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PLUS

IBM PureSystems to Reduce Cost and Complexity /08

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SME CHAT 

/37

Panduit: “Our core strategy is providing solutions to our customers”

SME TREND 

/48

Virtual Computer: IS IDV a better alternative to VDI?

SME CHAT 

/42

IBM: Today’s business requires much higher level of agility from the IT team

TIME FOR

POWER PLAY With the Indian UPS market poised to reach $828.2 million by 2017-18 there is a huge potential waiting to be tapped. And vendors who come out with cost effective and innovative products will rule the market. /28

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PLUS

Panduit inaugurates CBC in Bangalore /16 www.smechannels.com

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TREND SETTER 

/50

MIEL: Turning 360 Degree Covering People, Process and Technology

SME CHAT 

/44

eScan: “to be a leader in SOHO and Enterprise space”

SME CHAT 

/46

Kingston: “Channels Are Integral To Our Business”

ERRATA EDITORIAL

HDD PRICE RISE & CHANGING MARKET DYNAMICS SANJAY MOHAPATRA editor@smechannels.com

WE HAVE already entered the Q1 of 2012 Fiscal; there is no sign of improvement in the condition of the HDDs’ movement in the market. People are saying it is definitely available in the market but at an exorbitant high price – almost three times of the MRP. And there is a rumour that the HDD vendors are holding back the shipment to enhance the price. There is also rumour that during Thailand flood importers had imported HDD at a fairly high price. Whatever might be the reason it is really a precarious situation in the market. It is like coup against the system builders’ market because as per Gartner prediction, Indian PC penetration will grow 17% this year to touch 12.5 million. Out of that, almost a million PC will be bought by the Tamilnadu Government alone for their education sector, which would probably be a good mix of PCs and notebooks. If there is a decent growth on the overall PC category with the backdrop of poor performance in the assembler or system builder market, it means somewhere the message is to do away with the PC builder market, so that the OEM products can have no concern or competition and the principals can focus on the emerging product lines like tablets, VDI products, etc. If this is true it is a very bad sign for the thousands of resellers sitting out of Nehru Place, Lamington Road or SP Road, etc. This feeling is coming as natural as theHDD vendors are not doing anything about the situation. This is one way giving the indication that the systems’ builder market growth will slowdown drastically though the assembler PC market for some custom built requirements like gaming, designing or even running some specific applications will remain intact but it will remain as very small. Of course they will depend on the upgrade and after sales market but the questions is when the customers are becoming more brand conscious, will they ask for alternative products, which will again restrict the growth of alternative components and peripherals brands. So the lesson and caution to the channel market is that they will have a bad time ahead if the HDD situation persists for a long time.

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In March issue Top 5 VAD section, there was some inadvertent error in the profile of Comguard Network Pvt. Ltd. Following is the correct one:

COMGUARD ESTABLISHED in 2009, Comguard Networks Pvt. Ltd. is part of Dubai based Spectrum Group. Comguard Networks in India has emerged as a niche network and security technology distributor. With a product portfolio that is studded with world class vendors like gateProtect, Acunetix, GFI, BlueCatNetworks, Beyond Trust, Brovis, EC Council, Infowatch, iolo, and Seclore, Comguard has supported project requirements of leading enterprises in the Indian region. Leveraging on in-house technical support resources and strong channel support, Comguard has been recognised for its dedicated and sustained efforts to add value to its distribution role. As a Value Added Distributor, Comguard has created a niche for itself in the product distribution space, through its strong channel support, in-house technical support, inherent strength in infrastructure and customer service skills. n Turn Over: 130 crores in 2011 (Over all Group Turnover) n Employees: 55 n Contact Person: Harish Rai, AVP n Products: Access Control Services, Data Leakage Prevention Services, Information Right Management Services, It Security Services, Load Balancing Services n Indian Office: G-4, Penrose building, Hiranandani Estate, Ghorbunder Road, Thane (W)-400607 Maharashtra (India) Phone: +91 22-4024 3181, Website: http://www. comguard.net

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contents

APR VOLUME 03 ISSUE 02

2012

ER COV RY STO

india’s first IT magazine for sme business

Publisher: Sanjib Mohapatra Editor: Sanjay Mohapatra Assistant Editor: Karma Negi Executive Editor: Smruti Chaudhury Copy Editor: Neil D’Souza Reporters: Aparajita Choudhury Web Designer: Vijay Bakshi Visualizer: Manas Ranjan Satya Sagar sinha Lead Visualizer: DPR Choudhary MARKETING Senior Manager: M Raj Marketing Executive: Rajat Kumar Circulation and Printing: Panchanan Bhoi SALES CONTACTS Delhi 6/102, Kaushalya Park, Hauz Khas New Delhi-110016 Phone: 91-11-41055458 / 9313891660 E-mail: raj@smechannels.com Bangalore Subrat S NO.661, 10th Main, 5th cross, 4th Block, Koramangala, Behind Old Maharaja, Bangalore-560034 Phone: 9886107294 Mumbai Hemal Shah B/14, Neel Ashish 92, J.P.road, Andheri (West) Mumbai - 400058 info@smechannels.com Kolkata S Subhendu

Time for power play

BC-286, Laxmi Apartment, Kestopur Kolkata-700101

/28

Phone: 9674804389

With the Indian UPS market poised to reach $828.2 million by 2017-18 there is a huge potential waiting to be tapped. And vendors who come out with cost effective and innovative products will rule the market.

EDITORIAL OFFICE Delhi: 6/103, (GF) Kaushalya Park, New Delhi-110016, Phone: 91-11-41657670 / 46151993 editor@smechannels.com

SME CHAT Spectrum Group  /36

“We want to strongly position gateProtect’s next generation firewall products”

Panduit  /37

“Our core strategy is providing solutions to our customers”

IBM India  /42

“Today’s business requires much higher level of agility from the IT team”

eScan  /44

“to be a leader in SOHO and Enterprise space”

Kingston  /46

“Channels Are Integral To Our Business”

Bangalore 136/ 9, Ground Floor, Eden Crest

TREND SETTER LG  /40

Apartment, Grape Garden, Ejipura

LG to Realign its Channel Engagement

Vivek Nagar PS Bengalore-560047 edit@smechannels.com

Virtual Computer  /48 IDV a better alternative to VDI

Printed, Published and Owned by Sanjib

MIEL  /50

Place of Publication: 6/101-102, Kaushalya

Turning 360 Covering People, Process and Technology

New Delhi-110016

o

more inside

Mohapatra Park, Hauz Khas

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

Editorial~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ 04

All rights reserved. No part of this publica-

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

tion can be reproduced without the prior

Case Study Tally~ ~~~~~~~~~~~~~~~~~~~~~ 24

written permission from the publisher.

Partner Corner ~~~~~~~~~~~~~~~~~~~~ 26, 54

Subscription: Rs.200 (12 issues)

Products~ ~~~~~~~~~~~~~~~~~~~~~~~~~~~ 52

All payments favouring: Accent Info Media Pvt. Ltd.

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SNIPPETS PRODUCT | CHANNEL | CONSULTING | SERVICES

for more log on to smechannels.com

IBM PureSystems to Reduce Cost and Complexity IBM has launched its expert integrated systems family – PureSystems in India. Integrating all IT elements, both physical and virtual, the new systems family offers clients an alternative to today’s enterprise

computing model, where multiple and disparate systems require significant resources to set up and maintain. As per IBM the prime challenge facing companies worldwide is

the need to spend 70 per cent or more of IT budgets on simple operations and maintenance, leaving little to invest in innovation. Two-thirds of corporate IT projects are delivered over budget

and behind schedule, according to a recent study by IBM which also found that only one in five corporate IT departments are able to spend the majority of their IT budget on innovation. The new PureSystems family offers three major advances that allow businesses to slash the high costs and complexity associated with managing IT. First and the foremost is that the system design integrates the server, storage, and networking into a highly automated, simple-to-manage machine. Scale-in design provides for increased density – PureSystems can handle twice as many applications compared to some IBM systems, doubling the computing power per square foot of data center space. Secondly, for the first time, IBM is embedding technology and industry expertise through first-of-a-kind software that allows the systems to automatically handle basic, time-consuming tasks such as configuration, upgrades, and application requirements. And finally, all PureSystems family members are built for the cloud, enabling corporations to quickly create private, self-service cloud offerings that can scale up and down automatically.

Oracle Launches a Slew of Sun x86 Servers Oracle has announced a range of Sun x86 servers based on Intel Xeon E5 processors which it claims are the best platform for running its software and other enterprise applications. Oracle’s Sun x86 servers also offers tools needed for cloud-enabled deployments including operating system, virtualization, infrastructure provisioning, and system management at no extra cost when combined with Oracle Premier Support services. “Oracle engineers hardware and software together to deliver maximum performance, reliability and cost savings. Whether you’re looking to support new applications or deploy in the cloud, Oracle’s new x86 servers are ideal platforms for Oracle software with comprehensive management, virtualization, and support built-in,” said Ali Alasti, VP (Hardware Engineering), Oracle.

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SNIPPETS

HP’s Gen8 Server Promises Performance NEC to Strengthen HP’s recently announced Proliant Gen8 servers are company’s initiative to redefine data centers economics by automating every aspect of the server life cycle. The Proliant Gen8 server triples the administrator productivity—in a typical 10,000 square foot data center—by eliminating most manual operations such as server updates, which typically takes five hours of administrator time per rack of servers. According to Vikram K, Director (Industry Standard Services), HP India, “The skyrocketing costs of operations in the data center are unsustainable and enterprises are looking to HP to help solve the problem.” He further added, “We are delivering innovative intelligence technologies that enable servers to virtually take care of themselves, allowing data center staff to devote more time to business innovation.” The starting price will range between US $1,723 to $2,878 and vary based on configurations.

Citrix unveils New Version of Citrix XenDesktop Citrix has unveiled a new release of its desktop virtualization solution, Citrix XenDesktop. This new release fully integrates the personalization technology acquired last year via Ringcube, as well as support for Microsoft System Center 2012. Citrix also brought out the release of Citrix AppDNA 6 software for application migration management. XenDesktop and AppDNA software provide a rich set of tools and methodologies to dramatically accelerate enterprise-wide migrations to Windows 7and beyond, giving enterprises a seamless way to design, deploy and manage virtual desktops and applications in existing operations.

Cisco and NetApp to Accelerate Cloud Automation To help more customers transition to the cloud, Cisco and NetApp have announced plans to extend the FlexPod with a series of new pre-validated design architectures priced and sized for smaller workloads. This new FlexPod is built on a flexible, scalable, shared infrastructure that combines computing, networking and storage solutions from Cisco and NetApp. To simplify and accelerate implementation of cloud automation capabilities, Cisco and NetApp have also validated several new management solutions from leading software management vendors for of the all FlexPod design architectures. The entry-level FlexPod combines NetApp entry level FAS 2240 and Cisco Unified Computing System (UCS) C-Series. Satinder Sethi, VP (Data Center Solutions for Server, Access, and Virtualization Technology Group), Cisco, said, “As customers balance their need to scale for their future growth with simplified solutions that can be rapidly deployed, Cisco is continuing to work with partners like NetApp to deliver cost-effective pre-tested cloud infrastructure solutions to address these needs.”

MY POINT

Focus on Cloud Computing

NEC India has appointed Angira Agrawal as Head and Associate VP for its Cloud business in India. Angira will be responsible for heading the Cloud initiative for NEC India, defining the overall strategy, including cloud offering partners, the go-to-market (GTM) partners and the platform capabilities. Angira has close to 17 years of experience across telecom and IT industries, with a successful track record in leading various business functions across product, sales, marketing and business development in his previous appointments, including driving SaaS and enterprise mobility business, structuring new global relationships, and leading key strategic GTM and investment relationships for IaaS. With Cloud being his forte, Angira will be responsible for steering NEC’s cloud business to the next level and further broadening NEC’s world-class portfolio blended with local partner offerings. Commenting on the appointment, Koji Oda, MD, NEC, said, “We are glad to have Angira on board, as he brings with him a wealth of knowledge and experience by virtue of his in-depth understanding of the overall cloud computing industry in India and globally.”

EMC Expands Cloud Services

“Together with a strong partner and customer ecosystem, I see Symantec in India poised for growth.” ANAND NAIK

MANAGING DIRECTOR - SALES, INDIA AND SAARC, SYMANTEC

EMC has announced an expanded portfolio of cloud services to help customers accelerate the adoption, consumption, optimization, and management of cloud technologies. The new services help customers accelerate their IT transformation initiatives, enabling IT to more quickly deliver ITaaS to their clients, thereby helping customers to fully realize the benefits of efficiency and agility gained through all phases of their cloud computing. The newly announced EMC services addresses the transformation of people, process and technology and range from strategy and business case development, to design and deployment, to support, optimization, and education. The new cloud services align to the following three critical elements necessary to deliver ITaaS: cloud infrastructure, cloud optimized applications, and end-user computing. EMC’s portfolio now includes: cloud infrastructure services, cloud optimized applications, and end-user computing.

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SNIPPETS

QuantM Acquires TeamworQ Solutions QuantM Net Technologies has acquired TeamworQ Solutions, a Delhi based information technology services and software product company. This investment will accelerate QuantM’s strategic efforts to capitalize on the growth opportunities within the India and global market. “QuantM was looking forward to compete with global leaders like Wipro, TCS and HCL by offering complete IT system integration services including hardware and software offerings. Looking at the high growth of the enterprise application market, presenting a good opportunity for growth, this was the next frontier for our growth strategy. The combined opportunity for servers, storage and systems software for technical computing is over $14 billion in 2011 and is expected to grow over 8 percent annually to $18.5 billion by 2014, according to IDC,” said Pawan Khurana, CEO, QuantM.

SANDISK ANNOUNCES LOYALTY PROGRAM SanDisk has announced its Premier Circle online channel program designed to recognize, reward and retain top channel partners across India. The loyalty program applies to SanDisk’s high-capacity, high-performance product portfolio, which includes USB flash drives, memory cards for mobile phones and digital cameras, as well as SSDs. “Channel partners play an integral role in our go-to-market activities in India, and we appreciate our successful and long-standing relationship with them,” said Manisha Sood, Country Manager and Director (India and SAARC region), SanDisk. “This initiative helps us empower, reward and connect with our selected partners across the county, and is a step to continue our growth in the region,” she elabotated. Valid through 2012, the Premier Circle loyalty program is designed by SanDisk to identify, map and reward its select channel partners who have consistently achieved sales targets and maintained top market share.

Scratch & Win from Digilite Karo Dil Se Digilite has launched ‘Digilite Karo Dil Se: Scratch & Win’ for its dealers and resellers community. The channel incentive scheme covers the entire range of Digilite motherboards purchased from authorized distributors and Digilite Platinum partners and is valid from April 1 till June 30, 2012. Under the offer, on purchase of each Digilite motherboard, the person will be entitled to a scratch card. Each scratch card contains different denomination of points which can then be accumulated and redeemed for attractive prizes such as Honda Activa Bike, iPhone 4, trip to Bangkok Pattaya, Nokia Lumnia, Panasonic handycam and many more at the end of the scheme period. Rajan Sharma, VP (Sales), Digilite, said, “The scheme is designed entirely on feedback taken from our channels partners, Digilite recognizes the need to reward its performing partners and is confident that schemes like this will go a long way in motivating partners to perform even better.”

Polycom Recognizes Channel Partners Polycom recognized several of its top performing channel partners from around the world at TEAM Polycom 2012, the company’s annual sales and partner conference, held this week in Orlando, Florida. The annual TEAM Polycom Partner Awards showcase partners who exhibited outstanding sales performance in 2011 in each of the major partner categories and, this year, the company is also recognizing partners for excellence in innovation, industry focus, services and integration. “Polycom’s diverse partner ecosystem is a key component in our vision to make video collaboration ubiquitous throughout the world,” said Ron Myers, Senior VP (Global Channels), Polycom. “This year’s roster of global and theater award recipients illustrates just a small fraction of Polycom’s nearly 7,000 alliance and channel partners worldwide and demonstrates how fortunate we are at Polycom to work with the most innovative and customer-focused partners on six continents. With their help, we’re continuing to drive sales for Polycom RealPresence video solutions, and rapidly helping people and businesses everywhere unleash the greatness of human collaboration through face-to-face visual communications,” he added.

Nexans Empowers Channel Partners Nexans held a successful training program for their channel partners at the Hyatt Regency in Mumbai. Participants, who attended the event, were able to qualify for the ‘Nexans Cabling Solutions Supervisor certification’ after succeeding in a rigorous 3-day expert training session. Alain Geypens, Training and Channel Support Manager, from Nexans Belgium flew in especially for this event to share his global experience and hold demonstrations for Nexans’ partners in India.

Kingston takes Inspan Infotech on Board Kingston has appointed Inspan Infotech as distributor for their range of NAND Flash products. With its prominent presence in more than 500 cities and towns in India, Inspan Infotech is expected to further enhance Kingston’s multilevel initiatives to strengthen its position in the Indian flash market, especially in the southern region. The distributor’s particular focus will be on Kingston’s SSDs, memory cards and USB flash drives.

