May 2016

PLUS

India’s Networking Market Posts 16% YoY Growth in Q4 2015 /10 www.smechannels.com

india’s first IT magazine for sme business VOLUME 07 | ISSUE 03 | PAGES 44 | MAY 2016 | RS. 20/-

PLUS

HP takes major step against counterfeiting in India /08 www.smechannels.com

india’s first IT magazine for sme business VOLUME 07 | ISSUE 03 | PAGES 44 | MAY 2016 | RS. 20/-

PARTNER CORNER

/30

Laser Systems: Can Principles Give Due Credit to the Partners?

PARTNER CORNER

/40

Online Productivity: Our Satisfaction Lies in Quality we Deliver

CORPORATE STORY/20 Polycom: Making Communication Simple and More Natural

MY EXPERIENCE EDITORIAL

IOT ECONOMY TO INFLUENCE FUTURE REVENUE SANJAY MOHAPATRA

sanjay@smechannels.com

INDIA’S GROWTH STORY NOW IN THIS DECADE is most vibrant one compared to rest of the world. We are the largest democracy, largest young population and largest middle-class population with huge spending power. So any thing comes to India with a decent quality is able to sustain and grow over the years. Therefore, most of the mobile phone companies are thriving in this land.

India’s growth can be easily marked by some landmark projects taken in hand by the present government. These projects are ‘Make in India’, Digitization, ‘Smart Cities’, ‘Skill India’, etc. The success of these projects are inter dependent on each other. It is believed that 100 of billions of dollars is going to be spend on the development these initiatives over the years.

When digitization is the most important things as far transparency is concerned, IOT can be another important technology to automate every human interference possible. Globally IOT has been taken seriously and it is believed 80 billion devices would be connected by 2022. At the same period, India has a huge promise for IOT with at least 5-6 billion devices to be connected.

There has been huge surge of work around IOT by existing Indian companies including the automotive, healthcare and equipment manufacturers. The government of is involving multiple organizations in hardware, semiconductor, software industries to create an ecosystem and it is happening.

Major vendors including Cisco, IBM, Dell, HP, Intel, etc. are coming forward to help the industry to adopt IOT. The Indian government expects this industry to cross $15 billion by 2020, which is really high. Already companies like Apollo hospitals, TVS Motors, Hero Honda group have started implementing pilot projects.

So to summarize, when we talk about smart cities, it is only possible if there is IOT in place because as human one cannot keep tap of everything in a smart city, there has to be sensors, which can tell when the trashcan needs to be emptied or any vehicle coming or going out of premises and the time they spent in the premises. The electric meter is malfunctioning or not, so and so forth. Similarly, in the healthcare industry, when a patient admitted into the hospital what happens to her in the courses of stay in hospital. If the doctor gets information about her/his health parameter. This is only possible if there is IOT in place. India is a huge agrarian country, IOT can create wonders in supporting the farmers, so also the retail industry, education, telecom, tours and travels. So the potential is unlimited.

Now the question comes what is the change of the partners? It is really big revenue creator but one needs to be brave to enter into this territory and invest in capacity building or else there will be a new player to blow the opportunity.

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SME CHANNELS MAY 2016

IP-COM AP355 Indoor High Capacity Access Point IP-COM’S MOST SECURED, reliable, and cost effective high-density AP355 802.11ac Wi-Fi access point can increase the scope of coverage, improve access density and operation stability. Under the management and control of the IP-COM series AC, this AP supports advanced functions like Access Control, Load Balancing, Seamless Roaming, Multiple Authentication Modes and so on, and are ideal match for Medium-Sized Enterprise offices, conference halls, multimedia classroom WLAN Deployment.

IP-COM AP355 also supports almost all the latest authentication mechanisms i.e WEP, WPA-PSK, 802.1X, WEB Portal, and Social login), making it simple for administrator to manage enterprise security and guest access.

SPECIFICATIONS With PoE, this AP can integrate into your existing 802.3 at power and network.

FINAL WORDING IP-COM positions as a channel friendly brand and promises to offers better margins.

OVERALL RATING

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contents

2016

MAY VOLUME 07 ISSUE 03

ER COV RY STO

india’s first IT magazine for sme business

Publisher: Sanjib Mohapatra Editor: Sanjay Mohapatra Asst. Editor: Satinder Kaur Executive Editor: Smruti Chaudhury Sub Editor: Chitresh Sehgal Designer: Ajay Arya Web Designer: Vijay Bakshi Technical Writer: Manas Ranjan Satya Sagar Sinha Lead Visualizer: DPR Choudhary MARKETING Marketing Executive: Rajat Kumar Circulation and Printing: Panchanan Bhoi SALES CONTACTS Delhi 6/102, Kaushalya Park, Hauz Khas New Delhi-110016 Phone: 91-11-41055458 / 8587835685 sanjeev@smechannels.com Bangalore #28/1, 3rd Floor, Sri Lakshmi Krupa, Near Shamanna Park, Model House Street, Basavanagudi, Bangalore - 560004 Ph. No. +91 88618 21044 Mumbai Tahmeed Ansari 2, Ground Floor, Park Paradise, Kay-Bees CHS. Ltd.,Opp. Green Park, Oshiwara, Andheri (west), Mumbai - 400 053.

Ph. +91 22 26338546, Fax +91 22 26395581 Mobile: +91 9967 232424 E-mail: Info@smechannels.com Kolkata S Subhendu BC-286, Laxmi Apartment, Kestopur Kolkata-700101 Phone: 9674804389 EDITORIAL OFFICE Delhi: 6/103, (GF) Kaushalya Park, New

Internet of Things: Start of a New Growth Game for Businesses /22 IoT is a huge ecosystem play, thus, channel partners will have a big role in IoT as they bring together, parts of the IoT solutions from multiple areas. Partners who can also add value with last mile customization and integration based on specific customer use-cases will have greater advantage than the others.

CHANNEL ROADMAP CITRIX/ 19 “Partners are our Invaluable Assets”

PARTNER CORNER ONLINE PRODUCTIVITY / 40 Our Satisfaction Lies in Quality we Deliver

PARTNER CORNER MATRIX/ 34 Genuineness Differentiates Matrix

GUEST ARTICLE IOT/ 38 The Internet of Things (IoT) powering the future of ERP systems 6

SME CHANNELS MAY 2016

Delhi-110016, Phone: 91-11-41657670 / 46151993 editor@smechannels.com Bangalore Bindiya Jadhav #28/1, 3rd Floor, Sri Lakshmi Krupa, Near Shamanna Park, Model House Street, Basavanagudi, Bangalore - 560004 Ph. No. +91 88618 21044 E-Mail bindiya@ accentinfomedia.com Skype ID: b1diyajadhav

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

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

more inside Editorial~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ 04

110020, India.

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

Snippets~ ~~~~~~~~~~~~~~~~~~~~~~~~~~~ 08

Subscription: Rs.200 (12 issues)

Channel Roadmap (Graebert)~~~~~~~~~~~~~ 31

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Products~ ~~~~~~~~~~~~~~~~~~~~~~~~~~~~41

Media Pvt. Ltd.

SNIPPETS PRODUCT | CHANNEL | CONSULTING | SERVICES

for more log on to smechannels.com

HP Anti-counterfeit Recognize. Report. Prevent.

Report suspicious activity.

HP takes major step against counterfeiting in India Tightening belt against Counterfeiting, HP has announced the seizure of over INR 34 crore worth of

counterfeit print cartridges and components by local authorities in 38 cities across 19 states in

India, protecting customers from fraudulent products. The authorities raided and took legal actions

against manufacturers and sellers in Maharashtra, West Bengal, Tamil Nadu, Karnataka, Orissa, Uttar Pradesh, Gujarat, Andhra Pradesh, Delhi, Rajasthan, Arunachal Pradesh, Assam, Mizoram, Bihar, Madhya Pradesh, Jharkhand, Chhattisgarh, Uttrakhand, and Manipur. In total, they seized close to 5 lakh counterfeit toner cartridges, ink cartridges as well as counterfeit components between November 2015 to April 2016.

HP engages in industry-leading anti-counterfeiting practices to combat the fraudulent manufacture, distribution and sale of counterfeit HP supplies. These raids helped reduce the number of counterfeit cartridges that will affect customers’ high-quality printing experience.

“With counterfeit HP print cartridges, customers purchase what they often assume to be a genuine HP product, but they instead receive a cartridge that provides them with an inferior print experience.” said an HP spokesperson. “HP is committed to protect our customers and ensure the right cartridge that prints in high quality when they choose Original HP print cartridges.”

GIGABYTE business center for Partners goes live To provide its channel partners with the best sales, marketing and customer support, GIGABYTE Technology (India) Pvt takes a new initiative with dynamic GIGABYTE Business Center, a one-stop online source for the multiple resources that a GIGABYTE Motherboard Value Partner requires.

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SME CHANNELS MAY 2016

The biggest advantage for the partner with the GIGABYTE Business Center is that they don’t have to wait for the latest marketing materials or updates from GIGABYTE. With their GIGABYTE account, they can log in to the website and access a wealth of timely support materials that are crucial for them

to do GIGABYTE business. The site is an expansive repository of GIGABYTE’s updated channel support materials, such as eDMs, sales kits, brochures, catalogues and also, product and technologyrelated videos. Most importantly, the GIGABYTE Business Center is also the new face of the GIGABYTE

Value Partner Program (GVPP) website that facilitates ongoing partner incentive program. This section is for the benefit of registered partners who buy GIGABYTE motherboards from the company’s authorized distributors and GIGABYTE Premium Partners – to avail of timely incentives.

SNIPPETS

TP-LINK makes Wi-Fi networking easy with Archer C50 router TP-LINK has announced the launch of AC1200 Wireless Dual Band Router Archer C50 for seamless HD streaming, online gaming and other bandwidth-intensive tasks. Archer C50 leverages the 802.11ac technology, which helps ensure uninterrupted Wi-Fi connectivity to multiple devices in home and functions as if multiple devices have their own dedicated router.

According to recent research by IDC, digitisation is transforming businesses in every

industry. It is opening up a $2.1 trillion global market opportunity by 2019. Keeping the pace with global pace of growth, over the last few years Indian router market has been witnessing significant growth. The growing space of e-tailers is promising huge opportunities for the enterprise infrastructure market in India. On the access side, education, manufacturing and SMBs are likely to remain mainstream in coming quarters as well.

India’s Networking Market Posts 16% YoY Growth in Q4 2015; says IDC According to (IDC) International Data Corporation’s APeJ Quarterly Switch and Router tracker, the Ethernet Switch market witnessed a year-on-year growth of 6.8 percent (in vendor revenue) and stood at USD 108.2 Million.

The Router market witnessed a significant year-on-year growth of 32percent and stood at USD 72.4 Million in terms of vendor revenue.

NETSCOUT selects RAH Infotech as National VAD RAH Infotech has announced its appointment as the National Value Added Distributor (VAD) for VSS Monitoring, a NETSCOUT Packet Flow Switch business unit.

With this partnership, RAH Infotech will be able to further strengthen its network security portfolio by adding the complete suite of solutions from VSS Monitoring.

The offerings will include NETSCOUT’s VSS Monitoring solutions for network monitoring, real-time network visibility, network access control, network forensics and analysis tools that enable organizations to maximize the efficiency of their network and security infrastructure.

The solutions will further help in increasing tool performance that will in turn reduce response time and risk.

Ashok Kumar, Chief Executive Officer at RAH Infotech said, “NETSCOUT’s VSS Monitoring gives organizations a complete and centrally controllable view of their global network, enabling decision makers in the operations center and boardroom to protect the organization and its customers, improve efficiency, drive growth and reduce TCO.”

10 SME CHANNELS MAY 2016

MY POINT

“The demand for Digital Transformation Skills is much bigger than the supply. By 2020, we have a target to train one million people in DT space.”

RAHUL PATWARDHAN, CEO, NIIT LTD

New IP Technologies to drive partner’s growth; says Brocade Survey

Brocade has announced the results of its annual channel trends survey that was completed by more than 1,200 global Brocade channel partners from its distributor and reseller communities.

The results show that there is a clear opportunity for the channel to seize a competitive advantage in the industry by strategically advising global enterprises and organizations on hybrid cloud networks, data center bandwidth management, and network virtualization—by leveraging the Brocade® product portfolio.

Panasonic all set to commence new energy storage project Panasonic India and AES India have announced an agreement to construct a 10 MW energy storage array at Panasonic’s Technopark manufacturing facility in Jhajjar, Haryana. This joint project is the first large-scale battery-based energy storage project in India. The storage will provide daily reliability and back-up to the manufacturing facility, while demonstrating grid stability and renewable integration services in the region.

