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Lenovo Plans to Acquire IBM’s x86 Server Business /10 www.smechannels.com

india’s first IT magazine for sme business VOLUME 04 | ISSUE 12 | PAGES 54 | FEBRUARY 2014 | RS. 20/-

SME CHAT  /30

SME SOLUTIONS  /33

SME BIZ  /25

D-Link: Banking on big initiatives

EazyERP: Delivering next level of ERP

Epson: High hopes for 2014

HYBRID

CLOUD MODEL LIKELY TO THRIVE Today users simultaneously use public and private cloud for certain workloads and services as well as to run applications, and Hybrid cloud model enables users to architect the cloud as per their requirements /38

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Schneider Electric India Wins CIO Choice 2014 Awards /18 www.smechannels.com

india’s first IT magazine for sme business VOLUME 04 | ISSUE 12 | PAGES 54 | FEBRUARY 2014 | RS. 20/-

SME CHAT

SME TREND  /36

/26

CISCO: Leading the market transition

VMWARE: Aiming at 50% cloud growth

SME TREND

/43

Microsoft: 3C approach

MY EXPERIENCE EDITORIAL

GOING, GOING, GONE!? KARMA NEGI

karma@smechannels.com

ANOTHER YEAR ENDED on a sombre note for the PC market. As per IDC the APAC (excluding Japan) PC market declined 10% in full year 2013 to reach 108 million units. While Gartner reported 6.9% fall in PC sales to 89.6 million units for the global PC market in Q4 of 2013. While some have been already written it off using the most hyperbolic language that one can find but there are those who insists this is just a blip in the PC market, especially in emerging markets like ours which still remains untapped and hence huge opportunities exists. The reasons for this decline are innumerable from weak economy, the shift towards mobility and the rising demand for tablets and many others. Competition posed by smartphones and tablets further contributing to the decline of the PC market. Bowing out of top two Indian brands, Wipro and HCL, from the PC market speaks volume about the sentiment that remains in the market. And the latest to join this is Sony, which is sellingits PC business to focus on mobile. And the repurcussions of the shrinking PC sale is also hurting companies like Intel which is tightening its executive pay in light of the slowing PC sales. Am not ashamed to say it aloud, in the age of Tablets and smartphones which gives the flexibility of anywhere, anytime connect, the traditional PCs are definitely losing its sheen. Who wants a chunky box which gobbles your whole table. How will be 2014? It still remains to be seen; while the completion grows which will exacerbate further the market will remain no doubt challenging. While on the other hand PC vendor Lenovo is on a buying spree after months of speculations that IBM was selling its x86 business to Lenovo the deal has finally come through. The way it turned around the ailing PC division of IBM and now retains the top spot in the APAC PC market as per IDC, is no doubt a tough player let’s expect it will adopt the same aggressive approach for this market too. Then the news of it buying the ailing Motorola from Google hit the market. While the firm is known for taking risks but it needs to be keep in mind that when it bought the IBM PC division the China market was witnessing a high growth rate of 21% CAGR which helped it to garner the China PC marketshare and then it took over the other global markets. But now with the slowing down of the China market and the highly competitive smartphone market it needs to be seen what winning strategy they come out with.

iBall Slide 3G 7334Q-10 IBALL SLIDE 3G 7334Q-10 exemplifies great style combined with superior technology and aims to be the perfect companion for users who want power and blazing speed. It is a quad core processor based tablet with stunning IPS HD display and dual SIM both supporting 3G. It comes with a slew of astounding features that offer seamless and enhanced user experience. 1.3 GHz quad core processor ensuring smooth shifting between various apps and allowing users to play, browse, download all at the same that too without lags. A stunning 7inch HD IPS display which gives an immersive viewing experience with vibrant colors that brings visuals to life.

SPECIFICATIONS With built in FM radio and 2MP rear camera, it lets capture precious moments and gives picture perfect shots FINAL WORDING Is attractively priced OVERALL RATING

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contents

FEB VOLUME 04 ISSUE 12

2014

ER COV RY STO

india’s first IT magazine for sme business

Publisher: Sanjib Mohapatra Editor: Sanjay Mohapatra Associate Editor: Karma Negi Reporter: Aparajita Choudhury, Manali Misra Executive Editor: Smruti Chaudhury Copy Editor: Neil D’Souza Web Designer: Vijay Bakshi Technical Writer: Manas Ranjan Satya Sagar Sinha Lead Visualizer: DPR Choudhary MARKETING Senior Manager: M Raj Marketing Executive: Rajat Kumar Circulation and Printing: Panchanan Bhoi SALES CONTACTS Delhi 6/102, Kaushalya Park, Hauz Khas New Delhi-110016 Phone: 91-11-41055458 / 9313891660 E-mail: raj@smechannels.com Bangalore #28/1, 3rd Floor, Sri Lakshmi Krupa, Near Shamanna Park, Model House Street, Basavanagudi, Bangalore - 560004 Ph. No. +91 88618 21044 Mumbai Tahmeed Ansari 2, Ground Floor, Park Paradise, Kay-Bees CHS. Ltd.,Opp. Green Park, Oshiwara, Andheri (west), Mumbai - 400 053. Ph. +91 22 26338546, Fax +91 22 26395581 Mobile: +91 9967 232424 E-mail: Info@smechannels.com Kolkata S Subhendu BC-286, Laxmi Apartment, Kestopur Kolkata-700101 Phone: 9674804389 EDITORIAL OFFICE Delhi: 6/103, (GF) Kaushalya Park, New

Hybrid Cloud Model Likely to Thrive /38

Delhi-110016, Phone: 91-11-41657670 /

Today users simultaneously use public and private cloud for certain workloads and services as well as to run applications, and Hybrid cloud model enables users to architect the cloud as per their requirements

Bangalore Bindiya Jadhav

46151993 editor@smechannels.com #28/1, 3rd Floor, Sri Lakshmi Krupa, Near Shamanna Park, Model House Street, Basavanagudi, Bangalore - 560004 Ph. No. +91 88618 21044 E-Mail bindiya@

SME CHAT Epson  /25

Hopes High for 2014 RAM PRASAD, DGM CONSUMER PRODUCTS GROUP, EPSON INDIA

PARTNER CORNER Progression Infonet  /34

Cloud to Help in Business Growth

B RAGHAVENDRAN, DIRECTOR, PARTNER ORGANIZATION, CISCO

D-Link  /30

“Banking on Big Initiatives” TUSHAR SIGHAT, CEO, D-LINK (INDIA)

Matrix  /49

“Growing at a rate of 15%” RENISH MATHACHAN, PROPRIETOR, BUSINESS CONNECTION, COCHIN

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

Cisco  /26

“Leading the market transitions”

accentinfomedia.com Skype ID: b1diyajadhav

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Phone: 91-11-46151993 / 41055458 Printed at Karan Printers, F-29/2, 1st floor, Okhla Industrial Area, Phase-2, New Delhi 110020, India. All rights reserved. No part of this publica-

SME Solution~~~~~~~~~~~~~~~~~~~~~~~~~ 33

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SNIPPETS PRODUCT | CHANNEL | CONSULTING | SERVICES

for more log on to smechannels.com

approximately two billion of which will be paid in cash and the balance in Lenovo stock. IBM will retain its System z mainframes, Power Systems, Storage Systems, Power-based Flex

servers, and PureApplication and PureData appliances. The agreement builds upon a longstanding collaboration that began in 2005 when Lenovo acquired IBM’s PC business, which included the ThinkPad line of PCs. In the period since the companies have continued to collaborate in many areas. Approximately 7,500 IBM employees around the world, including those based at major locations such as Raleigh, Shanghai, Shenzhen and Taipei, are expected to be offered employment by Lenovo. This agreement follows recent announcements by IBM that it will invest more than $1 billion in the new IBM Watson Group, and $1.2 billion to expand its global cloud computing footprint to 40 data centers worldwide in 15 countries across five continents. Yang Yuanqing, Chairman and CEO, Lenovo, said, “With the right strategy, great execution, continued innovation and a clear commitment to the x86 industry, we are confident that we can grow this business successfully for the longterm, just as we have done with our worldwide PC business.”

building Cyberoam into a global IT product company that displays great product strength, team strength and unique innovation capabilities,” said Hemal Patel, MD & CEO, Cyberoam Technologies. “Cyberoam and Sophos complement each other in many ways in the fast-growing network security

market. Joining forces will allow us to offer more product innovation and value to our customers and channel partners.” “Sophos and Cyberoam create a winning combination at the right time, in the right product markets and in all the right geographies,” said Kris Hagerman, CEO, Sophos.

Lenovo Plans to Acquire IBM’s x86 Server Business Lenovo and IBM have entered into a definitive agreement in which Lenovo plans to acquire IBM’s x86 server business. This includes System x, BladeCenter and Flex System blade servers and

switches, x86-based Flex integrated systems, NeXtScale and iDataPlex servers and associated software, blade networking and maintenance operations. The purchase price is approximately US$2.3 billion,

Sophos Buys Cyberoam Cyberoam Technologies Private Limited, is a spinoff from Elitecore Technologies Pvt. Ltd. and funded by the Carlyle Group has been acquired by Sophos. Originating from Ahmedabad, India, Cyberoam has consistently grown faster than the market and gained cost leadership and operational efficiency

advantages in the global network security market announced the press release. “Cyberoam is a fine example that not all successful technology product innovation happens in Silicon Valley; it can happen anywhere, with the right drive and vision. We have been successful in

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Kyocera Introduces WiFi Enabled A3 MFP Kyocera Document Solutions has unveiled a MFP, TASKalfa 2551ci, a color A3 MFP, with color copy, color network and color network scan. The printer is embedded with a P1022 (Dual Core), 800 MHz processor and a 3GB RAM. The hard-disk comes with 160 GB. The printer features wireless LAN(optional), embedded OCR conversion for scanning (optional), password protected printing, security watermark, 25 A4 pages per minute in colour, standard 3.5 GB RAM + 160 GB HDD for

memory and storage, standard network printing and colour scanning, optional one-path duplex document processor scans up to 100 ipm and optional scan to searchable PDF solution. K Swethanarayan, MD, Kyocera Documents Solutions, said, “Most importantly,the wireless printing is for convenient placement of a machines anywhere in the office without the need of a network cable.”

ZyXEL Bags 2013 Top Taiwan Global Brand

Award

ZyXEL Communications has received the 2013 Top Taiwan Global Brands award for the eleventh year in a row. “The honor signifies the endeavors that all ZyXEL employees have devoted to the brand since its first day in operation,” remarked ZyXEL president Gordon Yang. “In the past 24 years, ZyXEL maintained its commitment to support target customers, including Telco, small to medium-sized businesses, and digital home users with the brand values of customer satisfaction, integrity, innovation, speed, and sharing.”

*astTECS Expands Zimbabwe Operations *astTECS has appointed Zimbabwe-based Adelrox Pvt T/A Etel Business Solutions as an enterprise partner, forming part of its strategy to leverage its skills base across the African continent. Adelrox Pvt T/A Etel Business Solutions, is a specialist IT company that focuses on the delivery of value-added technology solutions to customers. “Adelrox services a myriad of business sectors throughout Zimbabwe, with a strong presence in the enterprise & telecommunications arena. This association presents unique opportunities for us, as we strive to position ourselves as a premium, value-added technology provider and offer customers access to Asterisk Open Source Telephony Solutions from *astTECS portfolio,” said Binish VJ, International Business Manager, *astTECS. Zimbabwe is full of opportunities and we are seeing a significant growth amongst customers in the enterprise and SMB continuity space, he added. *astTECS is committed to South Africa since the market has great potential announced the press release. It further emphasized that in the next few years the adoption of IP PBX would increase tremendously.

MY POINT

Cambium’s Global Wireless R&D Centre in Bangalore Opens Provider of wireless broadband solutions Cambium Networks has opened its wireless R&D centre in Bangalore. A key facility in Cambium Networks’ global R&D network, the Bangalore centre will provide wireless research and development and local customer support for India and the Asia Pacific region. The team in Bangalore will drive innovation and add value across Cambium Networks’ entire product portfolio. With a number of key customers in the country, including Tata Communications and Gujarat State Government, Cambium Networks’ establishment of this new R&D centre is a strategic move to service the rapidly growing Indian and Asia Pacific market. Originally part of Motorola Solutions and an independent company since 2011, Cambium Networks develops cost-effective solutions delivering broadband connectivity to underserved or under-connected communities using fixed wireless access technology over unlicensed spectrum.

Neoteric Adds Adata

“Mobile apps have become the official channel to drive content and services to consumers.” BRIAN BLAU, RESEARCH DIRECTOR, GARTNER

neoteric infomatique has added Adata to its products kitty. As per the release neoteric will distribute ADATA External HDDs, USB Flash Drives, SSDs, Memory Cards and Mobile accessories, etc. Sunil Khetan, DGM, neoteric infomatique ltd., said, “We are thrilled to join hands with ADATA as the national distributor for its repertoire of innovative, superior-quality and highperformance memory products and solutions. Partnering with ADATA has definitely enhanced our portfolio. Through our extensive pan-India distribution network comprising 500+ cities and 10000+ channel partners’ base, we look forward to making this partnership a highly successful venture! ” Sudip De, VP, ADATA Technology India Pvt. Ltd., said, “neoteric is one the key distributors in India having a niche in providing value added services to its partners, and we are pleased to have them onboard as a national distributor for our varied range of products. With their extensive branch network, we are not only confident but sure that this tie-up will forge ahead new business dimensions for both of us. We look forward to a long lasting partnership.”

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Bitcoin-mining Malware Eyes APAC Region: Trend Micro Trend Micro has revealed that APAC countries are affected by the Bitcoin-mining malware. Trend Micro Smart Protection Network had detected 3 malwares called BKDR_BTMINE, TROJ_COINMINE and HKTL_BITCOINMINE which turned infected systems into a Bitcoin miner, making them virtual assets for the criminals. About 12,000 PCs globally were affected by Bitcoin-mining malware which were causing severe slowdown of PC systems. And four out of the six countries with the highest number of Bitcoin-mining malware infected computers were from the APAC region, with Japan at the top, followed by Australia, India and Taiwan at the 3rd, 4th and 6th position respectively.