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Kaspersky Makes Business Ready for Future

PC SHIPMENTS IN INDIA TO GROW 17% IN 2012

Kaspersky Lab has released its latest security technology to ensure businesses will ‘Be Ready for What’s Next’. Kaspersky Security for Virtualization – built from the ground-up by Kaspersky Lab’s internal team of security experts – is focused on protecting evolving corporate IT infrastructures from malware and cyber criminals. Kaspersky Security for Virtualization is delivered as a virtual security appliance that integrates with VMware vShield Endpoint to provide agentless, anti-malware security based upon Kaspersky Lab’s advanced anti-malware engine. In addition to plug-and-play compatibility with Kaspersky Lab’s own endpoint security offerings, Kaspersky Security for virtualization seamlessly integrates with VMware vShield Endpoint Security, providing straightforward protection for virtual data centers, virtualized servers and desktops. Using VMware vShield Endpoint, the centrally managed Kaspersky Security for Virtualization automatically detects every virtual machine on the network, delivering files to the Kaspersky Lab client for real-time anti-malware scans.

India PC shipments are expected to reach 12.5 million units in 2012, a 17 percent increase from 2011, according to the latest forecast by Gartner, Inc. As per the consulting house, the PC industry is benefiting from the Tamilnadu state government deal, wherein the government aims to give away laptops to the students of state-aided colleges and high schools to fulfill the pre-election pledge made by the chief minister. This will add approximately 920,000 units to total shipments in 2012 and will be a major contributor for an estimated double-digit growth. Without considering this particular deal PC market is expected to grow 8.4 percent in 2012. “High inflation, increased cost of living and smartphone penetration are forcing consumers to extend the life of their computing devices,” said Vishal Tripathi, Principal Research Analyst at Gartner. “Consumers are not very enthusiastic about investing in new and advanced features and form factors which comes at a premium price,” he added. The new form factor Ultrabook has its advantage in terms of looks, style, light weight and battery life. However, at the current price point it’s not going to be a persuasive device for consumers in the Indian market, which are primarily driven by price points more than technology innovations. It remains to be seen whether Windows 8 and Ultrabook will create the compelling offering that will get the early adopter of devices excited about PCs again. Media tablets might see higher adoption as compared to 2011, but they are not going to have any major impact on the PCs as they are still the second or third devices for consumers. Although some enterprise sectors, such as the fast-moving consumer goods (FMCG) and banking, financial services and insurance (BFSI) sectors, are opting for tablets for front end sales force atomization.

INDIA PRINTER COPIER AND MFP MARKET DECLINES 5.9% IN Q4 ‘11 THE COMBINED SERIAL INKJET AND PAGE PRINTER, COPIER AND MFP MARKET IN INDIA TOTALED 641,274 UNITS IN THE Q4 OF 2011, A 5.9 PERCENT DECLINE COMPARED TO THE Q4 OF 2010, ACCORDING TO GARTNER, INC. AND, HP HAS RETAINED ITS LEADERSHIP POSITION. INDIA PRINTER, COPIER AND MFP UNIT SHIPMENT ESTIMATES, 4Q11 (THOUSANDS OF UNITS)

HP

Canon Q3 2010

Epson

14.3%

Samsung Q3 2011

48.1

42.7

50.4

12.6% 44.1

62.6

32.7% 47.2

140.1

167.9

-16.6%

Others Growth

Note: Totals may not add up to 100 percent due to rounding. Source: Gartner (March 2012)

340

379.2

-10.3%

EXECUTIVE MOVEMENT

WatchGuard has appointed Scott Robertson from Country Manager, Australia/New Zealand to VP, Asia Pacific Sales. CA has appointed industry veteran Sunil Manglore as VP, India. Sunil will report to Lionel Lim, President and GM of Asia Pacific, CA Technologies. Venkatesh Swaminathan is the new Country Head for the India operations of Attachmate, NetIQ, Novell and SUSE, business units of the Attachmate Group. Smartlink has appointed Bimal Raj as CEO (Products and Services). Sandeep Ramani, Cofounder, Envent, assumes the role of COO.

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Panduit inaugurates CBC in Bangalore

DIGEST

Panduit India hosted the grand opening of its customer briefing center (CBC) in Bangalore on March 14-15, 2012. This two day event was attended by over 100 plus industry professional representing Panduit India’s strong network of partners and end-user companies across India. Tom Donovan, President, Panduit, inaugurated the opening of the CBC and gave a keynote speech on why there has never been a more important time to invest in Panduit’s operations and partners in India. Panduit’s investment doubles up as both a sales office and CBC that functions like a working laboratory to showcase a spectrum of applications driven by integrated product solution technologies enabled through the Panduit’s Unified Physical Infrastructure (UPI) approach.

HUAWEI TOPS IN IPT AND CC SHIPMENTS

TREND MICRO TOPS IN OPUS ONE TEST RESULTS Trend Micro in competition to eight leading vendors has been ranked No.1 in the results for its superior Anti-spam (email reputation and content scanning) technology. Opus1 tested nine vendor solutions in an anti-spam test performed for Trend Micro in December 2011. The vendors were selected based on the 2011 Gartner Magic Quadrant report for Secure Email Gateways and represented vendors in the Leader/Challenger categories. The 9 vendors are: Barracuda Networks, Cisco, Google, McAfee, Microsoft, Proofpoint, Sophos, Symantec, and Trend Micro. “We are ecstatic with the results of Opus One December test as it adds to our credibility towards our customers. Powered by the Trend Micro Smart Protection Network and Email reputation, and now also includes our Web reputation to identify un-trusted or malicious URLs within an email, our messaging solutions deliver superior results for customers,” said Amit Nath, Country Manager (India and SAARC), Trend Micro. “Comparing the results from different products is not simple, because all products have a wide variety of configuration options, including sensitivity and use of reputation services,” he further added.

Cyberoam Recognized as Visionary Cyberoam has been positioned by Gartner in the visionary quadrant of the 2012 ‘Magic Quadrant for Unified Threat Management’ report. Top global UTM vendors were positioned in the Magic Quadrant based on their ability to execute and completeness of vision. Hemal Patel, CEO, Elitecore Technologies, said, “We believe Cyberoam’s rating as visionary reflects our ability to offer the right design and features set for the mid-sized businesses along with our global footprint spanning 110+ countries. Our current vision is to develop a local sales and marketing strategy in different countries and set up local offices to complement a successful channel engagement. On the product front, we want to strengthen our offerings for enterprise and SOHO/home user segments.”

Gigabyte Presents Dual 7 Series Motherboard Gigabyte Technology has launched its long awaited 7 series motherboards designed to deliver the ultimate performance for 3rd generation Intel Core processors. As per the company it combines the world’s first Dual UEFI BIOS, a new and unique all digital power design, and the latest Gigabyte ultra durable 4 technologies, Gigabyte 7 series motherboards offer an extremely compelling case for a system upgrade. Henry Kao, VP (Motherboard Business Unit) Gigabyte, said, “It makes sense then for us to aggressively transition to Gigabyte Z77 and H77 motherboards so that enthusiasts can purchase them.”

As per Gartner’s Marketshare report, Huawei’s IPT and CC shipments have registered a record growth and have achieved no. 1 rank. According to Gartner’s Contact Center marketshare report, the rankings of Huawei Contact Center shipments upgraded to no. 4 position in the year 2011 from an earlier no. 8 position for the year 2010, thereby registering record increment rank no. 1. In addition to this, Huawei’s PBX license shipments became first to enter the global Top 10 space and the growth rate of Huawei’s IPBX shipments / PBX revenue ranked at the top.

SPARSH LEADS IN CCTV BRANDS Sparsh has won EFY reader’s choice award 2011 for the category of ‘CCTV cameras’. Once again, Sparsh outperformed its competitors and was voted to the top spot by readers of the industry’s leading magazine Electronics For You, a premier publishing group for the electronics industry. The EFY Awards are a benchmark for performance in the global Electronic industry and aims to recognize brands, organizations and individuals who are leaders in their respective segments within the Indian electronics industry. This award recognizes Sparsh for its excellence in product innovation, quality, and service. Other companies competing this year for the coveted award included Bosch, Honeywell, Samsung and Sony.

EMERSON RELEASES 10 DATA CENTER SURPRISES Emerson Network has released a list of 10 common surprises for data center and IT managers and offered tips on how to be prepared for them. The list includes information on a surprising cause of data center downtime, what data center managers might not know about that next server refresh, and the growing trend sneaking up on virtually every IT manager. “When you are a data center or IT manager, very few things are more unsettling than the unexpected,” said Peter Panfil, VP (Global Power), Emerson Network Power. “We hope this list helps IT professionals better anticipate these issues and prepares them with the appropriate technologies, solutions and best practices,” he added.

TECH-COM’S MOBILE MUSIC UNIT Tech-Com has launched the SSD 600 USB PLUS mobile music unit that comes with 2.1 powerful bass speakers, delivering high quality stereo sound experience even with its petite size. It has built in FM radio and a fully functional remote control for easy control. The most unique characteristic of this product is perhaps that it is ready to use and play at all times, whether through a SD /MMC card, USB device, your cell phone or your laptop. The set has ports facilitating direct SD / MMC playback slot and USB connection. The SSD 600 USB PLUS can play MP3 format audio files through various source inputs including SD / MMC, USB, PC, mobiles, mp4, and other audio sources. To make it convenient for the users, the pack comes with 3 varieties of jacks, to facilitate easier connectivity with the audio source.

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ZyXEL Ranks 24 among Asia’s Top 300 ZyXEL Communications has announced that the ‘Boao Forum for Asia’ (BFA) has acknowledged ZyXEL’s ranking of 24th place for combined competitiveness among Asia’s top 300 public companies. This ranking of competitiveness is based on Boao Forum for Asia’s own index system and a data model with very high academic values. The index system includes two main portfolios with four and seventeen indexes to each portfolio respectively. The four indexes in portfolio one define the evaluated company’s competencies in four aspects – fundamentals, development, profitability and risk-resistance. Justifications concerning the four competencies are derived from collective analysis of the company’s financial performance in 2011 by seventeen indexes in portfolio two. Along with BFA’s in-depth studies on the competitiveness of 37 economies in Asia, over 300 public companies in 41 stock exchanges located in Asia and the Oceania region were included as part of the studies.

Quick Heal Admin Console 4.6

EXTEND NETWORK WITH NETGEAR EXTENDER Netgear has announced the availability of the Netgear Universal WiFi Range Extender (WN30000RP), which extends WiFi coverage for any home office or home network in India. Priced at Rs 4,700 the product effectively doubles the operating distance of your entire wireless network and conveniently avoids additional need for power cables or device clutter on your office desk or home theatre. WN3000RP extends wireless network to include the area outside the range of the existing wireless router by overcoming obstacles and enhancing overall network signal quality, giving one the freedom to roam anywhere in the house and access Internet without worrying about coverage. The product was specifically designed to be plugged into an electrical outlet, and blends in nicely with any surrounding. It is compatible with wireless b/g/n routers, gateways and Internet service provider devices. The key features of the product includes that it is easy to set up as there is no need to insert a CD or plug in ethernet cables. Just push ‘n’ connect using Wi-Fi protected setup (WPS) connects computers and/or routers to the Extender quickly and securely. It works with all security standards including WPA-PSK, WPA2-PSK, mixed mode and WEP. Finally, the extender comes with power on/off button, 80% recycled packaging. Further, available with the authorized distributors in India, the Netgear Universal WiFi Range Extender (WN3000RP) is priced at MRP Rs. 4700.

Quick Heal Admin Console 4.6, acknowledged by SMEs across industries as an established solution, provides a centralized management and control of virus protection on networks of almost any size with virtually any combination of Windows or Linux OS. While the Console 4.6 is easy to deploy, it is also a powerful tool, built with state of the art technology. It offers client-server technology, with active agent on all the clients in the network enabling the users to remotely install, monitor, configure, update, and uninstall Quick Heal protection across the network. The use of latest technology makes the deployment a simple affair even in networks without domain controllers and server OS’. With Console 4.6 one can now block access to all the removable drives like pen drive and other USB storage mediums across the network.

GlacialTech V-Shield Cooling Pad GlacialTech has launched its latest V-Shield series laptop Cooling Pads-- V8 and V7 Plus. These cooling pads feature a comfortable and ergonomic tilt work surface while keeping your laptop cool with efficient yet silent fans designed for effective heat dissipation. In order to achieve the best cooling performance, GlacialTech has introduced latest V-Shield series cooling pad in the title of V3 Pro which fit laptops up to 17 inches or below to include a patent-pending Air Flow Wing that delivers huge air flow and smooth flow path with LED silent fan and metal grids. This combination of features optimizes circulation to let hot air flow up and away from your laptop. The V8 Laptop Cooling Pad USBpowered Cooling Pad can be used comfortably on a desk or on your lap. The V series have high quality brushed aluminum, neoprene and iron mesh design that looks good in any home or office.

Strontium’s New Pollex USB Flash Drive Strontium has unveiled a shock resistant and robust designed, Pollex USB flash drives in India. Pollex USB drives support Windows ME, Windows 2000, Windows XP, Windows Vista, Windows 7 without device driver and is compatible with USB specification revision 1.1, 2.0 and 3.0. Available in dimensions 48.2X17.4X 12.2 mmH, and 4GB, 8GB, 16GB the Pollex USB flash drives has durable solid-state storage of 10 years’ data retention. With an ultra-compact design, this portable removable flash disk drive comes with USB connection which supports various storage capacities. Pollex USB is a plug and play device with high speed data transfer rate up to 480Mbits/sec for USB 2.0 and a full speed up to 12Mbits/sec for USB 1.1.

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SNIPPETS

OCZ Unleashes Vertex 4 SSD Drives OCZ Technology Group has introduced the Vertex 4 SATA III SSD series featuring the company’s advanced Indilinx Everest 2 controller platform. The Vertex 4 delivers the industry’s highest input/ output operations per second (IOPS) performance for SATA-based drives across a wide variety of application workloads making this fourth generation flagship product line ideally suited for demanding computing and workstation environments. It consistently accomplishes superior real world performance over the long term regardless of whether the data streams are in compressed or uncompressed formats. The Vertex 4 features sequential bandwidth up to 535 MB/s, maximum random performance up to 120,000 IOPS, and with hard to manage incompressible data, delivers 95,000 4K random read IOPS and 85,000 random write IOPS. In comparison to OCZ’s previous generation Vertex 3 SSD, rated at 60,000 sustained 4K random write IOPS, the Vertex 4 doubles typical transactional performance.

SAP UNVEILS PREDICTIVE ANALYSIS SOFTWARE SAP AG’s SAP Business Objects Predictive Analysis software aims to equip more people with a modern, user-friendly, graphically stunning tool for predictive modeling and advanced visualization. The software is intended to harness and unleash the full value of ‘big data’ when coupled with the power and speed of the SAP HANA platform, enabling organizations to reveal and act upon untapped opportunities and hidden risks. SAP Business Objects Predictive Analysis and SAP HANA are important steps in SAP’s goal of bringing predictive insight to everyone in the organization – not just the analysts. This means extending predictive capabilities to where people work: into business applications, BI and collaboration environments, and on mobile devices.

Gigabyte Mobo Charges Apple iPad Faster Gigabyte has announced that majority of its motherboards including Gigabyte Z77 comes with on/off charge technology, which enables faster charging of the new Apple iPad (3rd Generation) devices, as well as previous Apple devices. A derivative of Gigabyte’s highly acclaimed 3x USB Power feature, on/off charge technology allows iPhone, iPad and iPod touch devices to draw more current from Gigabyte motherboard USB ports than standard USB ports allow, with the added benefit that the PC can be on, in standby mode or even off mode. Many mobile devices can be charged via a desktop PC’s USB ports as long as the system is connected to an active power source, however this is not the case with the iPhone, iPad and iPod Touch. Even when the PC is being used and charging is enabled, these devices usually only draw a mere 0.5A for a trickle charge that can take 3 hours or more to fully charge the device.

Logitech M600 Let Users Navigate Intuitively Logitech has unveiled latest products in the wireless product category in India with the launch of Logitech Touch Mouse M600 which is a wireless mouse featuring a touch surface that let users navigate intuitively with fingers. All products are designed to deliver uncompromising performance in beautiful packages for everyone. The Logitech Touch Mouse M600 lets users scroll, swipe and surf wherever the fingertips rest on the mouse. Its modern design, smooth edges and comfortable curves makes this touch mouse feel comfortable in hand and also adds to style quotient. Commenting on the new development, Subrotah Biswas, Country Manager of Logitech India and South West Asia, said, “People are becoming more accustomed to touch devices using fingertip gestures to navigate on their smartphones and tablets. Today, one wants the device to react to a touch of a fingertip.”

HP Helps Enhance User Experience HP has launched new Application Transformation solutions designed to help enterprises drive an enhanced user experience by integrating mobile-based enterprise applications into the traditional computing environment. The expanded HP Applications Transformation solutions portfolio enables clients to design, build and manage applications that drive interaction between people and enterprises while optimizing traditional application environments to deliver an improved user experience. Amit Chatterjee, Director (Software and Solutions), HP India, said. “HP ensures that enterprise applications provide the highest level of quality, availability and scalability while elevating the user experience to an entirely new level.”

Socomec Goes Green In response to customers evolving needs Socomec has developed a new Green Power 2.0 UPS. Socomec’s new Green Power (GP) 2.0 UPS range - available from 10 kW to 400 kW- has been developed to meet the increasingly demanding needs of datacentre operators and to directly address major concerns including fast return on investment, future-proof design, guaranteed 24/7 uptime, environmentally friendly solutions and premium support services. With unity power factor and the highest total efficiency on the market, energy savings will be up to 50% compared to legacy UPS, thus enabling Green Power 2.0 to dramatically reduce total cost of ownership.