The project combines Panasonic’s capabilities as India’s leading lithium-ion battery supplier with AES Energy Storage’s Advancion platform, experience as a leading owner and operator of energy storage projects across the world and its deep knowledge of the energy storage industry.

While AES operates 116 MW of energy storage projects around the globe, this project signifies AES’ entry into the commercial and industrial energy storage market.

The Indian power market is expected to grow up to 350 GW by 2022, from current installed capacity of 288GW.

SNIPPETS

STMicroelectronics improves factory automation with new solution STMicroelectronics has introduced two high-speed digital-input current limiters that set new standards for circuit protectionin factory automation. The SCLT3-8BQ7 and CLT01-38SQ7 provide industrial Programmable Logic Controllers(PLCs) – the “brains” of smart factories and industrial robots –with fast, robust protection against unwanted input-signal current spikes while reducing power consumption, board space, and component costs.

The new devices meld ST’s long-standing leadership in Transient Voltage Suppressors with its state-of-the-art packaging technology.

Both devices are housed in the highly compact QFN-48L (7x7mm)package with a large exposed thermal pad that optimizes power dissipation at ambient temperatures greater than 100ºC.

D-Link supports enterprises with new AR-NB program “Enterprise customer can now avail FREE* Advance Replacement Next Business Day (ARNBD) Support for one year” Product innovation along with world class support infrastructure is the key driving force behind D-Link’s brand legacy. Carrying forward the tradition, D-Link now announces Advance Balgond Chougula, VP – Customer Replacement – Next Business Day (AR-NBD) Support Services, D-Link (India) Ltd. support program for Enterprise customers. With this D-Link up scale’s its existing support model for enterprises.

Talking about this new service initiative for enterprise customers, Tushar Sighat, Executive Director & CEO – D-Link (India) Ltd. said, “With a legacy spanning over 30 years, D-Link today is a name to reckon with in Home & SMB/SME networking space. Our wide product mix coupled with excellent support infrastructure has led to an astounding & loyal customer base over the years. As we expand our scope of business, we now look forward to garnering Enterprise market share. This unique support initiative will further provide the much required impetus to our enterprise growth strategy & at the same time also add value to our customer business” Advance Replacement Next Business Day Warranty (AR-NBD) by D-Link is a premium support program designed exclusively for enterprise customers, wherein it offers hassle free quick resolution through a dedicated tech support team, along with advance replacement facility to customer location at zero additional cost. With AR-NBD, D-Link aims to offer prompt assistance & support to enterprise customers in the event of any technical failure, and boosts business efficiency by helping them keep their network up & running.

EXECUTIVE MOVEMENT

ANDROID TABLETS MARKET SHARE FOR THE TABLETS OS: 2012-2018 (%)

70%

TABLETS

64.4 %

60%

2012-2017

50%

Android tablets +203 % from 75M

40%

iOS tablets +79% from 66M to 118M

30.3 % 30%

Windows tablets from 1M to 39M

20% 10% 0% 2012

2013

2014

Source: IDC Worldwide Quarterly Tablet Tracker

12 SME CHANNELS MAY 2016

2015

2016

2017

2018

Hitachi Data Systems (HDS) has announced the appointment of Raghuram Krishnan as the Director of Partners and Alliances, India.

Pegasystems has announced the appointment Sharon Rowlands, CEO of ReachLocal, to its Board of Directors.

BMC Software has announced the appointment of Sunil Kumar Thakur as Country Manager for its India operations.

Kodak Alaris has appointed Rick Costanzo President and General Manager of the company’s Information Management (IM) division.

SNIPPETS

Microsoft helps small businesses to become more productive India has 50 million small businesses and many of them to carry out their core business transactions using a smart phone. To address the need for small businesses to run their business more effectively, Microsoft Garage recently introduced three business productivity Android apps – Sprightly, Connections and Kaizala. These apps aim to solve SMB needs around digital presence, business relationships, team management and business transactions. Sprightly helps effortlessly create, share and consume professional digital content on phone including catalogs, pricelists, promotions and e-cards. Connections helps grow the business by providing context to interactions during customer phone calls.

KONICA MINOLTA STRENGTHENS ITS PRODUCT PORTFOLIO Adding to its existing product lines, Konica Minolta, renowned for its digital printing technology today announced the launch of bizhub 165e/185e, bizhub 206/226, bizhub 227/287/367, bizhub C227, bizhub C368 / C308/ C258 series of color & monochrome Multi-functional products (MFP-print, copy, scan and fax all in one system).

Adopting Konica Minolta’s award-winning INFO-Palette design for multi-touch functionality, these latest MFPs include a variety of new features to increase productivity, overall versatility and energy savings.

Konica Minolta’s newest bizhub models are most ideal for small- to medium-sized business environments and offer productivity to match user workflow. The bizhub series features compact & light weight with powerful functions packed into 3-in-1 design that allows simple operability through one touch buttons. With its cutting edge technology Konica Minolta’s bizhub series enables printing from anywhere, anytime with the most advanced wireless, mobile and cloud computing.

Polycom selects Arvind Ltd as distributor Polycom has has announced the appointment of Arvind Ltd as a distributor, to expand market presence across more cities in India and boost adoption of collaboration solutions among smaller businesses.

The appointment will leverage Polycom’s extensive video, audio and content collaboration solutions and services to address the growing mid-market and SMB segments in India.

“Similar to larger organisations, SMBs are turning to innovation to maximise business. However, the needs of a smaller organisation can be vastly different due to budget, workspace and workforce requirements and it is important that the right collaboration solutions are available to help achieve their objectives,” said Minhaj Zia, Managing Director, Polycom India and SAARC. “We constantly look to ways at making it easier for our customers to do business with Polycom by expanding our reach. Our partnership with Arvind Ltd is an important step in helping us jointly penetrate the key SMB market more strongly, and expand the implementation of collaboration tools in new customer spaces.”

Indian Businesses ‘Under Fire’; Symantec Report Symantec’s Internet Security Threat Report (ISTR), Volume 21, reveals an organizational shift by cybercriminals: They are adopting corporate best practices and establishing professional businesses in order to increase the efficiency of their attacks against enterprises and consumers. This new class of professional cybercriminal spans the entire ecosystem of attackers, extending the reach of enterprise and consumer threats and fueling the growth of online crime.

“Advanced criminal attack groups now echo the skill sets of nation-state attackers. They have extensive resources and a highly-skilled technical staff that operate with such efficiency that they maintain normal business hours and even take the weekends and holidays off,” said Tarun Kaura, Director –Solution Product Management for Asia Pacific and Japan, Symantec. “We are even seeing low-level criminal attackers create call center operations to increase the impact of their scams.”

14 SME CHANNELS MAY 2016

Array launches next-gen ADCs Array Networks Inc has announced the immediate availability of three new fifthgeneration application delivery controller (ADC) appliances. Running Array’s recently released Version 8.6 software, the entry-level APV1600 and APV2600 and the mid-range APV3600 achieve industry-leading Layer-4, Layer-7 and SSL benchmarks for throughput and connections per second - delivering up to 300% better performance without increasing prices for Array customers.

“As a pioneer in integrated traffic management and application delivery, we are pleased to launch the fifth generation of our APV Series products,” said Paul Andersen, Senior Director of Marketing at Array Networks.

“While recent efforts have seen Array expand its portfolio of cloud and security-focused solutions, we remain committed to leading the way for both physical and virtual load balancing and application delivery solutions.

With the new APV1600, 2600 and 3600 appliances, Array continues to raise the bar for entry-level and mid-range solutions, providing our customers with a superior combination of features, reliability and price-performance.”

SNIPPETS

HCL Infosystems signs pact with Fujitsu India HCL Infosystems has announced a strategic alliance with Fujitsu India. With this association, HCL Infosystems will now be the Value Added Distributor for the entire portfolio of scanners offered by Fujitsu to customers across India. HCL Infosystems offers sales, marketing and last mile connect funder its value-added proposition.

This partnership will enable Fujitsu to tap into HCL Infosystems’ extensive pan-India network of distribution partners along with its array of rich value added offerings. This association

will further strengthen HCL’s rich portfolio of Original Equipment Manufacturers (OEMs) to offer a comprehensive offering and choice to its partners and customers.

Speaking on the strategic partnership, Bimal Das, Joint President - Enterprise Products Distribution, HCL Infosystems Ltd. said, “We are delighted to associate with Fujitsu India to bring their entire portfolio of next-generation scanner solutions to targeted customers across India.

India Projector Market touched $100 million benchmark in CY 2015: Report Rising demand across the Education, Corporate and Entertainment sectors along with increasing government spending towards Digital India initiatives have fueled the growth of Projectors in India. Further, recent technological advancements and influxation of features such as 3D, Wi-Fi and HD have created new segments including Gaming and Home Entertainment.

PSPs come together for Dscoop event in Bangalore Five large format print service providers from Bangalore organized Dscoop (Digital Solutions Cooperative, a cooperative of HP Graphics Arts Users) event in the city on February 19, 2016.

Various print service providers involved in outdoor and indoor signage, advertising and general commercial printing and close to 30 brand owners from FMCG, telecom, IT and other verticals attended the event.

Zebra honours its APAC partners Zebra Technologies Corporation has recognized top-performing channel partners in the AsiaPacific region at the company’s Channel Partner Summit 2016. The awards laud regional channel partners for their successes, commitment, innovation, and profound knowledge of the market and the channel ecosystem.

DIGEST XEROX OFFERS MULTIVENDOR FLEET MANAGEMENT SERVICES Paving the way for growth; Xerox India expanded its document management services portfolio and announced multivendor fleet management services- a ‘first of its kind’ service in the industry. Under this service, Xerox India now has the capability and capacity to offer Document Management Services and Managed Print Services across multi-brand printing devices at customer locations spread across India. Multivendor fleet services from Xerox India will provide organizations with an option of getting most out of their existing assets while moving ahead on their MPS journey.

GOVT. OF MP INVITES MAIT TO HOST WORKSHOP ON IT PROCUREMENT Manufacturers’ Association for Information Technology (MAIT), the apex body representing IT manufacturers organized a sensitization workshop on ‘Good Procurement Practices for Information Technology’ in association with the Madhya Pradesh State Electronics Development Corporation Limited (MPSEDC), BSA and Accenture as knowledge partners, and supported by HP. The workshop highlighted the importance of good IT procurement practices for government and semi-government organizations.

NNR IT SOLUTIONS BECOMES TREND MICRO’S ND Trend Micro has announced that it has appointed Pune based NNR IT Solutions L.L.P as the exclusive National Distributor for its consumer products line. The distribution house will be chiefly responsible for promoting Trend Micro’s Consumer PC Antivirus and Mobile security products. NNR IT Solutions is present in 15 states with 50+ locations and a reach of over 3000+ channel partners.

INR 125 CRORES VENTURE FUND FOR INDIAN STARTUPS Ideaspring Capital aims to bring sustained partnerships to startups and entrepreneurs through a unique high-touch model to foster global scale product innovation companies from inception. Eminent investors and entrepreneurs, including Naganand Doraswamy, Mohandas Pai, Arihant Patni, Amit Patni, Prashant Deshpande, Rajiv Mody, lead the fund. The INR 125 crore fund will focus on early-stage product innovation startups and entrepreneurs in India.

The fund will work with entrepreneurs having deep technical and domain expertise, developing early stage enterprise products in major cities across India. Intellectual property in the form of algorithms and deep technology will be a key differentiator.

SME CHANNELS 15 MAY 2016

SNIPPETS

NI commences Business Incubator Program in India

Seagate all set to bring out 10TB Helium Drive

Aiming to support the government’s ‘Make in India’ program and enable Indian engineers to become global knowledge partners in driving innovation and development across industries and domains, National Instruments (NI) India has launched the NI India Business Incubator Program and announced the expansion of their R&D Center in India.

The expansion of the India R&D Center ensures that NI has access to the top talent instrumental in building a platform that meets the needs of all engineers and scientists today.

NI works with leading universities to hire the best and brightest talent within the region and provides world-class, formal and on-the-job training to create a long-term and sustained career progression.

“We strongly believe we can help the Indian startup ecosystem overcome technological hurdles and succeed faster,” said Scott Rust, Senior Vice President of Global R&D at NI.

Seagate Technology has announced it is now shipping in volume its 10TB helium enterprise drives— the Seagate Enterprise Capacity 3.5 HDD. Engineered to meet the storage needs of top cloud service providers, the Enterprise Capacity 3.5 HDD features the industry’s lowest power and weight for maximum space efficiency at the lowest energy usage— lowering the overall total cost of ownership (TCO) of today’s large scale data centers. Currently the highest capacity drives available worldwide, these innovative new products are now available to purchase direct from global distributors.

