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McAfee: Maximizing Reach Through Partner Investments

SME TREND

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NetApp: Getting Aggressive on Tier 2 Cities

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Dell: Easing the Process

EVENT SPECIAL

CHANNEL CONNECT &

AWARDS 2013

EMERGING BUSINESS & CHANNEL EMPOWERMENT /36

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Canon Eyes 100 Crore Business in Digitisation /12 www.smechannels.com

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SME CHAT / 32 Aditya infotech: Vision of Secure India

SME CHAT / 30

SME CHAT / 49

ASRock: India Market Dynamics are Different

iValue: Poised to Post 100%+ Growth Rate

MY EXPERIENCE EDITORIAL

HOW MUCH IS TOO MUCH? SANJAY MOHAPATRA editor@smechannels.com

INTERNET OF THINGS is the latest trend hotting up the IT market. If Cisco’s forecast is to be believed we will have a whopping 50 billion internet connected devices by 2020. No doubts it’s a big number but the ultimate question remains how exciting or scary is this technology? Will it simplify our life or make it more complex?

If we look how in the last 50 years technology has evolved so fantastically to simplify our life. Within seconds we can get in touch with anyone, anytime, anywhere. It’s not just the business industry but every individual has become so many dependants on these technologies that a little disruption can bring the whole thing down like a pack of cards. How many of us go into frenzy if we can’t find our mobile or it’s lost or if the network is not there.

However, it also can’t be denied that the same technology which has become the lifeline also poses serious threats in terms of health and security. And with the whole prospect of things getting connected I am overwhelmed with a mixed feeling.

A major debate that has risen off late is whether online media will trump offline media. Some have already written off the obituary for offline media. A research by The Boston Consulting Group reveals that People get a lot more value from digital media than they actually pay for. Media organizations are also feeling the pressure to increase their online presence and it’s hardly surprising that offline media is shrinking by the day.

Some in the industry vouch that offline media has no place in today’s digital world where everyone is connected online and want real time information.

But in emerging countries like ours with an internet penetration still less than 10% offline media will still hold sway and needn’t worry, at least for sometime.

Avision IS15 SOMETIME BACK I got hold of avision IS15. It came housed in a very small pack with manuals and CD. Measuring only 18.3 x 7.3 x 4.3 (cm) and weighing a mere 300 grams, the Avision’s palm-sized scanner is small enough to pack easily with your laptop and light enough to carry with you anywhere. But don’t go by its size. Simply plug a power cable and a memory card or a USB flash drive, the Avision IS15 allows you to digitize your photo or business card without the need to install the scanner driver or connecting it to a computer.

It can handle photos, business cards, receipts, or small memos and notes up to 4 x 6 in size.

It’s fast, too, with a 4 x 6 photo scanned in color mode at 300dpi completed in less than 10 seconds.

SPECIFICATIONS It measures only 18.3 x 7.3 x 4.3 (cm) and weighs mere 300 grams FINAL WORDING At a price of Rs. 5,500 this portable scanner is worth buying.

OVERALL RATING

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contents

NOV VOLUME 04 ISSUE 09

2013

ER COV RY STO

india’s first IT magazine for sme business

Publisher: Sanjib Mohapatra Editor: Sanjay Mohapatra Assistant Editor: Karma Negi Reporter: Aparajita Choudhury Executive Editor: Smruti Chaudhury Copy Editor: Neil D’Souza Web Designer: Vijay Bakshi Technical Writer: Manas Ranjan Satya Sagar Sinha Lead Visualizer: DPR Choudhary MARKETING Senior Manager: M Raj Marketing Executive: Rajat Kumar Circulation and Printing: Panchanan Bhoi SALES CONTACTS Delhi 6/102, Kaushalya Park, Hauz Khas New Delhi-110016 Phone: 91-11-41055458 / 9313891660 E-mail: raj@smechannels.com Bangalore #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 Delhi-110016, Phone: 91-11-41657670 /

Cyber Magazine can Never Replace a Print Magazine /36 Though the digital world draws the attention of the readers towards cyber magazine which is considered as cost effective due to its accessibility around the world still the paper magazine will never lose its shine and SME Channels Magazine is one of them

SME CHAT McAfee /28

“Maximizing Reach Through Partner Investments”

“India market Dynamics are different”

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

Printed, Published and Owned by Sanjib

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

ASRock /30

46151993 editor@smechannels.com

Snippets~ ~~~~~~~~~~~~~~~~~~~~~~~~~~~~10 SME Trend~~~~~~~~~~~~~~~~~~~~~ 26, 34, 35 Products~ ~~~~~~~~~~~~~~~~~~~~~~~~~~~ 52

Mohapatra Place of Publication: 6/101-102, Kaushalya Park, Hauz Khas New Delhi-110016

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

All rights reserved. No part of this publica-

Aditya Infotech /32 “vision of secure india”

SME CHAT iValue /49

“Poised to Post 100%+ Growth Rate”

tion can be reproduced without the prior written permission from the publisher.

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

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SNIPPETS for more log on to smechannels.com

PRODUCT | CHANNEL | CONSULTING | SERVICES

HP Partner One Program Upgraded HP has enhanced to its global Partner One program for partners to do business with HP helping them to gain a competitive advantage and increase profitability.

The simplified program will focus on a structure that offers a predictable and profitable compensation model with new competitive rebates. This includes streamlined

certification requirements and the creation of role-based certifications spanning all regions and HP business units, including HP Enterprise Group, HP Software, and HP Printing and Personal Systems announced the press release.

As per the release, HP is now listing new competitive rebate rates for each HP PartnerOne level in

the HP PartnerOne Compensation Matrix, which can be accessed through the partner portal informed the release.

Intuitive membership structure provides path for growth. HP is introducing new HP PartnerOne membership levels Platinum, Gold, Silver and Business Partner which will be consistent across HP

business units and available in all regions. This new structure offers greater partner differentiation and is simpler and more intuitive for end customers.

As an added benefit for partners, HP will actively brand the highest partnership levels in end-user customer marketing campaigns.

The new process also maintains HP’s high standards of competency for each specialization and builds upon partners’ existing certification investments.