Cisco Launches Collaborations Anywhere Cisco has introduced new people-centric innovations aimed at making it easier for people to collaborate anywhere, anytime in the post-PC era. The innovations, ranging from new desktop and mobile Cisco Jabber collaboration applications to Cisco TelePresence systems, make it easy for users to move from one collaboration solution to the next based on how they work and their immediate task at hand (for example, moving from instant messaging to voice to video with the click of a button). The new Jabber and TelePresence offerings, which include a new immersive TelePresence system with optimized collaboration capabilities, are completely integrated, giving customers more mobility options while also extending the reach of their telepresence investments.

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SNIPPETS

Xerox Leads the Pack in MPS For the third consecutive year, Xerox earned the top position in managed print services (MPS), according to analyst research group Quocirca’s 2012 report. Xerox maintained its leadership, largely due to its strong set of services for global channel partners and expertise in business process and IT outsourcing. “Businesses of all sizes are benefitting from Xerox’s strengths in extended services such as BPO and ITO, and its strong focus on continuous improvement and innovation,” said Louella Fernandes, Principal Analyst, Quocirca. “Xerox is in a class of its own with a mature MPS offering and a strong value proposition and vision. Xerox has held on to the market-leading position year after year because we have a proven track record of delivering services that help businesses lower costs, increase productivity and improve document security,” said Vishal Awal, Executive Director (Services), Xerox South Asia. The report, which provides an independent evaluation of MPS providers, indicates that integration with business processes and IT systems will become increasingly important as MPS evolves.

Check Point Featured in the Leaders’ Quadrant

CANON TO WOO YOUTHS Canon India has signed up Anushka Sharma as the youths’ icon, to mark the re-positioning of the Power Shot sub-brand. This move coincides with the introduction of new series of PowerShot digital cameras which have been targeted at youth. “There is great synergy between Canon’s new lifestyle line up and Anushka as both are exuberant and dynamic. We are rolling out the campaign with her called ‘What makes us Click’ highlighting youth capturing spontaneity. We truly believe our association will go a long way as we commit ourselves to bowl over the youth of India,” said Alok Bharadwaj, Senior VP, Canon India. Canon’s all new PowerShot range now enters their lifestyle offerings and the existing IXUS range of lifestyle cameras is now focused on the distinctly ‘premium’ consumers whose accessories define their luxury statement to differentiate from others. A recent survey conducted by Canon to check the attributes that will appeal to the youth segment, revealed that Indian youth is looking at some extra zing to their routines, helped invent the theme ‘What Makes us click’. Targeting the youth between the age group of 18-30 years of age, the campaign on the brand Power Shot aims at connecting the whole new concept of image capturing with the youths.

Check Point Software Technologies has been positioned in the Leaders’ Quadrant of Gartner’s recent Magic Quadrant for UTM-1. According to Gartner research, ‘UTM devices provide SMBs with multiple network security functions in a single appliance’. “We believe that our position as a leader in Gartner’s Magic Quadrant for UTM affirms our commitment to providing extensive security solutions, practical for all businesses to deploy – from small business environments to high-end enterprise data centers. We have seen greater demand for Check Point solutions in this region as more and more customers look at upgrading their security posture,” said Bhaskar Bakthavatsalu, Regional Director (India and SAARC), Check Point Software Technologies.

Seagate recommends 10 things to protect data Seagate recommends a list of the 10 things everyone must know in order to safely back up and protect their data. There are several dos and don’ts when it comes to looking after external hard drive. First, it is necessary for the drive to have proper ventilation and air flow. Defragmenting a drive helps prolong its life, useless staff should be removed to make the drive work harder and ensure that the data is safe. Part of the defragmentation process is to check the validity of the sectors on the hard drive and if they are not, to move the data to an area of the drive that is working well. However, hard disk drives may not be waterproof. If something heavy drops on the drive, maybe the disc within the casing is still intact, if the drive includes technologies like Seagate’s G-Force Protection.

Transcend adds 2.5 PATA SSD Transcend has added the PSD320 2.5’’ parallel ATA (PATA/IDE) to its SSD line of products. Designed to replace traditional 2.5’’ 44-pin PATA hard disk drives, the PSD320 is a value-priced solution that gives older systems the ability to upgrade to the enhanced performance and reliability benefits of solid-state technology. Featuring ultra-fast sequential read and write transfer speeds of 104MB/s and 93MB/s respectively, the PSD320 dramatically improves performance of older equipment without the high cost of replacing the entire machine. The PSD320 SSD fully supports PATA, Ultra DMA modes 0-6, PIO modes 0-4, and multi-word DMA modes 0-2, to offer installation flexibility for all types of legacy equipment built around the 2.5” PATA storage device standard.

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CASE STUDY

TALLY

WORLD CLASS LAUNDRY AND DRY CLEANING GOES WITH TALLY

W

hite Tiger, World Class laundry and Dry cleaning came into existence in 2002. The company is currently spread in about 75 collection centers spread all over Delhi, NCR and Punjab. White Tiger has a network of 25 successful franchise partners, serving more than 1 lakh customers The company prides itself to have a collection centre within the premises of American Embassy. White Tiger’s services include wet care, dry care, starching, darning, steam pressing, moth proofing with free pick-up and delivery and on-site cleaning. Processing of 6000 pieces to 10000 pieces a day is done. The plant can handle 20,000 – 25,000 garments in 2 shifts and 30,000 in a 12 hour shift. Business Challenge The company originally catered to 5-Star Hotels in Delhi, taking care of their laundry. Mr. Sekri found that though the name was earned, monies were only trickling in. The brand name ‘White Tiger’ was not recognised. He thought of shifting to retail laundry, but the competition from big players was severe. But finally after 4 years, in 2006, he decided to switch to the laundry service for public and never looked back. The software used initially had taken backseat. Getting established became important. Later an in-house Oracle based software was used. But there were loopholes in the system like whether the invoice has been actually made or not, whether garment has come to the plant or not, the cash has come to the plant or not, whether double billing has been done. Brand recognition and segregation was difficult. Mr. Ashwani Gupta of ITWorks @

“Tally is a great product. It has the edge over many of the MNC software because of its user-friendliness.” RAJEEV SEKHRI VICE PRESIDENT WHITE TIGER

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

BENEFITS

l  Customised

Invoices l Many types of MIS Reports l Easy transfer of manual data to Tally l Comfortable to train personnel in Tally

Siyaram, Master Tally Partner, New Delhi was commissioned to provide an effective inventory module with many features tweaked to suit its functions. The Solution Typically the invoice for payment would be made against the delivery. It was required to capture which garment’s attributes, viz., the color, brand, any specific stain or damage or a missing button are recorded against each garment within that invoice. The inventory module was used without affecting the inventories as there is no value attached. Keeping track of garments came in for various processes, the current stock lying at the Point Of Sale (POS) location, and also the present position of the garment. The customer is either going to selfcollect the garment or it’s got to be home delivered The garment would undergo processes like dry cleaning, laundry, starch, steam press or darning activity and charged as per the process.

The processes have been designed in such a way that the POS locations are running on single user licenses and the HO has the complete data by synchronisation. Schemes like if-you-give-2-shirtsfor-process-third-one-is-done-free are entered in Tally. The date plays an important role. The HO manages the schemes by creating these as templates and uploading the particular template back into the individual data bases of the POS Location. To track that movement, a functionality is used in which additional fields are created within the same invoice for every item, in which recording the dates would be done for various movements of a particular garment. The new staff which is not highly qualified, as part of their training, was given dummy transactions created by the MTP. The staff prepares a manual document while they pick up a garment from the customer’s place and handover the garment to the POS location, there will be a delivery van which will pick these up in

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TALLY

the evening. The staff is able to create the invoice and avoid any kind of possible mistake. All the woes of calculations, whether it is service tax, discounting etc., are controlled and manned by the company. All these are a part of one big single report which contains the material handed over, the total cash collected for the day, previous day’s opening balance, the expenses incurred (with expense vouchers attached) and handed over to the driver of the van. Based on the document on hand, the manual processes at the plant to validate that particular transfer-out document, the transaction and the garments as per the transfer-out statement. Tags are printed on a special tafta paper which is chemical proof, petroleum proof, printed on a different printer. There are two printers connected with the system. One is exclusively for thermal printer tag. Other is for POS which is a 60 column printer. The solution intelligently senses for tafta stickers and sends the invoice to the invoice printer. Both printers are connected to the same system and the computer intelligently decides which document needs to be sent to which printer. There are 52 various MIS reports. What is the

total amount of revenues that is booked today in terms of sales, cash collected against those sales, current status of garment at any POS location, receipt number, if not name, address, telephone number. Based on these, reports have been have been created in Tally which informs the list of garments given for process, or else if process is over, the details of garments lying with production waiting to be delivered. Ageing analysis report is another report made against the invoice. If not delivered even after 6 months, then garment is removed from the POS location and brought to the plant, since plant has larger storage space, till the customer picks it up. This is a typically product-wise, outlet-wise, quantity-wise, value based report. Similarly, outletwise, day-wise total number of garments received, sales made of all outlets are tabulated. Outlets are drawn on the Y-Axis and the dates on the X-Axis. A customer-wise, date-wise, month-wise report which gives details of kind of business a particular customer has given. This helps the PR Team in evaluating the customers. White Tiger takes up cleaning of carpets in houses on site. The personnel deliver a cash memo manually. Then the final invoice would be created

CASE STUDY

Mr. Ashwani Gupta, ITWorks @ Siyaram, Master Tally Partner

on Tally. There is a minimum charge levied for carpet cleaning. A scheme called Linen card typically for a laundry operation only. Whenever a customer is sold a linen card, that sale is captured in Tally. Customer account is debited with date validity and the money is recovered. Here the challenge was that the garments received against linen card have to be captured at zero sale value, because the linen card is already been paid for by the customer. Rajeev Sekhri’s parting words were, “But for Tally, we would not have been so proactive and successful in our business”.

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PARTNER CORNER

TO SAY ANYTHING ABOUT TALLY , AS A COMPANY OR AS A PRODUCT, WILL BE TOO LITTLE MR. ASHWANI GUPTA, DIRECTOR, ITWORKS @ SIYARAM. (DIV. OF ASHWINI AGENCIES PVT. LTD.) & MASTER TALLY PARTNER

“MR. BHARAT GOENKA’S UNIQUE STYLE OF WORKING ENSURES THAT OUR DISCOMFORT BECOMES OUR STRONGEST POINT OF GROWTH IN BUSINESS.”

I

t is said that Tally has transformed the lives of many ordinary people to extraordinary. One of the first users turned partner of Tally, Mr. Ashwani Gupta would have probably remained in his family business of automobile spare parts distribution had it not been for the encouraging words of Mr. Bharat Goenka and Sh. SS Goenka (Papa Ji) during 1999. Had he not taken their advice to heart and followed his insticts he would never have basked in the glory of information technology. Mr. Ashwani Gupta, Director, ITWorks@ Siyaram (Div. of Ashwini Agencies Pvt. Ltd.), & Master Tally Partner, recalls, “Way back in 1988-89 my parents business was looking for an accounting software for its day-to-day accounting needs, primarily for the debtors and creditors management. This is when I came across PFA (Peutronics Financial Accountant) 1.0 which was a small accounting software from a company called “Peutronics” that soon assumed a new avatar as Tally in 1988-89. Since then my relationship with Tally has strengthened immensely.” “Since my association with Tally as a user, I became close to Mr. Bharat Goenka – the creator of Tally and Sh. S S Goenka Ji (Papa ji as we all used to call him) my motivator. It was in 1999 when Tally was growing leaps and bounds, Papa ji approached my father and offered us the dealership. Papa ji knew it well that I always wanted to get into software development and allied line. It was then that I became a business partner for

Tally,” he added. Mr. Gupta is also one of the fortunate persons to have driven the business comfortably. Identifying customers and their needs is one of the arduous tasks of any business but his stint with his family business gave him the skill which proved to be a boon. He has worked with corporates and people from different domains extensively, which has given him the exposure to different business environments to enable him to understand his clients’ business requirements and easily map the same on Tally. He adds, “This unique behaviour has given me the edge to understand the user requirements in the shortest possible time and provide them the solution on Tally. The knowledge that I have been able to garner over the period of time has made me work close with large corporates. Today ITWorks has been providing solution in various streams to its users.” Tally has taught him many things including how to be tenacious and hardworking. He quips, “Working with Tally has never been comfortable as Mr. Bharat Goenka ensures that we never rest and relax. His unique style of working with a continuous engagement with the partners has ensured that our discomfort has become our strongest point of growth in business.” Mr. Gupta is happy that he has been giving many unique solutions to the industry on Tally, which are near impossible and never-beforeattempted. There is a list of unique solutions that

ITWorks has created; but solutions for housing societies, White Tiger Dry Cleaners, LG Electronics (managing secondary sales visibility of their distributors), and Coca Cola (linking Tally with SAP) tops the list. ITWorks grew over 100% in terms of volumes last year. Mr. Gupta’s views are very clear about the business. His motto is to look at customers’ satisfaction which acts as a fuel to grow the partners’ business.

Finally… After the success of Tally.ERP 9, Mr. Gupta is looking eagerly at the revolutionary Series B launch of Tally.ERP 9 to usher in a new era in computing. He concludes, “Tally is a fantastic company. To say anything about Tally, as a company or as a product,will be too little.”

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COVER STORY

UPS MARKET

ACCORDING TO FROST & SULLIVAN THE INDIA UPS MARKET WHICH WAS WORTH $528.5 MILLION IN 2010-11 IS ESTIMATED TO REACH $828.2 MILLION BY 2017-18.

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UPS MARKET

COVER STORY

TIME FOR

POWER

PLAY With the Indian UPS market poised to reach $828.2 million by 2017-18 there is a huge potential waiting to be tapped. And vendors who come out with cost effective and innovative products will rule the market. BY KARMA NEGI

karma@smechannels.com

H

ide and seek that power plays in India is a common phenomenon and I am not talking about the political kind. Erratic power supply, increasing power deficit and the more than occasional power cuts is a proverbial story of the Indian power sector. During 2010-11 the peak and non-peak electricity shortfalls were approximately between 8.5 to 9.8 per cent (Source: CEA). But it is this very bane of our lives which has provided a boost to the backup power industry in India, especially the UPS market. According to Frost & Sullivan the India UPS Market which was worth $528.5 million in 2010-11 is estimated to reach $828.2 million by 2017-18. The Indian UPS market is a crowded lot comprising both organized and unorganized players. According to Frost

and Sullivan the Indian UPS market is highly competitive, fragmented, and fast growing, with both multinational and Indian suppliers competing for space. UPS systems are essential for guaranteeing the business continuity of any industrial or commercial enterprise. All business critical equipments must have a faultless and clean power supply if they have to operate efficiently. Poor quality of the grid power in India puts the industries in a vulnerable situation and results in hours of downtime and huge losses. These factors affected the industry and has made UPS systems an integral/indispensable part of the industry infrastructure. The power critical equipment is growing significantly and UPS business is also growing along with that. The conventional UPS market is being replaced with Modular UPS and Transformer-less UPS as the market

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COVER STORY

UPS MARKET

“THE GROWING DEMAND OF POWER IN DATA CENTERS AND SERVERS HAVE ALL INCREASED THE NEED FOR A WELL ADDRESSED POWER ELECTRONICS INDUSTRY.” SUHAS JOSHI, DIRECTOR (SALES—UPS), DELTA POWER SOLUTIONS (INDIA)

demands more cost effective, energy efficient and innovative products. With the ever increasing energy cost companies are fast adopting the ‘Green’ method to reach out to its customers. The entry of laptops and tablets may threaten the 600 VA market but the increased penetration of desktops in tier II and III cities is fuelling the growth of the sub-1 kVA UPS systems. Considerable demands from IT, ITeS, telecom and especially government led computerization initiative are driving the power backup market. Data center is another major driver of this market. According to Frost and Sullivan the increasing use of software as a service (SaaS), online streaming media, online gaming, and high-performance computing are expected to restore health to the data center UPS market, helping it achieve a compound annual growth rate of 6 percent from 2010 to 2017. The market has also got a fillip from the eager acceptance of cloud servers, as they pack more power into smaller spaces. Owing to this heightened demand for cloud computing, manufacturers are gearing up to provide data center UPS with higher efficiency, lower total cost of ownership, and invest in developing reliable technology. The customers are also increasingly seeking a single solution to their power needs. Hence vendors are feeling to urgency to migrate from just a product provider to a solutions provider, where instead of going to multiple vendors the customers’ requirements can be fulfilled under one roof. Last year proved to be lucrative for the power backup industry. The overall market pie increased and a widespread shift from the unorganized to the organized sector was quite evident. New markets were tapped in tier II and III cities. New technologies in UPS industry with increased efficiency of power products have helped penetrate the market even further. The growing demand of power in data centers and servers have all increased the need for a well addressed power electronics industry. Hence there is no doubt why the UPS vendors are upbeat about the growth of the market. As a

very optimist Suhas Joshi, Director (Sales—UPS), Delta Power Solutions (India), replied, “The Indian UPS segment will surely grow in 2012.”