“Seagate has the most comprehensive Nearline portfolio in the industry. Each of our Nearline products – including our new flagship 10TB helium enterprise drive shipping today – is designed to help customers take maximum advantage of top technology trends that have the highest impact on their business,” said Mark Re, CTO at Seagate.

“Seagate is once again at the forefront of innovation with our Nearline portfolio. Our new 10TB drive boasts advanced write caching capabilities for better performance and the lowest weight and the best energy efficiency in the industry- making this new drive is a real game changer,” said John Morris, Vice President of Enterprise Products at Seagate.

DIGISOL presents AC750 Wireless Range Extender

In order to extend the wireless range of 11AC wireless network, DIGISOL has introduced its new 433Mbps IEEE802.11AC Wireless Universal Repeater. TheDG-WR4801AC enhances Wi-Fi range and improves the signal quality of the Wi-Fi network. Integrated power adapter and a compact design make it easy for plugging the device directly into an electrical outlet & reduces the clutter of cables. DG-WR4801AC supports latest IEEE802.11ac standard and is backward compatible with IEEE802.11a/b/g/n standard. With wireless speed up to 433Mbps, users can download, share and experience uninterrupted multimedia within the LAN. Arati Naik, COO, Smartlink Network Systems Ltd. Said, “The ever growing use of handheld mobile devices is creating a need for continuous and speedy wireless connectivity wherever we go.

Sophos Brings Synchronized Security Management to Partners Sophos has come out with the next evolution of its cloud-based management platform with the release of Sophos Central. Sophos Central is an integrated management platform that simplifies the administration of multiple Sophos products and enables more efficient business management for Sophos partners. This unified platform for security management is an element of Sophos’ synchronized security strategy to enable multiple security products to work together seamlessly with simpler management and better security.

As per the release, the integrated security platform of Sophos Central has three core components.

16 SME CHANNELS MAY 2016

Eka Software adds ATOM Solutions to Partner Program Eka Software Solutions have announced its partnership with ATOM Solutions, an IT consultancy serving commodities companies. This partnership provides commodities companies with a third party source of experience from a team of domain experts with a substantial history of successful implementations.

ATOM Solutions delivers technology oriented solutions and services to companies involved in the commodities chain. The company works with clients to develop IT strategy and to craft and implement technology solutions by leveraging ATOM’s deep domain expertise and by employing industry best practices.

SNIPPETS

NETGEAR drives down networking cost, complexity with new solutions Leader: M4200 Switch designed for Wave 2 Wireless-AC deployments featuring 8x2.5G with unconstrained PoE+ ports; M4300 Series with 10G and 1G switch variants interchangeable in the stack~ Looking to scale their Wave 2 Wireless-AC networks for small- and medium-sized businesses (SMBs), NETGEAR has introduced two new ProSAFE 10Gigabit (10G) switching platforms- ProSAFE M4200 and M4300 Managed Intelligent Edge Series. The ProSAFE M4200 Managed Intelligent Edge Series offers the world’s first full power Power-over-Ethernet (PoE+) 8x2.5Gigabit and 2x10Gigabit distribution switch for Wave 2 Wireless-AC Access Points.

AT&T, Otis join hands over IoT Solutions To enhance connectivity through the use of Internet of Things (IoT) products - services and technologies that employ digital technologies to better connect with customers and with elevator, escalator and moving walkway equipment, AT&T and Otis Elevator Company, a unit of United Technologies have announced they are collaborating on opportunities As part of this collaboration, AT&T and Otis Elevator Company (Otis) are expanding their long-standing relationshipto develop the connectivity to support advanced elevators while also providing mobility to more than 30,000 service employees at Otis companies worldwide.

Otis companies around the world will use AT&T IoT technology to aggregate data from cell networks and connect to a new enhanced cloud environment.

SanDisk commences new program for data center partners The SanDisk Technology Partner program aims to deliver SanDisk certified Independent Software Vendors’ (ISV) software and hardware integrated solutions across the compute, networking, and storage landscape SanDisk Corporation has introduced the SanDisk Technology Partner (STP) program, a collaborative platform for SanDisk and data center partners to work together to design, develop and deliver integrated flash based storage solutions to joint customers. With 20 data center ecosystem partners already participating, the new program offers certification, tools, resources, SanDisk flash storage expertise and complements SanDisk’s commitment to address the demand for extreme performance and massive capacity in the data center through flash storage and software-defined flash storage solutions.

Kodak Alaris geared up to strengthens its distribution network The Yatra which kicked off in Colombo in February, entered Thiruvananthapuram on April 15 and will traverse 13 cities in India to expand channel partnerships across the country With a view to grow and expand its reseller and distributor network in the country, Kodak Alaris, has kicked off the India leg of ‘Alaris Information Management Partnership Yatra 2016’ in Thiruvananthapuram. The Yatra, which commenced in Colombo, Sri Lanka on February 18, 2016, will now travel through multiple cities in India in the coming months. These are Thiruvananthapuram, New Delhi Bangalore, Patna, Mumbai, Hyderabad, Bhopal, Kolkata, Chennai, Lucknow, Jaipur, Chandigarh and Ahmedabad. The meets will be attended by over 500 partners, and serve as a platform to engage and empower partners to grow their businesses collaboratively with Kodak Alaris.

Epson tightens belt on counterfeiting In an effort to curb the sale of counterfeit ink bottles and to protect the rights of its customers, Epson has recently increased its vigilance and action against manufacturers and dealers of counterfeit Epson Ink bottles. On the basis of the Epson vigilance team’s information, the Mumbai police raided the premises of a dealer in Jogeshwari, Mumbai in a swift and well-co-ordinated action on 5th March. This dealer was involved in the manufacture and supply of counterfeit Epson Ink bottles in Mumbai and to other parts of the country. The manufacturer of the Epson counterfeit Ink bottles, Mauji Kamji Ora, was arrested and charged under the prevailing laws of the land with counterfeiting and violating intellectual property rights and subsequently remanded to judicial custody. About 1000 packs of refilled inkbottles were seized along with other equipment, duplicate logos and stickers. The unit was shuttered.

A few weeks later, another raid was done by the crime branch on the 29th of March in Mumbai based on information of a big scam involving filling, bottling, packaging and distributing of counterfeit Epson ink in Mumbai and to other parts of India. This business was owned by Ganajibhai Hatiyani who was operating the bottling unit from a shop in Kandivali (W), Mumbai.

SME CHANNELS 17 MAY 2016

SNIPPETS

Manage Engine forays into Self-Service IT Analytics Market ManageEngine has announced its entry into the self-service IT analytics market with the launch of Analytics Plus. Designed for mid- to large-size organizations that want to draw insights from their IT data, Analytics Plus integrates easily with various data sources and tools, analyzes vast data volumes and presents findings with rich visualizations.

Too many organizations use too many IT tools to run their businesses. Those tools may also support IT users, infrastructure and business applications. However, they do not support fast, accurate decisions — for IT or for business. The problem is all the data (and all the data formats) created by the tools is stored in silos that thwart actionable insights and visibility into organizational performance.

DELL ANNOUNCES SMART CITIES PARTNER ECOSYSTEM This network brings together players offering different solutions and capabilities that will help in execution of Smart Cities & IoT projects.

Dell has announced the foundation of the Smart City Partner Ecosystem, a network of organizations with technology expertise to address the Smart City opportunity in India. Currently, the network has 12 partners, with more coming on board. Together, this partner ecosystem will jointly go to market with endRavinder P Singh, Director – IoT, to-end offerings to aid India’s next phase of growth.

Smart Cities, Digitization, Dell India The government’s ambitious ‘100 Smart Cities’ program aims at addressing the infrastructure gap to make cities more livable, besides enhancing the business and investment climate. Central and State governments are making significant investments in innovative Smart City programs to improve the quality of life for residents and visitors. The solutions to develop and execute smart cities’ projects can broadly be categorized as: • Applications, for delivery and monitoring of services to citizens such as garbage tracking, energy management, traffic management etc.

• Digital Infrastructure, which is the foundation upon which applications can run; such as compute, storage, data centers, virtualization, network etc.

Toshiba pleases partners with Incentive trip Toshiba’s “Storage Sultans” Partners that have contributed extensively towards Toshiba’s growth in the country found their efforts recognized with an all expense incentive trip to Switzerland.

The scheme which kicked started on 11th June 2015 and concluded on till 26th September 2015, saw an active participation from partners selling across all lengths and breadths of the country, and finally over 60 partners on March 17th saw their dream come true, a trip to Switzerland.

The partners made ground in the city of Zurich where they spent their time ravishing the scenic beauty of the city. Whether it was the drive through Titisee, or visit to Germany’s famous cuckoo clock factory, the trip kicked off with quite a memorable day two.

Toshiba continues to push the envelope in the field of storage, and has been conducting various Incentive trips not only to re-affirm itself in the market as a leader but also re-affirm the faith of the partners in the PC and Surveillance market.

Honeywell recognises exclusive partners Held during the 2016 Channel Partner Conference in Phuket, Thailand, Honeywell Process Solutions (HPS) has honored its top regional distributors at the annual Asia-Pacific (APAC) Channel Partner of the Year awards ceremony.

The APAC conference hosted Honeywell channel partners from 16 countries across the region, including Australia, China, India, Malaysia, Philippines, Singapore, South Korea, Thailand, Japan, Sri Lanka, Indonesia and Vietnam. It featured a broad range of topics, including Honeywell business updates, Honeywell’s innovative global channel strategy, partner case studies, tools for customer development, and Honeywell solutions presentations.

Honeywell acknowledged 12 channel partners for excellence, innovation and service among more than 110 companies supplying and integrating Honeywell solutions in Asia-Pacific. Honorees surpassed their business goals by delivering superior value to customers.

18 SME CHANNELS MAY 2016

Indian IT Infrastructure Spending to Touch $1.9 Bn this Year: Gartner As per recent findings, the Indian IT infrastructure market will total $1.9 billion in 2016, a 1 percent increase from 2015, according to Gartner Inc. The IT infrastructure market includes server, storage and enterprise networking equipment. Gartner analysts are providing the latest trends shaping the future of the data center market during the fifth annual Gartner Infrastructure, Operations and Data Center Summit, which is taking place here through Wednesday at the Hotel Renaissance, Mumbai.

According to the press release, Mode 1 workloads are witnessing investments in areas such as cloud, software defined storage and network coupled with integrated systems. Public cloud is increasingly becoming relevant for data center managers and IT leaders in India. Though it’s in the early days, DevOps is another area which is gaining traction in India within IT operations teams.

Enterprise networking is the biggest segment within the Indian IT infrastructure market with revenue expected to total $848 million in 2016.

SME CHAT

DR. DEVASIA KURIAN, FOUNDER & CEO, *ASTTECS

PARTNER PROGRAMMES ARE OUR

SUCCESS MANTRA Cloud & Mobility is helping simplify organizations’ infrastructure and reduce costs with high-performance secure, scalable and customized solutions. This is also helping accelerate the intricate deployment of communications infrastructure with fast access and quick turnaround time.

Shed some light on the impact and importance of a concise communications strategy among SMEs? A concise communications strategy is extremely significant in case of small and medium businesses; it enhances their communication capabilities and allows them to operate at par with larger organizations without a huge outlay of IT infrastructure, capital and manpower.

What are the products and solutions *astTECS has in its portfolio for the Indian market? *astTECS solutions enable users to increase efficiencies, improve performance and build competitive advantage - backed by a rapid return on investment and low total cost of ownership.

Addressing the Indian / International market, *astTECS offers an extensive product line, our key solution are: 1) IP PBX System - SMEs, Hospitals, Hotels, Real Estate, Apartments.

2) Soft phone App for IP PBX systems 3) Call Center Dialer 4) Web based Video Conference System 5) IP Phones etc.

What is your channel and go-tomarket strategy?

Partners will be playing a significant role in helping customers choose the right solution and deploy. We are empowering them with necessary tools so that they can offer customized and specific solutions made to suit the customer’s infrastructure needs.

Going forward, what will be the growth drivers for *astTECS business in India?

We have successfully managed to deliver consistent results and remained competitive and committed to improve revenues.

We are present in India and serve all the major markets. A major contributor to our success is our established and expanding network of global distribution and delivery channels connected by a dedicated & technically qualified work force for quick and efficient implementation.

What factors do you keep in mind while designing any channel program or strategy?

A well-balanced partner programme ensures that it offers customers, complete spectrum of product / services fulfilment and support services.

