMENTS.” RISHI SAMADHIA, VICE PRESIDENT, OPERATIONS, ZYXEL

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ment. It further expanded its capabilities for the SRX series with the new AppTrack software.

Building on Juniper’s recently announced AppSecure suite of applications, AppTrack software provides tight services integration that enables application-level visibility and improved data flows and adds application identification information to the IPS session log. Juniper AppTrack is part of the AppSecure suite of applications, which provides business logic denial-of-services prevention for the the SRX series.

Astaro is a relatively new entrant in the Indian network security market. The company is still relatively small and is poised for much higher growth than other vendors. In the last two years, the company has already built a foundation for explosive growth in its UTM business. However, India revenue still represents a small percentage of its worldwide business, but it is now growing rapidly.

“Most of our partners have chosen our product line for its capabilities and ease-of-use. Since we are relatively a late entrant in India market, our partners typically used some other network security product before, and now use Astaro to realize a broad variety of networking and security projects. The margins our partners make, positions our products as second to none,” says Sunil Sapra of Astaro. Astaro solutions are sold more on the basis of value than price, enabling partners to package their services well with the solutions.

A service-led approach builds customer relationship and improves the margins. Aastaro has a solid line up of products with Sophos next gen UTMs. Cisco looks at the market and customer requirements from a holistic perspective and offers an End-to-End Self Defending Approach and Integrated Security. As per Bipin Phase I UTM is defined by consolidation: The initial intent of UTM is the consolidation of multiple security-related technologies into one system.

Initially, UTM solutions were integrated Firewalls with Intrusion Detection/Intrusion Prevention Systems (IDS/IPS). Now, most UTM solutions also include Anti-X (SPAM and malware) and VPN functionality. UTM continues to evolve with expanding functionality.

Nevales Networks offers small and medium a secure environment to conduct their business on a ‘pay-as-you-use’ model. Nevales’ platform is delivered over the Internet with free 24x7 support and is free from licensing, scalability and maintenance hassles, thereby providing the best value for money and allowing SMBs to focus on their core businesses.

Nevales’s security-as-a-service’ offering bundles everything into a single subscription fee, including comprehensive security features,

“TAKING AN END-TO-END SECURITY APPROACH HELPS INFORMATION SECURITY MANAGERS BUILD REASONABLE CONFIDENCE ON THEIR SECURITY STRATEGY AND DEPLOYMENTS.” BIPIN KUMAR AMIN, PRINCIPLE CONSULTANT, BORDERLESS NETWORKS, SECRITY, CISCO, automatic updates, patches, and 24x7 technical support, thus enabling organizations to eliminate upfront costs, providing a predictable cost structure, ensuring quality of service, and the freedom to re-evaluate the solution decision at any time.

Nevales Networks closely works with its partners through regular distribution meets and promotions in key channel media. “We support our partners with regular training and product updates to help them reach out to their customers better,” says Ravishankar.

Dominique MEURISSE - Executive Vice Presiden, NETASQ, says, “Everyone is looking for an integrated security solution to reduce maintenance costs and have a more comprehensive control over their network security. We foresee a phenomenal growth in this sector. We at NetASQ have UTM products from SOHO to enterprise class networks¡”

The Future Landscape The future UTM solutions are likely to include one-stop solutions with features such as firewall, VPN, anti-virus, anti-spam, IDS and IPS, content filtering, bandwidth management, multiple load balancing and gateway failover.

More and more enterprises will look for easier management with plug and play kind of capabilities. As more enterprises look to simplify infrastructure management, they will look for allin-one security appliances to ease their management burden.

UTM solutions will be an integrated offering and will be able to handle blended threats. UTM solutions has emerged out of the need to stem the increasing number of attacks on corporate information systems via hacking/cracking, viruses, worms—mostly an outcome of blended threats and insider threats. Therefore future demand for UTM solutions will be for blended capabilities to thwart such threats. Such offerings will enable

customers to have higher return on investment and lower total cost of ownership.

Integrated security appliances are witnessing high penetration in tier-2 and tier-3 cities. Future demand from these markets will be strong and these markets will lead market growth. The lack of skilled manpower in these cities makes deployment of UTMs a simpler choice due to the integrated nature of these devices.

In conclusion, the UTM market is on the growth track and the demand for UTM products will increase from all sizes of enterprises. This is because the security threats are increasingly getting complex and the IT department is looking for simpler management processes so that they are able to focus on innovation. At the same time, as enterprises cope with business growth they will be increasingly looking for simpler and easy to roll out solutions, which is an advantage with UTM solutions as they are easy to deploy. There is increasing awareness and understanding in the market about the benefits of UTM markets in metros and smaller cities. There is likely to be balanced growth from all these market segments with the SMBs demonstrating the strongest appetite for UTM products.

However, Asheesh Pandia, Sr. Brand Management, Communications & PR Professional, maintains, “The evolution of original firewall is what came up as UTM in early 2000s followed by XTM (eXtensible Threat Management) - as the threats kept on becoming more dynamic, stealthy and pervasive. Today it is not just the threat part that is being addressed by XTM but also greater networking and management capabilities. The market in India for UTM and XTM seems very promising despite the issue of sustainable differentiation amongst the various competitors. The list of players has been ever expanding and of course analysts have positioned the key vendors appropriately including Fortinet, WatchGuard, SonicWall, Cyberoam, Quick Heal and GajShield others.”

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PARTNER CORNER

TALLY IS A MIRACLE WHICH HAS HAPPENED ON EARTH Directors of Suyog System & Software Private Limited, Lucknow and Kanpur (from Left to Right) M/s. Preet Kalsi, Mukesh Khanna, Mukesh Singh, Yogendra Gulati

“Tally is our lifeline. We want to go global with Tally” YOGENDRA GULATI, ONE OF THE SENIOR DIRECTORS OF SUYOG ADDS

T

he company’s logo says Everlasting togetherness. The purpose of the company is to increase the Socio-Economic value of the customers by reducing their cost of operations, increasing their efficiency by providing effective solutions and services. The strategy is to succeed with the customers, share with partners and enjoy with people. Of course, the vision is to be a global IT consultant and a solution provider.

The company started with computer accounting services. Tally was being used for providing accounting solution.

“There was a shift which we were experiencing in the market that people were willing to have the accounting done in their own premises and they were also willing to invest in IT. So we thought it was the right time since we already had a set of good customers and we are into the same business and why not take up the dealership of this product. And since we were using Tally and we were in love with it at that point of time only. So we thought that why not we take up this opportunity and start selling the solution in the market. That is how we started” says Mukesh Khanna.

Apart from selling packages of Tally, the company entered into solutions selling to some verticals. The solution offering was a concept taken up after one of the other directors Mukesh Singh started heading the TDL Development team.

He got trained on the Tally’s TDL platform. The first breakthrough came in when Suyog got an order from an automobile dealer who wanted a cutomised solution. Similarly the company got

another order from a customer in the education sector who wanted a customised solution.