Technological Trends Today the market is demanding higher efficiency, low power wastage, high power density and greater reliability. They are increasingly looking for higher backup time with the need to be increasingly connected for a longer time apart from small sized UPS with high efficiency, power

“THE INDUSTRY IS CURRENTLY GOING THROUGH A CONSOLIDATION PHASE. WE EXPECT THE KEY TECHNOLOGICAL ADVANCEMENTS TO TAKE PLACE IN THE ENERGY EFFICIENCY SPACE.” GURUDUTT M, DIRECTOR (HOME AND BUSINESS NETWORKS), APC BY SCHNEIDER ELECTRIC

saving and user friendly features. Space optimization has permeated organizations of all sizes, generating more demand for rack-based UPS systems for rack closets. The industry is also going through a tipping point in terms of providing more efficient and greener solutions to ensure this planet is sustainable in the time to come. “The industry is currently going through a consolidation phase. We expect the key technological advancements to take place in the energy efficiency space,” said Gurudutt M, Director (Home and Business Networks), APC by Schneider Electric. As the latest technological trends are driven by mandate to reduce skyrocketing cost and optimize the reliability, efficiency, scalability and flexibility of IT infrastructure, power companies are churning out innovative products to meet the demand. There is a palpable shift in the UPS market towards Modular UPS systems and high efficient transformer-less UPS. According to Frost and Sullivan this shift towards Modular UPS is primarily due to the hot swapping features and the flexibility they offer in terms of redundancy. Modular UPS allows end user to invest according to their actual load, and to upgrade their systems while their business grows, without hampering uptime, reliability, availability. The market demands UPS system with high efficiency even at partial load to reduce the operating cost and to be a part of green revolution. In accordance with more efficient products higher KVA UPS systems, as per Base Batteries, are becoming a replacement to industrial size generators. This is because they are environment friendly and easy to maintain. Also, for power back up solutions, the costs are economical. In addition space constraint has also marked the shift towards Transformer-less UPS, especially in the 50 to 200 kVA range and the above-200 kVA range. Another reason being the growing trend of LEED (Leadership in Energy and Environmental Design) certification of buildings explained Frost and Sullivan. Transformer-less UPS systems with unity input and output power factors, less than 5% THDi, efficiency in excess of 94% have become a standard these days. “Now the emphasis is towards modular designs offering N+1 redundancy, hot swappable power, control and battery modules, MTTR (mean time to repair) of less than 30 min and concurrent maintenance capabilities. UPS systems are increasingly migrating to rack mount designs and are moving into computer/server rooms from basements,” elaborated Kunwer Sachdev, MD, Su-Kam Power Systems Ltd. Green has become the Holy Grail of the indus-

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COVER STORY

UPS MARKET

“UPS SYSTEMS ARE INCREASINGLY MIGRATING TO RACK MOUNT DESIGNS AND ARE MOVING INTO COMPUTER/ SERVER ROOMS FROM BASEMENTS.” KUNWER SACHDEV, MD, SU-KAM POWER SYSTEMS LTD.

try. IT and ITeS, BFSI, and telecom sectors are also driving another technology trend, the adoption of green technology solutions. At a time of rising energy costs, it is imperative to promote products that are energy efficient and lower the total cost of ownership. “Our green initiative goes beyond IT networks and encompasses the entire critical power train in all industries. We create the adaptive architecture model to design products and technologies that adapt to changes in technology or business environments, while maintaining, or improving availability and efficiency. There is an increased emphasis on communications and software. Another latest technological trend is a shift towards the need of zero impact source and expandability (scalable ups systems),” said Anil Munjal, Director and CEO, Riello PCI India. French company Socomec has successfully leveraged leading-edge technologies in Green Power UPS range. “Our UPS systems support high efficiency, enables low power consumption and directly results in energy cost savings and increased customer ROI. Our green Power UPS systems from 10 to 400 kVA offer high efficiency (up to 96 percent and up to 98 percent in ecomode) and exceptional performance. This has been made possible through the use of unique 3-level technology,” informed Arunabh Ghosh, Channel Head, Socomec UPS India. The 3-level conversion topology means that IGBT switching occurs at half voltage, with a consequent significant reduction of losses on the inverter and rectifier. APC by Schneider Electric recently launched the new Green UPS in the 1 and 1.5 KVA segments. This Green UPS would have the New Powerchute 3.0 software, which apart from auto shutdown/file saving would also send auto tracker on the energy consumption patter of the customer. Apart from this APC by Schneider is also working on innovations in the areas of remote management. “We are working on making remote manage-

ment faster, more effective and smarter for the customer to make the most of his resources and increase the overall efficiency and productivity of his critical physical infrastructure,” informed Gurudutt M.

Channel Partners’ Migration to Solutions Channel partners need to differentiate themselves from their competition by developing the skillsets necessary to vend customized solutions to their customers. The product-centric approach

“THE DEMAND FROM IT AND ITES SECTOR – WHICH IS GROWING BY 25-30% YOY– IS ONE OF THE MAJOR DRIVERS FOR THIS MARKET, ESPECIALLY IN THE MORE THAN 20KVA POWER RANGE.” ANIL MUNJAL, DIRECTOR AND CEO, RIELLO PCI INDIA

has worked till now, but increasing complexity of IT ecosystems, constantly changing business requirements, and the mandate to optimize energy expenditure has compelled organizations to do business with resellers who can advise them on an end-to-end approach to address power problems. Moreover, the channel has an opportunity to move above the box-pushing business and adopt a service driven model. Channel partners in this business are mostly known as box pushers but as the market move towards more specialization and technological innovation, with customers demanding one-stop-shop solution, it has become imperative to transition from mere UPS’ providers to power back-up solutions providers. The need for effective power management solutions is the need of the day. There are many UPS companies with good product lines but customers today need an end-to-end integrated solution. This approach will not only return better profits but also open new avenues to grow their business. Providing products is an easy option, supply products as per the customer requirement but providing solution is quite complicated. “It is vital to study customers’ need, understand various aspects of the project and then provide most appropriate solution comprising of various products. This requires in-depth knowledge of the application. Currently our focus is on server closet, server rooms, small, medium and large datacenter applications,” added Sachdev of Su-Kam. “We are constantly driving programs to upscale our partners up the value chain. For example, a partner might be selling an entry level Backups solution today, but our endeavor is that he should be scaling up to three phase and datacenter solutions in the next 12 to 18 months’ time, also depending upon the partner’s keenness, technical skill set, and other resources,” said Gurudutt. With the changing demands of power dynamics, it has become highly essential to develop customized solutions for channel partners. It becomes essential to capacitate channel partners to competently handle the technology upgrades and adeptly propose the best of kind solutions to valued customers. Socomec’s pre-sales team supports them with technical and product trainings, and elevating partners to adapt the technology upgrades and sell on their own. The knowledge gained through these sessions helps them to understand the customer requirement and propose the right solution. Emerson has already moved on from being a UPS or precision AC manufacturer to the enabling Business Critical Continuity Solutions.

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UPS MARKET

Emerson has developed the capabilities to ensure uptime for its customers through high quality and customizable solutions. Emerson’s extended product portfolio has allowed partners to up-sell i.e. offer customized solutions that satisfy a particular customer’s specific needs. “Up-selling will earn bigger profits, repeat business and better prospects for growth. The ability to sell end-to-end solutions now also enables them to create an entry barrier for their less-competent counterparts. By doing so, Emerson Network Power is helping the channel community to evolve as informed trouble-shooters with an expertise in tackling uptime issues in one or more verticals,” said Ankesh Kumar, Director (Channel Products and Marketing), Emerson Network Power India. According to Aditya Arora, COO, Base Batteries, “With our knowledge and expertise, we are training our channel partners to face new market challenges and new methods to increase sales by training and constant feedback mechanisms. We help them to give better power solutions. With a clear vision of where the market is heading to, which market segment the Partner is involved into; we have come up with more measures and solutions to increase the business for all our partners.” Best Power Equipment imparts case histories/ training to its channel partners for migrating to the increasing online UPS market. “Till now, mostly electrical distributors were taking care of online UPS market. But now, IT Channel is also playing a big role in increasing demand for larger KVA Online UPS’,” apprised Rupesh Kumar, Sr. GM (Sales--Corporate Communications), Best Power Equipments India. For a channel partner to upgrade to a solution provider depends on different variables. APC holds that usually for a channel partner, to upgrade within this range, is a function of various parameters like – strengths of the channel partner, his current market GTM and coverage

strategies, opportunities available within his customer/channel base, willingness of the partner to go to the next level. “Our experience shows that it depends on all these variables, however, 9 months to 12 months’ time is a good time for a partner to go from 1 to 10,” said Gurudutt M. “Su-Kam is fast moving towards becoming a leading power solution provider,” claimed Sachdev. He further explained, “Power back solution is Power Generation –Storage - Power Distribution – uninterruptable power supply and improving power quality. Su-Kam is already into power generation with solar power plants, diesel and gas generators, and batteries for power storage, inverters and UPS systems for providing uninterruptable quality power. Thus we already a power solution provider from generation to quality power, all we need to do now is to integrate these businesses into one solution.”

Channel Initiatives Channel is a key element of every company’s overall business plan. With the immense opportunities available in this sector it is vital that the skills and knowledge of the channel partners are upgraded so they can easily embrace and vend the complex technologi.es to respective customers. Hence channel initiatives and training play a big role “We are encouraging them to adopt a solutionsapproach by incentivizing efforts to bundle the UPS solution with TVSS, Racks, or an RDUMonitoring device. Emerson Network Power offers best-in-class solutions across the passive infrastructure gamut, and we want our partners to help create a win-win situation by upgrading their skill-sets to vend more complex infrastructure,” replied Kumar of Emerson. Emerson has recently introduced a product training module on our partner website. It will especially help partners in far flung corners of the country where regular on-ground training is not possible. The training will be structured to enable

“WE ARE ENCOURAGING THEM TO ADOPT A SOLUTIONS-APPROACH BY INCENTIVIZING EFFORTS TO BUNDLE THE UPS SOLUTION WITH TVSS, RACKS, OR AN RDU-MONITORING DEVICE.” ANKESH KUMAR, DIRECTOR (CHANNEL PRODUCTS AND MARKETING), EMERSON NETWORK POWER INDIA

COVER STORY

“CANNIBALIZATION OF DESKTOP BY LAPTOPS DEFINITELY HAS NEGATIVE IMPACT ON THE LINE-INTERACTIVE UPS RANGE BELOW 1000VA.” ARUNABH GHOSH, CHANNEL HEAD, SOCOMEC UPS INDIA

partners to develop a better understanding of power fundamentals, products, customer needs and application. To make things simple for the SIs, VARs, new partners, and make them focus on their strengths – which is selling, APC by Schneider Electric is empowering them by giving free installation support to their customers (upto 6 kVA online space), which is done by authorized APC service personnel ( via ASPs). “This removes any possible bottlenecks from the channel partner’s minds to ensure they focus on selling, and leave the rest on us,” said Gurudutt. Socomec extends channel partners promotional/incentive schemes every quarter. It conducts channel training at regular intervals as per the training modules or programs to strengthen the bonding and enhance the capability of partner and their sales and service teams. “Even at the time of steep rise in USD rates we kept the channel incentive schemes afloat; without any revision in the market operating prices,” replied Ghosh. Usually Channel Partners are only known as box pushers and do not provide any technical assistance to the customers in UPS segment. “But Delta’s Channel Partners are not only resellers but also have been trained to take and assist their customers on any technical queries,” informed Delta’s

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UPS MARKET

“IN A CLASS CITIES THE LAPTOP CONVERGENCE IS HAPPENING BUT NEW MARKETS WILL BE EMERGING AS MORE AND MORE PEOPLE IN, B, C AND D CLASS CITIES ARE BUYING DESKTOP COMPUTERS FOR IT AND DOMESTIC APPLICATIONS.” MANOJ JAIN, VP, MICROTEK INTERNATIONAL

Joshi. It regularly organizes technical training for its Partners month on month basis to upgrade the technical skills of the service team of the channel partners. While Best Batteries has Channel Loyalty Programs like the ‘Elite Club’, where in all its Partners receives various privileges as part of sales schemes.

Innovations The robust demand for power is driving innovation in power backup industry to improve performance while decreasing overall costs. At a time of rising energy costs, it is imperative to promote products that are energy efficient and lower the total cost of ownership. Hence ‘innovation’ is the key word in this industry. Using adaptive architecture enables Riello PCI UPS client’s business create dynamic critical infrastructure that supports IT agility and enables operational efficiencies that contribute to business innovation and competitive advantage. It helps businesses to respond to rising energy cost with high-efficiency power solutions. “Riello PCI UPS brand has a legacy of helping its customers getting things done. We offer UPS systems that have built in galvanic isolation transformer which guarantees high availability of the UPS systems, advance battery management, very low total harmonic distortion (THDi ≤ 3%), high input power factor > 0.99, High output 0.9 (High Watt) and overall efficiency upto 95%,” said Munjal. Delta has plans to launch Datacenter solutions with other product infrastructure solutions like PDU/PDC/Racks and EMS this year. A significant player with special focus on Data Center applications its major focus has been on optimization of TCO. Intelligence, Emerson believes, is the key differentiator from the conventional solutions available in the market. Intelligent technolo-

gies offer solutions for organizations that value better control and the TCO that comes with it. Advanced analytics and remote management can deliver measurable load, environmental and performance improvements. The operational return from engaging active management, especially from a supplier with expertise in designing and configuring these infrastructure technologies, will

“THE FUTURE OF COMPUTING IS INCREASINGLY GOING TO SEE BIGGER EFFORTS TO TRANSFER COSTS UP THE SALES CHAIN, WITH THE CHANNEL LIKELY TO SEE ITS FAIR SHARE OF COST SHIFTING.” ADITYA ARORA, COO, BASE BATTERIES

more than pay for the incremental investment in most situations through lower power usage, fewer maintenance visits, and an overall longer site equipment life. Best Power Equipments UPS’ comes equipped with monitoring software/SNMP facility. Manoj Jain, VP, Microtek International informed that it has launched a gen-next technology based ups 24x7 series, this series has IBGM (Intelli Battery Gravity Management) technology which maintains correct battery gravity and increases battery life and performance.

Thin clients and Power Backup Market IDC figures put the thin client market at about $3bn by 2015, with a CAGR of 15 per cent between 2011 and 2015; this is a lot better than the PC business is expected to do thanks in part to the growing popularity of VDI and tablets, among other factors. Thin clients may have negative impact on the micro <1kVA UPS market but on the brighter side have given rise to demand for small 1-3 kVA online UPS’ as they use multiple monitors, informed Best Power Equipments. Elaborating on the positive and negative aspects of the thin-clients for the UPS market Socomec informed that the clients that run full OS locally to connect with other systems/networks are business critical and need continued power thru centralized/ distributed UPS networks to remain up and running. With the onset of newer trends of Ultra-Thin/ Zero Clients and Web-Thin Clients where the units doesn’t run OS locally– these clients are connected through networking protocols and internet to virtual and cloud networks – these clients are much leaner than the Fat Clients and draw much less power but the servers has to be robust enough to handle several client sessions at once; so you need the right UPS Solutions for these servers - hence irrespective of the Fat Clients or Thin Clients when it is business critical applications running on mission critical systems continuous clean power is mandatory. Microtek sees huge potential in upcountry with B, C and D tier market not immune from regular power outages and as the market is still emerging it can be read as demand for UPS. APC by Schneider is unperturbed. It feels that there is enough opportunity available in the market. And also the fact that Cloud also needs a physical critical infrastructure and an efficient reliable power backup solution to keep it up and running. “As far as virtualization is concerned, actually the opportunity for cooling solutions becomes

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UPS MARKET

“TILL NOW, MOSTLY ELECTRICAL DISTRIBUTORS WERE TAKING CARE OF ONLINE UPS MARKET. BUT NOW, IT CHANNEL IS ALSO PLAYING A BIG ROLE IN INCREASING DEMAND FOR LARGER KVA ONLINE UPS’.” RUPESH KUMAR, SR GM (SALES--CORPORATE COMMUNICATIONS), BEST POWER EQUIPMENTS INDIA bigger for us. Virtualization typically increases the density per rack, and hence efficient cooling becomes even more critical. What also becomes equally more critical is the efficient power back up solutions to these hardware devices in this kind of environment,” added Gurudutt M.

Effect of Cloud on Power Market With virtualization and cloud computing gaining ground will the UPS market lose its sheen? According to an industry analyst cloud computing will not replace UPS but on the contrary will provide a boost to this industry. Data centers are expected to be the main drivers of the UPS solutions, as they will be required to supply the growing need of the customers looking at migrating to clouds. Virtualization and Cloud Computing will definitely reduce the energy demands with dynamic management of a pool of servers and reduces energy costs to a huge extent. Arora of Base Batteries maintained, “The future of computing is increasingly going to see bigger efforts to transfer costs up the sales chain, with the channel likely to see its fair share of cost shifting. Cost shifting is an old game but it’s something you have to watch carefully and adjust your model to manage properly. With virtualization and cloud computing, the overall power management market needs to be more customized, relevant and technologically superior and robust.” For Emerson, virtualization, cloud computing and the power, cooling and space requirements to take care of thermal overruns have necessitated a planned effective management of physical and IT infrastructure. Optimizing operational and energy expenditure in the face of multiplying heat density and expensive power without compromising on availability is a challenge. In most Data Centers, the OPEX outstrips the capital investment within the first few months of operation.