“OUR MARKETING STRATEGY IN INDIA FOCUSES ON UNDERSTANDING THE SPECIFIC NEEDS OF THE INDIAN CUSTOMERS AND DELIVERING CUTTING EDGE SOLUTIONS, ESPECIALLY IN THE ENTERPRISE COMMUNICATIONS SEGMENTS.” We are focussing significantly on developing our partner eco-system for increased market penetration across the country and *astTECS offer great opportunity to partners, to go after new-market segments.

What are the training activities you are planning for the partner organizations in near future?

Delivering, focussed training & support programmes, we are committed to providing our valued partners with high-impact and proven sales & marketing tools to help them grow their business.

SME CHANNELS 19 MAY 2016

CORPORATE STORY

POLYCOM

MAKING

COMMUNICATION SIMPLE AND MORE NATURAL Communication and collaboration technology have become the lifeline for any enterprise or business for a long time. But there is a surge in disruptive technology which is pressurizing the traditional players to reinvent themselves.

BY: CHITRESH SEHGAL csehgal@smechannels.com

C

onsumer technologies like social media or Whatsapp, which are more prominently dominant in the marketplace, have reset the expectations of customers in enterprises. Employees of an organization expect a new workplace which is mobile and anywhere any time. This brings to the market the demand for simplicity, access anywhere, without boundaries or restrictions, which has prompted communication and collaboration technology vendors to reinvent their product lines to be more relevant to the customers.

Giving a perspective of Polycom’s vision and strategies, Polycom India’s Managing Director, Minhaj Zia, Managing Director says, “A result of the overarching need of the technology change means how we can make things simpler and more natural, so that anybody can use it without a learning curve. It has to be modular and adaptable, so you start on simple things and then expand as you go along, the quality consistency and reliability should be very high and should be made available through a cloud-type offering or centralized data centers.”

He further added that there is a need for vast employment, as far as renewed communication application technologies are concerned. The price of the services also needs to be adjusted to the new parameter.

Stating Polycom’s vision, Minhajmaintained, “Our global strategy is to help people defy distance. Basically we are bridging the gap that comes in organizations where people are spread

20 SME CHANNELS MAY 2016

across different geographies and time zones and unleash the power of human collaboration to enable organizations to be more productive and more efficient.”

This particular vision of Polycom is delivered with three key strategies. First involves making products which allow people to collaborate in workspaces, airports, public places, office parking, etc. Secondly, collaboration should be natural,

should not look artificial and therefore people should not get hurdles using this technology.Third and last, from enterprise perspective, technology should to be integrated with the workflow. The offerings should be in sync with how people work in their organizations and not be very different, because then one is asking users to learn new technologies.

He added, “It is about how quickly you can

POLYCOM

MINHAJ ZIA MD, POLYCOM INDIA & SAARC

“OUR GLOBAL STRATEGY IS TO HELP PEOPLE DEFY DISTANCE”

launch a collaborative application from the business application itself, so that you get connected to key decision makers, take their opinion, make the decision and move on and move the process.

Because many business processes, although they are automated, require approvals, which are done by human beings. Therefore, the entire collaboration technology we believe should become a part of the workflow of the organization itself.”

Polycom’s 68% growth in 2014 was further strengthened by a 25% spur on top of it in 2015. In 2014 Polycom was awarded with the Frost n Sullivan award chosen by select panel of CIOs, as the best enterprise videoconferencing vendor of 2015.

Asper MinhajPolycom notched No. 1 position with 44% market share in India. In video end point, the company grew about 20% and in

infrastructure, which is data centers, multi party conference, servers etc., the company registered a 29%YoY growth. The smaller IP phone business grew very fast at a 94% YoY growth. Polycom took a lot of stake with its partnership with Microsoft.

Services business which was crucial to Polycom’s success… grew by 25% last year. As for industry performance in government verticals, Polycom won a lot of Govt. customers like Food Corporation of India at 75 locations, Punjab Police and also the NIC contracts. NIC is its biggest customer with more than 80% NIC network employs Polycom’s solutions.

Channel Strategy Video is large play Polycom. Its voice portfolio is growing rapidly with time as it has clocked 62%

CLOUD Planning or currently using cloud-based video

56%

Evaluating cloudbased video

26% Planning for 2013

5%

7% 18%

Cost and information protection requirements typically drive IT’s decision to use a private cloud.

CORPORATE STORY

growth in 2014 and 23% in 2015. Polycom’s 100% business is through channel partners. As per Minhaj today’s collaboration technologies are key areas for successful organizations, but expectations have also changed.Polycom’s authorized Partners cater to SMEs where as Gold & Silver Partners look after the Enterprise needs.

As Minhaj added, “We have 70 partners and then there are very small partners who work under distributors. Our channel strategy is a mixture of expansion through network of partners.

We have established a strong presence in UP, Punjab, NE, Gujarat and Assam now. We covered 26 cities in 2014 which went up to 70 in 2015. In total we have 70 partners and 200 odd distributors which make it a total of 270 partners/ distributors across 70 cities in India.”

Polycom has been a pioneer in enabling communications for Office 365. Minhaj commented, “There is nothing exclusive but we were the first ones to bring out these capabilities. No other vendor has been qualified by Microsoft.

Although, there might be others in the future but we have a clear edge. Globally, wherever Microsoft sells its solutions, 75% of the devices customers buy are from Polycom.”

Polycom earlier had a long standing association with Avaya, however Minhaj stated that with Avaya getting its own video capabilities, the relationship is gone, “We have no OEM relationship with Avaya. Earlier, Avaya used the relationship for different purpose when Avaya didn’t have a/v conferencing capabilities, we provided them.

Now they have bought a company a couple of years ago.”

So the relationship of both the company doesn’t exist anymore and both the companies are competitors now. However, Polycom has a longstanding VC agreement with Airtel since last 8 years, which is a good proposition for the market.

Today, the total UC market size in India is around Rs.1200 – Rs.1500 Cr. Of this, the SME market accounts for 25% or less but is growing rapidly according to him. Partnerships like this could easily be a propellant to the UC growth.

Finally…

Planning for 2014

Now using cloudbased video

For FY17, Polycom has two pillars of growth, i.e, expand to new geographies with new first time customers and get more leverage in pricing for high-end products. Geographically, Polycom plans to expand its network from 70 cities to more than 100 cities by the end of the year. As a concluding remark, Minhaj said, “Customer today, do not want toget locked-in with a single vendor.

They wish to pick and chose right technologies and that is where Polycom addresses customer needs.”

SME CHANNELS 21 MAY 2016

COVER STORY

INTERNET OF THINGS:

START OF A NEW

GROWTH GAME FOR

BUSINESSES IoT is a huge ecosystem play, thus, channel partners will have a big role in IoT as they bring together, parts of the IoT solutions from multiple areas. Partners who can also add value with last mile customization and integration based on specific customer use-cases will have greater advantage than the others. There will also be new avenues for channel partners in IoT to offer simple use-case based solutions in the mid-market as managed services.

BY SATINDER KAUR skaur@smechannels.com

F

or the past 30 years, the Internet has been about connecting people to information. For the next 30 years, it will be about connecting people, data, processes and machines – from cities to cars to wearables – to information. The Internet of Things (IoT) is transforming the everyday physical objects that surround us into an ecosystem of information that will enrich our lives. Indian market is waking up to the possibilities. IoT is slowly, but surely ushering in lots of changes in our daily

22 SME CHANNELS MAY 2016

lives – be it in healthcare, transportation, automotive, energy, construction etc. In the healthcare space, we see a high adoption of IoT in the area of remote monitoring of patients (especially the elderly). In other industries, sensor-based agriculture, water management and remotely monitored and managed animal farms are currently in vogue. Smart buildings and smart manufacturing, which have been spoken about for a long time now, are bringing in more optimization and better utilization of resources with minimal wastage. Gopalan Govindharajan,

COVER STORY

SME CHANNELS 23 MAY 2016

COVER STORY

“THE MARKET FOR IOT SECURITY PRODUCTS IS CURRENTLY SMALL BUT IT IS GROWING AS BOTH CONSUMERS AND BUSINESSES START USING CONNECTED DEVICES IN EVER GREATER NUMBERS.” SANJAI GANGADHARAN, REGIONAL DIRECTOR, SAARC, A10 NETWORKS Sales Engineering Consultant - IoT, Dell India shares his view on IoT. He says, “The new Digitization initiatives and proliferation of wireless technology across the country is making IoT much more affordable and acceptable. IoT can successfully address the issues of water scarcity, analytics based smart surveillance for security, affordable healthcare for all and smart manufacturing (a boost for the Make in India initiative). With the perennial energy crisis looming overhead, effective utilization of resources by implementing IoT can ensure great gains for the country. We are looking at a market upwards of several billion dollars in the near future for our country. According to Biplav Srivastava, Senior Researcher & Master Inventor, IBM Research – India, “IoT opportunity in India will reflect the global trends in manufacturing, utilities and infrastructure with government supporting Make-in-India (manufacturing), utilities (renewable energy) and smart city initiatives. One estimate is that IoT in India’s market will be $15b by 2020.” Agreeing to this, Anshuman Haldar, General Manager - Channel Business of Network Connectivity Organization, Schneider Electric explains, “IoT can generate a lot of value

for every industry - be it manufacturing, logistics, insurance, retail, utility, healthcare, hospitality or even agriculture. It is helping the enterprises and industries in not only reducing costs, energy consumption and downtime of machines, but also in improving efficiency and customer service. IOT can actually help the enterprises to reduce their pain points”.

In India, Industrial Internet of Things (IIoT) will enable transformation of nearly all industries.

A connected enterprise significantly enhances decision making, increases security and productivity as well as improves overall collaboration across the enterprise by providing the right information at the right time, to help optimize operations. In this regard, Amol Deshmukh, APAC Channel Director, Honeywell Process Solutions explains, “Honeywell Process Solutions (HPS) recently established a new business unit to help manufacturers harness the IIoT and more rapidly deploy technologies that will allow them to better manage and analyze data, making their operations safer, more reliable and more efficient. HPS’s Digital Transformation Unit will become a key enabler in Honeywell’s setting new benchmarks in the

“HPS RECENTLY ESTABLISHED NEW BUSINESS UNIT TO HELP MANUFACTURERS HARNESS IIOT & MORE RAPIDLY DEPLOY TECHNOLOGIES, MAKING OPERATIONS SAFER, MORE RELIABLE, EFFICIENT.” AMOL DESHMUKH, APAC CHANNEL DIRECTOR, HONEYWELL

24 SME CHANNELS MAY 2016

“IOT OPPORTUNITY IN INDIA WILL REFLECT THE GLOBAL TRENDS IN MANUFACTURING, UTILITIES AND INFRASTRUCTURE WITH GOVERNMENT SUPPORTING MAKE-ININDIA” BIPLAV SRIVASTAVA, SENIOR RESEARCHER & MASTER INVENTOR, IBM RESEARCH – INDIA

country’s IIoT landscape.”

Excitement amongst Indian SMEs for IoT The Internet of Things (IoT) is changing the fundamental way that technology is used and is opening up new possibilities of leveraging technology in our day to day lives. Ravi Subbarao, Director of Networking Products, Avaya, India believes, “Indian market is fast learning about new possibilities and outcomes from IoT. For example, customers are adopting IoT with its location and end-user tracking for better customer intelligence or marketing. Similarly, the smart meters in buildings and video surveillance are another example of how Indian market is quickly adopting IoT.” For mid-market businesses focused on manufacturing, distribution or logistics, IOT will definitely be a game changer. Internet of Things being a network of low-cost sensors, two-way controllers, and machine-to-machine networks (M2M) can add new competitive advantages across the supply chain, can play vital role in Manufacturing Maintenance and Product Quality, can monitor cold chain, can help in asset counting, tracking, forecasting and inventory. IoT is still in

COVER STORY

“MICROSOFT PARTNERS ENJOY A CONSTANT REVENUE SOURCE ONCE THE IMPLEMENTATION HAPPENS.” SRIKANTH KARNAKOTA, DIRECTOR – SERVER AND CLOUD BUSINESS, MICROSOFT INDIA

a nascent stage but enterprises are adopting this technology for better network connectivity. With the announcement of Smart cities mission by the government, IoT will get further boost in the Indian market. According to Sanjai Gangadharan, Regional Director, SAARC, A10 Networks, “The market for IoT security products is currently small but it is growing as both consumers and businesses start using connected devices in ever greater numbers, with Gartner estimating worldwide IoT Security Spending reaching $348 Million in 2016.”

Seeing IoT as a major revenue generator for businesses across various industry sectors, Sai Pratyush - Additional Vice President, Product Management - Managed Services, Enterprise Business – Tata Teleservices opines, “Along with revenue opportunities, IoT solutions will enable the partner to move up the customer value chain and provide more complex solutioning rather than plain telecom infrastructure. It will also enable the partner to explore newer business opportunities in the devices or system integration space as well.”