Micro Vertical Solutions “When we did these two customisations, we found that the requirements were quite generic in these fields, so we thought why not give shape to these solutions so as to generalise this and sell as a product” enthuses Mukesh Khanna talking about how Suyog came across the Micro Vertical Solutions.

“Once Tally is bundled along with these solutions, there is no major change needed to be carried out in order to make this fit for another customer. So, we started looking at it from that perspective. To have a focused approach to Micro Verticals Solution business, Preet Kalsi, one of the Directors, is looking after the sales of these solutions” It was not as easy as it sounded. The team did a lot of homework, then incorporated the changes, tried to smoothen the solution to see whether these can be sold as plug and play type of solution. The school module is one of the most successful models from Suyog System. The automobile dealership is the second one. Here the solution can take care of both showroom as well as service center.

Mukesh relates “Then we have a module for hospitals, which is a very nicely done module. It takes care of all the commercial activities of a hospital right from the registration of patient to the all the services given to the patient, till the patient is discharged. Everything including clinical history is covered. And one module which is getting pop-

ular which is made for engineering colleges and MBA colleges. It is capable of handling the entire purchase process, fee management structure, various kinds of fees which each college has, transport fees, library fee etc., all are taken care.”

Some of the successful Micro Verticals solutions are UPTEC Computer Consultancy Limited, Delhi Public School, Saraswati Institute of Technology, Bhabha Engineering College, KTL Limited.

A Complex ‘Success’ Story The most complex solution is executed at a Hong Kong based company -Krishna International and one among the largest mobile phone distributors across the globe. The turnover is 1.2 bn US$.

The operation is spread among 16 countries. HO in Hong Kong manages the finance. The entire inventory is managed from the company’s Dubai office. The 16 SBUs have different currencies.

Team from Suyog mapped all the critical operations in Tally including statutory obligations and payroll related norms of all those countries.

All the Units are using Tally. The consolidation in US$ happens at Hong Kong again by Tally. The communication time has reduced. The inventory levels have come down drastically. The customs documentation is prepared using Tally.

The forecasting is carried out using Tally. The LC management customisation in Tally has helped the customer utilise their 100 million US$ credit optimally.

The other important and exciting solution provided through customisation is regarding the cur-

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rency hedging that now enables the customer to plan and forecast for Euro along with the purchase process thus avoiding any hit due to currency fluctuations. Mukesh Khanna proudly says, “To complete the implementation it took us one year.

These were the areas we never touched upon earlier. So it has given us a great level of satisfaction.”

The Faces of Business When asked about the further growth plans of Suyog, Mukesh Khanna continues “We have tasted some successes and faced some challenges in all the fields like Retail sale of licenses, Micro Vertical Opportunities, Government and Large account solution businesses, training and education businesses. But all these fields are open, mature and equally promising. For an organisation with limited resources, exploring all the opportunities at the same time can be unmanageable and harmful” “Our strategy is in forming the teams. We have a separate team working in Government sector.

We have another team working for the Micro Vertical opportunity. We are developing teams for Solution Business, Support Services, we have absolutely dedicated teams working in the retail business i.e., sales through Tally Partners.”.

Today Suyog has a team of 35 to 40 people.

10 new people are recently recruited. They are undergoing induction training. Focused training for 1 ½ months. They are learning core financial accounting and Tally Product in total. They are being aligned with Suyog’s Purpose, Vision and Goals.

Suyog has produced an Accounting and Tally teaching / self learning toolkit in the form of Video recorded theory sessions using a HD movie producing media Lab and practical sessions using specialised software for this purpose that captures Tally screens while working live on it along with the audio commentary. This product has been named as ‘TeachMate’ to be made available on DVDs and also through web.

Tally’s place in their business When talking about Tally as a company, Mukesh Khanna’s face lights up. “The Principal company has demonstrated some principles in a very effective way which I keep on thinking deeper and deeper. Real points to meditate. For example, in the MTP - TP structure, everybody’s share is well secured. The promise to grow with the system, commitment to grow with the entire chain is

something known as sangachadwam, coming together and growing together. These are all wonderful things” As a product, Tally is a miracle which has happened on earth says Mukesh Khanna. When a new company is started, a Single User is required.

As the company grows, the product and solution need to be enhanced. This means Tally is capable of scaling itself to suit to the requirement of the customer. “With Series B of the product round the corner, I feel, I am waiting for the second version of the miracle. Because after that I see that we are there everywhere and there is no limitation,” quips Mukesh Khanna.

Future Plans Mukesh Khanna is quite optimistic about the growth of Suyog. “We are working on 2X growth in the next one or two years. We have strong plan to take our company to 3X growth. A turnover Rs.100 crores in the next 6 to 7 years is envisioned by us now”.Mukesh is very happy to say “I am a science graduate with Botany, today whatever I am is made out of Tally.”

Yogendra Gulati, one of the senior directors of Suyog adds, “Tally is our lifeline. We want to go global with Tally”.

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CASE STUDY

TALLY

SEVEN-DECADE OLD BOOK COMPANY TURNS A PAGE IN INVENTORY ACCURACY WITH TALLY.ERP 9

I

n the 1940s, two brothers—the Late Mr. C.L. Malik and his younger brother, the Late Mr. P.L. Malik, launched into a career selling law books in Lucknow. Today, the resultant group of companies under the banner of Eastern Book Company - is respected worldwide for its contribution to legal literature.

EBC publishes a wide range of legal commentaries, student texts, law reports and digests, both in the print and electronic medium. Over 550 authoritative titles cater to professionals, the industry, law students, students of professional courses like C.A., C.S., I.C.W.A., etc.

The law report ‘Supreme Court Cases™’, started in 1969 and now running into over 260 volumes, is the leading law report of India with a very wide circulation, and is cited in all courts in India and in all standard works of law. The work comprehensively covers the judgments delivered by the Supreme Court since its inception.

Additionally, EBC publishes many law journals viz., ‘Current Central Legislation’, ‘Lucknow Law Times’, ‘The Edict’, ‘The Practical Lawyer’, which provides insights to various facets of law.

Managed today by the family’s second and third generation, and a team of professionals from the top business and law schools from across the world, EBC deploys its 450+ personnel across its head office in Lucknow, and branch offices in New Delhi, Bangalore, Mumbai and Allahabad.

Business Challenge EBC started using customized software for billing. Since Tally software was being used for accounting, a re-entry of billing data was necessary for the very critical processing of accounts of every party’s ledger.

With depleting services and a lack

RAGHUNANDAN MALIK SR. MANAGER, THE EASTERN BOOK COMPANY

Tally.ERP 9 has brought in a great deal of accuracy and simplicity to our working.”

CONTACT Tally Solutions Pvt. Ltd. AMR Tech Park II, No. 23 & 24, Hongasandra, Hosur Main Road, Bangalore – 560 068.

India.Tel +91 80 66282559; Fax +91 80 30228775; www. tallysolutions.com

BENEFITS l Simplicity l Accuracy l Effective

synchronisation l Desired level of

security l Real time

inventory

of compatibility with newer operating systems, EBC’s DOS-based software was quickly becoming less attractive. Further, data inaccuracies crept in and maintenance costs went through the roof. A plan to integrate the billing and accounts germinated and the company started looking for an alternative.