600 VA: Future Perfect? According to a report by market research firm IDC, the Indian personal computer market had its lowest shipments in the Q4 of 2011, compared to the last six quarters. With just 2.39 million units shipped, the fall from the third quarter was over 22.7 percent, with a year-on-year drop of 3.8 percent. The portable segment, with laptops and net books, did very well in the same period however, with a growth of 22.9% in 2011. Kiran Kumar, Senior analyst, IDC has noticed a glaring shift in the spending patterns of consumers. Consumers are twice as likely to buy a laptop, netbook or a tablet rather than a traditional desktop computer. This does not spell well for the 600 VA which is used for the desktop segment. But companies like Best Power Equipments assure that even though the 600 VA for domestic segment seems bleak yet, in government projects they are asking for a lot of 600VAs. “More and more projects are asking for 600VA with double battery, for more than 30 minutes back-up.,” apprised Kymar of Best Power Equipments. Base Batteries opined, “Laptops are good for an average user, netbooks fit most people’s needs just fine, but desktops will always continue to be made simply because if one has a heavy work load, like an animation project that needs rendering, or a fluid dynamic simulation, one simply cannot pack enough power into a laptop to get it done as fast as you can into a desktop for far less. With such requirements in place, the 600 VA is there to stay in the market. Socomec agrees that cannibalization of desktop by laptops definitely has negative impact on the Line-interactive UPS range below 1000VA. But sees a silver lining with Gartner’s forecast of India PC shipments expected to reach 12.5 million units in 2012, a 17 percent increase from 2011. “So we can expect some positive trends to continue in the segment of upto 1000VA line interactive units,” said an optimistic Ghosh.

Kumar of Emerson agrees that there is going to be a decline in the Micro or Line Interactive UPS segment as desktops themselves are declining. However, critical systems for SOHO would continue to employ desktops and would require UPS systems. “In a nutshell, any application that is hosted on a server will still need a UPS as power availability is an issue in India,” he concluded. For buoyant UPS suppliers Microtek and APC by Schneider, the 600 VA UPS here to stay for many years. Jain said, “In A class cities the laptop convergence is happening but new markets will be emerging as more and more people in, B, C and D class cities are buying desktop computers for IT and domestic applications. Also demand is generated through replacement market of old PCs.”

Demand Drivers With the market sentiments projecting an upward trend and robust growth the main drivers will be IT, ITeS, telecom, banking, transportation and logistics, security etc. Government is another very active vertical for UPS market as it is actively implementing e-governance, computerization of education, roads, power, gas and oil related infrastructure project. SMB segment is also contributing significantly to UPS growth. Riello PCI stated that the demand from IT and ITeS sector – which is growing by 25-30% YoY– is one of the major drivers for this market, especially in the more than 20kVA power range. IT and ITeS sector covers 87.4% of the total market share. It further pointed that the non-IT segments like electro-medical, banking, telecom, transportation and logistics, security, transportation and others cover the rest 12.6% of the market share. With the PC penetration still doing brisk business in the upcountry vendors like Microtek feels that the demand of UPS’ from these will compensate for the lack of demand from tier 1 cities. India’s booming data centre space also offers a big business opportunity for Emerson. Emerson Network Power is leveraging its data centre design, build and project management expertise and comprehensive portfolio of passive infrastructure solutions to tap this opportunity.

In a nutshell With the consistent power problem, not disappearing anytime soon, Power back up market is on an inexorable path of growth and development. With the ever increasing demand from different verticals power backup market has a huge opportunity in front of it. While thin clients, virtualization and cloud computing may threaten UPS’ territory but there are other opportunities to reap benefits from.

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SME CHAT

SPECTRUM GROUP

AJAY SINGH CHAUHAN CEO, SPECTRUM GROUP

“WE WANT TO STRONGLY POSITION GATEPROTECT’S NEXT GENERATION FIREWALL PRODUCTS” ComGuard, a part of Dubai based Spectrum Group, and a leading VAD across the Middle East, North Africa and India was recently appointed as the new value-added Master Distributor by gateProtect. SME Channels spoke to Ajay Singh Chauhan, CEO, Spectrum Group, to know more about their strategy. Excerpts What is your expectation from the gateProtect brand? gateProtect is a leading provider of IT security solutions in the area of network protection. Our expectation from this brand is to provide a worldclass technology, next generation firewall appliances by gateProtect to the Indian UTM Market. Through our association with gateProtect we aim to provide our customers with the latest and unique eGUI technology, which aims to revolutionize the operation of the next generation firewall appliances, raising the operating security and efficiency to a previously unattained level. This technology utilizes a ‘process – oriented’ approach that includes the consequent implementation of the ISO Norm 9241 standards, which is only implemented by gateProtect worldwide. How will this tie-up benefit gateProtect? The gateProtect - ComGuard relationship, is vital from multiple perspectives in India, where customers place a premium on value. As a segment, ComGuard brings undiluted focus in the network security arena and this enables gateProtect, to build business, through direct and supplemented sales approach. ComGuard’s strength in training gives gateProtect an inherent advantage in scaling up with technical enablement of our partners and in continuous support for our products at customer

sites. ComGuard’s ability to leverage on the group companies gives this relationship, capabilities to participate competitively in larger projects and deployment scenarios. It will add value to strongly position gateProtect’s products in India. What kind of support will you provide in terms of marketing? We intend to look at 2-3 scales of advertisements in the pwrominent industry magazines, blogs focused on differentiation within the industry segment, webinars from senior management that share global success stories, partner road shows, and partner incentive programmes. We will feature key success stories in gateProtects global growth reports; continue to make improvements in listings with industry leaders such as Gartner, Forrester, Frost & Sullivan; highlight technological leaps through whitepapers, comparative notes; and bring in key global success stories as cases to India. In due course, we would like this alliance to take keynote positions at industry meets and speak from a product and technology perspective. Will you go after the VARs, SIs, solution providers or will you depend solely upon the resellers? At present we aim to strongly position gateProtect’s next generation firewall products through ComGuard’s network of channel partners, VAR’s,

SIs and solution providers. In near future, we will also add many other SIs, solution providers and VAR’s depending upon their strengths and capabilities. Alignment with partners is more a selective and targeted outcome of engagement in place of carpet bombing the market with our partners. How many partners (combined) will you tap? Partner development is an ongoing process and we will expand our partner network in the days to come which will help us to strongly position gateProtect’s products in the Indian UTM market. At present, we have a combined reseller network of over 150 partners in the regions. in just past five months. What is your plan for training and enabling the partners? As a part of our effort to spread product awareness and disseminate knowledge, we will conduct training camps, awareness campaigns, road-shows, reseller meets, technical seminars and conferences which will enable our channel partners and value added resellers to derive the best approach to position gateProtect’s products in the Indian market. We have a training programme scheduled for our partners in Mumbai and Chennai. The training will be conducted by Steffen Bajerke, Principal Technology Consultant for Partner Empowerment. SME

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PANDUIT

SME CHAT

TOM DONOVAN PRESIDENT, PANDUIT CORP.

“OUR CORE STRATEGY IS PROVIDING SOLUTIONS TO OUR CUSTOMERS”

Structured cabling market in India is on a growth trajectory, and is estimated to be between Rs 800 to 1000 crores. The key drivers have been datacentres, network virtualization, penetration of Internet in rural India, and use of converged triple play network over the same physical network infrastructure. SME Channels spoke to the President of Panduit Corp. Tom Donovan to know more about it plans to tap this burgeoning market.

In the current structured cabling market, the difference of products is getting smaller and smaller. Under such situation, how does Panduit demonstrate its competitive advantage? For several years now, Panduit has taken a solutions-based market approach, leveraging the breadth and depth of Panduit’s product portfolio to deliver infrastructure solutions that customers require. Our strategies are to align with partners in our technology partner ecosystem, such as Cisco, EMC and IBM, leveraging each other’s strengths to develop end-to-end physical infrastructure offerings that help optimize our customers’ deployments. In addition, Panduit’s UPI approach has demonstrated the thought leadership within the IT industries. The UPI approach enables organizations to connect, manage and automate critical systems and drive operational, financial and sustainability advantages, allowing their business to minimize risk, lower cost, and heighten agility and reliability, in order to create value and improve ROI. In order to ensure the successful transformation from product supplier to solution supplier, what does Panduit need to do?

There are lots of considerations when transforming from a product to solution supplier. We need to ensure that this is the right strategy for the company and align internal resources behind the strategy. Then we look outside and ensure that we have the right tools and solutions for our partners and customers. We work with research firms and industry analysts to understand the trends and requirements of the market to ensure that we’re absolutely aligned. When our people and partners are aligned, it builds confidence and transformation that will successfully serve our customers, support our channel and technology partners, and grow the company.and services. What do you think of India’s structured cabling market? How is it different from the US market? There are several key differences between the two markets. First, India is undergoing explosive growth, currently about three times the growth rate of the US. We see much of that structured cabling growth coming from tier 2 and tier 3 cities in India, which is presenting a challenge to channel partners who serve these areas to keep up with demand and the pace of growth. Other differences include the fact that project demands in India are greater than in the US, and project schedules are tighter, with more centralized con-

trol in the Indian market for large data center projects and large corporate accounts. Finally, demand in the United States for Cat6A cabling and for pre-terminated fiber optic solutions is still outpacing demand in India, although we are observing a growing acceptance in India for Cat6A and pre-terminated fiber in data centers and enterprise backbone applications. Data center is the key target market for cabling manufactures. Currently cloud computing and virtualization are becoming the developing trend in the future. How will Panduit meet this challenge? Panduit is aware of the market trends in consolidation, virtualization and cloud computing. Panduit is a market leader in High Speed Data Transport (HSDT) solutions, working with Cisco and Intel to provide cost effective, high performing, and highly available 10/40/100Gigabit Ethernet solutions demanded by virtualization and cloud computing. Panduit’s UPI solution provides a cloud ready infrastructure. It is an integrated solution of the best performing products on the market designed to work together to provide optimum flexibility and reliability in a cloud network while reducing the risk of deployment and speeding its’ time

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PANDUIT

“WE OFFER A RANGE OF EDUCATIONAL PROGRAMS TO HELP PARTNERS EXPAND THE BUSINESS OPPORTUNITIES AND ACQUIRE COMPETENCIES.” to market. Combined with the assessment and design support offered by Panduit’s Advisory Services, a Panduit built cloud data center offers the best overall performance. Also, Panduit’s Physical infrastructure ManagementTM (PIMTM) solution can optimize asset tracking and management. Working with our technology partners like IBM our PIMTM software is integrated with IBM Tivoli to offer the value-added solution for the end users to manage their virtualized data center seamlessly. What’s the competitive advantage of Panduit’s data center solution especially cabling? With the complexity of modern enterprise network infrastructures, no single provider can deliver a total data center solution. Panduit’s approach is to align the physical layer to the logical architecture of our technology partners to provide integrated data center solutions that are calibrated to specific customer requirements. For example, Cisco’s logical solution includes the foundational hardware elements required to deploy cloud computing and virtualized environments. Panduit works with Cisco to ensure that all physical infrastructure elements, from structured cabling to racks, cabinets, and cable management, work as a seamless whole that allows customers to minimize risk, lower cost and shorten installment time. The depth and breadth of Panduit’s product lines put us in a unique position to support such UPI-based end-to-end customer solutions in the data center and beyond. What is the role of Panduit in cloud computing data centre solution? Panduit has developed reference architectures that align the physical layer to a wide spectrum of data center logical architectures to ensure required performance to deploy cloud computing environments. Cloud is any to any connectivity which requires large data processing and band-

width. Panduit provides high quality transmission through FCOE. General Ethernet BER is 10-12, but FCOE BER is 10-16. Panduit integrates with the vendor to ensure any to any connectivity and enable virtualization for a cloud computing data center. Through its Advisory Services, Panduit provides support for our customers to design an optimized physical infrastructure which maximizes the use of these high speed connections while minimizing the risk of deployment and operation. What is your channel engagement policy in India? Our channel partner strategy is to have a partner eco-system that will provide revenue growth to Panduit solutions, while increasing the relevance of our partners to their customers. And our channel partner mission is to recruit and maintain the top partners to work with Panduit to offer an integrated, optimized logical to physical infrastructure solution that enhances the current offering. As a part of our channel partner value proposition we help partners run a better business,

increase competitive differentiation and enhance customer relevance. Panduit is a partner-inclusive system and we have a strong partner eco-system. It believes in collaborating with partners to develop, distribute and install world-class solutions worldwide. Through established strategic alliances with top global industry leaders such as Cisco, IBM, and Rockwell Automation, Panduit develops holistic Unified Physical InfrastructureTM UPIbased solutions for our customers. Panduit’s UPIbased approach aligns with and reinforces the technology vision and strategy of these groups, which enables Panduit to be the only vendor in the industry with a tightly integrated portfolio of innovative physical infrastructure solutions and services. On the AP level, we started holding the annual AP Partner Summit two years ago. This is a forum where our partners across Asia Pacific gather to learn about Panduit’s strategy, new products and solution launches, best practices and how we can work together and grow together. In Latin America, we have had a similar gathering of partners

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SME CHAT

annually for over 15 years! This demonstrates the power of the partner eco-system and the strength of the community. In India, we organize the annual Distributor Kick-Off, for our partners to network, learn about the Panduit channel strategy, and get the latest technology and Panduit updates. How do you empower and incentivize them? The Panduit Business Partner Program delivers a targeted learning approach to broaden the skills to meet customer needs and stand out from the competition. We offer a range of educational programs to help partners expand the business opportunities and acquire competencies in leading solutions-based applications such as data centers, connected buildings and industrial automation. Through select course work they are able to customize the learning experience to have an immediate impact on their business with specializations in design, integration and installation. Online classes are available 24x7 and provide the capability to track company and employee progress. Available in a self-paced learning format, Panduit training is available at convenient times in their busy schedules. Panduit Certified Installer Certifications include copper and fiber cabling installations with online and hands-on training components. Panduit partner training may also qualify for continuing education credits through AIA and BICSI. The Panduit Business Partner Program is tiered to support their unique go-to-market strategies. The benefits increase with their business alignment and commitment to growing with Panduit. Training, certifications and sales are all important factors to determine the benefits they receive through the Panduit Business Partner Program. Qualified business partners can take advantage of Panduit’s competitive incentive programs to support business goals and improve the bottom line. Utilizing our secure business partner website, it’s easier than ever to request, track and redeem incentives online. Solution incentives are available to qualified program participants who influence and/or deploy Panduit solutions. Annual incentives are inclusive of all Panduit products. Marketing funds are available based on program tier, and are designed to assist in growing their business. What is your support strategy? We want the partners to grow along with us. When growing the scope of capabilities or offerings, the partners are able to create more business opportunities with the support of Panduit’s marketing expertise and enhance their presence in the marketplace by drawing from Panduit’s investments in industry research, certifications, membership affiliations and standards body participation. In addition, the partners can utilize Panduit’s lead generation campaigns targeting end customers to generate opportunities tailored to their business. Through our alliances and participation at our AP Partner Summits, partners are able to discover new opportunities by networking with end users and industry leaders such as Cisco Systems, EMC, IBM, Liebert, and Rockwell Automation at Panduit sponsored events and through collaboration on the UPI vision. Partners can leverage cooperative marketing support utilizing funds earned to grow share, generate interest, and promote systems and services. The Panduit Business Partner Program website enables the partners to download marketing tools, certificates and other program information. They can manage their business profile, educational tracks and incentives quickly and easily with this business partner tool. As a Panduit Business Partner Program participant they also receive ongoing communications, product updates and industry news to keep ahead of the curve. SME

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TREND SETTER

LG

LG TO

REALIGN CHANNEL ENGAGEMENT ITS

By the end of May 2012 LG Electronics will reduce distribution partners’ number from 255 to below 100. In addition, the company will also refresh its display products line and add cloud computing as a product category. BY: SANJAY MOHAPATRA sanjay@smechannels.com

D

ue to the acute shortage of HDDs coupled with dollar price hike, increased taxes and duties, and the IT assembler market expected to see a dip of 30-40 per cent this year, it has become difficult for the PC essential companies to remain profitable and hence everyone is looking at ways and means, even to the extent of taking austerity measure, to achieve previous years’ number if not improve on that. LG Electronics being a major player in the space is also looking at some measures, which include making serious changes in its channel strategy, bringing in new product lines and refreshing the existing ones. As per the new channel strategy, the company will resort to ‘distribution consolidation’, which means that the number of distributors will be reduced to less than 100 from the existing 255. Sanjoy Bhattacharya, GM (Sales and Marketing--IT Products), LG Electronics, said, “With a reduced market, we are trying to sustain our leadership position and achieve the earlier number. Hence we have started distribution consolidation in a big way. The process has already started and by the end of April 2012, we will see that everything is in place.” The IT giant is clear that lying inventory is equivalent to poison therefore, it will not look at partners with bigger warehouses or bigger bank limits. Its focus will be on retaining partners with the capability to sell out aggressively, who frequently reach out to channel partners and are able to do marketing with LG. He added, “We also want to identify and clas-

SANJOY BHATTACHARYA, GM (SALES AND MARKETING-IT PRODUCTS), LG ELECTRONICS

“WE BELIEVE THAT THE SYSTEM ASSEMBLERS ARE VERY CLOSE TO THE CUSTOMERS AND THEY SHOULD GET THE BEST.”

sify all the resellers and pursue them to register themselves with our partner centric website ‘www.lgchannels.in’. Though it’s a new initiative but it already has 1,500 registered resellers which we call as ‘Managed Accounts’. This website will feed them everything they want from us including products, warranty, programmes, pricing, etc.” Every Managed Account will have a target of managing 10 system assemblers selected by LG Electronics and at present the company is focusing on 15,000 system assemblers. In order to support the channel, the company has also created very good incentive programmes. Normally in its incentive programme the priority is given to a distributors, followed by resellers and lastly the system assemblers. But it has been reversed under this programme with the company taking care of system assemblers first, then resellers and finally the distributors. The company is sending mailers and SMS’ to the system builders to make them aware of the incentivization programme. Bhattacharya added, “We believe that the system assemblers are very close to the customers and they should get the best. We are developing a website where the system assemblers will enrol themselves and inform us about the number of systems they sell, based on which they will get the incentives. Whatever incentives they get, 50% of it will go to the resellers and 25% to the distributors.” This incentivization is on top of their normal incentives. Apart from channel realignment, LG Electronics will also focus on the small size display