In order to simplify the certification process, HP has cut in half the number of technical certifications and created role-based certifications that require significantly less time out of office for individuals enrolled in these courses.

HP partners also will begin to see updated HP branding and an improved partner portal navigation experience requiring fewer clicks to access important information, resources and tools. These upgrades will go live beginning in early 2014.

Pradeep Khemani, Director (Channels & SMB), HP India, said, “We’re making the PartnerOne program simpler, more profitable and more predictable with a predictable compensation model, a consistent membership structure as well as a streamlined certification process.”

More Partners moving to SaaS, IaaS According to AMI-Partners’ soon-to-be released study on “Mapping of Cloud Vendor-Partner Engagement Model within India SMBs”, India SMB channel partners have an optimistic feeling regarding the demand for cloud solutions/services among their SMB customers. Keeping pace with the increased demand among India SMBs, there is a simultaneous strong growth in the number of partners moving to the cloud, particularly within the SaaS and IaaS spaces.

When it comes to selling cloud solutions, there are various innovative route-to-market models that are coined by young start-ups as well as the traditional global vendors. In today’s dynamic scenario, the cloud market is flooded with diversified offerings, starting from email solutions, website hosting services, and hosted productivity suites to advanced SaaS offerings like Business intelligence, CRM, ERP, project management and HR software.

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Avaya Strengthens Collaboration Solutions for Mid-market Avaya has unveiled new software designed from the ground up to streamline the way mid-market companies collaborate and communicate.

At the center of the Avaya strategy is Avaya IP Office 9.0, a single software platform for collaboration with highly flexible deployment options for companies up to 2,000 users that is capable of being deployed in as little as an hour announced the press release.

The release further added that this introduction is part of the $2.5B investment Avaya has made over the past six years to transform from a telecommunications provider to a software and services led company focused on delivering collaboration and communications solutions that are open, mobile and centered on the cloud.

Adobe Analytics Empowered with New Capabilities Adobe has unveiled new features and functionality that extend the industry-leading capabilities of Adobe Analytics, a key element of Adobe Marketing Cloud.

The upgrades are designed to significantly enhance marketers’ and data analysts’ abilities to rapidly identify and take action on critical insights for their business. New innovations include predictive analytics capabilities, advanced real-time reporting and data visualizations, video analytics advancements and powerful mobile app analytics announced the press release.

PremiumAV Unveils OND 2013 Scheme PremiumAV has launched its OND 2013 scheme for OND its channel partners across India.

The partners are entitled to win a round trip to Vietnam on purchase of PremiumAV licenses.

This scheme has been introduced to encourage the partners to achieve good sales and get rewarded during this festive season announced the press release.

Partners will be eligible to win a round trip to Vietnam on purchase of 750 units of 3 user PremiumAV licenses.

This scheme is valid from 1st October 2013 to 31st December 2013 and is valid for the purchases billed out from N360 Technologies, national distributor of PremiumAV. No sales return is allowed against material purchased during the scheme period. However, above scheme cannot be merged or clubbed with any other scheme that may be running at that time.

PremiumAV reserves all rights of execution, alternation and will entertain all the scheme claims directly. The product transfer price is Rs. 200 for PremiumAV 3 user.

MY POINT

Siemens Enterprise Communications Is Now Unify Siemens Enterprise Communications is now being rebranded globally as Unify, one of the world’s leading communications software and services firms.

Unify has set out to change the way companies communicate and collaborate, helping them spend less time orchestrating work and more time doing it announced the press release.

Unify said significant forces were reshaping the communications and IT industries like the consumerization of IT, bring your own device (BYOD), the role of millennials and the impact of “anywhere workers,” essentially defining a new way to work (#NW2W).

The release further emphasized that the launch of the new brand builds upon significant momentum and market recognition gained from the company’s unveiling of Project Ansible in June 2013. Project Ansibleis a new communications and collaboration platform that leverages ecure, dynamic collaboration, universal content aggregation, and a consumer-like, single-pane-of glass experience that drives adoption and seamless integration into business processes to enhance business performance.

“Unify is uniquely positioned to lead our customers and the industry toward the emergence of a new way to work that will transform how enterprises communicate and collaborate,” said Hamid Akhavan, CEO, Unify.

Canon Eyes 100 Crore Business in Digitisation

“MSMEs should go ahead and adopt infrastructure sharing rather than infrastructure hugging (using cloud vs. owning).”

RAJESH JANEY, PRESIDENT

INDIA AND SAARC, EMC IT SOLUTIONS INDIA PVT. LTD.

Canon India has launched its first ultralight portable scanner, imageFORUMLA P-201 scanner along with the introduction of CaptureOnTouch, a mobile application for easy scanning on the go.

Canon plans to consolidate its footprint in Digitisation space to generate 100 crore business by 2014. Canon India will also be celebrating ‘Digitization Day’ on October 16th of every year.

P-201 is capable of scanning variety of document sizes and paper densities like plain paper, postcard and business card. The scanner weighs only 550 gms and consumes 2.5 W electricity when connected with cable. Canon’s CaptureOnTouch Mobile is a free application for smartphones and tablets. It allows users to scan directly to iOS (iPad/iPhone) and Android devices via Wi-Fi network or direct plug-in with USB based tablets.

Kazutada Kobayashi, President & CEO, Canon India Pvt Ltd, said, “With CaptureOnTouch and P-201 scanner we are hoping to strengthen our ability to meet individuals’ digitization needs.”

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Tally Upgrades ‘Tally.Erp 9 And Tally.

Server 9 Tally Solutions has unveiled its latest range of enterprise offerings- Tally.ERP 9 Release 4.7 and Tally.Server9 Release 4.7.

The release 4.7 offers Tally.ERP9 customers, greater excise and NPS (National Pension Scheme) compliance. The Tally.Server9 Release 4.7 offers higher administrative control and the much needed data security announced the press release.

Speaking about the enhancements, Shoaib Ahmed, President, Tally Solutions, said, “Be it statutory compliance or data protection, we at Tally Solutions have always believed that our products should be technologically advanced and simple to use, so as to enable smooth business operations.”