PANASONIC EXPANDS IP OFFERINGS Panasonic India has introduced a new IP-enabled PBX offering, KX-NS300. With IP Penetration steadily gaining a foothold in 2-100 extension segment, the company is amongst the early adopters to ride the bandwagon announced the release. Specially designed for SOHOs and SMBs, Panasonic is looking at increasing its presence in this sector from an existing 12% to almost 22%. Other than this, the product also targets verticals such as Hospitality, BFSI, Real Estate and Helpdesk. The KX-NS300 is an effective IP PBX, packed with a host of offerings- an inbuilt ACD (Basic Call Centre Function) to host a Helpdesk, an in Skin Voice mail and UC (Unified Communication) Toru Hasegawa, Divisional MD (System Solutions Division), Panasonic India, said, “With this product, the market will surely witness seamless integration with the existing infrastructure, enabling cost efficiencies while enhancing capabilities.” Ajay Madan, Sales Head (Communications & Imaging Group), Panasonic India, said, “Our strategy in India gyrates around endowing our customers through product innovations. The KX-NS300 is one such cost- effective IP PBX that offers migration to IP at affordable prices.”

Smartlink Runs for a Cause Smartink Network Systems Ltd participated in the Mumbai Marathon 2014. Around 25 Smartlink employees ran for a charitable cause, wherein the contribution went to CRY (Child Rights and You) for the welfare of unprivileged children and towards Smartlink’s support for Girl child education, announced the release. Bimal Raj, CEO, Smartlink Network Systems Ltd., said, “We are happy to participate in the Mumbai Marathon this year and be a part of the campaign to raise funds for charity. It’s indeed a pleasure to partner with CRY for their noble cause.” The release further informed that Smartlink employees participated in 6 km Dream Run.

Rashi Partners with Lenovo at the CBF-IX Rashi Peripherals partnered with Lenovo at the ninth year ‘Channel Business Forum’ to exhibit the wide range of Lenovo’s SMB products in more than 30 cities which has garnered good response from the partners. CBF-IX is held in various cities of the country especially focusing on towns with great acceptance of the IT business like Nashik, Bharuch, Ratlam, announced the release. CBF is currently showcasing the B- series, ThinkPad Edge Series, AIOs and T- Series Laptops but the one that is gaining special attention and has stood out is the Think Center ‘Tiny’. With Think Centre Tiny - The Smallest Desktop in the World one can save 40% of the Energy compare to Normal Desktop. The company stated that Rashi is also using this platform to highlight Lenovo’s AIO, for which the size varies from 18.5 inches ti 21.5 inches. However, the 18.5 inch AIO is very niche with Rashi and is being promoted in these C, D and E class cities. Rakesh Kumar from Classic Computers, Junagarh said, “I am amazed to come to know about the Lenovo range of products especially the AIOs and Tiny. I thank the Rashi Team to bring these unique products to Srinagar that too when the temperature was 4 degree.” Rajesh Gadgil, GBM, Rashi Peripherals, said, “Rashi and Lenovo have always been supportive towards each other. Rashi Peripherals has tried to make Lenovo’s products available across the country with the help of our 58 branches reaching to majorly all the cities or towns and making its presence felt with positive brand building.”

WatchGuard Enhances Dimension’s Capabilities WatchGuard is enhancing its real-time network security visibility solution, WatchGuard Dimension, which has already helped drive record financial results for the company in Q4 2013. The new enhancements extend Dimension’s capabilities to support Microsoft’s Hyper-V virtualization platform, in addition to VMware, and also increase scalability, availability and visibility announced the press release. “The global response we’ve seen from customers using Dimension with our XTM family of unified threat management (UTM) platforms has been unprecedented,” said Dave R. Taylor, VP (corporate and product strategy), WatchGuard Technologies. “In record numbers, customers are using this cloud-based visibility tool to get key insights into security threats and critical trends in their environment. Although this product has been on the market for less than six months, we’re moving quickly to make new enhancements in response to enthusiastic feedback from users.” WatchGuard Dimension is delivered as a free virtual appliance for XTM customers, which simplify set up. The latest update includes faster access and increased scalability with external and shared database support.

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Unistal to Associate with 2000 New Partners

INTEL TO INVEST OVER USD 120 MILLION IN INDIA R&D CENTER

Unistal Systems Pvt. Ltd has launched a new AVATAR of Protegent 360 with a bumper scheme of free trip to Thailand. Alok Gupta, MD, Unistal Systems Pvt Ltd., said, “We have a broad network of channel partners offering unsurpassed support for all our initiatives and together we serve our customers with best products and services. We have launched this product with more added features.We are sure that the product will be appreciated in the market as with this product the customer will get 75% extra than the best of the products available in the industry. As I said earlier also that we enjoy creating programs and schemes for our channel partners. So we have come up with this scheme and Unistal hopes to associate with 2000 new partners through this.” The release said that cool summer offer is a “Buy 2 & Get 2 Free Scheme” and on purchase of 50 boxes, the partner will enjoy a free fun trip to Thailand. This scheme is applicable only on Protegent 360-5 User/5 Keys/5 CD’s Pack.

Intel Corporation has announced that it will invest over USD 120 million in consolidating its existing research and development infrastructure in Bangalore. Intel said that it has a large campus at Sarjapur Ring Road with two buildings called SRR1 and SRR2. The new building, SRR3, will cover 18 acres of land and comprise of two buildings. The estimated completion date for Intel to Invest SRR3 is early to mid-2015. Kumud Srinivasan, President, Intel India, said, “The India center makes significant contributions to the entire product portfolio offered by Intel. Our new capacity in Bangalore will give us the right resources to make a meaningful difference as the company moves into exciting areas like the Internet of Things. This move reinforces Intel’s commitment to invest and grow in India.” Intel India has been involved across servers, PCs like All in Ones, 2 in 1s, smartphones, tablets and Internet of Things. The core competencies of Intel India include CPU, System-on-a chip, platform, software and graphics. Intel’s upcoming facility will be a global center of excellence for chip design. The release said that not only is Intel India recognized for its engineering expertise, it has also been one of Top 3 great places to work for 5 years in a row. As a responsible corporate citizen, Intel runs various programs to increase awareness around the role and usage of technology in improving people’s lives.

EXECUTIVE MOVEMENT

APAC PC MARKET SHRINKS 10% IN 2013 THE ECONOMIC SLUGGISHNESS IN BIG EMERGING MARKETS IN THE REGION ADVERSELY AFFECTED BUYING SENTIMENTS, WITH EDUCATION SECTOR PROJECTS BEING A LONE BRIGHT SPOT IN THE COMMERCIAL SPACE, WITHOUT WHICH THE REGION COULD HAVE DROPPED EVEN FURTHER. ASIA/PACIFIC (EX. JAPAN) PC SHIPMENTS BY VENDOR, 2013 (PRELIMINARY) VS 2012 Acer

Dell HP

9.4

PTC has appointed Subash Nambiar as Vice President and Country Manager for India.

ASUS

8.1

CommScope has promoted Alamuri Sitaramaiah (Sita) as the managing director of CommScope Enterprise Solutions for India and the South Asian Association for Regional Cooperation (SAARC) countries.

6.9

10.5 8.7

10.2

7.1 Others

8.9

40.2

Lenovo

40.4

24.9 24.7

2013

Emerson Network Power has appointed Dr. A S Prasad as the general manager for the Indian product and marketing group. CA Technologies has appointed Alyssa Fitzpatrick as senior vice president, Global Partners and Alliances.

2012 Note: Totals may not add up to 100 percent due to rounding

Source: IDC, January 2014

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Savera Marketing to Distribute Thermaltake Products

DIGEST

Savera Marketing Agency has been appointed as exclusive national distributor by Thermaltake technology, an internationally acclaimed cooler, case and power supply manufacturer. Savera Marketing Agency will be the exclusive PAN India distributor for Thermaltake, Tt eSPORTS and LUXA2 for India. With vast distributorship network, Savera Marketing will contribute in pushing Thermaltake, Tt eSPORTS and LUXA2 product line up in the market. It will also be responsible to educate the retailers and dealers about the product and generate sales. As per the release, Thermaltake’s products are preferred by PC enthusiasts worldwide, and became one of the leading brands in this field. It was established in 1999 with the mission to produce the highest quality PC Cooler, Case and Power Supply in the industry. It has extended its footprint with its two other brand Tt eSPORTS & LUXA2.

Asus has released R9 290X DirectCU II and R9 290 DirectCU II, two new graphics cards powered by the new AMD Radeon R9 290X and R9 290 graphics-processing units (GPUs) respectively. With DirectCU II technology, R9 290X and R9 290 run up to 20% cooler and up to three times (3X) quieter than reference designs announced the release. R9 290X has a core speed of 1050MHz, while R9 290 flies along at 1000MHz. Both cards are fitted with 4GB of super-fast GDDR5 video memory.

FOXCONN POSTS $490.932 BILLION REVENUE IN DECEMBER 2013 Foxconn has announced that its consolidated revenues stood at $490.932 billion (US$16.4 billion) for December which the company claimed a monthly record for the second time with growth of 7.62% month on month and 18.87% year on year. Foxconn posted consolidated revenues of NT$1.33 trillion for the fourth quarter, historically its highest quarterly level, and increasing 44.77% on quarter, and NT$3.954 trillion for 2013, inching up 1.25% on year. The release said that Foxconn is expected to see increased revenue growth due to increasing demand for cloud computing data centers in 2014 as it is globally the largest server OEM and one of the world’s three-largest storage equipment makers.

Schneider Electric Wins CIO Choice 2014 Awards Schneider Electric IT Business India Pvt Ltd has received the CIO Choice 2014 honor and recognition title in the category of Large enterprise segment for Data Center Power solutions (UPS), Data Center Cooling software solution and power distribution unit (PDU). The CIO Choice award 2014, is a recognized platform amongst the CIO communities and has seen the participation of almost 300 plus CIOs across India. The winners were decided by an independent advisory panel of imminent CIOs and an independent survey from across the country with CIOs and Information and Communication Technology (ICT) decision makers. On winning this award, Nikhil Pathak, VP (India and SAARC), Schneider Electric IT Business, said, “We feel honoured to be recognized as one of the leaders in critical power and cooling solution for the large enterprise segment by Indian CIO and IT decision maker community. ”

SMBs Face Damages of 70,000 Euros According to current analyses of Kaspersky lab, small and medium-sized companies make particularly popular attack targets for online criminals because of their ideas and innovations. Data loss, security gaps in technology, downtime and corporate espionage can threaten the very existence of SMEs, with targeted attacks of this kind resulting in the very highest damages, stated the company. The survey carried out by B2B International, small and medium-sized companies found themselves with average damages of 70,000 euros as a result of targeted attacks. This included 55,000 euros in direct costs to plug data leaks, legal costs, lost profits and costs resulting from interruptions or restrictions to business. A further 15,000 euros are needed for preventive measures, like investments in hardware and software, training, and other methods designed to prevent similar occurrences in the future.

ASUS R9 DIRECTCU II GRAPHICS CARDS

LOGITECH G SPONSORS INDIA ESPORTS LEAGUE Logitech India has associated with India’s premier gaming India e- Sports League (IESL), the first professional league format video game tournament in India for DOTA 2 and CounterStrike 1.6. The top 8 teams from the qualifiers will battle in the main event to be held at Main Atrium, Pacific Mall in West Delhi announced the release. Through this association Logitech aims to reach out to the professional gamers and help promote e-sports across the country. The Professional gaming enthusiasts will be using Logitech G products including the G105 Gaming Keyboard, G230 Stereo Gaming Headset and G400s Optical Gaming Mouse.

ASIA POWERCOM ANNOUNCES ‘POWER TAKKAR SCHEME’ Asia Powercom has announced its special scheme for its channel partners named ‘Power Takkar’ scheme. The scheme is designed on AsiaPower surge protector and automatic voltage regulators which have been attracting good sales in the market informed the release. On purchase of 5 AVRs, partners get 1 AVR free and on purchase of 10 surge protectors, partners get 1 surge protector free. The scheme is valid on all the purchases billed out from Asia Powercom distributors.

ASROCK BAGS AWARD ASRock’s Gaming PC M8 received the 2013 Chicago GOOD DESIGN AWARD. As per the release, this award is the world’s most prestigious and oldest Design Awards program organized annually by The Chicago Athenaeum Museum of Architecture and Design in cooperation with the European Centre for Architecture, Art, Design and Urban Studies. Over 700 new products and graphic designs from over 38 countries were selected by the organization and ASRock M8 won the award with its innovative and futuristic design.

SYNOLOGY DISKSTATION MANAGER 5.0 BETA UNVEILED Synology has launched beta availability of DiskStation Manager (DSM) 5.0, which delivers access to NAS with Synology QuickConnect, 1PB unified storage platform, Hybrid cloud solutions, data backup and system performance. Vic Hsu, CEO, Synology Inc., said, “We are excited to introduce DSM 5.0 beta, the company’s most significant release to date. DSM 5.0 aims to transform how business and home users host their cloud and equip them with boundless connectivity.”

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Quick Heal Duped of Rs. 1.24 Crore IT security solutions firm Quick Heal has taken a conscious decision of terminating the employment Pradeep Dixit (41) on the basis of gross violation of company policies, willfully concealing facts relating to material, operational, and financial improprieties at the Company’s Pune, branch and damaging the company’s reputation and violating ethical and moral codes on which all Quick Heal’s business practices are constructed. Dixit utilized his position at Quick Heal to personally become financially involved in another business calling for unethical conduct and creating misplaced loyalties announced the press release. Dixit has been arrested under sections 408 (criminal breach of trust by clerk or servant and 420 (cheating) of Indian Penal Code. According to the complaint lodged against Dixit at the Vishrambaug police, he had started Mind Flash Infotech Pvt. Ltd. and Yanava at Tilak Road and picked them as merchandisers. The firms were registered in the names of his wife and other relatives. Misusing the position Quick Heal, Dixit has allegedly duped Rs. 1.24 crore.

Kaspersky Lab Leads in the Gartner Magic Quadrant

Gigabyte Eyes 40 percent Marketshare of DIY PC Mobos Gigabyte Technology is eyeing a market share of over 40% of the Indian Do It Yourself (DIY) PC motherboard in 2014. To achieve this market share, the company has enhanced its sales and marketing initiatives at Tier 2 regions comprising mainly Class C and D cities. Gigabyte Technology is focusing and banking on its 8 series motherboard range (that supports Intel 4th generation Core processors) for achieving its 2014 Sunil Grewal, sales director, GIGABYTE market share target. Technology India Ensuring increased profitability of Gigabyte Value Partners, who are mostly spread across Class C and D cities, Gigabyte Technology plans to continue adding more channel partners (Tier 2 partners officially called Gigabyte Value Partners) and spread in the upcountry markets. This will be mainly facilitated by conducting regular reseller training meets at these locations. Besides, Gigabyte Technology runs the online Gigabyte Value Partner Program (GVPP) scheme for its Value Partners. The company said that the scheme is open only for resellers registered on the scheme website who buy Gigabyte motherboards from the company’s authorized distributors and Gigabyte Premium Partners.