Security is the biggest concern in IoT Although IoT has paved way for tremendous

innovations and connectivity, it will also entail risk of security. Devices with ‘always on’ network connectivity are enabling new types of attacks that have not been seen previously; these devices represent a new set of targets for potential data stealing and crime. The need for assurance, security and governance professionals to take notice of the IoT trend is indispensable, because it has the potential to redefine the risk equation within numerous enterprises.

For a digitized world, security should be embedded into and across the extended network, from the data center and service provide network, through the campus, perimeter and branch offices, out to the mobile endpoint and even reaching to the factory floor as well as the ecosystem of applications and services. Nal Gollagunta- Managing Director, Commercial Sales, Cisco India & SAARC shares, “Cybersecurity is not just a top consideration with the IoE, but one that is foundational to delivering on the promise of the vision. Protecting all of the interactions of the IoE is crucial in enabling people and organizations to benefit from these advances”. The biggest challenge is that there is no mechanism to secure all devices as there may not be enough memory

“IOT CAN GENERATE A LOT OF VALUE FOR EVERY INDUSTRY, - BE IT MANUFACTURING, LOGISTICS, INSURANCE, RETAIL, HOSPITALITY OR EVEN AGRICULTURE.” ANSHUMAN HALDAR, GENERAL MANAGER - CHANNEL BUSINESS OF NETWORK CONNECTIVITY ORGANIZATION, SCHNEIDER ELECTRIC

“TO DERIVE VALUE FROM IOT, ENTERPRISES NEED NOT ONLY TO COLLECT DATA BUT ALSO TO ANALYZE, AND INTEGRATE IT WITH ENTERPRISE APPS , PROCESSES.” SUNIL MEHRA, VICE PRESIDENT, FUSION MIDDLEWARE, ORACLE INDIA

to run security software on them. So the need of the hour is to develop such software which can detect and prevent such security risks. Major possible threats for an enterprise working with IoT around security are: hacking of the device to make it unmanaged, unsanctioned operation of IoT devices, loss of control over their data and its unregulated release, and not able to scale with IoT usage and data volume. Now if we look at IoT in context of enterprises, it becomes more tricky. Today enterprises are using a lot of devices that are IoT enabled, which inturn increases the threats to them from the outside world. These IoT devices come with embedded systems that are able to tackle the threats which prevail during the time of production. Adding to this, Altaf Halde, Managing Director - South Asia, Kaspersky Lab says, “With every passing day, new threats and vulnerabilities prop up which remain undetected by old systems. Herein lies the biggest threat for enterprises.” Symantec secures more than one billion Internet of Things (IoT) devices, including everything from televisions and cars to smart meters and critical infrastructure. “With IoT devices expected to number 25 billion by 2020, Symantec is leading the effort to protect consumers from hacks against their always-on, Internet

SME CHANNELS 25 MAY 2016

COVER STORY

“CYBERSECURITY IS NOT JUST A TOP CONSIDERATION WITH THE IOT, BUT ONE THAT IS FOUNDATIONAL TO PROTECTING PEOPLE AND ORGANIZATIONS TO BENEFIT FROM THESE ADVANCES”.

NAL GOLLAGUNTA, MD, COMMERCIAL SALES, CISCO INDIA & SAARC

connected devices”, adds Atul Anchan – Director Systems Engineering, India, Symantec. As part of its broader Unified Security Strategy, Symantec is investing in and offering the industry’s most comprehensive IoT security solutions. This approach includes authentication, device security, analytics and management to help prevent cars, medical devices, industrial control systems, and countless consumer electronics from becoming hacked, tracked and electronically hijacked as shown in recent news.”

Role of Channel Partners in IoT Channel partners have a vital role to play in IoT. Microsoft is completely committed to helping partners stay competitive and successful by delivering a strong foundation of trusted advisor to customers, technology support, resources, and opportunities. Srikanth Karnakota, Director – Server and Cloud Business, Microsoft India says, “Microsoft partners enjoy a constant revenue source once the implementation happens. That’s because every time the product sells, the partner’s solutions sells along with it and hence there is a constant revenue source. “ Laying the groundwork for IoT and having IoT

discussions with customers is a very real opportunity for partners today. That might translate into guiding customers around IoT products and services or, even if an IoT implementation isn’t immediate, looking at a customer’s infrastructure to assess whether it will support IoT when the time comes. On the role of channel partners in IoT expansion, Dr Chandan Chowdhury, Managing Director-India, Dassault Systemes excerpts, “Channel partners are delivering the consumer experience to the customer and therefore IoT is of critical importance to them-a moving to the next level of technology growth will become central to partner strategy soon. Channel partners should start planning their IoT roadmaps, paying particular attention to vertical market skills and integration capabilities.”

Oracle is also working with its partners to make available innovative solutions through its Internet of Things Platform to help clients harness the increasing amounts of data from IoT to drive smarter decisions, enable new services, business models, and reduce costs. To derive value from IoT, enterprises need not only to collect this data but also to secure, analyze, and integrate it with enterprise applications and processes. Shedding more light on Oracle’s initiative for partners work-

“WITH EVERY PASSING DAY, NEW THREATS AND VULNERABILITIES PROP UP WHICH REMAIN UNDETECTED BY OLD SYSTEMS.” ALTAF HALDE, MANAGING DIRECTOR SOUTH ASIA, KASPERSKY LAB

26 SME CHANNELS MAY 2016

“INDIAN MARKET IS FAST LEARNING ABOUT NEW POSSIBILITIES AND OUTCOMES FROM IOT.” RAVI SUBBARAO, DIRECTOR OF NETWORKING PRODUCTS, AVAYA, INDIA

ing in Iot Solutions, Sunil Mehra, Vice President, Fusion Middleware, Oracle India excerpts, “Under our Oracle Partner Network (OPN) program, we have launched a Specialization to offer enablement resources and specializations in IoT-related areas including Java, Oracle Database, Oracle Fusion Middleware and more. The tools and resources help our partners extend business opportunities and differentiate their services in the market around IoT.”

Finally...

No matter what your business is, there is certainly a play for everyone with IoT. But be patient in seeing real business value amongst the hype, because the use-cases are still evolving and the proverbial wheat is getting separated from the chaff.

Beyond the Internet of Things, The Internet of Experiences will change the way the world operates. Participants in the IoT tend to focus on individual smart devices. Internet of Experiences aims higher, building possibilities when smart devices work together to create experiences. Earning a piece of the Internet of Experiences requires a higher level of “Strategic Thinking- Experience Thinking”. Return on Investment from “Experience Thinking” is higher than IoT. Therefore, it is important to understand the difference between the “Internet of Things” and the “Internet of Experiences”.

COVER STORY

PARTNER’S VIEW

ON INTERNET OF

THINGS Preparedness IoT is a wholesome solution where several partners come together to contribute various piece tying into a business critical technical solution.

Therefore, the key point is to treat IoT as a business enhancement tool, and not an IT initiative. HCL has the unique advantage of extensive experience in the Systems Integration space. HCL services have been focusing heavily on three-four industry verticals, including manufacturing, the health care and BFSI. As per Manu Kumar V, Practice HeadIoT, HCL Services, “We are trying to focus on manufacturing, automotive, FMCG, logistics and healthcare from the IoT perspective.”

An Ideal Partner for IoT Any partner who has built successful relationships with customers and has an intrinsic interest in providing technology related “solutions” to them should look at getting into the IoT space.

In general, there are 3 key aspects for a partner to consider: 1. Use the current solutions and account base to

SHASHANK PHALAKE, CHAIRMAN AND MANAGING DIRECTOR, SPA INSTRUMENTS, INDIA

“WITH HONEYWELL’S SUPPORT AND GUIDANCE, WE HAVE EXECUTED INTEGRATED PROJECTS WHICH HAVE HELPED US MEET CUSTOMER REQUIREMENTS WITH SPEED AND EFFICIENCY.”

target – this is very simple. A partner can easily target the existing customer base as IoT is already being discussed 2. Invest in expertise – have your resources trained on IoT related scenarios in different verticals 3. In house adoption – there can be no greater example to showcase than to use it in house.

For partners having diverse businesses, this is a good way to both adopt IoT as well create a live showcase.

SPA Instruments, India excerpts, “With Honeywell’s support and guidance, we are building our capacities and domain expertise. Using Honeywell’s wide product portfolio, we have executed integrated projects which have helped us meet customer requirements with speed and efficiency.”

In general, 3 Major challenges that every company thinking of adopting IoT bandwagon will face l Integrating new age IOT use cases with existing business model l Baking in security in overall architecture l Sound and scalable architecture to handle large data volumes

Challenges

Tips for Peer Group

IIoT for Indian customers is a new concept.

Although there is excitement and curiosity around IIoT, lack of awareness among customers is a challenge. The standards and regulations around IIoT have not been established yet in the country, however Indian customers being quick with understanding and learning new technologies, IIoT has the potential to emerge as a strategic industry. Being a partner with Honeywell, Shashank Phalake, Chairman and Managing Director,

Customers do see a lot of value in IoT use cases – but new revenue generation from IoT investments is still a long shot. Companies are shying away from making large investments in IOT as there is no clarity on overall RoI. But customer do believe that they have to start their IoT journey soon enough to stay competitive. YASH technologies educate its customers to see beyond a mere IT project around IOT. Shishir Choudhary, Service Line Lead – IoT, Yash Technologies says,

SME CHANNELS 27 MAY 2016

COVER STORY

UDAY BHASKAR RAO, CEO, IRAM TECHNOLOGIES(DELL PARTNER)

SHISHIR CHOUDHARY, SERVICE LINE LEAD – IOT, YASH TECHNOLOGIES

“WE SUGGEST PEER GROUPS TO CONCENTRATE MORE ON RUGGED END POINTS / SENSORS / ACTUATORS DEVELOPMENT, RATHER THAN CONCENTRATING ON ONLY ANALYTICS.”

“WITH OUR STRONG BUSINESS PROCESS UNDERSTANDING OF OUR CUSTOMERS, WE HELP THEM REALIZE VALUE OF INVESTING IN IOT.”

mobility..

simplified..

“With our strong business process understanding of our customers, we help them realize value of investing in IoT.” It is imperative to keep an eye on the market for new developments. The mantra is to ‘Adopt in stages and grow in phases’. IoT should be adopted with a clear and well-defined roadmap in place. Otherwise, silos can be created wherein one discipline does not communicate to the others. Uday Bhaskar Rao, CEO, iRam Technologies(Dell Partner) says, “We suggest peer groups to concentrate more on rugged end points / sensors / actuators development, rather than concentrating on only analytics. Unless data collectors and eco-system for data collection (Gateways) are standardized and they can co-exist and operate seamlessly, it would be difficult to achieve great success from IoT solutions”.

It’s also important to measure the growth of IoT in the context of how fast the analytics business is growing. Robust analytics is the essential next step for IoT to be useful for deriving information. So anyone who directly jumps into IoT without clarity on analytics may not be able utilise IoT in the most fruitful manner.

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CITRIX

CHANNEL ROADMAP

PARTNERS ARE OUR INVALUABLE ASSETS While application, virtualization and mobility are the core areas which will witness enormous growth in 2016, Citrix will target the SMB segment with a fresh marketing strategy and its solutions like NetScaler and Cloudbridge.

BY: SATINDER KAUR skaur@smechannels.com

“OUR CHANNEL STRATEGY IS BASED ON THREE PILLARS- GROWTH, PROFITABILITY AND PREDICTABILITY.”

P

artners play a crucial role in driving Citrix’s business in India as well as globally. Citrix has gained a sizeable market share in Mobility, Networking and Virtualization owing to partners who have articulated Citrix solutions successfully.

Citrix’s channel strategy is based on three pillarsGrowth, profitability and predictability. Giving more information on this, EklavyaBhave –Head Partner Strategy & Sales (India & SAARC), Citrix informs, “We constantly drive regular channel enablement programs which provide on-thejob training to provide the right skills to the partners in order for them to be able to leverage Citrix proposition in the market. We believe in an inclusive growth mechanism where not only the vendor but even the channel partner benefits from overall revenues in sync with our ‘Partner for success’ approach.

Citrix has recently, announced a newly

EKLAVYA BHAVE HEAD PARTNER STRATEGY & SALES (INDIA & SAARC), CITRIX

designed incentive program for partners, to fuel growth and opportunities in the mid-market segment. This update to the incentive portfolio increases partner pay-out significantly. Rewarding individual and distinct sales activities is meant to augment Citrix’s presence in the mid-market.

Changes in incentive structure will reinforce the vendor-partner association and will encourage the partners to explore newer avenues.