Tally.ERP9 Release 4.7 addresses the tedious excise compliance issue faced by most businesses, especially by the manufacturing firms.

KONICA MINOLTA APPOINTS PARTNER IN VELLORE Konica Minolta has roped in Square Network Solutions Pvt. Ltd. as its business partner in Vellore, Tamil Nadu. This is one more step towards its goal of expanding the reach throughout India by entering into one more territory in South India.

Konica Minolta launched its A4 printer range in partnership with Square Network Solutions Pvt. Ltd. in an event held on October 11, 2013.

This new range of printers has been launched under pagepro, magicolor and bizhub series.

Tadahiko Sumitani, MD, Konica Minolta Konica Minolta pagepro is basically mono printer Business Solutions India Pvt. Ltd. series with one single & two multi-function printers. Similarly magicolor series is the range of colour printers with amazing colour output.

“Konica Minolta India did remarkably well last year and we aim to reach a growth rate of 30 percent this year. Therefore, we are slowly but steadily penetrating PAN India. We have recently partnered with distributors in Jalandhar, Kochi, Gurgaon and Bangalore in this regard. We would like to take our products into the interior parts of the country to be able to provide printing solutions to a wider customer base. Our esteemed partners will help us realize this dream,” said Tadahiko Sumitani, MD, Konica Minolta Business Solutions India Pvt. Ltd.

In 4 Solution Holds Partners’ Meet “Konnect” in Chennai

Windows 8.1 Released in India

In 4 Solution, a provider of Professional Access Control, CCTV and Intrusion Security Solutions, for corporate, residential and institutional applications, organized its first partners’ meet “Konnect” in Chennai recently.

This initiative of Channel and VAR engagement programme was aimed at updating channel partners on In 4 Solution’s latest product roadmap, channel support initiatives, demonstrating the product quality, its benefits to the partners and resellers in terms of profitability and healthy margins and also showcasing the interoperability, ease of usage and multiple functionality at competitive price points.

More than 90+ partners attended the meet announced the press release.

Microsoft has released Windows 8.1, a featurerich update to its popular Windows 8 operating system, enabling customers to create experiences that keep pace with their lives - at work, at home or on the go.

Now consumers with a Windows 8 device can download the free update via the online Windows Store. Over the next few weeks and months, Windows 8.1 will also be available on new devices at retail locations. With the new features customers can choose how to start their Windows experience - at the Start Screen or directly in the familiar Windows desktop.

Rashi Releases SI 6 Rashi has unveiled SI-6 which the company press release says is based on continuous demand from system integrators and success achieved in the first five programs. The focus is on System Integrators and the partner has an opportunity to get almost all the products from the same source.

The scheme is simple just purchase ASUS/ECS Motherboard, Intel CPU and Toshiba HDD (Compulsory) and One of Adata RAM, Asus Graphic Card, Logitech Keyboard or Notron Antivirus and win a Silver coin.

India Government Eyeing Cloud Unveiling the 4th edition of CII Cloud Summit 2013 with theme ‘Developing Cloud Strategy’ in New Delhi, J Satyanarayana, Secretary, Department of Electronics and Information Technology (DeitY) said that “Cloud is culturally suitable for India as there is a preference for shared infrastructure and service, penchant for recycling & reuse and less concerns over piracy of data”.

He further emphasized that given the huge requirement of services for citizens, the government is actively looking at cloud based services as first option. A significant step in this direction is MeghRajNational Cloud Computing Initiative, which sets basic standards for all cloud services for GOI as well as evangelising projects through cloud first policy announced the press release.

QNAP’s TS-x70 Series Turbo NAS QNAP Systems has released the business-class TS-x70 series Turbo NAS. Available in 4, 6 and 8-bay tower models; the TS-x70 series with scaleup support is the perfect solution for the growing data needs of modern business environments announced the press release. The release added that the TS-x70 series’ high-scalability design supports online capacity expansion by connecting multiple QNAP RAID expansion enclosures (REXP-1200U-RP / REXP-1600U-RP) to expand total storage to 100TB raw capacity.

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Partners Expecting 20 percent Growth in Cloud Business

LUMINOUS BAGS SAP ACE AWARD FOR INNOVATION 2013

Offering cloud-based services provides SMB partners (partners deriving 50% or more revenue from small and medium businesses with up to 999 employees) with opportunities to gradually transform their product driven business model to a more service-oriented one.

According to AMI-Partners’ soon-to-be released study on “Mapping of Cloud VendorPartner Engagement Model within India SMBs”, India SMB channel partners have an optimistic feeling regarding the demand for cloud solutions/services among their SMB customers.

Keeping pace with the increased demand among India SMBs, there is a simultaneous strong growth in the number of partners moving to the cloud, particularly within the SaaS and IaaS spaces.

In today’s dynamic scenario, the cloud market is flooded with diversified offerings, starting from email solutions, website hosting services, and hosted productivity suites to advanced SaaS offerings like Business intelligence, CRM, ERP, project management and HR software.

Luminous Power Technologies has won SAP ACE Award for Innovation 2013. This award is in recognition of the business excellence Luminous has achieved through the best implementation of SAP announced the release.

The company founded in 1988 has served the consumers across India and the world over for their power backup needs and is now also actively addressing the electrical needs of home consumers through electrical retail. One of the most recognized brands in the country offline (Sachin Tendulkar as brand ambassador) and online (More than 150,000 fans on Facebook), the company is keen on using digitization as a key lever for success in Indian retail informed the company.

Manish Pant, MD, Luminous Power Technologies, said, “Luminous is Happy to receive SAP Ace Award 2013. With the rapidly increasing size of the company business and a far reaching presence across the country, it is important to understand our partners and consumers more closely than ever before. The SAP mobile based secondary sales solution not only empowers our sales team with flexibility and agility on the field but also allows them to capture information about the market in real time. Mobility is key enabler to serve our customers more effectively.”

EXECUTIVE MOVEMENT

BI SOFTWARE REVENUE TO REACH $140 MILLION IN 2014

ADC India Communication has appointed S. Devarajan as Chairman of the Board of Directors of the company and J N Mylaraiah as the managing director of the company.