The solution EBC was aware that Tally had shifted into the ERP mode. It approached Suyog System & Software —Master Tally Partner in Lucknow—to help with the implementation.

Mr. Raghunandan Malik says, “We covered the complete ledger maintenance including outstandings, cheques, all Banking transactions …everything except payroll. Tally made our duplicate entry system redundant.”

“I think Suyog System are a very professional organisation. Their staff are helpful. Being a completely new concept for both us and them, the one or two initial stumbling blocks were hardly a surprise.

However, in a strong testimonial to the diligence of the team, they were overcome. It took a bit of time in that sense; now nearly everything is on track and I am so glad,” Mr. Raghunandan enthused.

Mr. Mukesh Khanna, Director, Suyog

system echoed Mr. Raghunandan’s statement, “Our team, including the Director Mr. Mukesh Singh, was able to quickly and precisely understand the company’s business operations and requirements and designed a solution that was practical and easy to use” By successfully adopting Tally, the company is extremely happy with almost 100% accuracy in all the billing and inventory functions.

Mr. Raghunandan Malik happily expressed, “Ultimately, this made realtime inventory possible in our systems”.

EBC has synchronised all its offices, allowing its executives to monitor and extensively utilise ‘live’ data effectively.

With dispersed staff, the company needs to allow or disallow certain kinds of vouchers. For example, the person in the godown who is receiving stock should not be able to send out stock. Or the person who is preparing the sales bill should not be allowed to receive stock. Possible misuse of the system is thus avoided, which otherwise could lead to complications. When asked how he felt about Tally, he exclaimed “I am absolutely delighted with Tally! It is very simple to use and also very easy to use. Its rapid progress in the last few years is very reassuring and has helped us a great deal.”

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D-LINK

SME BIZ

OWNERS PRIDE AND

NEIGHBORS

ENVY

D-Link has already seen glory during its 16 years of operations India. Today, again the opportunity has knocked at its doors to go to the top.

BY SANJIB MOHAPATRA sanjib@smechannels.com

FACTS ABOUT Year of Operation

:

1995

India Headquarters

:

Mumbai

Key People

:

Tushar Sighat, CEO Gary Yang, Managing Director C.M Gaonkar, CFO

Direct presence

:

Have branch offices in 17 cities across India

Key products

:

Networking Switching, Wireless LAN, Routing, Network Security, IP Surveillance, Network Storage, VoIP, Broadband, and Cabling

Website

:

www.dlink.co.in

O

ne of the successful Taiwan Brands in the global market, D-Link has been established in India since 1995. The company has grown in many phases under various leaderships to create successful names in various networking products categories including Switch, Router, Storage, IP Surveillance, Security, Broadband, Wireless & Cabling, etc. space. A few years ago D-Link has been demerged and adopted a lone journey. With a lot of transitional impacts and market slow down, the company’s turnover has gone down from INR1327.92 million in 2009-10 to INR1273.58 million in 2010-11.

Now the company is under a new leadership. Mr. Tushar Sighat is at the helms as CEO of D-Link (India) Ltd. There is a huge expectation from him to bring the company back on track.

He says, “D-Link today is recognized as a key player in switching, wireless domain and certain broadband products. Moving ahead we will be focusing on Surveillance, Storage and build a strong market share in these domains along with our existing business line. Further with regards to surveillance, it is clear that this segment is seeing tremendous growth. As a result we have recently introduced Surveillance products that cater right from small to the large enterprise customers. We also have high-end cameras which we are trying

to position in the coming Mumbai surveillance project. And there is no denying our channel partners have a significant role to play in our new endeavors. Moreover networking these days is not limited to business segment only, as it is making in-roads in home segment also. We are comingup with lots of products for the home consumer audience.”

He adds, “We will be focusing very strongly on our structured cabling line of business. Hence we will be engaging a lot more with our channel partners & will reach out to them through our training & certification programs.”

D-Link has always been known for its ‘End-toEnd Network solution’ offerings. Their product range includes Network switching, Wireless LAN, Routing, Network security, IP Surveillance, Network storage, Broadband and Structured cabling.

Keeping in mind the consumer demand and market trend, they keep on adding various products that are high on innovation and at the same time are extremely user friendly.

D-Link products are popular across the vertical as they help consumers to build strong and reliable network for their surroundings, be it their home, office etc. Networking products these days have made a foray into Home segment as well, with more and more people availing internet connections, and there has been a remarkable increase

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SME BIZ

D-LINK

in the popularity and usage of mobile devices like Laptop, Smart phone, gaming consoles etc. In view of the same D-Link has introduced a host of consumer centric products like portable 3G Routers, Boxee Box etc.

He adds, “While our range of mobile 3G routers offer portability, convenience & total ease of use, Boxee Box by D-Link reinterprets what TV should be, as it provides an easy way to bring multimedia experience onto the television.

Simply connect the Boxee Box to the Internet using a wireless or wired connection, plug in an HDMI cable and off you go. Thus, allowing users to comfortably browse through content from the comfort of their couch.”

Further to make home monitoring a truly simple experience, D-Link has created mydlink. com, a very comprehensive web-portal. Through the website consumer can now access live camera feed online through his/ her handled device or PC anytime-anywhere. All mydlink-enabled cameras can be viewed and managed online, thus enabling the consumer to enjoy the freedom of remote monitoring on his/her terms. So this is literally ‘Surveillance on the Go’. With this D-Link makes a strong foray into lifestyle & consumer technology segment and is determined to revolutionize consumer’s digital home experience.

Tushar maintans, “We also extremely focused on structured cabling segment, as we are determined to witness significant growth in the current year & look forward to expanding our share in the next couple of years. Currently we are making significant investments in strengthening D-Link’s position as a premier player in cabling space.”

Competitive Strength D-Link has been in networking space for over 25 years and is today widely recognized for its products/ solutions. D-Link has an extensive portfolio of award-winning networking products and services and is focused on meeting its customers’ needs using innovative technology to provide high-performance and cost-effective solutions that deliver better connectivity, security, efficiency and cost savings for the home and office. As a networking vendor with an experiencing spanning over 25 years, the company seems to have acquired complete understanding and requirement of its customers. Which is why today, people associate D-Link with superior quality and reliability. D-Link’s R&D team globally ensures that all its products are based on global standards and are user-friendly so that everyone can realize the benefits of technology.

D-Link solutions are designed effectively to meet end-user needs, enrich their lifestyles and offer value for money. And this is what gives them

FINAL QUESTION

TUSHAR SIGHAT, CEO, D-LINK (INDIA) LTD.

WHY DO YOU HAVE 2 TIER DISTRIBUTION STRUCTURE? At D-Link our distribution structure consists of 2 National Distributors (ND’s), and over 75 Regional Distributors & Business Distributors spread across India. Both our ND’s Ingram Micro & Redington provide us with widespread regional presence, superior logistic capabilities, strong pre & post-sales support & effective end-to-end customer support. Whereas our RD’s/ BD’s ensure continuous business support and enable us to reach-out to more & more re-sellers/ partners present in smaller cities/ towns in India.

an edge over any other networking brand available in the market. Further, D-Link strives to serve customers with respect, knowledge, and personal attention regardless of whether the customer is an individual or a large corporation. This approach has allowed D-Link to successfully provide consistent quality of service and care.