Additionally, enablement and pre-sales sessions for the partners are scheduled regularly in order to induct them through any new product launch or developments. The company has a dedicated education arm for on demand access to information for partners. This provides for hands

on training on implementation of products any time that the partner desires.

Choosing the right mix of partners for building an effective channel relationship program is utmost important for any vendor. On this,EklavyaBhave opines, “A right channel structure is one, which offers both breadth and depth of not only market coverage but of technology expertise too. When we look at onboarding a partner, we look at the skills, market penetration and the geographical coverage of the partner.

Every partner brings its unique skill and expertise.

But that uniqueness should have synergy with goals of Citrix. While we have some partners who have good enterprise presence, there are also partners who are strong in the commercial segment.

There may be partners who are strong at regional level and others who have good national coverage. Similarly they bring different strengths in the technology expertise.”

Citrix has always believed in supporting the development of its partners. For this, Citrix is introducing a new Strategic Development Fund for Citrix Solution Advisors (CSAs) and distributors. Similarly, the Net New Partner Sourced program has been introduced to recognize and reward the Citrix Solution Advisors for identifying and developing new business in the pipeline.

Under the program, partners will be eligible for a seven percent suggested upfront discount on all new partner qualified opportunities.

Finally...

Furthermore, Citrix will venture extensively through channel engagement into multiple verticals. The company will continue to strengthen its presence in the enterprise space along with a deeper focus on commercial and tier two markets.

Citrix’s channel ecosystem is pivotal in the success of this strategy.

SME CHANNELS 29 MAY 2016

PARTNER CORNER

CAN PRINCIPLES

GIVE DUE CREDIT TO THE PARTNERS? Today’s channel business becoming very challenging because gone are the days when the products were being sold gleefully. Therefore, the utmost support from the principles is highly solicited.

BY SANJAY MOHAPATRA sanjay@smechannels.com

E

stablished in the year 1991, Laser Systems has varied skills to provide cost effective solutions to the customer in different industry segments such as Banking, Finance, Steel, Government, Defense, Corporate PSU’S and education sectors. Some of the board services that Laser offers include Systems Integration around Data Acquisition & control system, Complete Office Automation besides supply & maintenance of computers, building networks.

An ISO 9001:2008 and ISO20000-1:2011 Certified company having service capacity for 24 x 7, Laser offers the most appropriate technologies as per the requirement of the customers.

M.P.Rao, Managing Director of Laser Systms Private Limited, says, “We can execute any system integration project like Facility Managements Services, IT Infrastructure services, security surveillance, printing solution and data centers in Andhra Pradesh and Telangana.”

He added, “Since we are able to execute the projects to the satisfaction of the customers, we are not only receiving appreciation from them but also repeat business orders.”

He maintains, “Our mission is like Laser beam, which is to provide advanced technical solutions for spreading knowledge in an enhanced environment. We focus on the environment and technology that we offer to our customers, to provide

30 SME CHANNELS MAY 2016

M.P.RAO, MANAGING DIRECTOR OF LASER SYSTMS PRIVATE LIMITED integrated solutions.”

By and large the company is going great and happy with the principle but at times some of the vendor practices torments the company.

The Laser Systems is actively working with vendors like Canon, HP, APC and Cisco. For Canon products, the company is directly dealing with the vendor in India and extremely happy with their support. However, for HP, APC, Cisco and Oracle, the company is aligned with the national distributors like Ingram Micro, Redington and Savex. Though the company gets direct support from these principles yet many time it faces problems such as delivery of short shipment or delayed shipments, etc.

Mr. Rao elaborates, “We are an SI company and work in projects. If we do not get products on time or receive part products then the projects get delayed and the clients slap heavy penalty on us, which is the biggest concern not only for us but also for most of the SIs who are focusing on projects business. I wish the principles could take cognizance of this and take some corrective measure on this.”

This is an observation in the market that off late the principles are interacting with customers directly avoiding the channel partners. Some of the principles are forgetting that the channels had created the brand image for past so many years. Suddenly they started quoting and collet-

ing the orders directly, bypassing channels which is unethical in business. The principles need to understand this. The loyalty has to be recognized by the principles, since the channel partners are with them for several years without changing any brand.

A part from this the principles need to understand that the channels will get returns only after 10-15yrs of their long journey. All these years they will try to establish a brand. The profit they received will be re-invested for the business development. Therefore, the principles should support the loyal partners throughout without any kind of hurdle s, this would enable the partner to strength his business to get more returns and create a “WIN WIN” Situation for the principles as well as for partners.

Finally…

Although Laser Systems is happy with its growth but surely wants to grow faster in coming years.

Therefore, the SI is ready to invest in growth areas by acquiring capability and certifications.

For example, they are planning to set up SAP-B1 Business Centre at Visakhapatnam this year. Also they likely to expand operations in Hyderabad.

As per Mr. Rao, Laser is expecting a moderate growth of 10-12% in the year 2016-17, which is achievable.

GRAEBERT

CHANNEL ROADMAP

GRAEBERT: TO CREATE PROFITABLE

PARTNER ECOSYSTEM With new opportunities arising out of emerging India, every technology company has the opportunity to serve the potential. And Graeberttoo finds it an opportunity but what will determine its growth is its way of handling the channel partner and reach in mid-tier market.

BY: SATINDER KAUR skaur@smechannels.com

A

true innovator in the CAD industry,having 30 years of technology expertise, Graebert has entered India two years ago. It has the ambition to establish itself as a leader for CAD software market in India with its flagship products ARES Commander and ARES Touch products. Graebert is also offerings CAD platform to developers willing to build vertical applications.

As India is a growing market for the designing and manufacturing it offers opportunity for all global and local players. And, Graebertfinds its future bright too. Surya Sarda, Director, Marketing and Business Development, Graebert Indiaexplains, “India is an important market for Graebert’s future growth - both, in terms of developing new path-breaking products and business opportunities. Graebert has already invested $4 million in India and plans to further invest $5 million in order to expand the capacity of the India business to meet growth needs”.

Surya Sardaadds, “With Indian government initiatives including Digital India, Make in India, Skilling India, Smart Cities, Housing for all, there is use of CAD and Digital Mapping software in all these initiatives. So, new paradigms, devices, and applications will emerge and become multibillion dollar businesses and India will be at the

centre of these changes.”

The challenge in India is its mammoth geography and dispersed business houses. No vendor can imagine covering the geography of its own with a battery of sales person. They have to tap partners to reach out to the customers. So Graeberthas also plans to increase the footprint of its sales and distribution network through distributor Ingram. It already has aligned with a set of 45 strong partners. With new opportunities arising, Graebert plans to expand the partner network to tier 2 & 3 cities. Initially, the CAD vendor was focusing mostly North, South and West, but now the company is looking basically for expansion in East and North East regions. Surya adds, “Being a 100 percent channel driven company our success is entirely linked to that of our partners. In the next couple of years, we will add 30-35 new partners.”

Partner Motivation Graebert’s channel philosophy is designed to ensure profitable growth for its partners. It invests significantly in partner training and certification to ensure that the partners can provide high-end solutions and services around its products. For this purpose, Graebert has created a training centerin Noida for partner training and certification.

SURYA SARDA DIRECTOR, MARKETING AND BUSINESS DEVELOPMENT, GRAEBERT INDIA.

“BEING A 100 PERCENT CHANNELDRIVEN COMPANY, OUR SUCCESS IS ENTIRELY LINKED TO THAT OF OUR PARTNERS. IN THE NEXT COUPLE OF YEARS, WE WILL ADD 30-35 NEW PARTNERS.” Going forward, Graebert will continue to spend significantly in enhancing Graebert’s brand awareness and build a strong and profitable partner network. Both these aspects are crucial for achieving company’s goal of 100 percent CAGR growth over the next 5 years. Shedding more lights on this, Surya says, “We also support our partners with slew of marketing campaigns and collaterals and support their participation in various events and trade shows.”

Finally...

As Graebertis fairly new comer to India there is all chance that it has to head on with established competition, therefore the company has embarked on increasing its brand awareness and creating strong and profitable partner ecosystem.

SME CHANNELS 31 MAY 2016

CHANNEL ROADMAP

CANALYS

PARTNERS ARE NEEDED TO BE SEEN AS

STRATEGIC ADVISORS With the introduction of GST which would streamline the tax system, channel partners will have another opportunity to grab as distributors may no longer need to have a warehouse in each of the states and businesses will need to have customised GST-compliant systems (e.g. ERP systems).

BY: SATINDER KAUR

skaur@smechannels.com

B

usinesses in the 21st century are operating in a completely new reality. The innovative technologies are rapidly changing the way enterprises function. The onset and convergence of enterprise mobility with Cloud Computing, Big Data Analytics and Social Media are adding new dimensions to the way businesses operate, however IT partners are little hesitant towards adapting IoT. Showing his concern over such partners, Jordan De Leon, Analyst, Canalys excerpts, “I would assume these partners are not growing because they see past the hype. The most important things for any channel partner are always predictable revenue, profitability, simplicity, and consistency.

This applies to any technology they’re selling or any vendor they are working with. Until they are able to see that with IoT then, they will not see that as a growth engine for them. That said, partners in more advanced economies such as Australia and Singapore are seeing analytics as a part of IoT where they can increase their revenue.” Even BI & Analytics is one where the partners are not seen taking much interest which is profit maximiser, because it is not clear to them how they make a profit out of it. They may not have the talent, skill sets, etc. They may not have figured out how it fits within their business model.

A lot of partner businesses are into IT enterprise infrastructure solutions, and we believe the reason is that there is still demand for it. They still

32 SME CHANNELS MAY 2016

see opportunities from their customers. Jordan De Leon adds, “For niche areas, as I mentioned security would be one, but I would hardly call that a “niche” area as it is a big market. Another one is the hyper-converged technology, which remains a small, but growing opportunity.”

Channel partners know how to run their businesses, more than the vendors do so. The key thing is to always listen to their customers, know their customer’s business inside and out, know what their customers want, and deliver it. They need to be seen as a strategic advisor and not just a supplier of IT equipment. Cloud and mobility are other areas where partners should focus on but again there is a trade-off that they would lose good top line and bottom line initially while restructuring their internal resources. He says, “Any decision that involves changing their business model and perhaps changing the way they structure their business internally will involve risks. The greater risk for channel partners is whether their cloud providers would still be in business in the longterm. They need to make sure the cloud providers they partner with have a long-term vision, strategy, and commitment to the channel.”

For any partner before making investment in any technology and certification, must consider a lot of factors. According to Jordan De Leon, It will majorly depend on the customers and verticals they serve. They need to be strategic about certifications, and not simply obtain all certifica-

tions. They should consider the certifications that would provide the most value to their businesses.

Even if they invest in all of these latest and greatest technology and the most advanced certifications, if these ultimately prove to be unable to provide value to the business, then that’s a wasted investment. Having said that, in terms of technology, Jordan De Leon thinks that security is an area they should consider investing in. It’s something that’s going to encompass all businesses, as more devices, things, every day appliances becomes more connected, security will be a bigger priority – and the channel will play a key role in that.

Channel outlook for APAC and India for 2016 The outlook for the APAC specifically is still positive despite the economic uncertainty. Canalys looks after a global online channel partner community, called Candefero. Canalys recently ran a survey in quarter 1 of this year on its channel community, and 74% of APAC partners expect to grow their revenue in 2016, compared to 2015.

For profitability, 75% expect to grow their profit compared to 2015. However, partners are still facing challenges. The survey results showed that the three biggest challenges for APAC partners this year are: the currency fluctuation, access to skills, and reaching new customers.

For India specifically, the outlook is also good.

The economy is growing and is one of the few

CANALYS

CHANNEL ROADMAP

JORDAN DE LEON ANALYST, CANALYS

“WE RAN A SURVEY IN QUARTER 1 OF THIS YEAR ON OUR CHANNEL COMMUNITY, AND 74% OF APAC PARTNERS EXPECT TO GROW THEIR REVENUE IN 2016, COMPARED TO 2015.” bright spots in Asia. This means businesses will be inclined to spend more, and investment will continue to flow in. One of the biggest developments (should it be passed in parliament this year) would be the introduction of GST, which would streamline the tax system. This has many implications, but in the channel it may have the biggest impact on distribution. Distributors may no longer need to have a warehouse in each of the states, and inventory days will go down. Partners have told us that if GST is implemented, businesses will need to have GST-compliant systems (e.g. ERP systems).

That’s another opportunity for channel partners as each of their customers will have unique requirements, and will require a fair degree of customization as they upgrade their systems to be compliant with GST. Talking about India as a big market for enterprise infrastructure, Jordan De Leon opines, “We’re certainly seeing increase understanding and adoption of Cloud. With the government initiative on smart cities, there is also a big opportunity for the channel, but this will take time.”