INDIAN BUSINESS INTELLIGENCE (BI) SOFTWARE REVENUE IS FORECAST TO REACH US$139.5 MILLION IN 2014, A 16 PERCENT INCREASE OVER 2013 REVENUE OF $121.2 MILLION, ACCORDING TO GARTNER, INC. INDIA BI SOFTWARE SOFTWARE FORECAST ESTIMATES (MILLIONS OF DOLLARS) Subsegment Analytic Applications and Performance management

Edimax Technology has appointed Pinaki Samiron Dhara as the country manager, IT Channels, effective immediately.

139.5

CPM Suites

121.2

BI Platforms

103.4 91.5 80.6

Polycom has named Minhaj Zia as Managing Director, India & SAARC.

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GROWTH

17.25%

15.15%

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69.8

Govt of India has reappointed Rajive Chawla as the Director on the Board of The National Small Industries Corporation Ltd. (NSIC) A10 Networks has appointed Kirsten Lee as Vice President of Global Channels.

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Comstor is now Inflow Technologies Pvt. Ltd

DIGEST

Further to Inflow’s promoters completing the buyback of all shares owned by Westcon Group in the company, Inflow’s subsidiary Westcon India will be merged with Inflow. With immediate effect the Comstor India operations will be renamed as Cisco BU, a division of Inflow Technologies. Pvt. Ltd. “Accordingly we are pleased to announce the Cisco partnership with Inflow and are excited to be back in the market as a value added Cisco distributor. It is important to note that the core team remains the same and will continue to drive the business,” stated the press release.

Founded in 2005, Inflow Group is a niche player in IT Infrastructure Distribution& Services providing value added distribution in networking, security, storage and AIDC products & services in South Asia with Rs.470 crores in revenue. Inflow has a direct relationship with 41 global technology vendors (including Cisco) and is headquartered in Bangalore with presence in 16 locations and is a leading player in security distribution.

Inflow’s Cisco BU will support partners in their end to end sales life cycle including providing Pre & Post sales technical support, Marcom value adds plus enablement.

COOLER MASTER DELIVERS ‘THE DEVASTATOR’

HUAWEI RELEASES MICRO DC SOLUTION Huawei launched Micro DC at the Gartner ITxpo in Goa held between 21-24 October, 2013.

With the accelerated rate of data being generated in recent times, efficient data storage plays a key role in the functioning of these enterprises. As businesses expand and increasingly refined expertise is required to manage the data generated by these businesses, it becomes necessary for technology to provide convenient, easy-to-use, centralized and time-saving technological solutions to aid their growth. Huawei brings its state of the art modular data center solution, the MicroDC solution, an answer to unmanageable or de-centralized storage woes of enterprise customers announced the press release.

The Huawei MicroDC solution is a technological innovation which is an integrated micro data center that incorporates power supply/distribution devices, cabinets, heat dissipation modules, network devices, servers, security devices, cloud operating systems (OSs), and integrated management software.

NETGEAR to Increase Footprint in India

Cooler Master has launched its new gaming keyboard and mouse combo, The Devastator.

The MS2K mouse’s precision optical sensor allows on-the-fly DPI switching (800/1200/2000) that allows one to quickly switch between precise and rapid movements during heated battles.

The CM Storm Devastator Combo is priced at Rs 3,499/- (MRP) and carries 2 years warranty.

The product is available ex-stock and will be distributed by Acro Engineering Company across India.

SP TOUCH T03 AND FIRMA F80 SP/ Silicon Power presents the latest “2014 Year of the Horse Special Edition” flash drives –Touch T03 and Firma F80.

Silicon Power has re-designed its metallic flash drives –Touch T03 and Firma F80 which depicts the image of horse with extraordinary artistic carving techniques.

The 2014 Year of the Horse Special Edition comes in a multiple selection of storage capacities in which Touch T03 is available for 4GB, 8GB, 16GB and 32GB and Firma F80 is available for 8GB, 16GB and 32GB.

MICROSOFT SCULPT MOBILE KEYBOARD Microsoft has launched the Sculpt Mobile Keyboard, priced at Rs. 3,495.

It comes equipped with Windows 8 hot keys for easy access to settings, search and share functions and support mobility and portability.

The press release emphasized that the Sculpt Mobile Keyboard has the comfort curve layout (pioneered by Microsoft) that follows the natural typing stance of the hands.

It further added that its great for both laptop as well as tablet users, and compatible with Windows PCs and Macs, it is easily portable.

NETGEAR is planning to expand its all India presence by getting into five state capitals and five major cities. As a part of its expansion plan, it proposes to reach out to 10 new locations in India including state capitals like Lucknow, Chandigarh, Bhopal, Raipur, Patna, and important cities like Guwahati, Vijayawada, Cochin, Pune , Nagpur.

Subhodeep Bhattacharya, Regional Director, India & SAARC, NETGEAR, said, “India is a growing market. We realise that our growth will only come if we penetrate into the tier 2 and tier 3 cities and that is where we are trying to show our presence. We are committed to provide proper services to our clients at their doorstep and are therefore focussing on influential channel development.”

LOGITECH Z600 SPEAKERS

Norton Brings ‘Maha Rewards’ Offer for Channel Partners

BITDEFENDER’S NEW PRODUCTS

Norton by Symantec has launched ‘Norton Maha Rewards’, a national programme especially conceptualized for channel partners across India to kick start the festive season.

The Maha Rewards offer entitles any Channel Partner (after registering on the Norton Champs program) to win rewards on the purchase of Norton Consumer Retail Products.

Channel partners, during the program period can purchase products from any of the two Norton Authorized Distributors (Fortune Marketing and Rashi Peripherals) and Norton Premier Partners across the country. This offer is valid for purchases made during the period of October 7, 2013 till May 28, 2014.

Logitech has made latest addition to its range of audio products- Logitech Bluetooth Speakers Z600. The Z600 is a stylishly designed pair of wireless stereo speakers that complement the sleek looks of Mac and Ultrabook computers announced the press release.

The release further announced that these speakers are designed to resemble an object of art using shapes, materials, and colors that meld with the modern living space and complement the look of ultrathin laptops.