Over the years, D-Link has evolved and today their approach is more solution centric, since they have more than a product company. Tushar adds, “As technology surges forward into the 21st century, we understand the need for reliable and efficient technologies continues to grow. D-Link’s latest line of networking devices are powered by modern technologies and are more application driven like mydlink, miiiCasa etc. And it is this solution centric innovative approach that gives D-Link an edge over competition.”

Channel marketing strategy

D-Link is a channel-driven company. Hence most of its marketing and sales promotion activities completely rotate around channels. It is due to the efforts of its partners that today D-Link enjoys a leadership position in networking space. In fact, since last couple of years, the company has been offering regular incentive programs to partners/ re-sellers with a sole objective of ensuing that partners have a profitable business experience working with D-Link.

In addition to this they organize various training and certification programs for partners, so that they are updated about the latest technological developments in networking space.

Tushar says, “The very recent being ‘Connection 2011’ – A multi-city channel event. With ‘Connections 2011’ we at D-Link aims to emphasize on a Solution centric approach & enable Partners, Re-sellers, and System Integrators to focus on D-Link range of Networking Solutions. Through

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D-LINK

connections we also plan to meet and interact with channel partners present through-out the country and educate them about D-Link range of active and passive networking products/ solutions. While Connections 2011 will enable us to enhance our relationship with partners, it will also help D-Link to get better insights of the dynamic networking business requirement & understand partners business better, as well as tweak D-Link offerings to suit their requirement.”

Currently, D-Link is also carrying out branding activity all across India and has so far installed signages at over 250 retail partner outlets. The company is also working closely with Telco’s, LFR’s, SI’s present across the country and shall continue to enhance D-Link’s presence in networking space.

Empowering Partners In terms of empowering the channel partners, D-Link has been organizing various training & certification programs for partners throughout the year. In addition to this, they also have launched ‘D-Link Academy’. It is a global education program designed specifically to provide training on topics such as, how to design, build, troubleshoot, and secure computer networks.

The programs offered under D-Link Academy are D-Link Certified Network Engineer (DCNE),

D-Link Certified Specialist (DCS), and D-Link Certified Professional (DCP). These certifications offered by D-Link Academy will bring valuable rewards to students, IT professionals and the organizations that employ them.

D-Link Academy also has a dedicated e-Learning website http://academy.dlink.com.tw that will provide convenient, simple, and consistent learning material. D-Link will be conducting online exams for all the certifications courses. Moving ahead D-Link Academy will also be tying up with colleges, universities, and other private technical institutes to offer networking certification courses to students.

Service Support Service support is always a vital aspect of any product success. D-Link also understands an effective customer service system is a must to support its wide range of networking products/ solution. Therefore they are now responding to all the technical & service related queries through 22 service centers in the country. In addition to this D-Link has also introduced a 12x7x365 days toll free no. 1800-22-8998 for all kind of technical assistance. With this D-Link will now be in a position reach out to customers present even in smaller towns & cities.

SME BIZ

In D-Link’s endeavor to provide world-class service experience to its customers, D-Link has tied up with Kaizen Info Services Pvt. Ltd., as D-Link’s authorized service partner and vCustomer will look after D-Link Technical Assistance Centre (DINTAC). Effective from April 01, 2011, all product service related issues are being taken care by Kaizan through its 22 service centers present across India. Whereas vCustomer act as D-Link’s authorised call centre partner for D-Link TAC services.

Finally…

In terms of company’s growth plan, D-Link has currently realigned its internal structure and has adopted a focused approach in terms of positioning our products. As a result, they have appointed separate product managers for each of the category. Their product manager along with their partner and other channels will work towards sales development activities both in terms of customer and channel awareness. Tushar concludes, “We are working towards enhancing D-Link’s presence in all Enterprise and consumer space, as going by current market dynamics there is ample scope for every brand to grow. Moving ahead we are targeting substantial growth for the company & definitely plan to grow over industry

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TECH CORNER

SANJIV PANDE, MANAGING DIRECTOR, INDIA AND SOUTH ASIA, SMART TECHNOLOGIES

ROLE OF INTERACTIVE IT SOLUTIONS IN EMPOWERING THE EDUCATION SECTOR

E

ducation today has moved out of the realm of the blackboard, classroom and conventional methods of teaching, to a more intelligent, digitized and smarter way of imparting knowledge. Educational institutes globally have adopted interactive IT solutions like a computer, interactive whiteboards, projectors, response systems and learning and operating software that have transformed and enhanced the way education is being imparted and received. Adoption of Interactive IT solutions by educational institutes is undoubtedly the second wave of excellence for capacity building in the field of education.

India is unquestionably the world’s second largest, fastest-growing economy where sectors including Telecom, BFSI and IT, have accelerated India on the growth trajectory. Education is regarded as one of the key drivers of growth of India’s economy as it produces human capital and contributes to the overall increase in economic growth. Hence in order to truly grow as a nation, India needs to continue to develop itself as a ‘Knowledge Economy’. India’s students comprise those who will strive to create and develop a work force that is 21st-century educated, skilled and trained to thrive in a global world.

With nearly 5 million classrooms,(more than 1.3 million schools, 400 universities and 18,000 colleges), India is one of the most vast and extensive education systems in the world. Aside from its sheer scale, the education system poses a unique challenge, 230 million students and just 6 million teachers. (http://www.financialexpress.com/news/

rejuvenating-education-through-ict/509014/0) While there is no one-size-fits-all solution for transforming education, promoting and facilitating technology-enabled learning environments certainly helps in countering a huge part of the significant teacher-student ratio. Emerging technologies and the resulting globalization provides seamless integration of technology into the system, making India a part of the impactful technological revolution that is transforming the educational systems the world over.

The Interactive IT solutions have innumerable benefits and a tangible impact. Today’s ICT- enabled, state-of-the-art classrooms have become immersive learning centers imparting simultaneous training to a large number of geographically dispersed students in the shortest time with uniformity in content. The new age learners absorb, engage and understand information in a different way and hence they respond better and faster to 3D imagery/graphics and animations to understand challenging STEM (Science, Technology, Engineering and Mathematics) concepts and theories as opposed to reading about them in a text book. Hence curriculum combined with interactive educational solutions makes for holistic and rich learning, and has proven to lead to better academic results through higher student engagement and learner motivation. While the adoption of the technology enhances and encourages student- teacher interactivity, participation and real time collaboration it significantly saves in expenditures due to travel, human resources, frequent training, logistics and replication of teaching infrastructure.