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LG

products, ODDs and laptops, and foray into cloud computing. Bhattacharya maintained, “Earlier the trend was 20”, 22” and above size products’ segment but now we do not see any growth in this segment. Whereas demand in the category of 16” and 18” has come back. Therefore, we are re-launching 16” monitors which were discontinued earlier.” As far as ODDs are concerned, there is not much change in the strategy as the market witness more than 30% sales coming from the upgrade market, which means the market will grow naturally. Similarly, on the laptop front, the strategy has been tweaked with the focus shifting from mid and high-end models to entry level models. Bhattacharya said, “Ever since LG started its business in the laptop category, the focus was on the mid and high-end category with the price point between Rs.30, 000 to Rs.50, 000 but for the first time we will focus on the entry-level products within the price range of Rs.22, 000 to Rs.25, 000.” But here comes the twist in LG’s channel strategy. The company has kept laptops category away from the channel restructuring. For laptops, the company has appointed Kolkata based national distribution Supertron and under it has appointed retailers but not resellers. Bhattacharya added, “We have consciously

kept the laptop business away from restructuring because today our number is not so large to justify the business of the resellers. Therefore, under Supertron our laptops will go directly to 110 retailers across India and by the end of H1, 2012, the number will be increased to 150. Besides, about 90 LG Shoppes will also carry the laptops, before Diwali. We also want to double the number of these brand stores. Of course, we do not showcase or promote entry-level notebooks in LG Shoppes as the walk-in customers’ profile is different from that of the retailers.” Apart from the aforesaid three products that are expected to drive LG business this year, the company is pinning hopes on its new and emerging business line that is cloud computing or thin computing. LG had for long been getting ready to enter the market for a long time but had not acquired or developed the technology to make it happen. However, by the end of May 2012, it plans to launch zero client products based on Microsoft, Citrix and VMware technology. The company used to sell NComputing products in the past but now the company will come to real virtual computing or full functional thin PCs. Since these are largely technology driven products, the company will not rely on its existing partners. As per Bhattacharya, the company

TREND SETTER

is talking to value added resellers, SIs, corporate resellers, VAD, etc. and looking at six to seven metro cities i.e. Delhi, Mumbai, Bangalore, Chennai, Hyderabad, Chandigarh and Pune to sell the products. Once the company is fully ready, it will start investing in product level training for the partners and with September time frame, when there will more likelihood of depreciation buying by the corporates, the company will invest in the awareness creation programme for the corporates. Bhattacharya also revealed that LG is also working on smartphone space but the company is awaiting Windows 8 OS to be launched in the market. Once this is done there will be more attention on the Tablet front. As far as PC essential products are concerned, the company will focus on the south market as the think tank understands there is more scope of growth compared to other regions.

Finally… If things move on the right direction and there is no more uncertainty in the market, LG Electronics will surely achieve its goal. However, good thing is that the company does not want to take on the competition on the price point rather wants to position as a leader in terms of quality and channel friendliness.

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SME CHAT

IBM INDIA

SATYEN VYAS VP, SYSTEMS X, STG, IBM INDIA SOUTH ASIA

“TODAY’S BUSINESS REQUIRES MUCH HIGHER LEVEL OF AGILITY FROM THE IT TEAM”

According to IDC the Indian server market shipments declined for the second consecutive quarter. For the Q4 of 2011, the x86 server shipments dropped over 9 per cent as against the Q3 of 2011. But still, IBM led the server market with 32.8 percent revenue. SME Channels caught up with Satyen Vyas, VP, Systems x, STG, IBM India South Asia to talk about IBM’s uniqueness in x86 servers and its marketing strategy.

Give us a rundown on Systems x86 servers. IBM, as you know is a large organization covering IT product solutions as well as services. The underline theme of IBM offerings to market are solutions for the smarter planet. When we say smarter planet it means that we will enable customers to deliver solutions and technology to solve real problems. This is the underline theme of what we do as a technology organization. The products and the software that we build bring them together and are essentially based on this concept of how we help build a smarter planet. Coming to System x, we have launched a range of new products. As our commitment to build a smarter planet and smarter computing as an approach to it what we have realized is that today the customers are looking at IT from a different approach. Earlier IT was probably a division supporting business, but today customers are worried about how they can be closer to their customers. What are the challenges faced by the customers today? The first and foremost challenge that our customers face is how to be closer to their customers. Second challenge is how to do business and grow, and at the same time manage the cost of doing business. The third and an important part is how to make sure that IT department or division

becomes an integral part of business other than a support function. What kind of transformation have you witnessed the way business is conducted? You will see that today business demands high level of agility from IT department. As stated earlier, going by the theme the clients wants to be closer to their customers, reduce cost of business and wants IT to be an integral part of their business. In earlier days, for example, an application could take 12-20 months to go around. Today’s business requires much higher level of agility from the IT team. With an interconnected technology, and ecosystem being a much interconnected divisions today, the amount of data that business generates is immense and there is a lot of information and knowledge hidden in the data that goes into designing these products, to differentiate them from other makers of similar products on similar platform. How are your products uniquely positioned that differentiates it from your competitors’ products? Some of the mainframe features, for example predictive failure, are available on System x servers. System x servers can self diagnose and self predict failures of six critical components. It’s important to our customers because being an electronic product failures are likely to happen.

What is important is not to only minimize the failure but also manage the failure effectively. And this predictive failure analysis gives you enough time and indication that some part of the server is likely to fail. It is an extremely important feature and uniquely designed. The second thing is that we have some unique technologies like xFlash SSDs for high end servers I/O response. In the newer products we have those technologies available for the standard 2U servers, which is x3650 M4 for high I/O. The third feature is the water cooling for SME customers, which is available with HPC solutions. So we make unique designs which helps customers use our products in a better way. Within x86 space which products are growing faster? What is IBMs market share in the blade server? The blades are definitely growing faster. The biggest piece in the market is the 2 socket rack. All the elements are growing because the market is growing, but the blades are growing faster and blade may have a very good story. We have a strong market share in blade. Though I may not be able to provide segment wise data but on the whole we are number two in the market with 24.7% market share. What is IBMs strategy to be at the numero uno position?

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IBM INDIA

SME CHAT

“OUR STEADY GROWTH IS A TESTIMONY TO OUR SUCCESS IN THE MARKET.”

While I may not be able to share the numbers we are going after, we obviously will grow our share. For us, two-three things are important. First, to make sure that we have very good products offering and I think that we are doing very well in this area. I am very excited with the new product offerings and will see that we are covering all the needs in the market from the customers’ perspective. Second, is to make sure that it is available at the right price point and right delivery time, as this is what customers want and we are making sure that what we are doing it. Third, is to make it available by expanding our footprint in the market. Therefore, the geo expansion that we talk about is to go into small towns. We are present across the country in 22 cities. We want to be closer to our customers and we have a very strong partner community of 1500 partners. I think we have all the elements of making the products available to more and more customers. Do you think IBM is a technology company and lacks marketing tactic? I can’t comment on whether we lack marketing tactic or not, but yes, we are a technology company and our communication on smarter planet I think is very motivating and very rightly positioned for a technology company to take as a marketing company. I would not say that we are less of a marketing company but we have

the right message going in the market. We are excited and clear about the trends in the market on the larger level which is cloud analytics and making sure that the systems are optimized for the workload. For the mid-market customers or SME customers we have a fantastic range of products available for immediate delivery across the country through our partner community. We would like our customers to understand that we have a differentiate value proposition in our technology design, the way we build our products and the way they can use in their server and data centers. We would like to partner with customers in SME space as their IT partners. What are your views on creating awareness about technology and innovations? We communicate through media and also do events with our customers, where there is a chance to do one to one interface. We enable our Partners to conduct customer events. This helps them, to some extent, take the message to the right person, right individual or right organization. We also run symposiums for the customers to come and understand what IBM can offer on a larger scale. We have a very big lab or demonstration center in Bangalore which can run benchmarks, testing, do comparisons for the customers. Our sales people and partners have interac-

tions with the customers in their office, where they advise the customers on their requirements. They suggest what particular server and solution, server storage and other application they should opt for. And we enable our partners to do the right story. Today partners are focusing on new prospects rather than concentrating on existing ones. I think that it is always cheaper to retain a customer rather than adding a new customer. But for any organizations to grow they need to acquire more customers otherwise they will grow at the pace which their peer companies are growing. I would only recommend that channel partners need to have a very balanced view and this is how every organization matures. The customers should be treated with right amount of investment and time, and a separate investment should go into the growth of the new customers. This is the right approach to make sure that you grow and remain on the path of growth. Are you looking at adding more partners? We like to keep focus on enabling our existing partner and grow them along with us. Having 1500 partners is a sizable number and we will make sure that they do justice to us and we do justice to them. SME

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SME CHAT

ESCAN

SUNIL KRIPLANI VP (GLOBAL SALES AND MARKETING), ESCAN

“TO BE A LEADER IN SOHO AND ENTERPRISE SPACE” eScan, one of the key products of MicroWorld, is a leading provider of information security solutions. The anti-virus market in India pegged at USD 1.5 billion is one of the fastest growing market in India and globally. SME Channels spoke to Sunil Kriplani, VP (Global Sales and Marketing), eScan, to know more about its channel strategy and plans to tap the growing market potential. Excerpts:

If the total market size of Indian antivirus market is 1.5 billion USD, what is your market share? In India, currently, eScan is among the top 3 preferred antivirus solution providers in the SOHO and enterprise market. What kind of growth are you expecting this year for overall antivirus market? As estimated by security experts, cyber threats will continue to grow indefinitely. Hence it is a major concern for end-users which has led to increasing awareness of IT security solutions across all the segments. This in turn is increasing the demand for security solutions worldwide. Currently, anti-virus market is one of the fastest growing markets not only in India but also across the globe. What is the turnover of the company and what kind of growth are you expecting? Being a privately held company, we do not disclose turnover information. But our aim is to become the leader in both SOHO and enterprise market. Justify in 10 points how eScan is superior to the competition

products? First, eScan protection is not just limited to secure digital identity of its customers, but also prevents known and unknown malware from infecting systems. Second, to ensure protection from the latest security threats, eScan continuously provides automatic compressed updates, along with virus and spam definitions. eScan is known to have one of the fastest automatic updating systems. Third, the revolutionary MicroWorld Winsock Layer (MWL) Technology detects information security threats at the Windows socket layer itself, before it reaches the Application Layer to prevent the applications from being infected. Fourth, eScan facilitates system administrators to remotely administer their vast networks using the newly implemented eScan Management Console (EMC). EMC even allows administrators to remotely install eScan, deploy upgrades, updates and enforce integrated security policies for the entire enterprise network. Fifth, eScan also facilitates endpoint security with device management (USBs and CD/DVD ROMs), network outbreak prevention, live alerts and reports to the administrator. Sixth, the enhanced eScan firewall monitors and logs all incoming and outgoing traffic according to the policy defined by the administrator, on both server and client. Seventh, we also effectively prevent data theft and virus infections via USB

and fire wire-based devices. eScan’s application control module allows blocking/allowing permission to applications running on networks and stand-alone computers. Eighth, to ensure safe computing environment, eScan reports about the network outbreaks and helps administrators manage ‘critical hotfixes’ released by eScan and Microsoft to ensure that all the clients in the network are updated with the latest patches. Ninth, eScan technical support team has truly become a major product differentiator that is dedicated 24x7 to our customers in order to resolve their issues regarding the product. The technical support is available in the form of Online Technical Support, where the customers can seek help through internet or phone. We also offer technical support through remote support, where the remote technical support team access the customers’ system (on their permission) through internet and rectify the issues. Finally, the free eScanAV Anti-Virus Toolkit (MWAV) is an intelligent and powerful anti-virus utility that enables faster and hassle-free scanning of computers without the need to install. It can be run directly from anywhere, on the computer, USB drive or from a CD-ROM. Do you have any specific strategy to tap the growing poten-

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ESCAN

SME CHAT

specially designed cross-upgrade offers, license extension schemes, and many such exclusive benefits for the customers. To ensure our maximum reach and easy availability we are continuously signing up distributors across India.

“WE PLAN SPECIAL MARKETING STRATEGIES TOGETHER WITH PARTNERS TO ENSURE THEY ACHIEVE HIGHER REVENUES.”

tial market and outnumber the competition? eScan range of security solutions are specially designed, keeping in mind the IT security needs of our users. To ensure our reach to every IT user in various markets segments and verticals, we have our vast distribution network through our channel partners that includes distributors, dealers, VARs, resellers, retailers, ISPs, and OEMs across the globe. eScan has an exclusive channel partner program to reinforce channel engagement, support and satisfaction levels for the distribution of the eScan range of products in the various regions/ territories. ‘eScan Connect Program’ facilitates marketing and sales resources to our esteemed partners in order to ensure that they have maximum sales opportunities and higher profitability. eScan partners can also leverage support for competitive pricing through our partner program and ensure that they do not lose prospective customers. We periodically design channel incentive

schemes and marketing strategies that ensure higher business profitability to our channel partners. Various focused marketing activities are carried through channel meets, customer interactive shows, security awareness campaigns and more such retail activities to reach the end consumers. In order to ensure complete customer satisfaction, we, at eScan, offer 24x 7 experts technical support to our customers along with exclusive remote support facility to resolve the issues faced by eScan users at the fastest possible time frame. What is your strategy to win back competition clients. Any compelling value proposition you are offering? Looking at the current scenario of the security landscape, we at eScan constantly make efforts to enhance our products that provide futuristic security intelligence to computers across all segments, to be in pace with the changing technology trends and ensure multilayered protection to our customers. To win competition clients, we also have

What kind of changes are you bringing to your current channel strategy? At eScan, the channel structure is exclusively designed to ensure focus on all markets and verticals. Considering our channel partners as an extension to our business, we use a diverse approach with them rather than just concerning about business targets. As previously discussed we have our ‘eScan Connect Program’ for the partners. It facilitates eScan partners to enhance their sales and marketing skills that will ensure higher profitability. In addition, we provide them access to the specially designed marketing tools, pre and post sales support as well as technical support. How are you focusing on the profitability of the partners? We periodically design channel incentive schemes. In addition, we plan special marketing strategies together with partners to ensure they achieve higher revenues. Moreover, we always extend our support to them with all the issues they face. We provide them with product training, pre and post sales and technical support, marketing support on expos and tradeshows and much more to win more customers. We also have exclusive go-to-market strategy, designed after receiving various feedbacks and suggestions from our valued partners. Are you planning any major investment in marketing and branding exercise? At eScan, we have focused marketing activities across the region through channel meets, customer interactive shows and such many more retail activities to reach the end consumers. To strengthen our market presence and brand visibility; we plan to participate in various events across the globe. In addition, to ensure knowledge about eScan range of products, we have plans for training tours, security awareness campaigns, road shows, etc. in various countries. Tie-ups and bundling with various leading brands is also on the list. What is your product roadmap for 2012? In the year 2012, we plan to introduce the eScan version for Mac, MSPs and mobiles. SME

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SME CHAT

KINGSTON

NIDHI SETHI DIRECTOR (SALES—FLASH MEMORY), KINGSTON TECHNOLOGY, INDIA

“CHANNELS ARE INTEGRAL TO OUR BUSINESS” Kingston predicts that with the NAND Flash prices expected to fall even lower this year, SSDs will have a better traction by the end of 2012. This year it has big plans to add to its extensive SSD and USB Flash drive collection. SME Channels caught up with Nidhi Sethi, Director (Sales—Flash Memory), Kingston Technology, India to know what more is in store for this year. Excerpts. BY KARMA NEGI

karma@smechannels.com

In the budget a 2% concessional excise rate without Cenvat credit has been extended to parts memory cards and nil SAD on flash memory. Are you celebrating? What are you views on it? The 2% concessional rate only applies to manufacturers – we don’t have a manufacturing unit in India so it doesn’t really help us. In fact for us, the duty is now up by 1% so we’re not really celebrating.

However, we always emphasize the fact that an SSD is a long term investment and comes with far better speed, performance and durability which makes it a wiser option if you’re looking at value for money. Also, SATA 3 prices are almost the same as SATA 2 now due to a drop in NAND Flash prices so users can now experience faster technology at the same cost as SATA 2. We expect SSD pricing to fall even further in the second half of this year. Price may not be a challenge anymore.

SSD market has started showing traction due to its varied benefits. Do you think it’s not long before SSDs will gain at the cost of HDD market? Since last year we have witnessed a phenomenal growth in the Kingston SSD business, both globally and in India too. I firmly believe that SSDs will have an even better traction by the end of 2012 since NAND Flash prices are expected to fall even lower this year. Initially, one of the challenges we’ve faced is when consumers compare SSD pricing with HDDs.