Bitdefender has launched new line of products that form-fits to each computer for top speed, clads private data in iron protection and makes the internet a simpler, safer place for users says the press release.

Bitdefender Photon is now released in the Indian market, and its partner Venktron Digital System will distribute the complete range of products.

The release further announced that Bitdefender Safepay, which has efficiently protected online transactions since it was launched a year ago, now keeps sensitive data secure and within easy reach with the power of the New Wallet.

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3.5G USB Dongle

SONIC

Introducing Sonic, your ticket to super fast internet.

Enjoy your favorite songs, access your emails, favorite apps, websites anywhere & on-the-go with Sonic USB Dongle. /zebronics SME CHANNELS 2013

CELL IT 2012

Best Indian Peripheral Brand

Fastest Growing Computer Accessories & Peripherals Brand

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Strontium Holds Channel Partner Meet Strontium Technology hosted its Channel Partner Conference on 25th October 2013 at The Oberoi Hotel, New Delhi. Strontium is a Singapore based flash storage and PC memory manufacturer.

The conference was focused on changes in memory industry and how Strontium is turning market challenges into new opportunities.

“Following the merger of Elpida Memory into Micron Technology and the exit of Tier 2 Taiwan manufacturers, the memory chip industry is moving to Oligopoly which means lower volatility in future,” said Vivian Singh, President and CEO, Strontium Technology.

Strontium showcased its products and technologies during the conference besides presenting its roadmap for the year 2014.” The latest smart phones and tablets need high performing memory cards for capturing, storing and accessing HD videos, pictures, media files, apps and data. Strontium NITRO cards, with 60 to 85Mbps transfer speeds, are ideal solution,” Singh added.

CommScope Broadens Global Partner Program

SOPHOS RELEASES CLOUD-MANAGED SECURITY SOLUTION Sophos has announced a strategy to deliver cloudmanaged security solutions that appeal to organizations seeking a simpler approach to IT security.

Sophos Cloud is an easy to use security service that provides essential protection for today’s advanced threats announced the press release. This first version of Sophos Cloud provides protection at the endpoint.

The release further emphasized that the launch of Sophos Cloud is the first step in the company’s aggressive strategy of cloud-enabling its entire portKris Hagerman, CEO, Sophos folio. In addition, Sophos will continue to innovate and extend its ‘on-prem’ security software, providing IT professionals choice in how to best manage IT security in their environment.

Kris Hagerman, CEO, Sophos, said, “Sophos Cloud is the answer to the constant struggle IT teams face in protecting and securing their enterprises. These IT teams may be as small as a single person, but the constant threats and challenges they face could overwhelm an army.”

“To come to their rescue, we’re thrilled to deliver Sophos Cloud – it will be one of our key strategic priorities as we execute on our vision of being the best in the world at delivering complete and powerful IT security to small and mid-market enterprises and organizations of any size looking to simplify their IT security operations.”

Entering its second year, the extensive CommScope PartnerPRO Network--with more than 2,100 active partners in 87 countries—is expanding to include two new programs offering intelligent building-performance lighting solutions and data center infrastructure management (DCIM).

CommScope partners who want to provide these solutions to their customers can now apply to receive designations as an iTRACS CPIM Accredited Integrator or a Redwood Installation Partner.

Stephen Kowal, VP (Global Partners), CommScope, said, “With quality solutions that now include DCIM and intelligent lighting, our partners can offer their customers new ways to take advantage of an array of benefits that help lower operating costs and gain crucial analytics to plan for the future.”

Trend Micro to Participate in VMware’s

Intelliverse is National Disty for AVer

vForum and VSS events

Intelliverse Telecom, a cloud-based hosted communications provider for enterprises, has signed distribution agreement with AVer Information Inc. a provider of education solutions, security surveillance solutions and video conferencing solutions.

Under the agreement, Intelliverse has become the national distributor, and will provide system-service-application support in India for AVer video conferencing.

The partnership with Aver is in tandem with Intelliverse’s growth strategy of expanding its solutions and commitment to providing customers with industry leading enterprise solutions and services announced the press release. Following this distribution agreement, Intelliverse will be introducing AVer range of High Definition (HD) Video Conferencing solutions to its channel partners, SIs and enterprise customers across all industry verticals.

Trend Micro has declared that it will be participating in VMware’s vForum and VSS events across Asia Pacific to highlight its collaboration with VMware to enable the next evolution of virtualization, the Software Defined Data Center.

Trend Micro is working with VMware to integrate Trend Micro’s Deep Security with VMware NSX, the platform for network virtualization.

Dhanya Thakkar, MD (India & SAARC), Trend Micro, said, “Through the product integration of Trend Micro advanced network security capabilities with VMware’s next generation network virtualization platform, we can help simplify and automate how security is deployed, delivering reliable protection that easily scales to the needs of each customer.”

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Available in 1 User and 3 User box packs with 1 year & 3 year validity

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SNIPPETS

Kaspersky Names VR Infotech as National Disty Kaspersky Lab has appointed VR Infotech as its national distributor for Kaspersky Antivirus 2014 and Kaspersky Pure 3.0 Total Security retail products distribution in India.

VR Infotech has a strong channel network that’s spread across the country and with its expertise in channel business, its team will work closely together with Kaspersky Lab team and hopes to strengthen the market share of Kaspersky Lab in the consumer segment announced the press release.

Maxim Mitrokhin, Director (Operation), Kaspersky Lab, Asia Pacific, said, “With their help, now we can enjoy the position of recognized leader in the segment of consumer antivirus. get a bigger market share. And we are confident that VR Infotech, with their good knowledge of consumer market and wider channel network will help us to reach this ambitious goal.”

ZYXEL UAG4100 UNIFIED ACCESS GATEWAY LAUNCHED ZyXEL Communications has released UAG4100 Unified Access Gateway–a new hospitality gateway which it says delivers best-in-class services and achieves high customer satisfaction for businesses in the hospitality industry.