There is a need for clear academic reforms, policies, planning by the government not only to promote the technology but to integrate the same in core functioning of any educational institute. Infrastructural challenges and adverse socio-economic realities for a developing nation like India limits education to be made available to all segments of society. Almost 70% of the Indian population is rural. The adult literacy rate stands at about 60% and this is significantly lower in women and minorities. (http://blog.edubrite. com/2009/12/17/top-4-challenges-for-education-in-india/).The ethnic diversity in India poses challenges to implement consistent education nationwide. There are more than 300 languages spoken in the country and it can be difficult to offer education tailored to specific social segments. There is a need for multi-linguistic content development. Hence there is a pressing need to balance educational goals with economic realities while striving to provide 21st-century education.

‘We no longer discuss the future of India. We say the future is India’. India has made extraordinary advances in education in recent years but there is still a long way to go. India’s education sector is poised for substantial growth and progress. The government is contemplating a proposal which allows FDI as a measure to boost investment in the sector. There are serious considerations to increase budget allocation to the sector as currently only 2% of our national budget is allocated to education, limiting the scope and endless possibilities that the sector has to offer, while grappling with the challenges and the implicated changes owing to the advent of IT in educations.

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SECURITY CORNER

GAURAV KANWAL, COUNTRY SALES MANAGER FOR INDIA AND SAARC, CONSUMER BUSINESS UNIT, SYMANTEC

GLOBAL CYBER CRIME LOSS IS BIGGER THAN ILLEGAL TRADE VALUE OF SOME DRUGS The total trade value of marijuana, cocaine and heroin worldwide last year was $288 billion, where as global cybercrime loss is $US388 billion.

W

ith the growth of cyber world, cyber criminals are becoming rampant. A report on global cyber crime by Norton says that globally 65% adults are victims of cyber crime. The cost of global cybercrime is $114 billion annually.

Based on the value victims surveyed placed on time lost due to their cybercrime experiences, an additional $274 billion was lost. With 431 million adult victims globally in the past year and at an annual price of $388 billion globally based on financial losses and time lost, cybercrime costs the world significantly more than the global black market value of marijuana, cocaine and heroin combined ($288 billion).

Gaurav Kanwal, Country Sales Manager for India and SAARC, Consumer Business Unit, Symantec, says, “Worldwide, we have 1 million victims a day, which means in 14-15 seconds, one person gets victim. It is really alarming because a lot of these crimes are not reported. Due to the lack of awareness about cyber attacks many people are apathetic towards security. They do not take their online security that seriously.”

The report says that last year India has lost $7.6

billion dollars due to cyber crime. Out of this $4 billion is the absolute cash loss and $3.6 billion is the time loss. In India it takes on an average 15 days to resolve the issues.

Why people do not report? Gourav says, “We found out that apart from the ignorance male Millennial - people in the age group of 18 to 31 – specifically men in this age group - are very vulnerable. This group is most likely to go into online dating, gambling and adult sites, which are major sources of malware and scams. When people are conned online they think they must have done something wrong.” “If they are victim of Nigerian Prince or UK lottery scam, they feel embarrassed.

So a lot of people do not report that.”

The report says that 43% of Indians do not have updated security software. In last 12 months 80% of Indians have fallen victim to the cyber crimes.

In the global cyber crime victim ranking India is No.6 and other countries are china, Brazil, South Africa, Mexico and Singapore. The study say the more immerging market, lesser awareness but sudden expansion in the market, the more is the cyber attacks.

Gourav says, “Over the period of time, the threats have changed. Earlier it used to be virus

coming in email and you double click on it and your PC was getting infected but now it is Nigerian scams, UK lottery scams, Phishing scams, etc.

There are many topical scams these days like ticketing scams during IPL, Phishing emails looking like coming from RBI for income tax refunds. So they are changing their tactic. Their victim base is ever increasing. Their target base is also ever increasing.” “A few years back we were accessing emails using computers now we are using mobile device to access emails also so you are getting scams through SMEs. There are bad applications for the mobile phones. They can steal contact details, password and other data stored in your mobile phones. That is where we are seeing future trends.”

In fact, the biggest expansion is happening in the android space and it seems the cyber criminal are targeting the android phones. Gaurav adds, “The major threats are coming from the app stores. In case of iPhone you cannot download applications from anywhere else but apple store.

Similar is with the blackberry. But android app store is an open store. Anybody can write an app and upload it. So what the cyber criminals are doing is they are attacking the most popular apps.

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SECURITY CORNER

So we are seeing there is a huge number of apps being affected and downloaded by people.”

There are fake websites and even fake antivirus.

He maintains, “You go to a particular website, which is already infected and it will have a pop up and say that we have detected virus in your PC. The UI of the website would look like the user interface of windows PC. It will say that click here to scan now…you then click on the icon … there will be report popped up saying that we have found viruses, scams and Trojans, etc. Then another pop up will come and say buy this security software at a cheaper cost. You do accordingly but you end up in downloading a malware on a cost. You already have given your credit card details. If 5-10 people fall victim out of a million then their day is made.”

It shows that there is no end to the cyber attacks. As per Gaurav, It is like arms race.

Traditionally all the antivirus companies write antivirus for each of the anti viruses but the malware creators are thinking of overwhelming the antivirus companies with so many viruses that cannot create antivirus so soon due to their limited resources. Norton could realize early that the trend is coming to the industry so they have come up with repetition technology last year. It does not

require virus definitions to block unique malware.

Besides looking at the changing nature of the virus movements, Norton has come up with updates and new versions to its security solutions.

This year also they have come up with 2012 versions of its security products. Gaurav says, “2012 version has 4 levels of security. One is at the file level, which is the antivirus definition, there is behavior scanning - Sonar, which monitors a particular file behavior. If it behaves suspiciously, the antivirus blocks it. It has repetition technology known as Norton Insight. Under this technology, we offer 3.1 billion executable files over cloud. The final layer is network-level security. If there is any bad website, the security software blocks it.”

The product also comes with a management console into it. You can manage Norton product remotely. You can also set up your user interface remotely.

Gaurav adds, “What we saw that people are primarily doing two things – live update and scan. We have made the user interface very easy. Though the product automatically does it but people like to do it on demand. So we have kept only three buttons on the menu bar– live update, scan and advance settings. When you click on the advance settings, you can change the setting as per your liking. We

also put in a bandwidth meter. You can reduce the bandwidth usage. We also have put in a start up manager, which makes the boot up time very easy.

We have bought over by very sign which helped us in validating and authenticating the websites.”

Threats have changed from platforms to web. It does not matter whether you are using windows, Mac or Linux operating system. So there has to be multi-layer technology, which can tackle the threats of today.

There are various scams coming in the social media also. Norton offers free tools like Norton Safe Web for safe search and browsing. As per Gaurav cyber criminals are taking advantage of the ignorance. Every attack they stop, they make the cyber criminals weaker.

Finally…

Norton believes that the first layer of eradicating ignorance is to educate the partners who intern will educate the end customers. Post the introduction of 2012 version launch, Norton aggressive on training its partners’ engineers in two things.

First thing is about how the threat is changing and second thing is how the technology is changing.

The company has set a target of training at least 2000 odd engineers.

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SME BIZ

NEC

NEC INDIA TO

INTENSIFY

BUSINESS IN SME SEGMENT The success of Indian SME market has given a clear indication to the products vendors that there is a huge potential. Those companies will succeed in this market who have end to end solution.