Last year Kingston laid out its USB 3.0 roadmap for entry level flash drives. What’s new on this front? Kingston has steadily been adding new products to its USB 3.0 Flash drives. The latest of these is the DataTraveler Elite 3.0 that has been launched this month. The drive is an economical choice for consumers seeking faster data transfers at a reasonable price. Last year, we launched the DataTraveler HyperX USB 3.0 Flash drive with exceptionally fast transfer speeds and huge capacities. We plan to launch more of the USB 3.0 Flash drives later this year. The trend now in USB Flash

drives is smaller, sleeker and trendier USB Flash drives with bigger capacities. At Kingston, we’re proud of the wide range of USB Flash drives available for consumers to choose from according to their preference of colour, style and design. What are the new products are looking at to include in your product stable? This year Kingston has big plans to add to its extensive SSD collection and to its USB Flash drive collection. We’re also delighted with the success of the new Kingston Wi-Drive that serves as a storage extension for Apple and Android users. We’ll soon be launching a 64GB variant of this product. This is an exciting time for Kingston especially since we’re giving something like storage a more high-end, ‘lifestylish’ feel. With more smart phones and tablets expected this year, do you think these will be the drivers of the semiconductor industry especially your NAND flash memory? Yes, of course. At Kingston, we’re constantly

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KINGSTON

“THIS YEAR, WE JUST WANT TO CONSOLIDATE OUR STRONG POSITION IN THE INDIAN MARKET. OUR FOCUS WILL BE ON STRENGTHENING THE CHANNELS SINCE THEY ARE INTEGRAL TO OUR BUSINESS.”

SME CHAT

Kingston regularly introduces schemes and promotions for the channel partners especially during festive occasions. These schemes go a long way in enhancing the festive spirit and also help strengthen our relationships with the channel partners. Therefore, when Kingston decided to be the sole memory brand to partner with the Rajasthan Royals in arguably India’s biggest cricketing carnival, it was something truly worth celebrating. We want the partners to celebrate with us, which is why we will soon be rewarding our loyal channel partners with free tickets to Rajasthan Royals’ games. We know that they will be as delighted about this as we are – it’s the first time ever that a memory brand will be part of a huge cricketing extravaganza. What is Kingston’s strategy to remain ahead of its competitors? The channel has always been an integral part of the Kingston business, so we believe in strengthening and supporting our partners. To enhance this relationship with them, we have plans to introduce a number of exciting promotional schemes, roadshows, product training and marketing activities. We try to stay connected to the partners all the time so as to get their feedback and ideas. Additionally, we will continue our innovative marketing campaigns and branding – the latest one being our association with Rajasthan Royals. No other memory brand has associated with any of the teams in this cricket tournament. Kingston recognizes the tremendous value that a glamorous cricket tournament can add. Another noteworthy point is our post-sales service. We have over 50 service centres across the country to assist consumers with any technical troubles they may be facing. We have a toll number for consumers if they need any post-sales service, as well as free technical support service. Essentially, we endeavor to innovate in every aspect of the business – be it sales, marketing or tech support. That makes the difference between us and our competitors.

innovating and creating devices to adapt to new trends and technologies. As mentioned earlier, the Kingston Wi-Drive is one of our latest devices ideal for smart phones and tablets. We have seen excellent reviews and feedback from users of the iPad, iPhone and various Android devices as well as from the tech media across the globe. Almost everyone today has a smart phone which makes

the need for microSD cards even more relevant. At Kingston, we’re always kicked about new trends and technologies since these spur us on to grow and innovate. In the channel market segments what are the new initiatives you are planning?

What is Kingston’s roadmap for this year? Well, Kingston is globally the most influential brand in memory products and we’re well known and recognized for our excellent product range and quality. This year, we just want to consolidate our strong position in the Indian market. Our focus will be on strengthening the channels since they are integral to our business. Like what we did throughout 2011, the focus will stay on SSDs, USB Flash drives, with a special emphasis on the secure USB Flash range.

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VIRTUAL COMPUTER

IDV A BETTER

ALTERNATIVE TO VDI Following the issues related to VDI in terms of complexity cost at the desktop virtualization level, IDV seems to be a better alternative in the market. BY: APARAJITA CHOUDHURY aparajita@smechannels.com

F

or some time, the global IT industry has been talking about virtualization and cloud computing. It is actually happening. Starting from the server level it has now come down to PCs. But while the industry is transforming at the PC level with VDI solutions, some experts say, it is coming with a lot of pain, expenses and complexities. So the industry think tank is looking at various ways and means to make it better in terms of user experience, eliminating the hassles. And now people are evaluating Intelligent Desktop Virtualisation (IDV), the term coined by Intel and propagated by vendors like Virtual Computer. Analysts are of the opinion that IDV can turn the whole desktop virtualization game on its head. Virtual Computer started in the year 2007, with the idea that virtualization has been very successful on the server level and there are many reasons that virtualisation will also be successful on the PC level. So the company started with the concept of lifting the operating system from the PC hardware through the virtualization of the PCs and then combining that with centralized management to make PCs more manageable, reliable and secure, at the same time enhancing the end-users’ experience. They called it IDV, which is just opposite to VDI, which offers local execution of computing combined with centralized management. As per John Glendenning, VP of Sales, Virtual Computer, “Normally, customers and channel partners look at VDI which enables the end users to access their desktop from any place in virtual machine run on powerful server but it creates a lot of complexity and involves a lot of cost. Therefore, organizations looked at a better solution and IDV emerged as the better solution.” Virtual Computer uses its own technology leveraging open source technology to create its product called NxTop, which combines a Xen-

based client hypervisor with a back-end management system to create a PC lifecycle management solution. In other words, Virtual Computer isn’t competing against VDI, they’re competing against the Altiris and SMS/System Center products of the world. Their general reasoning is that putting a hypervisor on a laptop allows them to manage Windows from the outside, so they can push down images and delta patches, do encryption, remotely kill machines, etc., all via a single agent running in their own Dom 0. Through the NxTop management capability, the IT department is able to save a lot of money in terms of managing the PC environment and delivering much greater SLA to the users. NxTop offers the same benefits as traditional server-hosted VDI, but at 1/10th the cost by running the virtualized desktops securely on the client. This results in big savings in servers, network, and storage. It also reduces operations, power, and cooling costs. Moreover, NxTop offers great performance because the virtual desktop is executed locally, so it works and feels like a native PC. And for laptop users, this delivers an added benefit, because they can use their desktop equally well, whether they are on the LAN, a poor network connection, or no network at all. NxTop provides a central console for all desktop management activities. IT team create and maintain a single virtual machine per operating system that can be published to thousands of users. User-specific personality, data, settings, and applications are applied dynamically at each endpoint. Patches and updates are applied on a one-to-many basis. The IT administrator applies patches once to a master virtual machine running on the NxTop management console. Upon republishing, the changed data blocks are streamed to NxTop-enabled PCs running the updated virtual machine. A patched image is assembled in the

background and transparently loaded on the next reboot. The entire disk including all virtual machine and system data on NxTop-enabled PCs is encrypted, providing peace of mind in the event that a PC containing sensitive data is lost or stolen. Based on centrally defined policies, NxTop periodically initiates data backup with no enduser interaction required. John said, “IDV has got extremely positive response from large number of partners. For the partners the challenge with the VDI is that they can suck all the oxygen in terms of infrastructure cost and license cost. VDI projects limit the amount of spare budget for delivering high quality services whereas IDV does not take so much effort and cost. IDV gives the channel partners much integrated value to provide much higher value desktop services.” All NxTop-enabled PCs can optionally be provisioned with NxTop Connect, a quick-booting embedded virtual appliance. With NxTop Connect, end-users have access to server- and cloudbased applications and server-hosted desktops from all major VDI vendors. Pre-loaded applications include Google Chrome and RDP client. NxTop Connect can run standalone on the desktop as a thin client alternative or alongside locally executing virtual machines. Before NxTop, the efficiency and security benefits of virtual desktops were limited to serverhosted approaches using tethered thin clients. With NxTop, this is augmented by the industry’s first fully-managed Type-1 or “bare-metal” client hypervisor, allowing virtual desktops to run on traditional PC hardware. Unlike virtual machines running on top of untrusted operating systems, NxTop virtual machines are completely isolated from one another. Malware in an unmanaged Windows desktop does not compromise a managed NxTop

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VIRTUAL COMPUTER

JOHN GLENDENNING, V.P, SALES, VIRTUAL COMPUTER

“NORMALLY, CUSTOMERS AND CHANNEL PARTNERS LOOK AT VDI WHICH ENABLES THE END USERS TO ACCESS THEIR DESKTOP FROM ANY PLACE IN VIRTUAL MACHINE RUN ON POWERFUL SERVER. BUT IT CREATES A LOT OF COMPLEXITY AND INVOLVES A LOT OF COST. THEREFORE, ORGANIZATIONS LOOKED AT A BETTER SOLUTION AND IDV EMERGED AS THE BETTER SOLUTION.”

virtual machine, even on the same hardware. NxTop presents a consistent set of virtual hardware to the end-user operating system, simplifying migration of users to new hardware platforms. Driver management and other hardware-specific compatibility challenges are eliminated. IT administrators can protect against data leakage and unauthorized use through a robust set of policy controls. Access to hardware such as USB ports and network interfaces can be restricted or filtered based on centrally defined policies at global, group, and individual-user levels. Virtual machines can be governed by time-based expiration policies and on-demand remote disablement. As an added layer of security, IT administrators can flag lost PCs for remote termination. If a lost or stolen PC connects to a network, it is directed to digitally shred all data and encryption keys, then self-destruct. Based on centrally defined policies, NxTop periodically initiates data backup with no enduser interaction required. NxTop backup technology captures changes at the block level, transmitting only the blocks that have changed to NxTop Center. The combination of central virtual-image management, data backup, and hardware abstraction dramatically simplifies re-provisioning of users in the event of a lost or failed PC. Simply register a new PC — even a completely different hardware platform — and with a few mouse clicks the user is running the exact desktop environment as of the

TREND SETTER

last time they connected to a network. Deployment of downstream management servers at remote offices to intelligently cache and distribute updates for more efficient bandwidth utilization. The company is basically focusing on multitude of customers in USA and Europe and the company is realizing there is a huge demand from the Asia region as well. Therefore, Virtual Computer is launching its operations in one or two countries including India. Even though the European and American markets is at the boom stage while adopting technology but reality is that the IT department is still under pressure whether it is down market or up market. The only difference in the down market is that they get less resource to deliver the services to the customers. As a time when people are talking more about virtualization and cloud computing and implementing less of these technologies in India is not an exception. Here the enterprises are more sceptical about desktop virtualization and cloud computing. However, Virtual Computer has established its base through a VAD called Technobind Solutions Pvt Ltd. As per John there is huge amount of interest from Indian market towards the virtual desktops. Therefore, they need a channel to address that interest. In the first 12-18 months, the company will look at a strong network of partners in the key regions of India, may be 4 to 5 partners in each region, who are very committed towards delivering and supporting products.

Finally… The company is running some global marketing activities which are available on their website. Besides the company will work with its distribute (Techno Bind) and SIs to create programmes for special demand generation. The real focus of the organization is on those companies which do not have centralized management or have VDI implemented but still have desktop management challenges. To have a good coverage of Indian market by 2012, the company has included 20 partners on board for promoting products and is very much focusing on building business with those partners. The company will run a lot of pilots in various organizations. The company will also launch global channel programme which will allow partners to visit the website and apply to participate in program through web form. It also provides a suitable platform to compete with other partners and there is an online tool available for partner to get this skilled enabled support to deliver the product in the market that includes online self service certification training.

SME CHANNELS 49 APRIL 2012

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TREND SETTER

MIEL E-SECURITY

TURNING 360 DEGREE

COVERING PEOPLE,

PROCESS AND TECHNOLOGY Security has become an omnipotent word for every organization and in today’s insecure world no one can afford to bypass it. MIEL e-Security is making its presence felt in this niche domain. BY: TEAM SME

info@smechannels.com

T

oday information is power and if it lands in the wrong hands can topple people, governments and organizations. Thus, information security becomes imperative in this era of sensitive information that needs to be protected. But is information security just an IT security? Disagrees MIEL e-Security, a pioneer in information security. Established in 1999, for this security company information security transcends people, process and technology. In 12 years of existence this company has gone through a roller coaster ride, hit by every conceivable issue starting from dot com boom to bust, financial meltdown, Middle East meltdown etc.; but the last five years has been stable and profitable. It is in the niche domain of security with customers ranging from IT companies, banks, insurance, financial services, media, healthcare and manufacturing. For MN Kutty Nair, Chairman and MD, MIEL e-Security Ltd., information is a power which needs to be protected. He said, “People have the misconception that information security is IT security. IT is only 20-25 percent of it. This information can rest in several places like servers, email or in the minds of people. One thing that needs to be realized is that if we have to protect information security, we need to have best practices in place.” Right from the beginning they developed a philosophy in information security and created a concept with information being at the core of it, to protect the hardware and the whole gamut of network and finally the people. “So this concept is what we develop for people, process and technology and all the processors, products, services have the common thread and ensures that the philoso-

MN KUTTY NAIR, CHAIRMAN AND MD, MIEL E-SECURITY LTD

“TIME IS OF VALUE AND KNOWLEDGE IS OF PREMIUM HENCE, WE MAKE SURE THAT ALL OUR EMPLOYEES ARE WELL CERTIFIED, WELL QUALIFIED AND HAVE BEST OF HANDS ON EXPERIENCE.”

phy goes through the company, which is the fabric of MIEL family,” said Kutty. Based on best practices for people, process and technology, the company has four divisions. First, is the education division which covers the people , and have several offering of educational products for people, process and technology. After this comes the consulting services, which is essentially compliance and technical related. Third, is the product solution division which helps people to implement the appropriate product for the right solution and finally, the last division manages clients’ network and information security. Taking in account the requirements of the customers who need real information security MIEL has created a business model called MIEL

50 SME CHANNELS APRIL 2012

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MIEL E-SECURITY

Security Uniworld. It is fashioned on a medical analogy where the top half is information security practices and bottom half is information security facilitator. With the vision to create a unique pure play, leading information security management and solutions company in the world, MIEL has developed its business models, value systems, business plans etc. Furthermore, the company stands on five strong pillars. First is value systems, which it makes sure are entrenched right from the top to bottom. For the security company, value systems, to put mildly, are trust, integrity, transparency, competence and service. The second is the business model based on best practices available in the world today. The third is providing high quality deliverables. “We are in a very niche domain and have been pioneers in this area for the last 10-12 years. We introduced lot of products in India and globally, and there are very few organizations which gives one-stop-shop services all under one roof,” replied Kutty. Having a very strong database of clients is the fourth pillar. Its footprint is spread across 15 countries including India and countries in Middle East and Africa, and has a minor presence in UK and US. Fifth pillar is home internal systems. MIEL makes sure to practice what they preach and hence, employ the best practices within the organization and in several other areas too. It believes that unless one has these strong internal checks and balances the company is not built to last. The people form the last pillar of MIEL. “We are a knowledge company. We sell time and knowledge. Time is of value and knowledge is of premium, hence, we make sure through our continuous knowledge program that all our employees are well certified, well qualified and have best of hands-on-experiences so that we are comfortable sending them anywhere. It is these pillars which makes up our company,” elaborated Kutty. With 2000 clients, out of which 800-900 are repeat clients, it considers itself a pioneer in education, information security and all round education security. “We have trained 12,000 people across 1,000 organizations, which are among the best of the lot--the Indian army, Indian police, IBM etc. We have 35 business partnerships and several academic partnerships for education. We have several technical partners who have been with us since the beginning. On products side we provide both security and storage solutions. So I can say proudly that we have the best of clients globally,” Kutty maintained. When MIEL started dealing on the education side, it faced acute shortage of qualified people. Hence it created short term and long term courses

and end-user training courses. Short term courses is a 1-5 day long course and includes both third party courses and MIEL’s own developed courses. In long term courses it has created a one year full time PG program called Prism. All their knowledge in education, consulting, technical, managed service, product solution has gone into creating Prism. It recently launched the online version of Prism called ‘Eklavya’ and intends to take it to the rest of the world starting with India and SAARC countries, then Middle East and Africa. Working professionals who want to upgrade their skills or people who want to get into this area can join this program as the opportunities are immense here due to a shortage in demand and supply. On the consulting side it offers several compliances like SOX, HIPAA etc. Ethical hacking and vacation security is a major concern for the industries and for them have network security architecture and mobile security as part of its technical offerings. On products solutions Kutty informed, “We have both security and availability for new domains like virtualization, private cloud etc. apart from the conventional offerings of antivirus, firewall etc.” He further added, “The very concept of whatever I have told you, is to create a knowledge company in information security. Information can be hacked even through social engineering and not just computer hacking. We provide, under one roof, what we call 360 degree offering.” With the end points becoming a major concern for organizations MIEL came out with a technology called Helios, which is an end point security management system that allows one to centrally manage security processes on the desktops and servers in the organization. From Helios, as a platform, emanated several products, one being MIEL’s end point diagnostic service (MEDS) which provides managed security service over the cloud. Kutty explained, “People are mostly uncertain about the end point security standards or compliance of the end points especially if there are 10,000-15,000 end points which might be located either in India or outside. We can perform a quick diagnosis of all these machines and check whether the anti-viruses are in place or not, if the people are using any unlicensed software (which is outside the company’s policy) otherwise for which MIEL will be liable. Not only this, it also raises the vulnerability of the system. Hence we do lots of checks and most of them are against the best practices that are prevalent in the industry.” It has already signed up 23 big customers and has 200 customers who want to go ahead with it. This includes managed service providers, big and

TREND SETTER

small clients. It further wants to extend to several other devices and have lots of plans for the product and service in the pipeline. Kutty proudly stated, “We are a 360 degree information security and solutions company or one-stop-shop. We have almost everything to cater to the needs of a corporate or anybody else. We have created a knowledge company and some exciting intellectual properties.” MIEL is also engaged in distribution of products, though less in boxes and more in licenses. If a company needs a certain solution in products it supplies them the products, implement it and also give professional service. And even if we have not supplied that product also we can give professional services to them. When asked if MIEL wants to remain in products space or move completely to services pat came Kutty’s reply, “There is no one-size-fits-all situation.” “Consulting has its place. We give whatever service is required and do not talk them into anything else. This is a niche industry and needs time to mature too. We have to cater according to clients’ needs. There are clients who need the whole package and I would like to see more of such clients someday. Because clients are cutting down on too many vendors and want only one security vendor we have to provide them with everything. Though the number of such clients is small but the trend is moving towards it. Hence, we have to be flexible,” he elaborated. According to Gartner Forecast: Security Service Market, Worldwide, 2011, worldwide security services’ spending is forecast to total $38.3 billion in 2012 and surpass $49.1 billion in 2015. Kutty maintained that as the industry is still in its infancy, it’s difficult to ascertain the market share they command. The IT management segment of security services is forecast to grow from $8 billion to $14.9 billion in 2015, almost doubling the size of the security services market for managed security using the outsourced management model. This is largely driven by organizations looking at managed security services (MSS) providers as a way to maximize resources and lower ongoing operating expenditures on security said Gartner.