The UAG4100 supports dual radio frequencies, 2.4GHz and 5GHz, to serve two times of users than legacy Wi-Fi gateways. The design of dual radio automatically switches to 5GHz when 2.4GHz band is fully occupied, and digests traffic flow to avoid unstable data transmission due to the shortage of bandwidth. The UAG4100 also adopts a management platform that can handle up to 300 wired or wireless users simultaneously while prioritizing the bandwidth usage of each account. It ensures Internet connection quality, prevents bandwidth abuse and therefore increases customer satisfaction with better Internet surfing experience.

The UAG4100 Unified Access Gateway helps hospitality businesses confronting the regulatory compliance challenges by recording user account information, MAC addresses, source and destination IPs, etc. for government auditing if requested.

IamSMEofIndia Hosts Women Entrepreneur Summit

3i Infotech Partners With CRMnext

Integrated association of micro, small & medium enterprises of India known as IamSMEofIndia in association with Central Bank of India, conducted a “Women Entrepreneur Summit’’ at India Habitat Centre where in aspiring Women entrepreneurs’ discussed the growing opportunities to make it an individual enterprise from cooperative and household oriented business units.

The summit was moderated by Rajive Chawla, Chairman, IamSMEofIndia and addressed by eminent dignitaries from Govt of India and renowned associations like Dr HP Kumar, Chairman and Managing Director, NSIC, OP Rawat, Secretary, Pubic Sector Enterprises, GOI, Rashmi Singh, CEO, Rastriya Mahila Kosh, B. Mondal, Chief General Manager, Central Bank of India (CBI), and Shashi Singh, Chairperson, Consortium of Woman Entrepreneurs of India (CWEI).

Additionally to strengthen the growth of Women Entrepreneurs and enhance financial support, a Memorandum of Understanding (MOU) was signed between Central Bank of India and CWEI in the presence of IamSMEofIndia. As per the agreement, CWEI will be engaged in promoting growth and development of women owned Enterprises and providing business support to women entrepreneurs.

3i Infotech has partnered with CRMnext to implement CRM solutions in the banking and insurance space.

CRMNext’s leadership in the BFSI vertical and 3i Infotech’s global delivery model has been a driver for this partnership announced the press release.

3i Infotech will also offer implementation and support services for CRMnext in Asia-Pacific, Middle-east, Africa and the Indian sub-continent which accounts for USD 2.5 Billion+ spend on CRM solutions. Going forward this will also be extended to cater the USA and European market.

MAIT- KPMG Proposes Steps to Increase PC Penetration MAIT- KPMG Report titled –“Indian Market Place- IT the unrealized potential” reports that the Indian IT hardware industry can look forward to making a substantial impact by taking some steps. It was unveiled by Dr. Sam Pitroda, Adviser to Prime Minister, Public Information Infrastructure & Innovations, Government of India.

These steps include bringing down the hardware cost by 43% with the help of the Government subsidies, reducing the TCO of a PC and broadband solution (currently estimated to be ~INR 15,650 per annum), providing income tax exemption to individuals against PC purchase, and promote purchase of PCs amongst specific segments like students and less than INR 5 lakh income households etc.

Speaking at the launch of the report, Amar Babu, President, MAIT, said, “This report has identified some of the bottlenecks which are hampering the PC penetration in the country and has proposed the most viable recommendations to overcome them.”

DIGILITE Unveils Three Power Banks DIGILITE has released three new models of power banks: DP-Y-5200 and DP-X-5200 and DP-X-6600.

DP-Y-5200 and DP-X-5200 come with a 5200mAh battery, these models comes in different attractive colors and with charge/ discharge indicator. The third model DP-X-6600, with 6600 mAh battery, has dual USB charging interfaces that allows two devices to be charged simultaneously.

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SNIPPETS

Plextor Claims SSDs Failure Rate is 0.16 % Plextor, developer of high-performance digital storage technology design, gives us a sneak peek inside its state-of-the-art testing laboratory, revealing the secret behind its stable and dependable SSD. The press release announced that Plextor’s stringent testing is done through all the stages right from development till the SSD is packed and dispatched.

Plextor has the firmware development team and hardware engineers that can respond to test results and produce ultra-stable designs, and control quality tightly, which combined with 100% testing gives Plextor SSDs the lowest annual failure rate in the industry, a mere 0.16%.

The release further announced that right from the development stage, the testing takes place at STVC (Storage Validation and Testing Center) a facility that Plextor developed to allow large-scale tests across 400 SSDs simultaneously, using the world’s most advanced control system and exclusive software to check every parameter of an SSD.

Synology Beta Surveillance Station 6.1

Gigabyte Delivers AMD A85X Chipset Mobos Gigabyte has recently launched two Gigabyte FM2 series motherboards, packing the latest AMD A85X chipset, and supporting the trendsetting AMD A10 APUs (Accelerated Processing Units).

The two motherboards, GA-F2A85XM-D3H and GAF2A85XM-DS2, are equipped with a comprehensive range of unique features that offer mainstream PC users the most compelling platform in the market today, besides being ‘must-have’ products for any gaming enthusiast announced the press release.

The new AMD FM2 Series APUs combine up to 4 cores with the latest 7000 series graphics core, offering a balanced, visually enhanced user experience. The APUs are based on the AMD ‘Trinity’ architecture, which so far was used only on high-end Bulldozer processors. So with these new APUs, we are witnessing this technology becoming available on more low-cost processors.

The approximate prices of GA-F2A85XM-D3H and GA-F2A85XM-DS2 are Rs. 7,200 and Rs. 6,800 respectively.

Synology has announced the beta availability of Surveillance Station. “With the latest version of Surveillance Station, we have integrated a wealth of advances to help users achieve efficiency as well as flexibility, and raised the user experience bar higher for the NVR solutions,” said Vic Hsu, CEO, Synology Inc. With the introduction of Surveillance Web Plugin, which is designed to replace Java for Firefox and Chrome on Windows, the loading performance of Surveillance Station has been boosted up to five times announced the press release. Furthermore, Surveillance Web Plugin enables Surveillance Station to show up to 49 channels of simultaneous full HD viewing in 1080p, and allows multiple live-view screens, which enhances administration efficiency and increases the viability of TV wall.

Zebronics’ ‘ZebBlast’ to Reward Partners

Asia Powercom’s Automatic Voltage Regulator

Zebronics will reward its secondary partners – dealers and resellers – under a new program labelled the ‘ZebBlast’, in which partners earn points for their product offtake from the Company.