Kaspersky Lab has announced that it has been named as “Leader” in the Gartner 2014 Magic Quadrant for Endpoint Protection Platforms for the third year in a row. Kaspersky Lab believes that this latest Gartner report honor once again confirms the company’s status as a top provider of endpoint protection solutions. The Magic Quadrant categorizes the included vendors of the research into four groups: “Leaders”, “Challengers”, “Visionaries” and “Niche Players”. “Leaders” demonstrate balanced progress and effort in the execution and vision categories. Their capabilities in advanced malware protection, data protection and/or management features raise the competitive bar for all products on the market, and they are shaping the course of the industry. Kaspersky Lab was included in this “Leaders” group for the third consecutive year based on these criteria.

Kingston Unveils “Flying Horse Limited Edition” USB Drive

Fortinet APT Tech Named Top Rated Product

Kingston has introduced the “Flying Horse Limited Edition” USB drive as the latest addition to Kingston DataTraveler Chinese Zodiac USB drive lineup. Nathan Su, Sales Director Flash Memory), APAC Region, Kingston, said, “Our DataTraveler Chinese Zodiac USB drive lineup has been praised by collectors worldwide. As the Year of the Horse approaches, Kingston is proud to present Flying Horse Limited Edition USB drive that comes with a vivid red color and robust design. It is sold in a firecracker package, aiming to fire up people’s spirit throughout the year. This exclusive limited edition USB drive also represents our good wish of a flying success in the coming year.”

Fortinet’s ATP technology - FortiGuard was named a Top Rated Product in AV-Comparatives’ December 2013 “Summary Report 2013.” The technology, which is used in the company’s network security (FortiGate) and endpoint solution (FortiClient), received a perfect three out of three stars for Proactive Catch Rate, Anti-Phishing, File Detection, Malware Removal and Real World Test. Throughout the year, FortiClient was tested against 21 other antivirus clients from multiple countries for their ability to block malicious software and not block legitimate content. “Fortinet FortiClient is aimed at business users and so some aspects of the program, such as the manual, differ from those found in typical consumer programs,” said Andreas Clementi, CEO and Founder of AV-Comparatives.

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Polycom Strengthens its Microsoft Lync Offerings Polycom has expanded its portfolio of more than 40 offerings for Microsoft Lync to include the new Polycom CX8000 room system for Microsoft Lync, a video conferencing system that brings the power of Microsoft Lync to the conference room with HD video, simple room controls and an optional, centre-of-table experience with the industry’s only family of 360-degree cameras for Microsoft Lync. The Polycom CX8000 solution is a videoconferencing room system for Microsoft Lync that includes presence, contact search, instant messaging, HD video conferencing, HD audio, virtual white boarding, touch display-powered presentations, application sharing, editing on shared documents, and more. Tight integration with Microsoft Outlook will help users, both in the meeting room and remote participants, start and manage meetings more efficiently.

SYMANTEC’S NEW OFFERING ENABLES DATACENTERS TO LEVERAGE SSDS Symantec has unveiled a new version of its Storage Foundation software, enabling data centers to leverage Solid State Drives (SSDs) in ways that could allow customers to access mission critical data and applications 400 percent faster than traditional Storage Area Networks (SANs). It is also the only offering to provide these benefits regardless of which storage hardware components are in place. Customers as a result are free to choose any storage infrastructure provider, and businesses can make critical decisions faster. The growth of mission-critical data and applications, supporting real-time decision-making, is driving SSD adoption to increase performance within the data center. Adoption however has lacked the central management intelligence that customers need to manage their storage efficiently and effectively. Symantec’s offering solves this problem while allowing customers to combine SSDs with existing Direct Attached Storage (DAS) and SANs without compromising availability. Storage Foundation 6.1 functionalities and benefits include: A vendor-agnostic intuitive caching layer, enabled by Symantec’s SmartIO technology. SmartIO detects critical application workloads and caches only the hot data on local SSDs, which could result in up to 400 percent improved performance over traditional secondary storage.

Konica Minolta Ties-up with Vision India To maximize its reach at pan India level Konica Minolta has entered into the Guwahati market by partnering with Vision India, its new partner for the range of A4 printers. Tadahiko Sumitani, MD, Konica Minolta Business Solutions India Pvt. Ltd., said, “We treasure our association with all our regional partners. Through mutual understanding and belief in each other, we wish to build and nurture our collaboration that will give way to a conducive environment resulting in fruitful association. All our products are based on cutting edge technology and Vision India association with Konica Minolta is sure to go a long way. We will provide them with the best possible printing solutions in India.” As per Kamlesh Goel from Vision India, this association will help prosper both the companies and help reach new heights.

Ricoh Introduces One Stop Shop Offering Ricoh has launched a new concept called Ricoh 360° in Delhi. It has introduced the One Stop Shop offerings to holistically meet every need of its customers by seamlessly integrating technology to boost employee productivity and office efficiencies. Tetsuya Takano, MD & CEO, Ricoh India Ltd said, “In India, we expect an overall IT spending to reach USD 71.3 billion in 2014 which is a 5.9 percent increase over 2013 forecast with most of the growth driven by spending on IT service, and that’s why India is one of the most crucial markets in the World’s region for Ricoh.”

HID Global Extends Authentication Portfolio HID Global has acquired Lumidigm, a provider of authentication solutions that use multispectral imaging technology, software, and biometric fingerprint sensors to authenticate identities with a high degree of certainty. Lumidigm’s technology solves problems with traditional biometric technology, whose contact-based measurement accuracy is degraded by non-ideal skin condition, poorly-defined or damaged fingerprints and adverse environmental conditions. In contrast, multispectral imaging technology uses multiple light spectrums and advanced polarization techniques to extract unique fingerprint characteristics from both the surface and subsurface of the skin.

NetApp’s R&D Center in Bangalore NetApp broke ground on a world-class research and development (R&D) facility at Mahadevapura, in Bangalore, India. The nearly one million square foot facility will offer world-class working, collaboration, and recreational spaces to foster continued innovation and cross-functional collaboration. Consistent with NetApp facilities around the world, the new research and development center will exceed rigorous global environmental and safety standards. Spread over 15 acres, the new facility will include a highly efficient, 25,000 square foot data center to support global development and business operations.

Lapcare Strengthens its After Sales Lapcare has introduced Lapcare Protection Plan for LAPCARE battery, adapter and car power inverters. The company said that Lapcare Protection Plan provides assurance to the end users that the company will bear the repair and replacement charges in case of any malfunction occurs in the equipment by use of above mentioned products. Cars or any other vehicle will not be covered under this program. Lapcare will carry out the inspection of the damaged product and if needed also the location where the damage occurred.

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NComputing Named a Major Player in IDC MarketScape NComputing has declared that it has been named a “major player” in the IDC MarketScape: Worldwide Client Virtualization 2013 Vendor Analysis. The report highlights NComputing’s continued momentum and key strengths, including its ability to provide “simplified end-to-end virtual user session solution at a low cost, which has bred success in the midmarket and small enterprise.” The report highlights NComputing’s vSpace virtualization platform, a simple, powerful and affordable desktop and application virtualization platform that allows organizations to take full advantage of the benefits of desktop virtualization, but without the high cost and complexity of associated with traditional desktop virtualization solutions.

ADITYA ADDS PTC AWARD PTC selected Aditya Infotech as their Best Partner worldwide for New Customer Acquisition & Best partner APAC for Education Business in FY13 during Channel Sales Kick Off event, Boston, Massachusetts . This event is the largest PTC Channel Advantage event that is annually held at the start of the PTC fiscal year. This event brings together the key representatives and decision makers from the top PTC Resellers and PTC Management worldwide, for a series of strategy, product updates, yearly awards and planning. Aditya Infotech receiving PTC Award With over 250 people from over 120 companies representing 27 countries from around the world, the awards were handed out by top PTC Management Kerry Grimes- SVP Worldwide Channel Sales, Paul DeMore- VP Worldwide Channel Programs and Clement Donzel- Channel Business Development Manager. Commenting on this award, Binish Parikh, VP (Software Solution Division), Aditya Infotech, said, “We would like to thank our channel partners, our extended team who are instrumental in our winning of the PTC Global Awards almost every year since the time we have partnered with PTC from FY 2009; new customers contributes to 50% and education contributes to 25% of our license revenue.”

Matrix to Participate in Engineering Expo Matrix Comsec is set to participate in the Engineering Expo, Indore. Matrix will showcase its complete portfolio of telecom and security products encompassing range of Business Phone Systems, Converged Voice & Data Solutions, Android/iOS Mobile Softphone, GSM-VoIP Gateways, Access Control and Time-Attendance Solution and Video Surveillance Solution. During this event, Matrix will also showcase Office-in-a-Box solution, NAVAN CNX200, an all-in-one solution for voice, data, internet, wireless, mobility and messaging needs of small businesses and branch offices with up to 24 users. NAVAN CNX200 delivers advance IP-PBX functionality, secure internet, wireless access, data networking and virtual private networking from a compact and converged platform.

Epicor ties up with Orient Technologies Orient Technologies, a leading SI and an IT premier solution provider is the latest company to join the Epicor Inspired Partner Network in India. As a part of this strategy, the company will continue to work on expanding the channel footprint in India through an industry-specific approach and recruit partners who have specialised domain knowledge in sectors such as manufacturing announced the press release. Anish Kanaran, Channel Director, Epicor, said. “Expanding the partner program allows us to deliver enhanced solutions. We invest heavily in making sure our partners have strong technical expertise, in-depth knowledge and a capable team. It’s also essential that our global solutions fit their products and services line-up, making the relationship an ideal match and creating a win-win situation for our customers.”

Rittal LCP-DX: Energy Efficient Product Rittal’s LCP-DX has been voted as the most suitable and energy efficient product in the category of “Data Centre -Cooling” by the CIO Community in India. Even if the data centre consists of just one room with a server enclosure – the high power dissipation of current computer hardware can quickly lead to a dangerous build-up of heat. Jacob Chandy, Vice President Sales & Marketing, Rittal India Pvt Ltd, said, ‘The IT climate control specialist Rittal has a reliable remedy in the form of the flexible and easily installable Liquid Cooling Package Direct Expansion (LCP DX) cooling option”

Emerson Network Power Announces ROI Tool Emerson Network Power has launched the first third-party developed data center infrastructure management (DCIM) return-on-investment (ROI) estimating tool. Emerson Network Power commissioned Forrester Consulting to develop the tool in response to the market demand for a rigorous ROI analysis to justify investment in DCIM solutions. Now, enterprises can learn the potential ROI, savings and value they will realize by deploying DCIM. Forrester Consulting interviewed twelve Emerson customers that shared data required to develop the ROI tool. Forrester then used that data to construct a Total Economic Impact™ (TEI) framework for organizations considering implementing DCIM. The framework helps identify the fundamental elements of TEI, including costs, benefits to the entire organization, flexibility and risk factors that affect the investment decision. Steve Hassell, President, Emerson Network Power’s Data Center Solutions business, said, “We are pleased that Forrester Consulting, a highly respected independent research firm, developed this powerful, comprehensive ROI tool, and we’re excited that we can now offer our customers an ROI analysis to help justify adoption of DCIM solutions.”

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SME CHAT

EPSON HOPES HIGH FOR 2014 Digital imaging company Epson plans to go more aggressive in the new fiscal by introducing new product lines and tapping the tier 2 and 3 cities BY KARMA NEGI

Karma@smechannels.com

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nnovative technology, Epson says, is what helped it retain a high revenue market share in the last few quarters, higher than the other leaders who have been in the market for the last few years. “We are already prepared with our product innovative strategy which has given Epson the lead forward in the last two years,” says Ram Prasad, DGM Consumer Products Group, Epson India. “So far we have remained more into the commercial printing space, SOHO and home printing. With the products we are launching in 2014 will be targeted more towards the SMBs, and corporate space providing them with all the key attributes that a corporate looks for like cost, good features, latest in feature etc.” He further emphasized how this will have a very high impact in the corporate space and also adds how some innovative solutions in A3 printing arena are also in the pipeline. The digital imaging company has two business units: Consumer Business unit and Business Product group. While the former contributes 55% to the company’s revenue, the latter contrib-

RAM PRASAD, DGM CONSUMER PRODUCTS GROUP, EPSON INDIA

“IN 2014 WE WILL BE MORE GROWTH ORIENTED AND CAN EXPECT TO GROW MUCH HIGHER THAN WHAT WE ARE GROWING THIS YEAR.” utes 45%. With the SMB business contribution in the range of 25%- 30% the overall pie of Epson has increased informs Ram Prasad. “Over the last nine months we are growing 20%-25%. In 2014 we will be more growth oriented and can expect to grow much higher than what we are growing this year.”

The firm plans to combine the innovative products with the right channel mix and market expansion, and improves its go-to-market strategy every year and set a new benchmark. As part of its GTM it’s further involving the end-customers and channels to not just show the products but also the applications and will be more like a solution which is specific to the customers’ requirements. When it comes to SMBs Ram Prasad informs they have a dedicated system integrator partners with whom they have been working for quite long time and hence there is a mutual trust. But now that it’s in a rapid expansion pace it’s expecting more SI to come onboard catering to the SMB space. This is an area he feels partners can look at in terms of growth opportunity with Epson. Currently, with 500 SI, both small and big, it is further planning to at least triple that size to close to 1500 within the next one year. Epson which also has both A3 and A4 printer portfolio says it has seen tremendous growth across both the categories in the last one year witnessing a growth of more than 50% . In fact Prasad predicts the growth in A3 will be higher for them.

Finally… With the tier 2 and 3 cities growing at a much faster pace the requirement of IT related products is also growing strongly both in the SMBs and the home segment. “This year the response has been tremendous from these cities and we will continue to focus on this tier 2 and 3 cities in terms of partner engagement, marketing campaigns etc. Having witnessed an overall growth close to 25% in the current fiscal, the growth in tier 2, 3 cities is showing an upward trajectory of 50%60%, and is expected to continue to grow at the same pace for the next couple of years says Ram Prasad. 