At the end...

Adoption of the new technologies like Cloud Computing, Big Data Analytics and Social Media pose formidable new challenges to IT departments. Since the channel partner is actually doing more in this scenario, they should be ready and available with the right solutions, skills and services at the right time.

In order to become or remain competitive in the marketplace, partners must learn to overcome the challenges associated.

SME CHANNELS 33 MAY 2016

PARTNER CORNER

KANTARAM D. CHAVAN, PROPRIETOR, TELETRONIC SYSTEMS & SERVICES, PUNE

GENUINENESS DIFFERENTIATES MATRIX Telecom industry is growing at an average of 10 to 15% but with Matrix IP-PBX, Multi-location solutions, GSM Gateways, IP Gateways, IP Phones, CTI applications and UC Solutions, but Teletronic Systems & Services is able to achieve more in a city like Pune.

Brief us about your company?

Teletronic Systems and Services was established in the year 2001 to cater office automation solutions. Eventually, in this journey we turned our entire focus on being a System Integrator & Consultant for infrastructure based Solutions for SME offices. Today we have expertise in implementation of IP-PBX, Time-Attendance Solutions and IP Surveillance Solutions for enterprises.

What is your turnover and growth percentage?

We leaped from 35 Lacks of business to 75 lacks in this financial year due to Matrix IP-PBX solutions, CCTV & Time-Attendance Solutions. Earlier we were only into sales of Traditional PBX and Hikvision CCTV but Matrix IP-PBX solutions & Security products helps us grow by 100% in the last financial year.

What kind of solutions and products you are dealing in?

We are dealing in IP –PBX Solutions, IP- Gateways, IP-GSM Gateways, Call Centre Solutions, IP Video Conferencing Solutions, Voice-loggers, HD & IP Video Surveillance etc.

How do you find telecom market in India?

It is growing at an average of 10 to 15% but with Matrix IP-PBX, Multi-location solutions, GSM

34 SME CHANNELS MAY 2016

Gateways, IP Gateways, IP Phones, CTI applications and UC Solutions, we can achieve more in a city like Pune.

What kind of telecom solutions you have?

We provide complete Voice Solutions by taking customer requirements into consideration, helping them save telephony costs. Matrix Eternity IP-PBX with in skin GSM cards, VOIP card for multi-location connectivity, integration of our CTI application with their CRM, Voice Mail Solutions, IP phones and IP Gateways are the telecom solutions that we offer.

How do you find Matrix products in terms of its advantages vis-àvis other brands?

Matrix is a brand that stands for ‘SUBSTANCE’ in terms of technology, depth, genuineness and going beyond the mere outer façade & offering more values in all areas. This is what differentiates Matrix from its competitors. It strives to offer MORE in everything it does – technology, applications, performance, flexibility, reliability and support. Matrix positioning is based on offering more of these true, inherent values which customers expect from infrastructure solutions.

The company provides specific solutions with heavy focus on quality and customer service. Key differentiators lie in providing pre-sales, post-

“MATRIX PROVIDES ITS SOLUTIONS WITH HEAVY FOCUS ON QUALITY AND CUSTOMER SERVICE; ITS KEY DIFFERENTIATORS LIE IN PROVIDING PRE-SALES, POSTSALES AND R&D SUPPORT.” sales and R&D support. Most importantly, Matrix has an in-house manufacturing unit and R&D Centre to offer quick turnaround for clients.

What the company needs to do to improve the market share?

Competitive price from 16 to 100 ports can improve the market share. Most importantly a wide range of end points like entry level Key Phones & basic Analog phones.

As a partner what kind of products you want to add this year?

We are planning to add VDP, Matrix NVR & IP Cameras, Matrix COSEC Time-Attendance & Access Control and Fire Alarm System to our portfolio this year.

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APPLICATION CENTRE

EPICOR

BUILDING STRONG STRATEGY

TO TAP MID-MARKET India’s growth prospects have probably attracted most of the technology providers around the world. And when it comes to manufacturing in India, after China it looks as the most viable location. Therefore, a huge chunk of investment is coming into the country so also the growing bee line of the enterprise applications companies focussed on manufacturing.

BY: SANJAY MOHAPATRA Sanjay@smechannels.com

T

he Indian mid-market story is probably the most vibrant one after China.

Companies in this market are engaged in either manufacturing or services sector. It is believed that the number could easily go up to some millions and the substantial percentage of them are into manufacturing. In recent years, under the aegis of PM Modi, the country has embarked upon ‘MakeIn India’ initiative, whichaims toposition India as a global manufacturing hub. This has created a big opportunity for the manufacturing sector in the smaller cities.

Therefore, it makes perfect sense to tap this market not only to stay profitable but also grow with the growth of the market.

Epicor ERP, a mid-market specialty for manufacturing, launched operation in India during early 2011, is probably sees this market as its sweet spot and have been building its capability to address the market. Of course there are challenges in the market. For example, companies like SAP, Microsoft, even Tally are riveting their attention and are there for a long time. But unlike Epicor, the rest of the companies either come from a background of large mind-set or very small mindset. Epicor is probably the only company to have genetically built to address the mid-market and have remained commitmentto this market so far.

Another challenge for the company is less brand recall, which the company is addressing by going hundred per cent through the channel partners where as others have a hybrid model.

Today, Epicor is aligned with 14 channel partners across India including Orient Technologies,

36 SME CHANNELS MAY 2016

Daksha, Corporate Serve and RheinBrucke.

Although this number is too low to cater to the mammoth size of India but this is how the companies grow. Of course these partners might be having presence in multiple cities which could solve the purpose of the principle some extent but clearly Epicor need more partners and more head count to gain access to the larger market and sustain the market pressure.

“For Epicor, the Indian economy represents a vibrant market place that has high potential for growth - especially given the Indian government’s ‘Make in India’ initiatives,”said Channel Director for Epicor Software - Middle East, Africa & India, Anish Kanaran. “Because of our expertise, we recognise the challenges midsized businesses face, and we are able to offer solutions designed with these in mind – providing the right level of flexibility, functionality and cost effectiveness for these businesses as they grow. “ There are many customers wins recentlyi.e.

NADI AirtechnicsPvt. Ltd, the manufacturer of industrial Fans, Allengers, manufacturers of medical diagnostic equipment and Tempsens Instruments the temperature sensors manufacturer.

One of its customers, Krishna Beads Industries, for example, is a leading fashion exporter to over 50 buyers worldwide. Headquartered in Mumbai, Krishna Beads has selected our next-generation enterprise resource planning (ERP) solution, Epicor ERP, to meet its aggressive target to grow tenfold in the next decade. Krishna Beads is implementing Epicor ERP across its whole business - from the shop floor to finance. The solution

will meet its urgent need for access to real-time information, not only to provide a consolidated view of its operations, but to aid informed business decision making.

Since channel is the primary rout to market in India for Epicor, the company has apparently adopted a strategy of ‘quality overquantity’.Partner selection is a critical exercise for the company.

Anish added, “Our strategy is to recruit the right type of partner, rather than a large volume of partners that might end up competing against each other. We focus on enabling partners to build a successful local business that can grow at a sustainable rate. The success of our customers is key and we are therefore selective about the type of partners we work with.”

As per him, today Epicor has partners in all major tier one cities and the next step is to expand to tier - 2 and manufacturing hubs.

Two months back, Epicor has taken Hesham Al Komyon-board as senior director, international channels, to boost its channel strategy. Anish maintained, “We are working towards building a stronger, more strategic alliance and relationship with our channel partners and establishing an ecosystem that allows us to work hand-in-hand with our partners as we grow together.”

How Epicor is different from the product perspective? One of the key differentiators for Epicor, compared to the competition, is that these are entirely built on a Service Oriented Architecture (SOA). With adaptable SOA, businesses have the ability to more easily and efficiently align their information systems and technology resources

EPICOR

APPLICATION CENTRE

ANISH KANARAN CHANNEL DIRECTOR FOR EPICOR SOFTWARE - MIDDLE EAST, AFRICA & INDIA

“BECAUSE OF OUR EXPERTISE, WE RECOGNISE THE CHALLENGES”

with their business processes, allowing them to respond faster to the continually changing business landscape.

Anish added, “We understand that businesses today require agile technology thatis compatible with new devices such as tablets, smartphones etc. Because of its modern platform technology, Epicor ERP is ready for an enterprise with an expanded mobile framework - it enables access anytime, anywhere.”

The latest version of Epicor ERP delivers powerful “out-of-the-box” functionality. Its new features extend the functionalityfor financial management, manufacturing, supply chain and global operations and are focused on simplifying the end user experience and improving ease-of-use.

Apart from being available for commercial market, Epicor is also strengthening its India operation for product development, support and services for the global market. In 2015, Epicor opened its India Technology Centre(ITC) in Bengaluru. Anish maintained, “The new centre is a key component of the company’s globalisation strategy and is already successfully enhancing product development, support and services, in order to drive performance and growth on a global scale.”

Epicor is already positioned as a visionary in Gartner’s magic quadrant for single-instance ERP for product-centric mid-market companies.

VINAY VOHRA, FOUNDER & CEO, CORPORATE SERVE

How do you rate Epicor ERP vis-à-vis solutions from SAP and Microsoft?

All the three products - SAP S/4 HANA, E10 and Microsoft Dynamics ERP solutions - are excellent. Appropriateness of an ERP solution to a large extent depends on a particular situation.

How many customers you have and what is the company’s strategic support to enhance the customer base?

We have more than 200 customers of ERP. Out of this, a number of customer are on Epicor also. Epicor is building its infrastructure in India in a big way. However, adding new customers is a slower process than it sounds.

The challenges for Epicor is that the very low brand aware-

Finally… ness in India, which they have not addressed yet vi-a-vis competition, what is your take on this?

Yes, it is right. Brand building is a long & slow process in ERP market. Epicor needs to invest more on building brand in India. We are sure market will recognise our good work on implementing Epicor business solutions in various industries.

Since its operations in India, the company has continued to gain momentum. Today, Epicor continues to successfully serve local customers by working closely with its expert channel partners.

But what the company need to take care aggressively is to enhance its brand recall. As per Vinay Vohra, Founder & CEO, CorporateServe, Epicor’s E10 is an outstanding ERP solution based on cutting edge technology. The main challenge we face in market is in terms of lack of awareness of its availability.

SME CHANNELS 37 MAY 2016

GUEST ARTICLE

THE INTERNET OF THINGS (IOT)

POWERING THE FUTURE OF ERP SYSTEMS GANESH DEVLE, GLOBAL DELIVERY HEAD, INVENIO BUSINESS SOLUTIONS BRIEF PROFILE Ganesh is recognised in the industry as a hands-on and people-orientated delivery leader. He has played a number of roles at Invenio including delivery manager, project manager, solution architect, and senior consultant.

Prior to joining Invenio, Ganesh held key management roles with Siemens Information Systems, amongst others.

Ganesh has a degree in mechanical engineering and a masters in management studies. He has more than 14 years of SAP experience and over 24 years of overall experience in the industry.

The Internet of Things (IoT) has the potential to transform both the business and the IT infrastructure of the insurance industry. The data captured and transmitted by multiple sensors and devices – each attached to an associated, insured risk – will redefine existing processes of underwriting and pricing.

Tracing theIoT’s role in ERP The IoT bandwagon has not only taken the IT industry by storm but played a decisive factor in the productivity of organisations across verticals.

Almost every discussion will boil down to focusing on technology and maximising output by embracing IoT. Digitalization is real, and a growing number of Indian companies are already reaping handsome rewards from it. Machine to Machine (M2M) technologies across a vastly expanded internet are the next step in information and data management. To avoid missing the “digital bus,” numerous companies have rushed to adopt digital technologies such as ERP without appropriately aligning it to their broader business goals.

But not many have a clear understanding of what IoT actually is! The Internet of Things (IoT) refers to connected devices and systems that typically gather data via embedded sensors or actuators in machines or other physical objects. The interconnection of these embedded devices is expected to usher in automation in nearly all fields. It is a perfect augmentation of the physical world with its virtual counterpart, making it a perfect connected world.

IoT and ERP share the common objective of servingcustomers better. The notion of ‘enhancing services’ binds these two dynamic tech offerings to merge into an all-encompassing platform that can be used across verticals.

The future of ERP systems While data runs were consigned to silos and ran at intervals during the day in the past, new systems will live and die by their ability to process, analyse

38 SME CHANNELS MAY 2016

and show important data in real time.For example, shelves which can detect the amount of inventory and send that data back to the ERP system strengthen the functionality of inventory management. Another example is that IoT enables products to send back the customer’s satisfaction level to the ERP. By creating an interface between Internet-connected devices will provide ERP platforms greater flexibility in developing viable uses of the data gathered by IoT. The Internet of Things will play a vital rolefor ERP and it will help in developing it into a far superior offeringin terms of multiple user access via laptops, tablets, mobile devices, and even watches, IoT strengthens ERP because of its ability to assist with data gathering.