Timed to celebrate the onset of festivals over the next three months, the scheme covers all Zebronics products and is applicable to members of Zebronics’ channel community across the country announced the press release.

Under the Scheme, partners earn points set to three cut-off levels. On crossing each level, they can get prizes such as tablets, premium smart phones, washing machines, LED TVs and international holidays. At the Gold Level (achieved on reaching 7,000 points), they can take home a Zebpad 7T100 Tablet or a washing machine.

Asia Powercom has launched Automatic Voltage Regulator which provides stable output voltage through 2-boost and buck stabilizer range.

Violent power fluctuations can ruin user’s expensive devices. With this automatic voltage regulator user can protect their laptop motherboards and HDD from erratic voltage fluctuations announced the press release.

This voltage regulator supports wide input voltage range from 120V-300V, giving wide array of options to users The embedded 3 time delay selector protects the precious electronics against any consecutive starts. The Automatic Voltage Regulator can be used with wide array of voltage sensitive equipment like: Laptops, Inkjet Printer, Scanners, LCD/LED TVs, Music Systems, DVD players, and Xbox, Ps2, Kinect.

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Mumbai, Chhattisgarh, Vidharbha, Maharashtra, Goa: 99677 18653; Gujarat: 97250 59195; Delhi, Uttar Pradesh: 99583 72672; Punjab, Chandigarh, Jammu & Kashmir: 97818 33433; Himachal Pradesh, Haryana, Uttarakhand 99100 86976; Madhya Pradesh 99100 86976; Rajasthan 88907 31111; Bihar 90075 45577; Jharkhand 90405 06080; West Bengal 90075 45577, 9748502710; North East 98642 30150; Orissa 90405 06080; Andhra Pradesh 88869 52009; Karnataka 77608 76424; Tamil Nadu 96771 63165; Kerala 98950 99231

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SME TREND

NETAPP

GETTING AGGRESSIVE ON TIER 2 CITIES Accelerating its growth in Tier 2 cities storage vendor NetApp is all set to capture market share in this ever expanding market BY: KARMA NEGI

karma@smechannels.com

S

eeing the growth and the potential that Tier 2 cities offer NetApp is expanding its coverage, strengthening its base and capturing the market share in this

market.

It recently announced its plans to accelerate growth in the Ahmedabad market followed by Chandigarh. With presence already in seven cities— Delhi, Kolkata, Hyderabad, Chennai, Bangalore, Pune and Mumbai— it was from a business presence perspective model that the storage vendor formally entered these two cities and for the next quarter will be focusing on building its business in Ahmedabad and Chandigarh.

NetApp recently made some changes to its channel with the focus more on how partners operate and work with their customers. The earlier channel program was discreet right from the contracting entitlements, enablement to support, the trainings, the go to market funding; everything was unique to particular set of partners. But now it’s all unified.

Explains Krithiwas Neelkanthan, Director (Channel & Alliances for India &SAARC Operations), NetApp, “The role of partners whether they are a value added reseller or distributor or cloud service provider or OEM is transforming; VARs want to get into services, the cloud service providers are partnering with VARs, distributors are expanding their portfolio, SIs are also taking up infrastructure, hence business models are constantly evolving and partners are always looking at new alignments both for their customers as well as principles.”

“So when we analysed this we realized we need

a unified voice to our partners and then differentiate them based on the value additions they do, the skills they bring to us and also the value proposition they have for the customers.”

These changes, he says, is helping by giving them a unified way of looking at the whole partner ecosystem and cross leveraging their strengths. So, today the storage vendor’s Pathway partners are working with its cloud service providers; who are also its regular set of VARs. With an evolving partner landscape NetApp has approximately 110 partners who transact with them. But the number of sustained set of partners, who have all the skills etc., average around 30 who deliver on a sustained model plan.

The small number is parts of its charter to have a fewer set of partners but who are highly enabled, highly differentiated and delivers on the promise to customers. “Ultimately the customers care is very critical,” Neelkanthan emphasizes.

But In the next few years he hopes, depending on the market conditions, to gradually increase that footprint. “This doesn’t mean not transacting with the whole bunch of partners; we will but it also calls for an investment from the partners; and we want to sustain the relationship and go along with them,” says Neelkanthan.

The top three goals for him with the partners, he asserts, are growth, profitability and differentiation. Differentiation, Neelkanthan says, will come with all the services he brings, profitability will also come from the services he provides, and growth is driven by the innovation that it has to offer along with its customers.

Globally, NetApp’s market share is 17% and in India it’s 14%. With the recent efforts in Tier 2

KRITHIWAS NEELKANTHAN, DIRECTOR (CHANNEL & ALLIANCES FOR INDIA &SAARC OPERATIONS), NETAPP

“WE ARE GROWING THE FASTEST IN SME IN TERMS OF NUMBER OF CUSTOMERS.” cities it’s hopeful to be able to reach the rightful market share of 17% in India.

“We are definitely growing in double digit numbers. Why we are bullish that we will gain more market share is because customers are looking at unified storage which we have always been delivering; we have the best unified storage ecosystem. In addition to that we are also seeing tremendous growth in terms of block and file based storage and we are poised to exploit it,” replies Neelkanthan.

Apart from its five big alliance partners like Cisco, Microsoft, VMware, Citrix, and SAP, Redhat, Amazon for AWS services, Netmagic and Tata Communication are part of its pathways ecosystem.

The focus is on NetApp branded products, whereas OEM business is a separate line. A

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NETAPP

separate team runs its OEM business under which NetApp products are rebranded as other brands and sold in the market. Its Branded business includes flash product range.

“For our branded products we have seen success in manufacturing, public sector and telecom and banking and customers are also evolving, they are looking at converged infrastructure, virtualized infrastructure, and that’s where our strength really comes in,” says Neelkanthan.

Its market strategy is based on three important aspects: delivering customer success when they are running on NetApp, ensuring the partners are highly enabled, ensuring that key technologies are well adopted in the market.