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SME CHAT

B RAGHAVENDRAN, DIRECTOR, PARTNER ORGANIZATION, CISCO INDIA AND SAARC

“LEADING THE MARKET TRANSITIONS”

The changing market dynamics and emergence of growth areas like cloud and mobility are compelling technology vendors to not only identify new partnerships but also develop existing channel ecosystem How significant is the role of partners in aligning with your vision to become number one IT organization in the world? The role of partners is very significant for the success of Cisco here in India. Currently, more than 95% of our business is done through channel. We would continue to make investments in channel partnerships, as they would be significant contributors in helping us become the number one IT organization across the globe. And that’s where, we keep on insisting that we have to enhance our ecosystem and in this journey, we will not only take along the existing partners but also new ones. When we look at new partner ecosystem, we mainly talk about ISVs, tech partners, and the whole industry partners. Here, the endeavor is to see market expansions in newer areas like cloud or mobility; we want to ensure that we are able to address those opportunities with our set of partners. For example, when you look at cloud, we have an entire stack of offerings today for the cloud infrastructure. We are working with our partners in enabling them so that they can go and build this cloud infrastructure for their customers. Earlier, we just had a Managed Services Program (MSP) where we used to work with our service provider partners to create managed services offering. But when we looked at cloud, we realized that there are system integrators as well as service providers playing in this market. Hence, we enhanced the MSP program to form the Cloud Managed Services Program (CMSP), wherein we have partners who can provide both on-premise and off-premise cloud solutions to our customers.

What do these newer partnerships really entail? As we look at market transitions and newer growth areas, our first endeavor is to look at partners and see whether they are ready to address these opportunities. And if the existing ones are not ready, then we look at newer partnerships who all are already addressing these growth areas. We also look at possibility to connecting our existing partners with the new ones in order to address these opportunities. When we look at the whole application economy that is booming today, we see that these application providers or ISVs are now addressing the business requirements. Traditionally, we and the partners were just addressing the IT side of the business. Now, we are seeing a transition in the marketplace where decision makers are moving from IT to line of businesses. If you have to become more relevant, we need to start working with these ISVs. It is because, they are having all the conversations with the customers and when you look at any of these customers who plan to build out new areas, they first talk to the application providers and then to infrastructure people. So, by partnering with these ISVs, we are able to get into those opportunities very early on and this move gives us a clear idea in terms of what businesses are looking at – be it infrastructure or overall solution. When we look at these ISVs, we have found that not everyone wants to resell hardware. This is where the opportunity lies where our system integrators come along with us, take the stack of the application, and provide an integrator stack and solutions that addresses customers’

business requirements. It is very clear that we will continue to invest in our existing as well as newer partnerships. And our partners will play a very integral role in our vision to become the number one IT organization. What’s the uniqueness of Cisco’s channel strategy that has yielded good results for the company? If you basically look at Cisco, we were traditionally a networking company. Moving into newer market areas gives an opportunity to our partners to address these newer market requirements. Besides, partners are also now able to increase their portfolio of products and technologies and architectures that they can go and offer to their customers. Meanwhile, when we initiated the CMSP program, we realized that not every partner is going to be the cloud provider. Our job was to enable those partners to work with cloud providers in order to offer Cisco powered offerings to the customers. This is where we started building capabilities for our partners to take those architectures into the marketplace so that they have the breadth of the offerings for the customers. As we are getting into newer areas, at the same time, they are also venturing into newer markets. We are also looking at increasing their portfolio of offerings from services perspective. By taking all these initiatives, we are actually helping our partners to grow even the world economy is volatile. And we are backing them with different programs and promotions that help partners to grow both top-line and bottom-line.

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“AS PARTNERS WILL PLAY A VERY INTEGRAL ROLE IN OUR VISION TO BECOME THE NUMBER ONE IT COMPANY, WE WILL CONTINUE TO INVEST IN OUR EXISTING AS WELL AS NEWER PARTNERSHIPS”

We have CMSP program, Cisco Reseller program, etc. When a Cisco reseller takes one of the Cisco powered offerings into the marketplace, we give them rebates as well. While you are re-inventing your focus towards new market transitions, are you going to leave behind the ‘old baggage’ that has not given the expected results? We are very clear in our approach that we want to transform our existing partnerships. These partners have been with us for the last 20 years, where they have grown along with us. Our endeavor is to build capabilities within those organizations so that they are able to address the newer opportunities. As we look at newer partnerships, the whole thought process is towards connecting or helping the existing partners to leverage these new partnerships so that they all can address the new requirements arising at the customer place. For example, when we look at CMSP program or organizations or partnerships which can basically build Cisco powered services and give cloud offerings in the marketplace, we are also thinking of our partners who do not have the capability or

capacity to provide these services. We want those partners also to take the benefits by connecting them to the cloud providers by creating a program or ecosystem. We are organizing workshops for our cloud resellers along with the cloud providers to give them an overview of all the offerings and how to take these services to the market. As part of our Cisco Developer Network, we have a marketplace wherein our application providers are showcasing solutions. Here, our existing partners can also go and take those solutions (they don’t have to create any solutions) and sell it to the customers. Hence, they are not ‘baggage’. They are the credible partners who have been very instrumental and integral to our growth and we would take them along with us while going through the transformation journey. Have you decided on any number of partners who are going to be part of the newer ecosystem? It’s not about the numbers but the discussions that we can have with the partners. It is the willingness of the partners to make those transitions. If any of partners says that he is contented with what he has been doing, we are absolutely fine with it. However, if anyone aspires to grow in

the marketplace and give new offerings and take solutions approach, Cisco will certainly take such partners through the transition process. We are talking to the partners who want to embark on this transition journey, willing to invest in terms of resources and people, and work with us to articulate this value proposition. Again, this transition is an ongoing process. As I had mentioned before, we will conducting workshops in order to identify partners through our cloud providers. As far as ISVs are concerned, we are talking ISVs in specific verticals like BFSI, public sector, telecom, manufacturing, and healthcare amongst others. To begin with, we will go and identify a few ISVs with whom we can pilot some of these services. Once we are successful, we will keep on increasing the numbers. As Cisco’s focus is shifting towards mid-market and SMBs, how significant will be role of tier II and III system integrators? This is where all focus is towards the Velocity and Partner Plus programs. Our commitment towards the commercial market and partners addressing it was basically reinforced when we went with partner led. Now, we are putting our partners in the drivers’ seat to have those customer conversations. What will the key thrust areas from the partner perspective? From the partner perspective, we will continue to drive our motion in commercial space. The momentum will be maintained to drive the Partner Plus program, the Velocity program that is being driven through distributors, and Bharat Plus initiative wherein we are going to 38 tier III and IV cities in the country. We will also focus on developing the ISV ecosystem and encourage partners to build solutions.

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SME CHAT

TUSHAR SIGHAT, CEO, D-LINK (INDIA)

“BANKING ON BIG INITIATIVES” The Indian networking industry has been growing by leaps and bounds and this growth is further fuelled by concepts like cloud and mobility. The market is increasingly witnessing innovative strategies being adopted the networking players to address the varied customer requirements.

What kind of uptake/adoption have you seen for networking domain amongst the India Inc? The uncertain economic condition globally did leave an impact on various businesses. However technology adoption was on rise, with organization looking for solutions yielding progressive ROI. Evolving technologies like cloud and mobility ruled the charts in enterprise domain in 2013, and continue to show upward trend. New age devices like smart phone, tablets, etc. have largely contributed to growing popularity of cloud and now the need to connect with these smart customers is driving cloud technology in enterprise space. Today, cloud has become the most discussed and widely implemented platform, as it strengthens customer interactions. Further, these handheld devices have also impacted the way large enterprises reach out to their customers. A lot of enterprises in recent times have joined the mobile revolution to communicate with their customers in real time and this pattern is likely to continue. Moving forward, enterprises will look at developing company specific apps that will save time, value-add to business strategies and enhance organizational productivity. Another technology vertical that recorded astounding growth was IP surveillance. This segment is set- to grow even further with industry estimates predicting that the surveillance market is likely to grow at a CAGR of 30.2% approximately over the next five years and is likely to be worth over $3 billion by 2015 globally. In

India, government efforts to enhance security infrastructure has contributed to the increase in demand for surveillance devices. Also large enterprise, corporate sector, and even education institutes are investing in securing their premises. In addition to the security concern, it is also the simplification of market in terms of technology adaption compared to what it was few years back that has resulted in increased adoption of surveillance in India. What were the major highlights and key milestones for you in the enterprise networking domain? The year 2013 was certainly the year of ‘Big Initiative’ for us at D-Link. Our efforts were well received and standing testimony to it was the tracking report published by IDC, wherein D-Link had emerged as a clear market leader for networking domain in Switching and WLAN category in India. The results for Q3 and Q4 of 2012 had confirmed D-Link as a market leader in switching for two consecutive quarters. Similarly D-Link leads the market share in WLAN category for Q4 2012. From an organization point of view, D-Link successfully managed to enhance its presence in the large Enterprise domain in 2013 with its 5S (Switching, Structured Cabling, Surveillance & Storage, Security, and Software) Networking solution that aims to offer streamlined integration, centralized management, simplified trouble shooting, guaranteed interoperability and ease of use. In addition to this, to strengthen its asso-

ciation with system integrators in India and take it to the next level, D-Link recently revamped its D-partner website, partners.dlink.co.in. The revamped D-partner website is a knowledge reservoir that aims to empower system integrators with all the crucial information on D-Link Enterprise Networking Solution that will assist business growth. D-Link also made some remarkable introductions in surveillance domain. D-Link has introduced D-ViewCamEnterprise Mobile App for iOS and Android, thereby bringing surveillance literally into the palm of the hand. This free app is a powerful yet easy-to-use tool for managing a D-ViewCam Server installation or D-Link network video recorder and IP surveillance cameras from iPhone, iPad, or Android device. It works over 3G, LTE, and Wi-Fi connections, helping identify intruders, detect shoplifting or other suspicious behavior, or collect information for dispute resolution even when site. D-ViewCam Mobile significantly enhances the value of integrated surveillance solutions from D-Link. Moving ahead, D-Link plans to enhance its security & storage portfolio with renewed focus. What are your growth projections for enterprise networking market for 2014? Share your growth strategies for the next year? Globally, enterprise networking market witnessed steady growth with good traction from Switching, WLAN and growing popularity of Software Defined Network (SDN). Further, cloud and

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BYOD trend were instrumental in increased demand for wireless equipments in 2013. This trend is most likely to continue in 2014 as well. Cloud will be a major business driver in 2014 as it is a very effective platform to communicate with customers. It will be interesting to see enterprises creatively using this technology to enhance their customer interactions and make them closer to their customers until they have ever been. In India, since last couple of years, we have enhanced our focus on enterprise segment and also realigned our strategy. As mentioned earlier D-Link introduced 5S networking solution last year for large enterprise. We have also successfully managed to make in-roads in government, large corporate segment for our enterprise offerings. Our surveillance solutions were in huge demand with wide acceptance from various industry verticals. Continuing with our focus on enterprise space, D-Link recently entered into an alliance with Ruijie Networks that will address the data

“WE WILL LOOK AT WAYS TO ENERGIZE AND ENGAGE WITH ITS EXISTING SYSTEM INTEGRATORS, AND AT THE SAME TIME ALSO IDENTIFY AND RECRUIT NEW PARTNERS” centreand large enterprise domain. The coming together of Ruijie Networks & D-Link India will add value to enterprise customers in India and also enhance the IT applications for the enterprises. With its large basket of solution offerings, ‘Ruijie powered by D-Link’ will introduce 40G / 100G unified switching solutions to address the high performance computing

need of large enterprises. Also ‘Ruijie powered by D-Link’ plans to take IT infrastructure management to next level with its Real Time Intelligent RIIL solutions. The cooperation between Ruijie Networks and D-Link India will be focused on all industries in India, including Education, Hospitality, Manufacturing, BFSI, IT &ITeS (IT enable service), Government and Telecom carriers. This partnership will pave the way for both companies to collaborate and reach a boarder set of enterprise customers. Going forward, D-Link will also look at ways to energize and engage with its existing system integrators, and at the same time also identify and recruit new partners. We also plan to categorize system integrators based on business vertical and product line they specialize in. Overall the market sentiments are positive at the moment and we look forward to double digit growth in coming year. 

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SME BIZ

SMES ARE TOMORROWS LARGE ENTERPRISES

With a major thrust on SMBs, IBM wants to become more relevant and essential to this set of customers BY KARMA NEGI

Karma@smechannels.com

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oday’s SMEs are going to be the large enterprises of the future,” declares Tobby Kakkamthottil, Midmarket and Inside Sales Leader, IBM India/South Asia. While most of us think that IBM started its push into the SMB sector in 2009 but its SMB focus goes a long way back. Hence SMB or mid-market, which ever name it is called, has always been a priority for IBM though it went aggressive on this segment from 2009 onwards. There are lot of customers who are in the SMB space wanting to leapfrog into and becoming a player worth their salt and give the existing players a run for their money because technology is allowing them to have the flexibility and enabling them to leapfrog. Kakkamthottil says they are now at a cutting edge and providing services to existing customers. IBM’s definition of SMBs is an organisation with less than 1000 employees. In the Indian context Kakkamthottil says that SMBs here are more entrepreneurial in nature then in many professional managed organisations. “We have seen the trend of moving from family run businesses to a lot more professionally managed organisations and the typical buying behaviour of these customers in the SMB segment is a value for money buying behaviour,” he adds. Talking about the value provided by IBM to customers otherwise not provided by many local players, he gives the example of their engagement with Airtel Bharti, when it was still an SMB customer. “But the signing of the strategy changed the role of engagement or the entire business model strategy that operated in the telecom industry,” Kakkamthottil proclaims. With the changing business landscape the buying patterns of customers is also witnessing a change while there is more traction towards the

services the same can’t be said about the hardware. Kakkamthottil reveals they are no longer finicky about the hardware that is required to run certain applications in fact the decision making is typically what are the services that is required, are they able to provide those services applications in the environment that is needed to run that application and how to run those application etc. Instead of targeting certain verticals from an SMB perspective IBM doesn’t want to leave out any vertical and wants to target the entire length and breadth right from manufacturing to BFSI, education service industries, internet industries etc. “So at the end of the day what we are trying to do is make sure that the customers find IBM relevant to them. The industry is shifting as there are lot more things that the customers are able to do at a much faster rate without having to invest as much as it used to earlier.” He further adds that SMBs are beginning to realize that to arrive in the long term they have to automate processes to bring in efficiency. Indian companies are realizing that IT is a key ingredient in their strategic roadmap to become relevant not just for today but five or six years down the line because of the speed at which the technology is changing and the huge amount of information that is available. “One of the things that we are looking at is how is it that they can use the data that they have put together accumulated over a period of time to make a lot more business sense and try and get into different type of patterns that help them to make better and faster decision.” Among all the technology IBM is betting on cloud as the key game changer in the mid market. “We believe that cloud is to IT what ATM is to banking,” says Kakkamthottil. Without revealing

TOBBY KAKKAMTHOTTIL, MIDMARKET AND INSIDE SALES LEADER, IBM INDIA/SOUTH ASIA

“SO AT THE END OF THE DAY WHAT WE ARE TRYING TO DO IS MAKE SURE THAT THE CUSTOMERS FIND IBM RELEVANT TO THEM.” any numbers he says that cloud is a big part of their strategy.