Enhancing operational efficiency through ERP As new technologies continue to multiply throughout the enterprise, IT leaders must cope with constant changes as they feel the pressure to deliver new services, improve performance speed and manage complex environments. In this dynamic environment, companies need to protect their investments by deploying flexible IT architectures that allow employees to access information faster for insightful decisions. Companies can achieve more by improving system performance, increasing throughput capacity and turning data into insights faster. The big advantage of having ERP is the fact that people in different departments can all see the same information, and update relevant information. Apart from the low cost of ownership and savings achieved by standardizing one application to manage multiple

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business functions, usage of ERP promises much more. Among countless other advantages, implementing ERP software can improve productivity, increase efficiencies, decrease costs and streamline processes.

IoT – dynamic game-changer in the IT scheme of things IoT is a technology in which uniquely addressable, physical objects are connected to the internet to identify themselves to other devices based on certain network protocols. Identifiable, autonomous, adaptive, responsive, and self-configurable entities continuously interact and cooperate with each other to ensure ubiquitous communication with peers and servers on the internet. In this automated communication model, devices become contextaware, organize themselves, transfer information, and respond to changing, dynamic circumstances Key developments in the light of existing industry context The Internet of Things (IoT) has the potential to transform both the business and the IT infrastructure of the insurance industry. The data captured and transmitted by multiple sensors and devices – each attached to an associated, insured risk – will redefine existing processes of underwriting and pricing.Traditional removable SIM cards are being replaced by dynamic embedded ones. The Role of the IoT in smart Grid deployment.

Provide details about the benefits and challenges of this development The benefits and challenges of these developments are:

Vending technology: IOT has played a big role in enhancing the working of vending machines by enabling them to communicate to monitor inventory levels, determine pricing, etc.

l

Benefits:

Every new technology faces a million challenges in its initial phases. Internet of Things also poses some grave issues that need to be tackled well in order to utilize its fullest potential. Some possible advantages of IOT can be: l Inventory management: Managing fleet, inventory management and tracking is a major task. IOT is used to tag radio frequency sensors to track the location of products in real time. It has been instrumental in tracking the level of inventory and to stock it in advance, making alerts for unforeseen stoppages, automatically placing orders, etc. l Promotions: Many businesses use IOT to send mobile promotions to frequent shoppers. This is done by keeping track of the shopper’s history and shopping interests. It utilizes location-based tracking of the physical shoppers as well as those shopping over the internet. l Transportation: IOT eases and simplifies the entire process by introducing a monitory sensor that helps to track distance and time locations and other contributing factors. l Assessing web user intelligence: IOT is used by third party web data aggregators to have a better understanding of their customer by tracking them on social media networks. This is essential to identify the key customers and their preferences.

Challenges: l No universal coding language or Protocol: The IoT industry’s biggest challenge may be compatibility. Not all products can talk to each other, because there is no universal coding language or protocol. l Sensing a complex environment: Innovative ways to sense and deliver information from the physical world to the cloud connectivity; Variety of wired and wireless connectivity standards are required to enable different application needs l Power is critical: Many IoT applications need to run for years overbatteries and reduce the overall energy consumption l IoT is complex: IoT application development needs to be easyfor all developers, not just to experts. l Cloud is important:IoT applications require end-to-end solutions including cloud services.

It is vital for organisations to determine the need for digitization because not all organizations are suited for the same.ERP powered IoT should start small and then grow and at each stage the IT leadership should be able to demonstrate the alignment to the organization’s objectives. Enterprises need to embrace the cultural change and as more and more businesses leverage such business platforms.

SME CHANNELS 39 MAY 2016

PARTNER CORNER

RICKY NORONHA, DIRECTOR, ONLINE PRODUCTIVITY SOLUTIONS, GOA

OUR SATISFACTION

LIES IN QUALITY WE DELIVER

With the aim to provide IT Solutions that corporate and others could use and to provide gainful world-class IT Employment facilities, three visionaries decided to undertake a path-breaking journey and decided to set-up an IT startup, Online Productivity Solutions in GOA in 1995.

Briefly tell us about the inception and growth of Online Productivity Solutions.

Online Productivity Solutions started in 1995. As a small Company - founded by 3 IT professionals (who are still it’s directors to date). The main aim being to provide an IT Solutions Company in Goa - that corporates and others could use and to provide gainful world-class IT Employment facilities for the large number of trained IT Graduates that were available in the state -with no jobs - and had to move to other states.

What is the core strength of the company?

Using the best technologies, current best-practises and done in Goa (India) by a 100% Goan work force, we straddle the best of Microsoft technologies along-with FOSS - Linux, php, mySQL and PostgreSQL solutions. To give our clients the best of both worlds!

Tell us about the brands the company is associated with?

We’re partnered with and provide solutions to our global clients that include stuff from our many

40 SME CHANNELS MAY 2016

partners - Microsoft, IBM, Novell, Xamarin, Cisco, etc....

Tell us about the certifications that the company has?

We’re Microsoft Silver Certified (Earlier Gold - Silver Certified is the new scheme) partners.

Listed PostgreSQL, MariaDB and Linux Consultants. We’re also Novell and Cisco Partners.

What is the execution capacity and geographic reach of Online Productivity Solutions?

We’re currently 90+ Professionals at the main office in Verna, Salcette, Goa. Working on all areas of IT Solutions. From Custom Intranet, Internet, Web and Cloud solutions to Android, iPhone, windows mobile and all types of device-apps, Internet research, digital marketing, etc.... We service clients globally, with firm tie-ups for services in the US, UK, Gulf, Australia and elsewhere in Europe.

What are your plans in terms of investment in various technologies and certification for 2016?

“WE HAVE WORKED WITH SOME OF THE BIGGEST GLOBAL IT COMPANIES, LIKE IBM, MICROSOFT AND XEROX, TO CREATE CUSTOM SOLUTIONS FOR THEIR CLIENTS.”

We are continuously investing in various technologies and certifications. Last year we signedup for the very-new Xamarin partner program...

Extending our reach well into the devices app segment. We are one of the first Companies in India to do so. We are already delivering these solutions to our clients. In a line as ours - this is a continuous, on-going and never-ending process.

What are your expansion plans for this FY? We plan to replicate our experiment for some other companies etc. But basically I think we are at a comfortable size. To be big enough to take-on any type of challenge/work required and yet small enough to be able to flex and change direction, try something new and re-invent ourselves - when required.

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The SanDisk Z410 SSD, a cost-competitive, half-terabyte SSD enables manufacturers to design for a broad range of desktop PCs and laptops. The 15-nanometer, three-bits-percell based Z410 SSD delivers the performance, capacities and form factor ideal for mainstream computing platforms.

In addition to the performance and

BY MANAS RANJAN

durability benefits that SSDs provide, the

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SanDisk Z410 SSD delivers storage that is

DIGISOL’S NEW EIGHT PORT port Fast Ethernet PoE unmanaged switch DG-FS1009PF-A with 1 uplink port is designed to enhance network performance in a compact form factor. The switch offers 8 10/100Mbps Ethernet PoE port complaint with IEEE 802.3af. The PoE ports can be used to power up devices complying with IEEE802.3af using the existing Ethernet cable. The switch uses store and forward packet switching technology which ensures reliable data transfer. The switch also supports automatic MDI/MDI-X detection which eliminates the need of a cross over cables and has an additional dedicated uplink port. This switch also support VLAN mode in which the clients connected to it can only talk with the uplink port.

There is a toggle button on the switch for easy selection of the operational mode. Thus the DG-FS1009PF-A is an ideal solution for small Ethernet work-groups and applications requiring PoE. The DG-FS1009PF-A Switch offers 8×10/100 Mbps Fast Ethernet ports with Power over Ethernet support. These PoE ports are IEEE 802.3af compliant and can supply up to 15.4 watt. The existing Ethernet cables can be used to power up IEEE802.3af compliant network devices. This eliminates the need of an external power source and power cabling for such devices. The switch provides flexibility to users for connecting a PoE or non PoE device. The PoE devices connected to switch can be easily identified by the separate PoE LED status indicators for each port.

USP: For DG-FS1009PF-A service and support is provided from 62 locations across the country by DIGICARE the service division of Smartlink Network Systems Ltd.

FEATURES n 9 x10/100Mbps Auto-negotiation

Fast Ethernet RJ45 ports n Support PoE on 8 ports n Supports PoE power up to 15.4W n Complie with IEEE802.3, IEEE802.3u, IEEE802.3x and IEEE802.3af standards n Supports IEEE802.3x flow control

for Full-duplex Mode and backpressure for Half-duplex Mode n Supports MDI/MDI-X auto crossover n 4K MAC address table n Plug and Play installation n Supports VLAN mode

PRICE Rs. 7999/-,

WARRANTY Limited Lifetime Warranty

ample for most consumers and the right-size for typical corporate users.

Built on the successful SanDisk Z400s SSD platform, the Z410 SSD features an SLC cache–a combination of SLC and TLC blocks to maximize read and write speeds.

This means PC users can expect very short start-up and application loading, making the Z410 ideal for multi-tasking and typical PC workloads such as home/office productivity, web browsing, email, casual gaming and audio/video entertainment.

Coupled with the inherent performance and reliability benefits, it is helping to propel SSD adoption into the mainstream PC market.”

With up to 480GB of capacity, the Z410 is ideal for manufacturers looking to design durable, energy-efficient computing platforms. Validated for several top OEM

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OVERALL RATING

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n Price: On Request, Warranty: 3 Year, Contact: Sandisk India, 0124, 4354243

SME CHANNELS 41 MAY 2016

PRODUCT

NEW ARRIVALS

MATRIX

COSEC STANDALONE ACCESS CONTROL SOLUTION MATRIX COSEC PANEL LITE is a Standalone Access Control solution, ideal for SMB and SME units where door controllers are connected to a small panel on the Ethernet. It does not require any kind of software installation. This small panel manages up to 25,000 users and 255 door controllers, and provide all advance access control features required for fool proof security. Standalone access control solution enhances security, improves security, simplifies installation and improves reliability required for an ideal access control.

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ZION RAM’S NEW GENERATION ‘SDRAM DDR4 ZHY21338192HS’ Memory Module for desktops, laptops and Workstations with 8GB mammoth storage capacity and faster clock speed of 2133 MHZ, enables the operational speed for multitasking, web browsing and gaming to a greater height.

The high density module is based on 64 BIT Data width, & 8GB capacity, maximizing the usage that shall help users to work with large data sets. Best suited to the engineers, professionals and gamers these memory modules are constructed with top-quality chips that delivers stable performance and durability.

Over-clocking your components can be rewarding way of pushing your gaming PC to its performance limits. Zion SDRAM DDR4 makes this happen with its superfast clocking speed at 2133 MHZ. The SDRAM DDR4 memory modules have a low operating voltage of 1.200V, reducing the electrical load of the memory bus and consuming up to 20% less power as compared standard RAM’s. This not only saves power but also benefits your pockets with the prolonger battery usage& also protecting the environment by consuming less energy. Furthermore, the module also generates less heat, wherein the systems can operate with reduced temperatures and increase the overall reliability of the module.

n Price: On Request, Warranty: 1 Year, Contact: MATRIX COMSEC, More@MatrixComSec.com

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LEADTEK

LEADTEK NVIDIA QUADRO M6000 24GB LEADTEK’S NVIDIA QUADRO M6000 24GB ifeaturing the 24GB on-board graphics memory, multiple 4K displays and ecosystem interfaces to provide the ultimate visual workspace for maximum productivity. It gives you the extreme performance to take on your biggest visualization challenges.

The graphics card powered by the latest NVIDIA Maxwell GPU, the industry’s largest on-board graphics memory, and optimized software drivers for professional applications. Moreover, supports four displays natively with resolutions of true 4K. Artists, animators, and editors can now work in real-time on their most complex projects with multiple layers and advanced effects. Plus, product designers and engineers don’t have to compromise on model complexity or image quality when working on large assemblies; they can now integrate interactive, physically based rendering and simulation to evaluate product design and functionality in entirely new ways. n Price: On Request, Warranty: On Request, Contact: service@leadtek.com

42 SME CHANNELS MAY 2016

RNI NO: DEL ENG/ 2010/ 31962 Postal Reg. No.: DL-SW-1/4145/16-18

Date of Publication: 20 of Every Month Date of Posting: 22 & 23 of Every Month