BY SMRUTI CHOUDHURY info@smechannels.com

FACTS ABOUT Year of Operation

:

2006

India Headquarters

:

New Delhi

Key People

:

Koji Oda, Managing Director, NEC India Pvt. Ltd Rajiv Bhalla, Country Head – Sales & Marketing, NEC India

Key products

:

Security and Surveillance Systems, Carrier Network, IP Telephony Solutions, Retail solutions, Private Network Solutions, High Performance Computing, Servers, Storage and Thin Clients, Projectors and Commercial Display Products and Solutions

Website

:

www.necindia.in

T

he indicator of any growing country is certainly lies in the growth of its SMEs because until the SMEs grow the industrial contribution to the GDP will not be healthy.

Its employment will be low so also the per capita income. This is the sector which helps every economy to sustain the bad financial conditions.

After experiencing bad market conditions in last 2-3 years, the IT vendors have riveted their eyes on the SMEs to be their savior and driver of the business.

It is estimated that globally there are 5 billion SMEs existant and in India the number is around 11 million. Globally, all the government and private sectors are focusing on the development of the SMEs so that they become flag bearer. It is believed in India SME sector is going to contribute 60% to the country’s GDP and they will be responsible for 30% of IT spend. Given this backdrop, global technology vendors are ready to address the requirements of the SMEs but some are very aggressive and some are not but NEC is really very aggressive on this turf. Globally the company has a lot of products for SMEs which they would like to drive in the Indian market.

Today, enterprise telephony is not just the telephone rather it works as a unified communi-

cations. NEC understands the pain points of the SMEs from the UC perspective and drives this market with its UC solutions.

Ravinder Raina, Country Head – Private Network Solutions (PNS), NEC India Pvt. Ltd., says, “We are teaching the SMEs about what we can offer to them in terms of UC and how it can help them in enhancing their productivity. We have already deployed solutions in many SME enterprises.”

Focused market NEC has solutions which can address organizations with 10 people till large organizations. The company focuses on the organizations, which fall under its strength areas. Despite the size of the organization – be it 100, 200 or 300 people, the company addresses the market with different strategy. Having said that, NEC classifies Indian SMEs from 10 people organizations to 100 people organizations.

Looking at the cost sensitiveness of the SMEs, NEC India has come up with affordable solutions recently – SL1000, an IP-enabled Communication platform, which is perfect for SMEs’ UC applications. This solution engrosses all the applications required of the SMEs including unified messaging, cloud computing, etc. and scalable enough to accommodate the growth of the organization.

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SME BIZ

not able to get that much of success. People selling IP Office are also selling NEC products; we know how much that product is moving and how much our products are moving.”

The products sale in the market also depends upon the channel comfort level. NEC solutions offer plug & play features and does not require the customers to spend much time in maintenance.

Go to market As far as SME products are concerned NEC takes the channel route. The company empowers the partners by conducting class room training sessions, road shows and webinars. The company has around 400 dealers all across the country in various A and B category of cities. They also offer all the back-end support that the partner can require. NEC Communications products are being distributed by national distributor like Enkay Technologies (India) Pvt Ltd., which is basically for hospitality & enterprise segment, Arvind Ltd.- Telecom division (Syntel) for SME segment , Intellicon Pvt. Ltd. for Government & Enterprise customers and AGC Networks Ltd. for its Private Network Solutions. And the company is also working with SIs like Unicom Infotel Pvt. Ltd. and Wipro.

As per Ravinder, Syntel and Enkay are basically focused on SMEs and 400 dealers are aligned under them. Out of the total number of dealers, the company has identified 70 people as prime dealers who have more presence in SME market.

These dealers are connected directly with NEC. Apart from the channel programme, NEC has a Universal Partner Program (UPP), where the partners get training online. They get online information in terms of products upgrades, roadmap, etc. Today, the company is present through 400 dealers, but they aspire to increase the number to 500 by the end of this years.

RAVINDER RAINA, COUNTRY HEAD – PRIVATE NETWORK SOLUTIONS (PNS), NEC INDIA PVT. LTD.

Challenge In the today’s scenario, the customers are getting educated and awareness is increasing and at the same time, economic condition of the customers are becoming healthier, which is enabling them to open mindedly discuss about technology that they really require. It brings a huge challenge for the vendors to convince the customers. For example there are local companies which are offering solutions at a very cheaper cost. There is a huge competition among the brands like Panasonic, Siemens, Alcatel Lucent, Cisco, NEC and Avaya.

Ravinder says, “The benefit of our solutions is that it is one of the best products in the competi-

Finally… tion for the SMEs. As it goes in a bundle, its value becomes very cost effective. In the market, where we have to compete with companies like Panasonic, Siemens and Alcatel Lucent or even Cisco, these companies do not have offerings like this.”

Recently, Avaya has also entered into the SME market with a product called IP Office. But as per Ravinder, “IP Office does not match cost effectiveness of SL1000. That even does not match all the features of what SL 1000 offers. NEC has another communications solution called SV8100, which is more powerful than IP Office so I see IP office is still struggling in the market. They are trying to bundle the product in the market but they are

With an objective to be a single window for the SMEs customers, NEC India is not leaving any stone unturned. Starting from participating in exhibitions, to road shows, branding campaigns, the company is engaged with the market quite aggressively. From the SMEs’ perspective, NEC offer natural advantage as they get entire solution that an office requires including display solutions, board room solutions, Audio Video, retail, WiFi, Security, etc. Today, the SME business contribution to overall NEC India’s turnover might be small but with the positive indicators, it will touch 30-35% soon. Ravinder concludes, “We have achieved a comfortable level in the SMEs in India whereas others are really struggling to enter into that market!”

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TREND SETTER

TCS

TCS

AHEAD OF THE

CURVE

Always a leader in the Indian market, TCS marks another milestone by being the first amongst technology service providers to provide targeted cloud solutions for Indian SMBs. info@smechannels.com

W

hatever the Tatas do has always generated interest, because it does so with elan and panache. When the Nano was launched, the world sat up and took notice because it dared to challenge conventional thinking by launching the world’s cheapest car at an incredible price point of Rs 1 lakh. It sought to position the car to families that owned two wheelers in India—a consumer segment that aspires to own a four wheeler but found it to be beyond its reach.

Like Tata Motors, TCS is also now seeking fortune at the bottom of the pyramid. That same zeal and commitment is evident in TCS’ bid to market and sell its technology offering to the millions of SMBs in India. To that end, TCS has launched iON, an on-demand service that delivers the business solution to SMBs at an affordable cost. iON addresses the entire spectrum of an SMB’s technology needs, which range from business solutions like HR, finance, inventory, sophisticated domain-based ERP solutions to basic applications like email, document management and website services. iON is pre-configured with hardware, network and software bundled together and backed by business, technical and consulting.

Traditionally TCS has targeted large enterprise customers, as that segment was more mature and savvy, with greater understanding for technology and larger budgets for technology deployments.