Finally… The focus of IBM is to first make it more relevant and essential to its SMB customers. Its thrust areas are in cloud, analytics, mobility, social and the underlying security. “Because ...the right data in wrong hands can be quite disastrous,” he adds. With the changing buying behaviour of the customer it is important, Kakkamthottil says, the channel mix also changes and IBM is focused on to have the right channel mix to address the changing buying behaviour of its customers. “We will engage with our traditional channel partners and as well as the new channel partners who will enable us to position ourselves in terms of engaging with as many customers as possible. The channel strategy is all about getting the breadth and width so that we are able to get as many customers with offering that makes sense. We will keep engaging with new partners,” he concludes. 

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SME SOLUTIONS

DELIVERING NEXT LEVEL OF ERP BUSINESS SOLUTIONS Established in 2007, Kunal Singhal, MD, EazyERP claims it is the first and only Tally integrated ERP in India which offers customized ERP services BY APARAJITA CHOUDHURY aparajita@smechannels.com

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ailing from a 30 years old CA firm, Kunal Singhal, Founder and MD, EazyERP established the company in the year 2007 which he claims is the first and only Tally integrated ERP in India which offers customized ERP services. Being tech savvy, Singhal visualized the gap in the requirement of project management because though many of the clients shifted into ERP but their accounting solutions were still associated with Tally. Hence Singhal realized that both corporate and SME industries should adopt the next level of ERP business solutions and this made him embark into delivering Tally integrated ERP. He says Tally Integrated software solutions possess 100% data synchronization with Tally. Singhal says, “SMEs in general always want to be associated with Tally so this was the core idea or the core USP behind why we always prepare ERP which will remain and sync with Tally. We do not have a finance module of our own because Tally serves as a finance module for our ERP, so clients do not have to shift from their existing financial system as they simply need to integrate ERP with Tally.” In 2007, with just two clients EazyERP now has sixty employees and serves more than 50 clients in North India covering cities like Udaipur, Amritsar, karnal and Chandigarh. The company focuses on two verticals one is ERP for manufacturing companies and the other is real estate companies. Within manufacturing, the company works with verticals like paints, pumps, automotives, furniture, etc. because for manufacturing, the company has end to end modules starting from procurement, quality, production, maintenance, HR, CRM solutions for marketing and services team. Moreover, the company also offers point-ofsales solutions for retail companies.

That the SMEs are the main focus for EazyERP is evident from the fact that they form 80% of its clients and rest 20% are large enterprises. “We will continue to remain a Tally integrated solutions, since it is the most prevalent solutions for SMEs, so our focus remains SMEs and we have tried very hard to keep the costs as comfortable as possible for SMEs,” avers Singhal. Companies in the same industry have multiple requirements in terms of deploying solutions. So EazyERP has 300 settings which keep on changing while implementing solutions for a particular set of company. But the solutions remain the same which works with various companies; Singhal emphasizes that when they acquire a new client, 80-85% standard solutions are compatible and only 15-20% are customized. Speaking on the latest trends of the ERP, Singhal says, “For the last few years, we were heavily backed upon on branded ERPs but in the last one and half years, the trend has been coming back to custom ERPs because people have realized the pain of incompatible solutions where some set of customization should be done but customization done from a branded solution are usually very expensive, so people are moving towards custom solutions.” He adds, “Everyone wants to adopt cloud technologies to reduce cost because now-a-days practically everything has been done from a smartphone, so our next year roadmap is also to move as much as possible towards mobile application and cloud applications.” The USP of EazyERP he says is that they offer Tally integrated solutions, flexibility, cost effective and customized solutions which are three to four times less expensive than the branded ones like SAP or Microsoft because they always

KUNAL SINGHAL, FOUNDER AND MD, EAZYERP

“...OUR FOCUS REMAINS SMES AND WE HAVE TRIED VERY HARD TO KEEP THE COSTS AS COMFORTABLE AS POSSIBLE FOR SMES.” follow international practices. “EazyERP is the core products that we are focusing on the ERP for manufacturing which constitutes 65-70% of our total business,” maintains Singhal. In terms of channel partner’s ecosystem, Eazy ERP has added channel partners in the cities nearby NCR; it also plans to add couple of channel partners in central and western India. As a part of its strategy, the company has started a knowledge series which involves visiting different cities in order to find prospects in terms of clients as well as channel partners.

Finally… After Gurgaon it plans to take the Knowledge Series to Ludhiana. By the end of the march, EazyERP with the help of channel partners will serve clients in Ludhiana, Jalandhar, Rudrapur, Haridwar and Ahmedabad. Further, with the existing base of ten channel partners, the company intends to extend it upto 100 partners by the end of next financial year. In terms of revenue, with Rs. 1.5 crores being already crossed, the company expects to earn Rs 2 crores in the current fiscal.

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PARTNER CORNER

CLOUD TO HELP IN BUSINESS GROWTH Progression Infonet, an IT infrastructure service provider identified the real business needs of SMEs and decided to offer cloud services in 2008. In order to strengthen its offerings, the company last year set up its own data center for cloud and managed services BY APARAJITA CHOUDHURY aparajita@smechannels.com

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J.B.HOODA, DIRECTOR, PROGRESSION INFONET

“WE WORKED WITH VERY BIG CUSTOMERS LIKE INFOSYS, INFOTECH, BOSH, GE, IIT DELHI, SO THAT GAVE US HUGE ADVANTAGE IN TERMS OF BEING LEVELED AS A PARTNER AND DELIVER GOOD TECHNOLOGY FOR REAL BUSINESS BENEFITS.”

he year 2013 witnessed lots of uncertainties and overall was a disappointing year for the IT industry. However, for small companies like Progression Infonet, an IT infrastructure service provider, the year wasn’t that bad as it grew by 20% in 2012-13 and expects to grow by 15% in 2013-14. This growth has been attributed to Progression’s cloud businesses, services businesses and SI business. Since 2008, the company has been providing cloud services and last year they set-up their own data center for cloud and managed services where they host mission critical applications like SAP, ERP like Microsoft, CRM and Messaging Infrastructure. J.B.Hooda, Director, Progression Infonet, says, “Progression Infonet was founded in the year 1995 because at that point of time there was a very big opportunity in the market place. Customers for the IT services were highly under serviced in terms of responsiveness of the service, optimization of the services and enabling technology solution orientation.” Progression Infonet rather being a simple box pusher has chosen to become a solution provider by identifying the actual business needs and providing optimized solutions which served all responsiveness into business investment protection and reliability of the solutions. When asked about the initial investment of the company, Rohit Luthra, Director, Progression Infonet, says, “We started the company with one or two lakhs and then took loan to make some implementation for the customers. We were clear from the beginning that whatever revenues or profit we would generate from the businesses will be invested into business which will lead us to grow. The revenue for first year was less than Rs. 20 lakhs. During the first year we acquired four or five customers, most of them still continue to be our customers.”

The key motive of the Progression Infonet is to identify the right technologies and then designing optimized solutions around those technologies. But then the technologies should be viable which can deliver good return on investment for customers and allow them to get an advantage in terms of adopting those beneficial technologies. Way back in 1998, when storage area network was merely a term only, Progression Infonet worked with Compaq to deliver that to the customers and helped them adopt storage area network as a technology for consolidating their storage. Hooda maintains, “At that time, we acquired good skills, deployed storage, eventually giving them significant advantage to the customers in terms of storage requirements because the storage got consolidated and became easier to manage. It also became very easy to create disaster recovery plan for their critical applications and also optimal utilization of their resources.” Again in 2001-02, a major technological gap was perceived in the market due to the huge popularity of research and development work in India which triggered the urgent need of huge data computation applications among the research and development oriented development customers. So at that time frame, a technology was developed in the market named HPC cluster, a high performance technical computing on X86 platform and Progression Infonet has chosen this skillsets and to offer great value additions to the customers and eliminated the barrier of doing bigger assimilation in terms of speed and flexibility. Hooda elucidates, “We worked with very big and important customers like Infosys, Bosch, GE, IIT Delhi, that gave us huge advantage in terms of being leveled as a partner and deliver good technology for real business benefits.” The breakthroughs for the company does not end here, as Luthra says, “Progression Infonet was

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PARTNER CORNER

the first company to pick up virtualization when it was very difficult to explain the concept to most of the customers at that point of time. We pick technology not only for technology sake but for significant business benefit. Our first breakthrough was in 1997, we started focusing on servers.” Progression Infonet has experienced good growth from 1997 till 2002 in terms of revenue. In 2002, the revenue was Rs. 12 crores whereas in 2003, the overall market was not very good for business globally due to 9/11 in 2001. With a headcount of 150 the biggest focus of the company is SMEs because the traction of cloud computing among them creates huge business opportunities for Progression. The company says it offers best of the breed technology to SMEs which MNCs use to bring productivity into their business.

ROHIT LUTHRA, DIRECTOR, PROGRESSION INFONET

“WE WERE CLEAR FROM THE BEGINNING THAT WHATEVER REVENUES OR PROFIT WE WOULD GENERATE FROM THE BUSINESSES WILL BE INVESTED INTO BUSINESS WHICH WILL LEAD US TO GROW.“

Finally… In terms of revenue Progression Infonet will target around Rs. 50 crores in 2014 with the growth mainly coming from their cloud business. So the company will focus more on cloud computing and managed services for midsized customers delivering the highest benefits in terms of ROI. 

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SME TREND

AIMING AT 50% CLOUD GROWTH A leader in virtualisation space VMware aims to offer its customers the benefits of the public cloud without the re-modification of the existing applications BY: KARMA NEGI karma@smechannels.com

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ast year, Spiceworks in its biannual ‘State of SMB IT Report’ reported while Virtualization is a trend which has been led by the larger SMBs in the study, it is being felt across the market. With over 72% of respondents using virtualization the smaller companies (20 employees or less) only report its use 50% of the time. Server virtualization is predicted to continue and the peak of this trend is still to come. India still has an untapped potential in terms of virtualization. With virtualization becoming mainstream amongst the SMBs and mid-market customers VMware has put in place and formed a separate SMB focused team across the regions and sales team supported by the partners to penetrate the SMB for the increased adoption of virtualization. A major player in the Virtualisation market VMware has chalked out for itself three major growth areas: Software-Defined Data Center (SDDC), UC End-user Computing, and Hybrid Cloud. On the SDDC side the company is attempting to get its customers who are already virtualised into the private cloud. In the India context SDDC has been divided into multiple sub-strategies: how to get the existing customers into private cloud, and how can one get their business application virtualized etc. “We have seen that the mid-market and enterprises have virtualized only their peripheral application or some production application too. How we can increase the adoption is our sub-strategy,” explains Ganesan Arumugam, Senior Director (Partners & SMB Sales), VMware.

Coming down to the UC End-user Computing they we will play in the virtual machine configuration (VMX) file and has enhanced it with the latest version and in the VDI he says they have more than 50% market share. “When it comes to VDI market we clearly have better market share than Citrix. We want to help the customers to use end-computing platform which will take care of virtual desktops and physical desktops...” he adds. Under it there are three product lines: one is Horizon Mirage which takes care of the centralised desktop management and security, second is Horizon View which helps the customers to virtualise their desktops and the third is Horizon Workspace which provides end-users with access to their applications, data and desktops from any of their devices. “Today, customers are looking at BYOD on enhancing their end-user computing experience and for the customers the management of the workspace becomes a criticality from a long term perspective,” he adds. In SDDC and UC clear market segmentation has been done; with focus on both enterprise and the SME account which will be completely driven by the partners. Hence around 70-75 tier 2 partners have been identified who will be VMware’s managed partners who will give support in terms of resource support, enablement, rebate etc. to increase their business. Last year, VMware launched its public cloud infrastructure as a service, vCloud Hybrid cloud. The Hybrid cloud service offerings announced aims at extending the SDDC follows a purely channel based model. “We are 100% partner driven; these partners are VMware services part-

ners like Wipro, Datacom, Netmagic etc. who build their infrastructure on VMware platform for the customers.” Since its launch last year, Arumugam says they witnessed a very good growth of almost 100% in revenue and has ambitious plans in terms of growing the overall pie. Without revealing much he says they plan to increase the partner base but doesn’t say by how much. It has its own VMware Service Provider Program (VSPP); VMware technology helps the Cloud service providers to offer the services on the VMware stack and when the customers are looking at a combination of private and the public cloud how they can manage it together and that where its hybrid cloud strategy comes into place. The VSPP has around 40 partners but those offering the services in the market are around 30 and on the sales side (regional team) it’s around 20 people. The traction of SMB towards hybrid cloud has not been that encouraging s of now as Arumugam explains most of the SMB customers either set up their own data-centers or go for the public cloud. As it is, he says he doesn’t see the requirement for the combination of the both for SMBs therefore hybrid cloud will be to more for the large enterprises and the mid-sized customers. Explaining the major advantage they have over other cloud service providers he refers to the “one way traffic”; for example moving an application from a service provider like Amazon to own data center requires an entire re-modification which is not the case with VMware. “The workload moving into the public cloud is one-way traffic

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but through our partners we are offering two-way traffic.” He further emphasizes how they enable the partners to build their own services and offer it to their customers so as to have hold on the customers whereas this is not the case with other cloud service providers. “So partners’ benefit more in terms of building their own services and offering it to their own customers and we enable them to do so,” he adds. When asked about expectations from Hybrid Cloud without quoting any numbers Arumugam says, “Right now don’t want to put a number on it but we are looking at more than 50% growth.” In term of channel strategy, already having channel partners who are good and loyal to the company, the next plan of action for VMware is to grow its engagement with them. It has bifurcated its channel partners into five buckets:

GANESAN ARUMUGAM (SENIOR DIRECTOR PARTNERS & SMB SALES), VMWARE

“THE WORKLOAD MOVING INTO THE PUBLIC CLOUD IS ONE-WAY TRAFFIC BUT THROUGH OUR PARTNERS WE ARE OFFERING TWO-WAY TRAFFIC.”