Finally… With 210 people working for it, MIEL is all for increasing the headcount as it thinks that the time is ripe to grow the company. Being a new and a niche industry, it’s taking off. With the boom in the telecom industry and the consequent increase in the data exchange traffic MIEL sees a huge potential in the market. Having invested in IP, IP led services is its major focus area in the future.

SME CHANNELS 51 APRIL 2012

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PRODUCT

REVIEW

DELL VOSTRO 3750

QNAP TS-EC1279U-RP

THE SIZE AND SHAPE of Dell Vostro

BY MANAS RANJAN / SATYA SAGAR SINHA

it gives an impression of being very fast and

info@smechannels.com

3750 laptop suggest that it is surely for the business users – a worthy alternative for the desktop PCs. From the very look of the laptop, user friendly with 17.3” LED display, finger reader for security, 3.0 Megapixel HD camera,

QNAP TS-EC1279U-RP is a 12-bay model Turbo NAS line of SMB and datacenter storage unit. It offers 36TB storage capacity and utilizes both 2.5” SSDs or 3.5” hard drives using 6GB/s SATA. Powered by Quad-core Intel Xeon CPU, it features multiple Gigabit Ethernet interfaces that are upgradable to 10Gb Ethernet and support RAID 0, 1, 10, 5, 6, 5 + hot spare, 10 + hot spare, JBOD, and a universal hot spare mode that allows a hot spare to be used to rebuild any defined RAID volume on the unit. Ideal for high-end SMB and data center environments it supports both IP-SAN (iSCSI) and NAS implementations. Compliant with VMware, Citrix XenServer and Windows Hyper-V, it operates in virtualization environment and its 4GB ECC RAM further enhances system reliability. Further, in terms of back up and file sharing, it supports Windows, Mac, Linux, and UNIX operating systems in private cloud storage, and HPC applications such as high definition video editing, etc. It can be used as centralized storage and file sharing system, so also backup center in businesses, disaster recovery solution, server virtualization, video editing storage, IP-SAN storage or even private cloud storage. As far as technical strength is concerned, it comes with 2 SMPS power supplies. Out of the two, the first one is for the mother board and the 2nd one is for the HDDs. The NAS solution comes with slide On/Off option and fitted with buzzer for indicator or error. The QNAP TS-EC1279U-RP also offers the option of external SATA interface for DVD or USB support. It comes with 2 sockets of USB 3.0 interface and 4 sockets of USB 2.0 and 2 sockets of eSATA 3.6 interfaces. The machine comes with 32 bit graphics plus sharing memory from RAM. It is so sturdy that any load on the machine can be easily handled. But the beauty of the machine lies in it’s slim size with two slide channels for carry in and out.

multi card reader, one HDMI, one eSATA, two

FEATURES n NAS, iSCSI, IP-SAN storage solution n VMware, Citrix and Hyper-V ready n High performance, secure, reliable,

and simple n 10 GbE ready reaching over 1,000

MB/s and 100,000 IOPS n Multi-core processor, DDR3, SATA

6Gb/s, and USB 3.0 n Heavy fan for avoiding overheating n Backside button for all reset except

data n FSB for data transaction: RAM 1333

FSB, Processor 1225 FSB, Motherboard 1033 FSB, 100/1000 pro LAN card

3.0 USB ports and one 2.0 USB port. Besides, the laptop is also equipped with array mics, and preinstalled Web conferencing and voiceenhancing software for the convenience of the business users. It is powered by the 2nd generation i5 series Intel processor and DDR3 4 GB memory. Out of the whole memory 2.7 GB is available for computing and 1.26 GB is share memory for video. The laptop is also loaded with Genuine Windows 7 Professional, Toshiba 320 GB SATA HDD and a good battery that last more than 2 hours. It also comes with a DVD writer with support for 32 bit and 64 bit. Like most of

PRICE

the modern day laptops, it also comes with

Rs 3,61,647 + Tax (5%)

spill resistant backlit keyboards with extra

WARRANTY 2 Year Warranty

CONTACT Acro Engineering Company/ Arihant Info Solutions, Phone: +91-1140525645/ +91-22-2382 2424

OVERALL RATING

numerical digits. On top of all these features, the laptop also takes care of the security and network aspect of the users as it comes with Trend Micro Worry-Free Business Security Service (Multi-Language) - 15 Months subscription, Intel Centrino Wireless-N 1030, Bluetooth v3.0, etc. Over and above, the laptop is good alternative to the desktops but the negative point is that it cannot be used as mobile PC solution as it is quite large in size.

n Price: Rs 50,990, Contact: http://www1. ap.dell.com/, Tel: 1800-425-4026 (Toll Free - BSNL & MTNL subscribers only) or call 080-2510-8980 (standard charges apply).

52 SME CHANNELS APRIL 2012

Products pages.indd 52

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PRODUCT

NEW ARRIVALS

APC

APC BACK-UPS PRO

BENQ

BENQ JOYBEE GP2 !

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BENQ JOYBEE GP2 is a revolutionary mobile entertainer which leads the category with unparalleled audio-visual multimedia experience on the go. It include an all-in-one Apple iPhone/iPod-compatible dock, optional battery pack, highly power-efficient 3LED projection technology, 720p HD-ready shortthrow projection, 200 ANSI lumen brightness, superior multimedia connectivity (connectable to Apple iPads and other tablet computers via HDMI), multiple format support, SD card slot, USB Reader , File Transfer to 2GB onboard memory from computers and two 2W stereo speakers. BenQ has designed an optional battery pack to go with this nifty device, offering users three full hours of big picture when the battery is fully charged. It is packed with multimedia connectivity applications to support just about any home entertainment and personal media devices and to process a variety of multimedia formats from videos, photos and music files to MS office and PDF documents. The USB display feature allows users to connect their computers to the GP2 using a USB cable with no driver required, while the USB File Transfer function help users transfer their multimedia files to the 2GB onboard memory storage for light traveling. The GP2 is built around a DLP chip along with an LED light source meant to last for the life of the projector. n Price: Rs 39,167 Contact: Varun Singh, BenQ India Pvt. Ltd., Tel: +91 0124 4501400

APC BACK-UPS Pro is the most energy efficient backup unit designed to protect homes and businesses from experiencing the inconvenience caused by power outages, minimize energy consumption and help the consumer save as much as Rs.2000 a year on electricity bills. The UPS offers intelligent green features like, power saving outlets that automatically turn down idle peripherals, high efficiency charging system and “AVR Bypass” to reduce power consumption. It also comes with a unique software called the Powerchute 3.0 which monitors power management, diagnostics and carbon footprint. The Back-UPS Pro’s LCD panel provides users with real-time status of critical diagnostics and system information like the load, estimated runtime, input voltage, etc. Users no longer have to decipher the alarm signals coming from a UPS unit – a touch of a button will silence the alarm and users can simply scroll through the display to find information without having to consult a manual. Further, the Back-UPS Pro provides up to 3 hours battery backup and can be connected to 5 desktops at a time. n Price: Back-UPS Pro 1500 (1.5 KVA) --INR 16,400, BackUPS Pro 1000 (1 KVA) --INR 11,000. Contact: Hitender Grover, National Programme Manager- SMB at APC by Schneider Electric, Tel: 09980644007, Email: hitender. grover@schneider-electric.com

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SAMSUNG

SAMSUNG ULTRABOOKS SERIES 5 IDEAL FOR extremely mobile workers, Samsung Series 5 Ultra notebooks series features a slim design with an Intel Core i5 processor. The Series 5 Ultrabooks, available in 13” and 14” screen sizes, redefine the computing experience by offering users top-of-the line performance, with near instant starts using FastStart and the innovative ExpressCache storage, all in a stylish yet sturdy design. Designed with consumer feedback in mind, the 14” model is also one of the first in the market to feature a built-in DVD drive and SD card slot, giving users the ability to easily access software, movies, photos and more. The Series 5’s performance is matched by its storage capacity, with the 14’’ model delivering up to 1TB of storage capacity and the 13” model delivering up to 500 GB, thus ensuring that users never need to carry additional storage devices with them. It delivers up to 6.4 hours of battery life on a single charge. n Price: The 13” and 14” Ultrabook models will retail at Rs. 48,990 and Rs. 54,390 respectively, Contact: Pramuch Goel, Email: pramuch.goel@samsung.com

SME CHANNELS 53 APRIL 2012

Products pages.indd 53

20/04/12 12:20 AM


PARTNER CORNER

AJAY KUMAR, DIRECTOR, PARK NETWORK PVT. LTD.

CHALLENGES SHOW THE PATH TO SUCCESS Having started the journey with a meagre amount of Rs.5 Lakhs, Ajay Kumar of Park Network Pvt. Ltd has turned the organization into a Rs.121crore company. BY APARAJITA CHOUDHURY

aparajita@smechannels.com

I

n the late 90s, when IT Industry was not well structured and people who were involved in electronics business held myopic views and could not conceive beyond their traditional business, Ajay Kumar of Park Network Pvt. Ltd. took a progressive plung into an almost obscure and less lucrative area—IT. With a qualification which boasted of Electronics Engineering, he could have easily got a high profile job in any renowned company but chose to start his own business in IT. Today after 17 years, he is one of the successful businessmen in Delhi and NCR with a turnover of Rs.121 crore. Park Network started its journey with a capital Rs.5 lakhs and opened its first office in Noida with HCL products as its first brand for distribution. With his business acumen, Ajay went on adding more brands to his portfolio and opened offices in multiple locations including Delhi, Gurgaon and Greater Noida. The objective of Park is to occupy the highest position in the IT solutions and services space, which encourages the company to follow the path of hard work. “The company always looks forward to adopting fair business practices,” maintained Ajay. With the market witnessing falling rupee value, diminishing margins coupled with other challenges has taken a toll on the IT market. Park has also not remained untouched by the tough market situation. Ajay Kumar said, “In the Indian IT market, there is more supply than demand. The margin has gone down drastically. The inflation is too high, salaries have increased and so have petrol price and transportation cost. The market is not growing at its best as the IT vendors are

expecting. On top of that, the dollar price is also at its peak. All of these aspects putting together, there is a huge pressure on the IT industry.” Despite the adverse situation Park Technology wants to remain profitable and has adopted best practices and policies. The company has built a tier one relationship with some of the famous brands like Lenovo, Sony, Canon, HP, Nokia, AOC, Samsung, IBM, Toshiba, Wipro, TVS, eScan, Acer etc. for which the company has to infuse a lot of capital into theses brands. Because of this relationship Park Network gets all new products at the time of their national launch. The company today deals in all big brands like Lenovo, IBM, HP-Compaq, Acer, Sony, Microsoft, HCL, AOC, CISCO, Canon ,TVS, Sennheiser, etc. And is also the regional distributor for Sony, AOC, Canon, TVS, Toshiba, Sennheiser and e-Scan. As a regional distributor, the company distributes a wide range of products which include Laptop, Desktops, Peripherals, LCDs, Monitor, Laser Jet Printers, Keyboards, PoS (Point of Sale) and Scanners. Apart from the distribution business Park Technology also has presence in the retail space. It owns Lenovo Flagship Store at the Great India Place; a Nokia Priority at P-10, Sector-18, Noida and an outlet for IT at Noida at 1st Floor, J-44, Sector-18. Due to technological innovations and technology development, the consumer’s buying behaviour has changed. Today they are more connected and know what’s happening around the world; they have become more confident and know their requirements. Hence there has been a shift in the

buying pattern of the consumers hence prefer laptops over desktops, laser printer over inkjet printers. To keep pace with this trend Park is also changing itself and along with the traditional IT products, is adding Tablet to its product portfolio. The company believes in delivering quality products to the customers to sustain proper business relation for a longer period of time. The key factor that has led the organization to grow significantly is their ability to maintain good relationships and commitment with their customers, partners and employees. Today, Park has a very good base of customers and some of the important names include IOCL, HCL Comnet, HCL Technologies, GHCL Ltd. Motherson Group, Keihin Panalfa Ltd., Hexagon Metrology, Anmol Biscuits, G4Security, Dalmia Group, Jaypee Greens Limited, etc. The USP of Park is the unique combination of young and experienced. The company comprises of young, energetic, qualified and experienced professionals who help to create a strong backbone. To equip them with enough ammunition to take the philosophy to the market, Park Technology invests a lot on employees’ training and upgradation programs. It also organizes in bound and out bound training for its sales and support team. Finally… With the changing technological trend and technology developments Park Technology realizes that keeping pace with it is the only way to remain profitable and in business. Combining its efforts along with best practices, Park Technology will hopefully take its turnover of Rs.121 crore to a healthy number in 2012-13.

54 SME CHANNELS APRIL 2012

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NetKey ™ ...Provides a complete, cost effective range of copper and fibre infrastructure solution for voice, data and video applications. The NetKey™ Flexible Networking System, based on the universal keystone opening, covers all your copper and fibre infrastructure communication needs from the telecommunications room to the work area with the proven quality and reliability you depend on from Panduit. NetKey™ Copper RJ45 Modules, Cable, and Patch Cords NetKey™ Fibre Modules and Patch Cords Media Distribution System NetKey™ Fibre Trays NetKey™ Audio/Video Modules NetKey Modular Patch Panels ™

NetKey™ Faceplates and Surface Mount Boxes

NetKey™ Copper Cable ■ Category 6 and 5e ■ LSZH and PVC Flame Rating

NetKey™ Termination Tool ■ Fast termination ■ Available from Fluke Networks

Warranty available through PCI Programme.

Visit us at www.panduit.com/ Jayakanthi Kanthraj email: ind-jk@panduit.com Tel No : +91 80 49122106 Bangalore Office: 3rd Floor, Onyx Center # 5, Museum Road Bangalore – 560001 Karnataka. India Tel No : +91 80 49122106 Fax No : +91 80 41464155

Advts.indd 4

Chennai Office: #400, Hot Desk, 3rd Floor, Apeejay Business Centre, Apeejay House. 39/12 Haddows Road, Nungambakkam, Chennai – 600006. India Tel No: +91 44 28238662 / +91 44 28224949 Fax No: +91 44 28262447

Delhi Office: Office No 103, U&I Centre F 41, N. D. South Extension 1, Ring Road, New Delhi -110049. India Tel No : +91 11 40167060 Fax No : +91 11 40167059

Mumbai Office: 312/313, Dynasty Business Park, J.B. Nagar, Andheri Kurla Road, Andheri East, Mumbai - 400059. India Tel No : +91 22 40917106 Fax No : +91 22 40054746

20/02/12 8:37 PM


SME CHANNELS_19042012_Trim 30(h)x21,Type 28(h)x19,bleed 31(h)x22

RNI No.: DEL ENG / 2010 / 3192

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

Data of Printing: 19 & 20 of Every Month Data of Posting: 22 & 23 of Every Month

Affordable Video Surveillance Storage + Management Solutions

Iomega answers the call for a new class of scalable, simple solutions that enable SMBs and distributed enterprises to archive, protect and share physical security video and audio files from anywhere. The versatile StorCenter Network Storage family offers affordable video surveillance storage and management solutions.

Integrated Video Management System (IVMS)

Offers the ability to blend smart storage with leading video management software and IP cameras for an integrated, low-cost video surveillance solutions.

Router/Switch IP Cameras

StorCenter Network Storage Device

INTEGRATED VIDEO MANAGEMENT SYSTEM (IVMS)

4 Camera NVR (IP NAS)*

Rs. 9,000 onwards (ix2 diskless + VMS)

16 Camera NVR (IP NAS)*

Rs. 27,500 onwards (px4 diskless + VMS)

32 Camera NVR (IP NAS)*

Rs. 75,000 onwards (px4 rack diskless + VMS)

48 Camera NVR (IP NAS)*

Rs. 2,25,000 onwards (px12 rack 8TB + VMS) *inbuilt Video Management and Storage capability – low cost “IP surveillance solution in a box”

  Implementation

support available in 21 cities across India – 4 hour response time available   24/7 – 365 days Toll Free Support for IP NAS and Surveillance   24/7

48

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SME Channels April12 issue  

SME Channels is an unique magazine that connects Indian SMEs with IT Channel partners. Companies like Microsoft, Hp, IBM, Lenovo, Apple, RIM...

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