However the SMBs segment was largely underserved and ignored by technology companies with little or no offerings designed to meet their needs. Now TCS has spotted a business opportu-

nity to tap this segment and is seeking to leverage its early-bird advantage. Per a TCS study, Indian SMBs spent US$ 11.9 billion in 2010 on IT and it is expected to grow to US$ 48.5 billion by 2015.

Currently, the SMB segment contributes a negligible part to TCS’ overall revenue. However TCS wants to rectify that and take the revenue generation from this market segment to US$ 1 billion within the next five years.

The irony is that although SMBs have largely been neglected by the technology sector, India has the second largest population of SMBs among the BRIC countries and the US. The segment in

India contributes to more than 40% of the total industrial output of which 35% is exported. SMEs provide employment to 75% of India’s workforce.

In Karnataka alone, there are more than 750 large to medium enterprises with investments of more than 60,000 crore and employing 4, 00,000 people.

In comparison, there are more than 3,80,000 SMEs with investments of just about 10,000 crore while employing 22,00,000 people. Only 12% of the SMEs use computers and 90% for word processing. Enterprise application penetration in this segment is in poor single digits, providing a huge opportunity for technology vendors. SME’s

THE MOST SIGNIFICANT CHALLENGE FOR IT PENETRATION IN THE SME SECTOR IS ACCESS TO CAPITAL. CLOUD COMPUTING IS IDEALLY SUITED TO ADDRESS THIS CHALLENGE AS IT DOES NOT REQUIRE UPFRONT CAPITAL INVESTMENT. V RAMASWAMY, GLOBAL HEAD, ION

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TCS

spending on IT is only 30 percent of India’s total IT spending.

The most significant challenge for IT penetration in the SME sector is access to capital. Cloud computing is ideally suited to address this challenge as it does not require upfront capital investment. The pay-as-you go model ensures that technology consumption is only part of the operating expenditure and does not become a burden on the enterprises’ finances. Since managing and monitoring becomes the service provider’s responsibility, the SME does not require an inhouse IT department to maintain the technology infrastructure, which in turn helps the customer to reduce costs.

TCS has been eyeing the SMB segment for sometime as globally, the technology and communication spending in this segment has been growing at three times the pace compared to large companies. This is an ideal opportunity and TCS seeks to make an impact by providing everything to its customers—from the level of hardware, software and even network solution, which will include devices and services for enabling connectivity of its customers with cloud platform.

Unfortunately, like the traditional IT, cloud too has been split in niche service providers like platforms, infrastructure and applications. To SME this does not make sense. As TCS is from an IT service background, it was easy to position as an end-to-end vendor of technology services. The cloud model also enabled TCS to position this offering on a subscription basis, making it cheap and appealing to SMBs. Explaining TCS’ offerings, V Ramaswamy, Global Head iON continues,” Our services are offered in seven layers. This comes in an integrated fashion and SMBs don’t have to go to multiple providers for various solutions needed to run their business. Bottom most is hardware, even including specialized devices like point of sale required in retail. We then integrate those into a network service, which may stretch across many sites. On top of these stand a set of utility and collaboration software like messaging and document management. As we move upward from here, we have a set of business applications. First comes the horizontal business applications that are needed in all sectors – like finance and accounting, payroll and CRM. Then we provide the ERP applications custom made for specific sectors. Above these applications are a host of platforms and a business reporting engine. Now, all these come integrated.

To the customer, it is one piece of multi-function software sharing common data.”

Launched in February this year, the services will be offered on pay-per-use model and the final price of offering will evolve period of time

and will depend on the requirement of the client.

Media reports have indicated that TCS has been tweaking its prices points to make it more appealing to the SMB sector. In verticals such as manufacturing and retail, the firm had initially priced the service at Rs 7,000-8,000 per user, per month.

Subsequently, the rates were revised to about Rs 5,500-6,000. In the education segment, where pricing is modeled on a per student basis, rates have been cut from Rs 70 per student per month to Rs 50 per student.

TCS is eyeing a billion dollar revenue over the next few years from iON service, which currently has over 240 customers. The offering has created an ecosystem of 85 cloud service partners across India and industry solutions are currently available for manufacturing, textiles education, retail, quick service restaurants, wellness and professional services.

Market Presence Although TCS has a dominating presence in India, it is taking the iON service to the market entirely via partners. Says Ramaswamy, “We are 100% indirect. This means every customer is acquired through our partner. We rely on our partner network located in both tier 1 and tier 2 cities. They come with a strong background in IT sales to SMBs, some being old names in domestic IT. Our partner induction program includes enablement programs to sell and service cloud services, which in many ways are different from traditional IT. The exercise has paid off.”

TCS has appointed more than 100 partners who are known as Cloud Service Partners. These partners play a critical link between TCS and the market as they are close to the target customer base and are the ones who take these services to the prospective customers. Partners are also confident that this is an appropriate solution for the target customer base in regional markets. Select partners also participate in the delivery of the cloud services to the customer base.

“We are already into smaller cities, especially in the manufacturing and education sector.

Manufacturing, per se, has clusters located in tier -2 cities. We have penetrated into some of those clusters, and targeting the rest aggressively. In education, we have institutes and universities in tier-2 cities, who are finding us quite reachable.”

Challenges Since the market is evolving very fast, to an extent the challenges that were initially foreseen as forbidding, look less troublesome today. For example, two years back the market was challenged with concerns about data security. Today, many customers find it safer to store data in the cloud with an established service provider.

However, there are still some misperceptions

TREND SETTER

about cloud software. With no capital investment, the tendency in the market is to think about the service as more to be tried than being committed to. This is causing adoption delay as customers are still in the evaluation mode. However, there is increasing realization that even cloud can host core enterprise applications that is mission critical part to business. The other challenge is the ability of SMBs to prepare for the transformation and change. The SMBs have deep rooted legacy practices and have a natural inertia for change. This is a soft aspect and needs considerable attention from TCS. Lack of awareness and understanding about the benefits of technology is a major challenge.

TCS has adopted specific initiatives to promote this service in the target segment via multiple channels. Firstly, there is a 24x7 cloud service desk, which is available on toll free, email, chat and even SMS. The cloud service desk does more than resolving daily tickets. It is available for user assistance, training and consultations.

Elaborates V Ramaswamy, “We also have a strong activation team across locations. The team engages with customers directly to tune the software and give users hands-on guidance.

In fact, every customer has an assigned manager to anchor his needs until they go live, and start adopting the solution.”

The Ground Reality In sum, TCS is likely to gain from its early entry into the market. Although there are many cloud providers, the offerings are mostly stand alone applications catering to specific business functions.

TCS’ value proposition is that it has a comprehensive set of offering comprising both hardware and software—all of which comes as a service.

Additionally, TCS has been in the Indian market for a long time and enjoys good mindshare which will work in its advantage. Partners form a critical plank in this model which is largely indirect and TCS has an advantage in that it already has a base of partners who are already working with the market and touching the target segment in some way.

The biggest challenge for TCS is lack of awareness among the target segment. Aggressive education and market building activities will go a long way in helping to overcome this problem. Also the increased number of players will play a significant role in developing this market segment.