Solution providers are tier 2 certified partners, the regional SIs or corporate resellers who integrate the infrastructure and offer it; tier 2 partners are divided into managed and non-managed. Under the managed partners VMware works with 80-85 partners, and those who don’t fall under this segment and does transaction with them but not for long term are called non-managed partners who are supported by a separate partner team and distributors. Major focus has been put on the SIs in terms of handling the large projects, and around eight SIs have been identified with whom the company will work at different scale from the enablement and joint services, mission building and taking it to market together. OEMs also contribute sizable revenue to the business; some of its top partners like Cisco, Dell, HP, IBM, EMC, Netapp, Hitachi, Fujitsu offer the VMware bundle offer along with their service and storage. The last one is the VSSP. The channel partners for all the three segments differ. As behaviour and expectations, market engagement, support is different for each partner segment different team and people has been put in place to meet the partners’ expectations and also identified the revenue growth for each of these partners and how they will do the systematic business plan, not only from the revenue perspective but also from the enablement, investment etc. side. VMware has a separate SMB team with a country sales head; at the regional level there are separate regional mangers and also a separate region sales team to focus on the SMB market. “We have set SMB accounts where people call and follow it up; we have teleservice engine sitting in Bangalore who call into the white space accounts to generate the lead,” adds Arumugam. Offerings for the SMBs includes virtualisation and in some cases virtualisation management. “Some SMBs who are good at virtualization are also looking at the management feature,” adds Arumugam. From the partners’ side there are solution provider partners who reach into the SMB to get them to focus on the additional rebate available for example if a new customer is brought in there is an additional rebate available.

Finally With 40%-50 % of the business coming from SMBs it’s a major focus area for VMware. “We are growing the overall pie and are looking at an aggressive growth much higher than what the industry is looking at today. So as our overall pie is growing the growth will be aligned with the size, to continue the mix of the SMB and enterprise will be the same,” informs Arumugam. 

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COVER STORY

CLOUD SERVICES

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COVER STORY

HYBRID

CLOUD MODEL LIKELY TO THRIVE

Today users simultaneously use public and private cloud for certain workloads and services as well as to run applications, and Hybrid cloud model enables users to architect the cloud as per their requirements BY APARAJITA CHOUDHURY aparajita@smechannels.com

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he fact has already been accepted by the industry how the emergence of cloud computing has transformed the way IT has been consumed in the last few years bringing a transition in the entire IT ecosystem. Nasscom and IDC predict that the Indian cloud computing market is expected to reach $16 billion by 2020 and the global cloud computing market to reach $680 billion by 2020. Adoption of cloud based services has triggered huge growth across all verticals and moreover it is considered as one of the key components of IT set up among enterprises and SMEs. Cloud based communications infrastructure is also one area which allows CIOs and CTOs to create most efficient new business models with right kind of resources. It is observed that today more and more customers prefer to go for hybrid cloud environment because organizations use public cloud for certain workloads and services as well as simultane-

ously want to run applications in private cloud. Hybrid cloud model allows users to design the cloud according to their needs in order to fulfill requirements like compliance, high-performance, security, mission-critical workloads, etc. within data center. Besides, adoption of hybrid cloud also addresses the challenges of very large data volumes like big data. Srikanth Karnakota, Director (Server and Cloud Business), Microsoft, says, “We are moving towards an era of connected devices and continuous cloud services. India’s future in cloud computing is bright as companies are increasingly realizing the benefits of adopting the cloud model.”

Position With customer acquisition growth of 200% and revenue growth of 300% of Windows Azure, Microsoft has witnessed significant growth in the cloud computing. Alan Perkins, CTO, Rackspace, avers, “Rack-

space is a specialist and leader in the Hybrid Cloud market, and founder of OpenStack, the leading open source cloud platform.” Intelliverse Telecom offers solutions which saves businesses upfront installation costs, ongoing hardware and software upgrades and management of on-site telephony equipments. V R Kirubakaran, Country Manager, Intelliverse Telecom, says, “Our highly flexible, scalable and reliable, cloud based communication platform offers compelling advantages, ensures business continuity and application integration with minimal operating and administrative costs. These communication solutions fit new and emerging needs, providing greater functionality to enterprises with increased focus on core competencies, leading to quick ROI.” SAP claims to have the world’s second largest enterprise cloud business. The company further elucidates that SAP APJ grew triple digits in cloud in Q4 2013. The thriving cloud business of SAP enables them sustain their leadership position in

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CLOUD SERVICES

“Rackspace is a specialist and leader in the Hybrid Cloud market, and founder of OpenStack, the leading open source cloud platform.”

“It is expected that US$ 4.2 billion will be spent on cloud services in India from 2013 till 2017.” NEERAJ ATHALYE, HEAD (CLOUD BUSINESS), SAP INDIA

ALAN PERKINS, CTO, RACKSPACE

cloud and manage the growth of its core business. Neeraj Athalye, Head (Cloud Business), SAP India, says, “SAP has the largest subscriber base with more than 35 million cloud users worldwide and more than 1 million in APJ. We have now moved our entire core solutions (Suite+BW+Analytics) to the HANA Cloud. With all solutions moving to the Cloud powered by our real time platform HANA, we will simplify for our customers, extend our lead and drive growth that is more predictable and profitable for the long term. With this shift we are confident that customers will consume innovation much faster and SAP will become ‘THE Cloud Company powered by SAP HANA’.” When it comes to adopting new IT technologies, Progression Infonet says it is in the forefront and enables customers to deploy these technologies, and offers enterprise grade cloud computing services to its clients. “Majority of our solutions in this space are in migrating and hosting business critical application for our valued clients,” JB.Hooda, Director, Progression Infonet. He further adds how Progression Infonet has built a strong relationship with many tier 1 vendors and managed complex IT systems and infrastructure. Besides, the company has also expanded its level of knowledge and expertise in building and managing its enterprise class Data Center. Intelliverse fulfills the requirements of customers by offering cost-effective, secure, flexible and

“The current data explosion is creating significant opportunities for Microsoft partners to provide BI solutions to SMBs.” SRIKANTH KARNAKOTA, DIRECTOR (SERVER AND CLOUD BUSINESS), MICROSOFT

easy-to-implement cloud based solutions which significantly save cost, increase operational efficiency and ensures business continuity with minimal operating costs. Perkins avers, “Rackspace aims to provide the most outstanding customer service which we call “Fanatical Support”. We layer this on top a combination of Standard and Open technologies, including OpenStack.”

Cloud Services Though enterprise communication market is expected to generate huge opportunities in future so with cloud based infrastructure, one can get the advantage of contact centre solution, unified communications and video conferencing on a wide variety of devices. Especially the SMBs who buy services in the cloud can gain the benefit of all solutions. Intelliverse’s Cloud-based Auto Attendant Telephony solution (IntelliGreeter) simplifies telephony infrastructure by offering the voice attendant for intelligent call routing with customized Interactive Voice Response (IVR) and besides it does not need any kind of CapEX investment. According to the company, Intelliverse’s Cloud-based Contact Center solution (IntelliSync) is designed specifically for Contact Center organizations of all sizes that improve the quality and efficiency of every customer interaction and reduce telecom operating costs. Moreover Intelliverse’s platform offers IVR, ACD, CTI, Agent

Desktop, UC (Unified Communications), and a full-fledged multi-channel CRM and many more advanced features into one solution. SMBs always look at reducing their CapEX as they cannot meet the expenses of technologies and complex IT environment, so they prefer to shift their business critical applications into the cloud. Earlier, data recovery used to be an expensive affair as it needs to replicate IT environment at another location but today with the revolution of cloud computing, it comes at a fraction of costs, so Data Recovery as a service (DRaaS) is one of the cloud services which seems to gain ground in future. Progression Infonet’s cloud offerings encompasses virtual private datacenter, Managed ERP on the cloud, DRaaS, enterprise cloud server, Enterprise Messaging as a Service, Managed Hosted CRM, back up as a service, Ecommerce Hosting Appliance and Anti-Spam on Cloud. Athalye avers, “With more and more people willing to take the entrepreneurial plunge and overall rise in IT spending by Indian firms, it opens a wide playfield for the companies offering cloud computing services in the Indian market. It is expected that US$ 4.2 billion will be spent on cloud services in India from 2013 till 2017.” Platform as a Service (PaaS) is one of the services where customers can enjoy the innovations done by the industry. SAP HANA Enterprise Cloud offers a comprehensive cloud infrastructure combined with managed services. Custom-

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ers can now run their SAP HANA applications, including SAP Business Suite powered by SAP HANA and SAP NetWeaver Business Warehouse powered by SAP HANA, in a managed cloud environment. The company further elucidates that SAP HANA enterprise cloud is a fully scalable, enterprise-ready, mission critical, secure, and high availability cloud offering as it delivers the power of real-time in-memory technology with cloud simplicity. SAP also offers common capabilities for an enterprise in areas such as Social and Collaboration platforms, Analytics and Business Network solutions in the Cloud. Whereas mobility application is something which the company is still on the process to incorporate in cloud offerings.

Value Additions Kirubakaran states, “Intelliverse Cloud Telephony solutions are helping organizations simplify their infrastructure and reduce costs with highperformance secure and scalable solutions. This is also helping accelerate the complex deployments of communications infrastructure with fast access

and quick turnaround time.” In terms of expertise, performance and support, Rackspace differentiates itself from other cloud service provider as it operates which the company claims the world’s largest OpenStack public cloud, their cloud servers perform way above the market average and with their managed services, the company manages to troubleshoot customer cloud servers. Hooda says, “We offer completely Managed IT as a Service. So two of our biggest differentiators are our understanding of the domain which comes from an experience of 18 years in the SI space and our support team which not only has the expertise but also live by ‘ whatever IT takes’ attitude to solve customer problems. The fact that Progression’s 120 employees out of 150 are in the support speaks for itself.” Athalye says, “As cloud computing makes essential IT services and solutions available on the web over a securely hosted model, its importance is becoming crucial for all major industries.” Verticals like BFSI, healthcare, manufacturing companies, telecommunication providers, media, automobile, hospitality, retail, real estate, educa-

COVER STORY

tion sectors, IT and IT Enabled Services seem to drive the growth of cloud in India. Whereas large infrastructure deployments in SMBs along with government’s increased focus on IT spending are anticipated to drive Cloud Telephony very aggressively.

SMBs It is said that SMBs contribute one third of IT investment. As per a recent study by Zinnov, the cloud computing market in India is estimated at around $400 million and is expected to reach $4.5 billion by 2015 and SMEs being the backbone of Indian economy are likely to drive the growth. According to SAP, in India, they serve about 4300 SME customers, most of them on licensebased models as majority of SAP’s business comes from SMEs. Hooda says, “Relatively smaller organizations especially SME’s and SMBs are the ones embracing the power of cloud the most.” There are some crucial factors which SMBs consider before adopting any IT solution like the solution should address the fundamental business needs, easy to use and are flexible enough to

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enterprises also value these same features for the agility and flexibility they bring.”

Market perspective

“We would continue to extend our solution that helps simplify organizations communications infrastructure and reduce costs...” V R KIRUBAKARAN, COUNTRY MANAGER, INTELLIVERSE TELECOM

support the evolving strategies and growth plans. At the same time, they also need IT platform which is cost-effective, reliable and secure. But with the public cloud services, SMBs today are no more seemed to be lagging behind the large MNCs in terms of accessing technologies and infrastructures. Karnakota explains, “The world is changing fast for small and midsize businesses (SMBs). Major technology areas like cloud services and mobile computing are rapidly transforming the business landscape. The current data explosion is creating significant opportunities for Microsoft partners to provide BI solutions to SMBs.” Intelliverse cloud telephony solutions and contact centre solutions enable SMEs to simplify their infrastructure, slash costs with secure and scalable solutions and accelerate the complex deployments of communications infrastructure. The company’s wide range of solutions offers enterprises customization of the application platform to meet extended functionality and customer’s unique requirements. Kirubakaran maintains, “Today, the SMBs have positioned themselves well within the cloud ecosystem. We offer advanced capabilities to facilitate better adoption of Cloud communications infrastructure by offering integration and customization services along with complete management of the Cloud communications environments.” Though SMEs survive on restricted resources,

“Relatively smaller organizations especially SME’s and SMBs are the ones embracing the power of cloud the most.” JB.HOODA, DIRECTOR, PROGRESSION

IT teams and expertise, so it is very difficult for them to migrate their legacy systems into the cloud, so Progression Infonet provides them with a hands free experience in migrating all their application from on-premise to the cloud. The challenges SMBs face in terms of adopting cloud services are infrastructural costs, operational costs and information security because there are some crucial components which SMBs should consider before deploying cloud services which includes data leakages, cloud credentials and key management. Data Leakages takes place due to the multiparty sharing of data and resources over the cloud which triggers the risk of data access by unauthorized sources owing to improper credentials. Due to the common storage platform, other users can access or delete the encrypted data. Besides, improper key management can lead to a risk of data security which makes users diffident to implement cryptography. In order to acquire maximum benefit from cloud, it is very essential for organizations to have the proper knowledge of cloud concepts, so the challenge here for SMBs is the lack of proper budget for training. Rackspace helps SMBs through educational initiatives such as Hotlabs and Unlocked. Perkins maintains, “The features of our cloud service are very SMB-friendly (e.g. pay-per-hour, no minimum term, no contracts etc), but our services are not restricted to SMBs only. Many

Intelliverse intends to build business models around enterprises communications infrastructure and the key focus is to expand the comprehensive Cloud Telephony Services portfolio and offering it to SMBs, enterprise and channel partners in India market. Kirubakaran says, “We would continue to extend our solution that helps simplify organizations communications infrastructure and reduce costs with high-performance, scalable, securityrich cloud based platform.” Whereas Microsoft will emphasize more on strengthening channel partners ecosystem enabling them build strong relationship with customers. The market strategy of Progression Infonet is to reach out to SMBs aggressively via channel partners. Besides the company also offers white labeled cloud portals to technology oriented partners in order to help them maintain strong bond with their prospective customers. Perkins explains, “Rackspace’s vision is to be recognized as one of the world’s greatest service companies through an integrated hybrid cloud portfolio that leverages both open and standard technologies. We are differentiating our services through specialization on workloads where we have specific competence, such as Big Data, VMware virtualization, and Ecommerce application support. “ SAP aims to augment enterprise cloud business and wants to resolve the complexity involved in cloud technology and redefine the industry based on simplicity in order to maintain its leadership position in cloud offerings. The USP of SAP is that they offer unparalleled ability to customers helping them to integrate and take advantage of all their compute resources into cloud to suit their business needs.

Finally With security and compliance being two major concerns of cloud computing, the rapid adoption of virtual private clouds is expected to take place in near future. 2014 is anticipated to witness convergence of social and Mobile and Analytics as an integral part of every cloud application with a consumer grade user interface. Besides public sector market is likely to create opportunities for the industry players in terms of ‘hybrid cloud’ models where parts will be in Public cloud and a significant portion in the G-Cloud or Private Cloud. This will help government agencies address data sovereignty requirements and at the same time take advantage of Cloud benefits. 

42 SME CHANNELS FEBRUARY 2014

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SME TREND

3C APPROACH FOR CHANNEL PARTNER COMMUNITY Microsoft believes that channel partners enable SMBs to choose right solutions which can fit into their budget and to empower them has adopted 3C approach: Capacity, Capability and Commitment BY APARAJITA CHOUDHURY Aparajita@smechannels.com

A

s per the Indian SMB server and storage study by AMI Partners, the current India SMB server market amounts to approximately $300M and is expected to grow to over $500M by 2017. Besides, SMB server market of India has witnessed a growth rate of 12%. Though SMEs have limited IT personnel and restricted budget but still they demand enterprise level performance, reliability, security, and capability. So, it is very important for SMEs to have an IT platform which is cost effective and can be managed easily without significant investment. They need IT solutions which can address their fundamental business needs that are easy to use and flexible enough to support their evolving strategies and growth plans. With the rapid adoption of cloud services and mobile computing, SMEs seem to have gone beyond one’s imagination in terms of transforming the business landscape. SMBs consider cloud as a core platform for their business as it reduces IT maintenance, prepares for virtual disasters, provides better means of accessing, using, managing software and software licensing as well as offers anti-piracy efforts to reduce exposure to risks, including identity theft, loss of data, time and money due to the need for PC and device repairs. Srikanth Karnakota, Director (server and cloud business), Microsoft, says, “The current data explosion is creating significant opportunities for Microsoft partners to provide BI solutions to SMBs. In a Gartner survey, “Analytics and BI” was the No.1 ranked technology priority when SMBs were asked to list their top three issues. There is a rapidly expanding opportunity to deliver solutions around mobility and remote access, as SMBs look for new ways to empower workers to get their

jobs done wherever they need to be.” A recent independent study of Indian SMBs conducted by a leading management consulting firm for Microsoft shows that leaders in the adoption of the latest information technology increased their annual revenue by 20% points faster than companies with lower levels of technology adoption. If more Indian SMBs leveraged IT like these leaders, the sector could add $56B in revenue and create one million additional jobs. For SMEs, Microsoft offers Windows Server 2012 R2 Essentials which is a flexible, affordable and easy-to-use server solution designed and priced for small business with up to 25 users and 50 devices. Even Windows Azure provides developers and SMBs the functionality to build applications that span from consumer to enterprise scenarios. It provides on-demand compute, storage, bandwidth, content delivery, middleware, and marketplace capabilities to build, host, and scale web applications through Microsoft data centres. The biggest opportunity for SMBs on Windows Azure is ‘pay-as-you-go’ model which saves immense cost and bring real value for SMBs, especially when they work on shoestring budgets. Virtualization is one of the key trends gaining popularity among SMEs as they always look for reducing their total cost of ownership and maintaining the standalone server with the minimal cost. “SMB spending on virtualization is projected to grow 18% per year between 2012 and 2017. Spending in hosted services is also expected to grow quickly at 24% per year,” states Karnakota. From small to large SMBs, the needs in terms of solutions are different because some SMBs need only basic productivity tools, some need hybrid solution that leverages on-premise and public cloud solutions and some may need a cloud solution completely on premise in certain locations.

SRIKANTH KARNAKOTA, DIRECTOR (SERVER AND CLOUD BUSINESS), MICROSOFT

“SMB SPENDING ON VIRTUALIZATION IS PROJECTED TO GROW 18% PER YEAR BETWEEN 2012 AND 2017.” So, Microsoft offers a suite of public cloud solutions which specifically designed for SMBs meeting their unique requirements. Though business requirements are not similar in every organization, so here comes the role of channel partners who play an important role in understanding the needs of SMBs. Partners also help them select appropriate cloud solutions which can fulfil their requirements and fits in their budget. Karnakota, avers, “We have adopted a 3C approach for our partner community – capacity, capability and commitment, to help them adopt neww technologies like cloud solutions, thereby adding value to their business from a long term perspective.”

Finally… With 10,000 channel partners in India, Microsoft will continue to support the development of capacity and capbility of partners for the present and the future, strengthen co-selling activities to help partners grow and invest in the expansion of the channel partners to new geographies and customers.

SME CHANNELS 43 FEBRUARY 2014

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SME BIZ

LISTENING MORE AND TALKING LESS

Konica Minolta’ business growth is being driven by A3 printers whereas in A4 they are on the path of expansion and believes in listening more and talking less to promote its products and capture customers feedback BY APARAJITA CHOUDHURY aparajita@smechannels.com

W

ith its recent roadshows in Jaipur, Noida and Himachal Pradesh, Konica Minolta has shown what an important role channel partners play in terms of getting closer to the customers. These road shows demonstrated the products capability of Konica Minolta and its channel partners’ reach. Apart from these, the roadshows also enabled the company to get customers’ feedback on their products and accordingingly enhance their capability meeting customers’ requirements. V.Balakrishnan, Executive GM, Konica Minolta Business Solutions India Pvt. Ltd., remarks, “One of the primary strategies of Konica Minolta is how we can show the expertise of our products to endcustomers. Many organizations use mass media campaign but we believe in promoting road shows as it helps us in enhancing market reach. It’s a large component of our marketing support to our channel partners all over the country. Besides, to make presence in the market is the most important part of our job, so we follow an exercise of listening more and talking less to promote our products and capture customers feedback.” Across India, Konica Minolta on an average does 20-25 road shows in a month. In India, there are 130 channels partners but as for distribution model, Balakrishnan says they do not have any distributor concept as he says for this a certain volume is necessary to go in for distribution. For A3 and production printers, the company has national partners whereas for A4, the company works with quasi-regional partners who redistribute the products (there are 20 people who distribute the products). For Konica Minolta, the national partner concept helps them to get much better feedback about the market and understands the market than the distributor.

For appointing new partners, the company’s criteria includes channel partners understanding of the market, operating in the market (where the company wants to expand), sensitive to customers, understanding customers’ requirements and having the financial capability to invest and sustain the business. MP, Delhi, Mumbai and UP are some of the areas where the company is planning to appoint new channel partners to address both SMEs and corporates. Talking about the trends in the printing industry, Balakrishnan explains, “Colorization ratio of MFP is growing, couple of years ago it was as low as 3% to 4% but today it is 7%-8% and our colorization is better than the industry because we are driving this color migration from B to C monochrome to color. The solutions which are being offered to customers are out of the box, the capability of the devices is enhancing across the industry. In our engines, we also have capabilities where we can remotely customize and control the panels through an iPad or a tablet with which everybody can personalize it to their own.” He adds, “Enhancing user experience is more critical because people are more interested in seamless connectivity across various operating systems, WiFi is also considered as one of the latest trends, so we are happy to say that Konica Minolta is leading many of these changes as our devices are already compliant with all these and we are able to meet their requirement.” A3 and production printers are the main focus for Konica Minolta, whereas A4 is on a strategic move because the engines are basically at enterprise levels and high-end to address the requirements of enterprise customers who buy an A3 devices also have an A4 requirement. The company has some engines which are meant to cater to SMEs and SOHO segment as India SMEs are agile

V.BALAKRISHNAN EXECUTIVE GM, KONICA MINOLTA BUSINESS SOLUTIONS INDIA PVT. LTD.

“COLORIZATION RATIO OF MFP IS GROWING... TODAY IT IS 7-8%...” when it comes to adopting new technologies. Further, the know-how of technologies among SMEs is quite good as they understand value propositions very well, so the traction of new technologies among SMEs will continue to grow more than enterprises. For enterprises, the migration cost from one technology to another is very high as compared to SMEs who can migrate from one technology to another technology cost effectively as they are very small in size. When asked about the business drivers, Balakrishnan, states, “Overall A3 printers drive the business of Konica Minolta and A4 is on the path of expansion. Production printers contribute 50%, A4 is less than 5% and A3 contributes 45%. In terms of market share, we are No. 1 in color, production printers and A3 with 25% in color whereas in monochrome we are No.3.” Konica Minolta caters to BFSI, pharma, healthcare, education, and the government.

Finally… Last year, Konica Minolta grew over 40% across all the products but this year it expects to grow more than 30%. Besides, the company will upgrade product models with new engines and will expand color range of printers which is considered as their core strategy. 

44 SME CHANNELS FEBRUARY 2014

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GUEST TALK

TECH-ENABLING SMB’S IN 2014

ASHOK NAIR, Director (SMB). Lenovo BRIEF PROFILE Lenovo India is responsible for driving the business growth of Lenovo India in the SMB segment. Prior to this, he was leading the sales function of Lenovo India for its three business segments: Relationship (Enterprise), Consumer and SMB across the South and Sri Lanka. He is based out of Bangalore and has 2 decades of experience in Sales and Marketing across industries. Ashok has worked across a variety of industries namely consumer products, telecom, internet and IT. He has experience across the Indian and South Asian markets with expertise in Channel Sales Management. He started his career with Blow Plast Ltd in 1994 and was with Intel before joining Lenovo India, where he was responsible for managing distribution business and the country revenue for South Asia. Ashok has completed his Engineering from REC Surathkal (now NITK) and his post graduation from XLRI, Jamshedpur.

The year gone by was dominated by cloud, big data, BYOD and other technologies. Companies especially small ones realized the importance of these technologies to do business smartly. They are warming up to the idea of how by leveraging on new technolgoies can change they way they do business. So what is in store for the SMBs in 2014? Here is Lenovo’s Outlook for 2014 . VOIP: Preferred business communication Skype is already a household name in India for video calling and it has started being used significantly by businesses to connect with suppliers and customers. Viber upped the ante recently by offering lower calling rates to telecom networks. With 4G becoming more main-stream, 3G technology will move from a pure consumer to a business push. Overall, smart businesses will figure out ways to cut their communication costs significantly while increasing face-time and talk-times. Using the web to drive brand consideration and get more customers Google recently launched its partner network for SMEs, as it felt more face-to-face communication with local businesses is needed to educate them about using online media. Social media platforms now specifically offer business services. For instance, Facebook recently initiated a ‘start-to-success’ programme wherein qualified businesses get a 28-day support for creating a page.

Computing on the move This year, employers were not exactly reluctant to the idea of BYOD, with 71% employees permitting their workers to connect personally owned devices to the corporate network. BYOD became the new normal in 2013, but most enterprises were far from having a matured approach. 2014 is going to be the year of a breakthrough enterprise app that will raise the propensity of small businesses to shift some of their intensive tasks to portable devices. Also, devices like Ultrabooks and phablets will gain marketshare and wider acceptance due to the need for more enterprise portability. Cloud solutions and storage With cloud solutions becoming affordable and more secure, moving to cloud will be a very good decision for the SMB’s as it translates into lower IT costs. Dell recently joined hands with Dropbox to boost hosted storage for enterprises. IBM is developing software that will allow organizations to use multiple cloud storage services interchangeably, reducing dependence on any single cloud vendor and ensuring that data remains available even during service outages. Rapid Prototyping - 3D Printers 3D Printers are a boom for enterprises that require rapid prototypes. Every Printer OEM plans to launch their 3D Printer for enterprises in 2014. Divide by Zero has unveiled India’s first commercial 3D Printer and Brahma3 showcased theirs on the Godrej Campus (India Culture) in Mumbai and ended up with a 50 unit pre-order almost instantly.

46 SME CHANNELS FEBRUARY 2014

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Cadbury

case study

neural secures kraft food india

Kraft Foods facility wanted a feature rich access control system to secure their facility and Neural Integrated Systems chose AC2000 Lite

T

he AC2000 Lite security management system can secure up to 64 doors spread across multiple locations. Using sophisticated AC2000 Lite software features, Cadbury-Kraft Foods India increased operational efficiency and protection against intruders or theft.

Solution Applications offered included AC2000 AED (Alarm & Event Display), AC2000 VIPPS (Visual Imaging Pass Production System) and the AC2000 Zone Monitor application which shows security what staff work in which areas/zones. AC2000 VIPPS allows the user to produce permanent and temporary ID badges for staff and visitors to the Kraft offices and manufacturing facilities. This ensures all those on site have an access card with the correct privileges to gain admission to areas throughout the building. If someone forces a door at an access point, the AC2000 AED application can be used to view the alarm and respond to it immediately in real time. AC2000 Lite also provides access to AC2000 WEB, a suite of powerful and fully integrated browser based applications. AC2000 WEB Visitors provides a powerful web based tool to control and monitor visitor access from any location. AC2000 WEB Visitors is a cost effective way for multiple users within a facility to manage visitors without having dedicated access control software installed. This powerful application allows the addition of new visitor details, scheduling of visits, a multitude of reports, the issuing of cards

Cadbury (Kraft Foods) Kraft Foods is the world’s second largest food company with annual revenues of $49.2 billion. They operate in more than 75 countries and employ 127,000 individuals worldwide. Kraft Foods in India required a feature rich access control system to secure their facility. Based on the customer requirements, CEM Approved Resellers, Neural Integrated Systems chose AC2000 Lite for the Kraft Foods facility.