Overall, TCS’ entry as a player in the SMB cloud computing space bodes well as it comes with experience and understanding of the Indian market. The SMB segment in India is increasingly under pressure to expand and remain competitive and cloud computing is an ideal model by which SMBs can leverage opportunities.

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PRODUCT

REVIEW

THECUS N3200

CYBEROAM NETGENIE

BY MANAS RANJAN info@smechannels.com

CYBEROAM NETGENIE is one of the exceptional networking products that have ever appeared in the market.

It is more for the reason that this product comes from the house of security specialist. It is not only 3G ready but also comes with Wi-Fi capability. In addition to that, it offers a lot of security features that Cyberoam is known for. Therefore it is built on the base of UTM having features like Firewall, in-built Anti-Virus, Intrusion Prevention System, advanced Internet Controls, VPN, etc. NetGenie offers security over multiple Internet-access devices like desktops, laptops, PDA, smartphones, etc.

Therefore the users can easily share Internet connectivity securely, and at the same time, connect Wi-Fi enabled devices anywhere in their office and home. Created to protect the users at home and small office users, it is really value for money.

Available in two different versions that protect home and small offices, NetGenie offer capability to the parents to keep a tab on their children’s activity in the internet and in the office set up allows the employer to keep a tab on the employees spending time on non-productive sites. It offers policy management as to how much of Internet freedom the users should get. For example, people are addict to social networking sites like facebook, Twitter, LinkedIn and talk over yahoo chat or Skype. So the office can create a policy how much time they can access these sites or for that matter other sites. It also allows schedule-based Internet access over various website categories and applications for different users. Not only that, this Genie offers real time report to the organizations about their employees’ internet behaviours.

Since it is 3G ready, it offers complete freedom of access.

You just need to insert the 3G USB dongle to the router and do some basic configuration and you are on.

FEATURES n Easy and instant deployment n Threat free Wi-Fi n Friendly Graphical User Interface n Powerful Internet Controls n In built Firewall, in-built Anti-Virus,

IPS n It’s 3G ready n schedule-based Internet access for

website categories and applications.

PRICE Rs.10,999

WARRANTY 1 year on hardware

CONTACT Ayesha, Elitecore Technologies 904, Silicon Tower, Behind Pariseema Building, Off, C.G.Road, Ahmedabad 380 006, INDIA, Tel: 9769200612, sales@netgenie.net

OVERALL RATING

IDEAL DEVICE for digital storage solutions with incredible performance Thecus N3200, a NAS for the SMB, comes with user friendly features that enable the digital lifestyle. With three SATA hard disk bays, N3200 is an array of advanced features and stylish design; it brings security and performance of RAID 5 to a unit perfect for the small and medium businesses. Its three SATA drive bays, give the N3200 up to 6TB of storage capacity, and also give users the option of RAID 5.

With RAID 5 users of NAS N3200 can enjoy the speed of a striped array with the security of complete data redundancy, ensuring that their precious memories will stand the rest of time. The N3200 is small yet powerful designed for total ease-of-use. With a completely tool-less design, installing and removing disks is a snap, which means that users can spend more time enjoying their digital media and less time setting things up.

A handy LCD display informs users of system status, and enables easy system management in dimly-lit environments.

Thecus web-based management system allows its users to configure and manage the unit through any browser connected to the network.

With USB wireless dongle compatibility, users can even connect to the N3200 without being tangled up with wires.

The N3200 also keep an eye on things at home/office with its Web Surveillance Server which comes bundled at no extra cost. The N3200 also has one eSATA port for storage expansion options or connectivity to a server. n Price: Rs. 39,900 for 6TB storage, Contact: M. B. Solution (P) Ltd., 210, Bhandari House,91, Nehru Place, New Delhi – 110019.

Phone: +91- 9818216107, 9999233813, Email: sales@mbspl.com

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PRODUCT

NEW ARRIVALS

NETGEAR

MSI

MSI GRAPHICS CARD N440GT-MD2GD3 IDEAL FOR VIDEO Editing and graphics intensive works and displays including games and videos, MSI Graphics Card N440GT-MD2GD3 is based on GeForce GT 440. Featuring 2GB DDR3 Memory, it offers better performance for high resolution PC games and movies. The MSI Afterburner over clocking utility allows to support Multi-GPU control and supports 2D/3D customized profiles. It also comes with real-time video capturing : and multi-thread support capability bundled within Afterburner 2.20.

The biggest asset is its Solid Capacitors which allows the graphics card an extended life of upto 10 years under full load. It emanates lower temperature and higher efficiency and offers aluminum core that is explosion resistant. n Price: on request, Warranty: 3 year warranty, Contact: Contact: Bishakha Dasmahapatra, Manager Marketing - MSI India , Landline: 011-42701424, 011-41758808, 011-41758809, Ext. : Service/Support : 30, Technical : 43

NETGEAR WNDR3800 N600 WIRELESS DUALBAND GIGABIT ROUTER NETGEAR WNDR3800 is a high Performance N600 Wireless Dual Band Gigabit Router that features dynamically selection of clear Wi-Fi channels, access and share USB hard drive remotely and is based on open-source Linux firmware.

The clear channel selector dynamically avoids busy Wi-Fi channels for clear and fast wireless connections automatically. The readySHARE Cloud enables to access and share files on an attached USB hard drive anywhere you have an Internet connection. You can also wirelessly print from your Mac or PC to a connected USB printer. It also offers live Parental Controls with flexible and customizable filter settings.

Using WNDR3800 you can wirelessly stream your live video. Therefore using DLNA HDTVs, Blu-ray players and game consoles is easy and hassle free. So the output is actually n Price: MRP INR 11780/-, Warranty: Life Time, Contact: Netgear Technologies India Pvt. Ltd. 21 Paharpur Business Centre, Nehru Place, New Delhi – 110019 India Office: 91 11 41207446 Fax: 91 11 26207575 Email: sales.india@netgear.com

KINGSTON

KINGSTON HYPERX GENESIS KITS FOR MAXIMUM QUAD-CHANNEL MEMORY PERFORMANCE KINGSTON HYPERX Genesis memory in 8GB, 16GB and 32GB kits are available to support the new Intel Sandy Bridge-E X79 quad-channel processors and X79 Express-based motherboards. Kingston HyperX Genesis is the perfect solution for enthusiasts who require 4x raw performance increases afforded by quad channel over single channel solutions.

For extreme users who require both the fastest memory and largest capacity, Kingston’s 2400MHz and 2133MHz will soon be available in both 8GB and 16GB kits of four modules. Other HyperX Genesis memory for X79 systems include 1866MHz and 1600MHz frequencies in kits of four and eight, with capacities ranging from 8GB to 32GB. All of Kingston’s HyperX kits have achieved Intel XMP certification and are compatible with the latest X79 motherboards from vendors such as Asus, GIGABYTE, MSI and ASRock. n Price: on request, Warranty: lifetime warranty, Contact: Contact: Neoteric Informatique Limited

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RNI No.: DEL ENG / 2010 / 3192

Data of Posting: 22 & 23 of Every Month

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

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