Case Summary Location: India Systems Installed: AC2000 Lite security management system AC2000 AED (Alarm Event Display) AC2000 VIPPS (Visual Imaging Pass Production System) AC2000 WEB Visitors 120+ eDCM 300 (Door control module)

“As CEM approved partners we are pleased to be in the position to offer Kraft Foods a fully integrated and highly proven security solution. The AC2000 Lite system is a feature rich yet affordable solution that allows us to be able to meet Cadbury’s requirements and budget.” Tarun Gupta, Director, Neural Integrated Systems

and the ability to remotely upload visitor images via the web prior to a scheduled visit and much more.

CEM hardware To secure doors throughout the factory, Cadbury-Kraft Foods chose CEM eDCM 300 (Door Control Modules).The eDCM 300 low cost, two-door intelligent controller is designed to interface third party readers with the CEM AC2000 system range. Utilizing existing Ethernet

connectivity without the need to set up additional cabling, the eDCM 300 is extremely easy to install. With an internal database to hold offline transactions the eDCM 300 communicates directly with the AC2000 server, ensuring 24/7 card validation at all times. This ensures that the factory is always kept secure. With the CEM AC2000 Lite security management system installed, the prestigious Kraft Facility has the highest of security measures in place.

sme channels 47 february 2014


SME TREND

RELYING ON ROI OF OPEN SOURCE SOLUTIONS Open source software can be customised to the specific organisation’s need and is cost-effective. Banking on the same, Openbravo is aiming to maintain its 300% YOY growth BY APARAJITA CHOUDHURY aparajita@smechannels.com

O

penbravo, the company providing browser based open source business applications for the cloud started its operations in India in 2008. Since then, the country has become a hub for Openbravo to serve the Asia Pacific and Middle East market. “We have been growing at 300% YOY here. Today, more than 6,500 organizations in 60 countries rely on Openbravo software every day,” says Sunando Banerjee, Channel Business Manager for APAC & Middle East region, Openbravo. The company has offices in India, Mexico, Spain and the United States. In India, Openbravo has around 10 dedicated employees with its corporate office based in Kolkata. Openbravo primarily banks on its products: Openbravo for Retail, Openbravo for distribution, Openbravo for manufacturing, Openbravo for services and Openbravo for coworking spaces. Banerjee sees India an important market for Openbravo, particularly keeping in mind the huge SME sector. “SME in India will continue to take to Open Source Solutions. Firstly, companies have realized the importance of adopting ERP as a part of their larger business. Advantages such as cost savings from number of aspects, the flexibility and freedom to customize ERP packages rapidly, web based systems that decrease deployment and maintenance costs and offer a cross platform solution will lead to greater adoption of the platform. These pluses will continue to attract SME and start-up companies in India to adopt ERP solutions based on Open Source platforms,” he adds. The use of open source solutions is costeffective and results in a better ROI. Open source

software is unchained from the need to obtain or track licenses. It can also be modified to fit the organisation’s needs. “As a consequence, open source software is hugely preferred for delivering the cloud. The cloud computing phenomena that has brought to prominence the importance and significance of the open source platform and its role as a significant driving force,” says Banerjee. For Openbravo, it is imperative that the channel partners are aligned with it. Through periodic emails, it informs the channel about the updates and upgrades of the core product. Openbravo organises webinars to address a specific major change in the product or to announce a new feature. “We also offer our partners to present their modules through Webinars. If they have developed a great product or a solution, they can present it to our channel in order to have a global platform through the channel,” adds Banerjee. The Openbravo partner Day 2013 for the APAC and Mid-East was organized in Bangkok this year. Banerjee feels that Partner Day is a great platform for the channel to know each other and get aligned in terms of business practices and sales. Openbravo has 227 customers in India and more than 500 customers in the APAC and MidEast region. Some prominent clients in India include Federal Bank, Venkys’, Decathlon Retail, Hisar Metals, Quick Heal, Esmech etc. There are more than 5,000 people actively working on Openbravo community in India. Some prominent partners include GeoTech, Chimera & Promantia. “People have understood the simplicity or the flexibility that open source brings to its user. As far as India is concerned, apart from the enter-

SUNANDO BANERJEE, CHANNEL BUSINESS MANAGER FOR APAC & MIDDLE EAST REGION, OPENBRAVO

“We have been growing at 300% YOY here.” prises, even SMEs are showing great interest in open source technology, in general. Openbravo’s growth in 2012, confirms once more the increasing demand and adoption of its solution. Openbravo grew its software revenues by 280% in 2012,” explains Banerjee. Openbravo had further strengthened its international presence in the past year. There has been particularly strong growth in emerging markets like India, Brazil, China and Mexico. The customer base saw a 70% increase informs Banerjee. The reason for this growth over the past year is that companies are increasingly valuing the flexibility and the competitive cost of Openbravo’s business applications. “Unlike other traditional solutions, our business management software is cloud ready, open source and therefore putting the customer in full control of the solution and is easy to scale,” he adds.

Finally... Openbravo is looking at its expansion in India. This includes increasing the number of tier II partners in APAC from 60 to 100. Financially, it is positioned to maintain the 300% growth in the region. 

48 SME CHANNELS FEBRUARY 2014

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MATRIX

SME CHAT

“GROWING AT A RATE OF 15%” Based out of Cochin Business connection was established in the year 1994, and since 1998 has been dealing in Matrix products. Its strength lies in its goodwill in the market, customer references and commitment towards customer satisfaction. BY APARAJI CHOUDHURY aparajita@smechannels.com

Brief us about your company? Business connection was established in Cochin in 1994 as a dealer with Crompton Greaves and in 1998 with Matrix and since then has been dealing only in Matrix products. We have a team of qualified sales and service engineers and have around 3000 plus satisfied customers. What is your turnover and growth percentage? We are a Rs. 1 crore plus company and are growing at a rate of 15% over the last four years. What is your strength in terms of market reach and others? Our strength is our goodwill in the market and customer references, a result of our strong commitment towards customer satisfaction. What kind of solutions and products you are dealing in? We are into telecom and security solutions. Products right from SOHO PBX to enterprise IP switches, building intercom, access controls and time attendance, video surveillance and voice loggers contribute to the total sales in Business connection. How do you find telecom market in India? Telecom market in India is growing by 25%-30% in SME segment. In the last few years the SME market has been driven majorly by telcos which

has declined this year. The open market has improved resulting in customers taking decision for products which are positive signs of further growth in the market. What kind of telecom solutions you have? Today, apart from point to point voice call over the traditional copper market demands and the acceptance of new innovative technologies like IP Calling, Video Calls, video conferencing, interfaces like PRI/GSM and CTI/CRM/ERP/TAPI are the telecom solutions that we cater. How do you find Matrix products in terms of its advantages vis-àvis other? Matrix is SUBSTANCE brand. Substance is in the DNA of Matrix solutions. Substance in the form of technology, depth, genuineness and going beyond the mere outer façade and offer more values in all the areas. This is what differentiates Matrix from the lot. Matrix solutions are packed with More. More productivity, more applications, more flexibility, more functions, more features, more cost saving, more reliability, and more support. Matrix positioning is based on offering more of these true inherent values which customers expect from infrastructure solutions. What is the potential and challenge for Matrix in the market? Matrix products have a great potential in SMEs

RENISH MATHACHAN, PROPRIETOR, BUSINESS CONNECTION, COCHIN

“WE WANT TO STRENGTHEN OUR EXISTING PRODUCT PORTFOLIO THIS YEAR AS WELL AS ADD MORE TELECOM AND SECURITY PRODUCTS.” and large enterprises, housing apartments, hospitality, healthcare and education institutions. Competition with MNC brands is the major challenge. What the company needs to do to improve the market share? More brand building activities to be planned and implemented, introduce variety of end user terminals with Matrix name. As a partner what kind of products you want to add this year? We want to strengthen our existing product portfolio this year as well as add more telecom and security products that can be sold as accessories or bundled as solutions with the current products. 

SME CHANNELS 49 FEBRUARY 2014

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PRODUCT

REVIEW

PANASONIC PT-CW330 SERIES PROJECTORS

NETGEAR 1GHZ NIGHTHAWK R7000 ROUTER

Panasonic PT-CW330 Series ultrashort-throw projectors are well suited for a host of applications where space

BY MANAS RANJAN

is limited and high image quality is

info@smechannels.com

critical, including classroom lectures,

UNVEILED AT CES 2014 and featuring AC1900 WiFi, Nighthawk R7000 Router can deliver up to 1.9Gbps, as well as Nighthawk technology to reduce interference and increase reliability. It also comes with 802.11ac Dual Band Gigabit, 1GHz dual core processor and offers different speeds owing to its three different antenna configurations. There are many LEDs on top of the router indicating the status of its wireless radios, USB ports, Internet connection, Ethernet and USB ports, etc. The R7000 offers a few unique features not available before that include a built-in OpenVPN server, the support for Broadcom TurboQAM for a faster Wi-Fi speed cap of up to 600Mbps, and the official support for third-party firmware, such as DD-WRT. And when coupled with an external storage device, the router is also Time Machine backup-ready. It offers true dual-band speed. On the 5GHz band, when working with 802.11ac clients, it offers up to 1.3Gbps Wi-Fi speed and on the 2.4GHz band, the R7000 offers up to 600Mbps of wireless speed, instead of the old 450Mbps. The R7000 has two USB port, one USB 2.0 on the back and one USB 3.0 on the front. If you choose to store digital content on the connected hard drive, it can also be streamed to DLNA-compliant network media players, and iTunes with AirPlay support. This feature automatically scans the attached external hard drive for digital content, making it available to devices within the network. The router can also automatically scan for new content when new files are added, or repeatedly over a period of time. One can say it as a bulky one compared to its competition but in other way, it is very strongly built.

50 SME CHANNELS FEBRUARY 2014

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FEATURES

corporate presentations, digital

n 802.11ac Dual Band Gigabit

signage and more.

n AC1900 WiFi—600+1300 Mbps†

speeds n 1GHz Dual Core Processor n Advanced features for lag-free

gaming

With up to 3,100 lumens and a contrast ratio of 8,000:1, the PT-CW330 Series produces crisp, clear images. Models PT-CW330, PT-CW240 and PT-

n Prioritized bandwidth for streaming videos or music

CW331R are able to generate an 80”

n 100% faster for mobile devices

away, delivering large image projection

PRICE

diagonal image from less than 2 feet in confined spaces, without the fear of

On request

shadows being cast by presenters.

CONTACT

PT-CX301R built-in interactive features

The PT-CW331R, PT-CW241R and Rashi Peripherals Pvt. Ltd. +91-2261771771 / 72; Ingram Micro India Ltd Tel: 91-22-39894645

enables two users to simultaneously write on the image using IR pens that deliver smooth and natural lines. The

WARRANTY On request

OVERALL RATING

result is an engaging classroom or corporate experience, without requiring a dedicated interactive whiteboard. PT-CW330 Series projectors include a built in 10 Watt speaker, up to 5,000 hour lamp replacement cycle1 and CrestronRoomView compatibility. The projectors are also 3D capable, ideal for classroom education, special projection displays in exhibitions and digital signage.

n Price: The CW330 series range costs from Rs. 75,000 to Rs. 95,000, Warranty: 2 years, Contact: vishal.kanwal@in.panasonic. com

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NEW ARRIVALS

PRODUCT

ECS

ECS V20 AIO PC FOR HOME AND OFFICE USERS ECS HAS LAUNCHED V20 all-in-one PC system for home and office users which comes with a 19.5-inch touch panel, Windows 8.1 support and IEEE 802.11b/g/n WIFI support. The V20 is very energy saving and power efficient as it requires only one compact 65W external power supply. V20 AIO features the latest Intel Bay Trail-D SoC (System-on-a-chip) processor, J1750 Dual core, 2.41GHz CPU, 8GB of DRAM, internal storage of 2.5 inch SATA II hard disk drive, which allows for multiple terabytes of storage for video, music, applications and documents, and an additional mSATA slot. It also comes with bright, high-contrast LED backlit LCD display with resolution of 1600 by 900. The edge-to-edge 10 finger multi-touch surface provides full, reliable support for all gestures in modern touch operating systems, such as Windows 8.1. The V20 offers a wide range of expansion and connectivity options which includes Gigabit LAN, high speed WIFI, optional Bluetooth 4.0, audio in and out, a 3-in-1 Card Reader (for SD, MMC and MS cards), and 4 USB ports, including 2 ultra-fast USB 3.0 ports. n Price: On request, Contact: Allyson Wang, Email: allyson.wang@ ecs.com.tw

ADATA

ADATA SSD TOOLBOX SOFTWARE ADATA TECHNOLOGY HAS released proprietary software named ADATA SSD Toolbox for monitoring the status and maintaining the performance of ADATA solid state drives (SSDs). The new software will enable users to configure, optimize, and monitor the overall health of their SSDs. The Toolbox allows for the monitoring of drive health and remaining life through Self-Monitoring, Analysis and Reporting Technology (S.M.A.R.T.) attributes. It also lets the user keep track of the current operating temperature, capacity, and total space used. The drive utilities include SSD security erase, which wipes all data from the drive and restores the drive to its factory default, firmware update, and SSD Toolbox update. Adata SSD Toolbox is compatible with Windows 7 (32 & 64-bit), Windows 8 (32 & 64-bit), and Windows 8.1 (32 & 64-bit) versions. n Price: NA, Contact: ADATA Technology India Pvt. Ltd. Tel: +91-22- 4286-8888, E-mail: ashu_mehrotra@adata-group. com

BITDEFENDER

BITDEFENDER TOTAL SECURITY WITH A NON-INTRUSIVE and extremely fast scanning technology, Bitdefender Total Security offers the ultimate silent security against e-threats. It is believed to be the Ultimate anti-malware defense for your data. It is extremely fast, Non-intrusive. With Bitdefender Photon, it guards your online transactions, protects your digital identity, reveals your kids online activities and restricts them when necessary. It helps to safely store your information online and syncs it between devices. It also safeguards laptops and netbooks in case of loss or theft. The new Bitdefender Photon visibly improves speed and performance in a matter of hours by gradually molding to your PC. Similarly, the new! Security Report feature presents your overall security status for the past week, including scans and disinfections, pending issues if any and ways to fix them, as well as feature recommendations and notifications of unused modules. n Price: varies from 1 user to 5 users. Contact:  Venktron Digital Systems Pvt Ltd, Toll Free: 18001033444

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RNI NO: DEL ENG/ 2010/ 31962   Postal Reg. No.: DL-SW-1/4145/13-15

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

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