To deliver customers’ success the market has been segmented into four accounts: Enterprise, Key, Commercial and Public sector. The enterprise accounts are largely India based global companies; the key accounts include the global accounts as well as India based accounts. Then the commercial set of accounts includes the rest of the market and the govt.

Its commercial business is also largely SME which contributes about 30% to NetApps’s business and the rest comes from enterprise. “We are growing the fastest in SME in terms of number of customers,” informs Neelkanthan.

SME TREND

Finally NetApp also recently outlined its cloud strategy to make storage available and portable regardless of cloud platform based on its Data ONTAP operating system. It’s launching universal data platform also announcing the ability to move data between private public and hybrid clouds.

Giving more insights into the choices of the organisation when it comes to cloud Neelkanthan says, “They are fundamentally looking at their own internal IT; moving to a cloud model first and then looking at a private cloud and then at hybrid clouds and then probably looking at public cloud because at the end of the day all CIOs need to retain control over data so whichever model provides them with the best cost security and data sovereignty model will gravitate towards that.”

He further emphasizes that most of his existing partners are moving towards clouds and even his cloud service providers are acquiring customers.

Even SMBs, he says, have adopted cloud and large enterprises are moving towards cloud hence a transition is happening across the segments.

It already has new partners coming on board for this cloud program like Orange Business Services, and is also talking to few new services providers and is already working with cloud service providers like TCS, Netmagic etc.

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SME CHAT

BILL REILLEY, SENIOR VICE PRESIDENT, SMALL & MEDIUM BUSINESS, MCAFEE

“MAXIMIZING REACH THROUGH PARTNER INVESTMENTS” A large number of SMB companies are knowledge intensive in nature, however one of its key imperative area is data security. SME Channels spoke to Bill Reilley, Senior Vice President, Small and Medium Business, McAfee, to get an insight into the company’s SMB focus in the Indian market and key thrust areas. Excerpts

What is your assessment of India vis-à -vis the global market from security point of view?

When we looked at the worldwide SMB market, we really wanted to explore the opportunities in India. When we look at the growth rates around the world, we quickly get focused on places like India and specifically, when we look at types of companies operating out of the country, be it financial firms, law firms, professional services companies, and other organizations, we observed that by very nature of their business, they deal with confidential information. Hence, we see them as, McAfee’s potential customers from security point of view.

As the biggest standalone security company in the world, we have also observed that the SMB market is growing very fast here in the country; we have also started making investments in the SMB channel and make sure that we do very good enablement of the partner ecosystem along with having localized marketing programs, as India has so many diversified regions. By making investments in the market, we are growing very fast. This high growth makes India a significant marketplace for McAfee.

Since you have recently come on board, what will be your key thrust areas for the India market?

Our first and foremost focus would be towards the channel ecosystem in the country. We always strive to make investments in the channel so that they give best of their services and solutions to the customers. Secondly, when we look at the SMB companies in India, we realize that they are by and large tech savvy in comparison to the companies based out of Western Europe, Australia or for that matter even the US. Still, they want us to be very simple and provide them the security products which keeps them safe from the modern day threat vectors.

Henceforth, every step that we take in the Indian market will be about making sure that we do our part to keep our customers’ business safe so that they can fearlessly indulge in their day-to-day operations. One of the key reasons why I joined McAfee was the immense opportunity there is for us to grow in markets like India where we can duly fulfill our responsibility of protecting them from any kind of malicious intent.

As SMBs really rely on your security solutions, what makes you stand out in terms of securing their environment vis-à-vis the competition?

One of the biggest differentiators for us is that we are the largest standalone security company in

the world that lives in and breathe security. This kind of focus is really important in the face of modern and emerging threats. The second factor, specifically targeted towards SMB segment, is that we make very large investments towards research and development and global threat intelligence so that we can understand what’s all happening in the security domain. We look at 64 billion queries per day to better understand what’s out there in terms of threats.

All these actions require high capital investments but still we try to bring those in the SMB environment in an affordable and predictable way. Small organizations will never be able to afford this kind of investments and this is where we come into the picture and bring scale to these businesses. The interesting thing to note here is that those cyber criminals, who have been traditionally going after big companies, are now increasingly discovering that defenses are lower in smaller firms and they can monetize either credit card or customer information from those companies.

Hence, those small companies are becoming targets of the organized cyber criminals. This is where we bring value to SMB market by protecting them from such cyber criminals. Besides, we take a holistic approach wherein we have a whole series of products that can protect customers from any type of emerging threats.

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billions of people using mobile phones today. We also have products targeted towards this segment and we will continue to make investments in this domain as well.

We are definitely seeing that SaaS, on-premise, or mobility business is increasing a lot but we don’t want to rush with our offerings. Instead, we want to work with our partners and convey the message through them that there is a range of products and solutions catering to each of the requirements and let partners decide what do their customers require; and we are investing very significantly across all these platforms.

“WE HAVE STARTED MAKING INVESTMENTS IN THE SMB CHANNEL AND MAKE SURE THAT WE DO A VERY GOOD ENABLEMENT OF THE PARTNER ECOSYSTEM ALONG WITH HAVING LOCALIZED MARKETING PROGRAMS” India being a price-sensitive market, how competitively are your products priced?

From the India market perspective, pricing is certainly one of the key determinants of buying any product and this is particularly true for the SMB segment. But more than pricing, what’s important for us is to give them flexibility to consume the technology in different ways. For example, we offer them SaaS model that again gives them flexibility to pay-per-use.

Additionally, we also give them a support model which is helpful in the other way. The big differentiator for us is that if anyone buys any product of McAfee, it can be managed from one single management platform which we call e-Policy Orchestrator (EPO).

How much of your product innovation is influenced by concepts like cloud and mobility?

If you look at overall R&D investments, you will see that they are not targeted at a specific device or model. In fact, they are targeted at scenarios that we see customers deploying. A lot of customers want to deploy on-premise products and we are making lot of R&D investments towards this direction. We have a number of SaaS and OnPremise products that are specifically targeted at the small and medium businesses. For example, we have a product called Total Protection where we bring together end point, email, and web. As a business, you want to be protected and look at McAfee to take care of your security piece.

Mobility is another major trend and there are

What are the key growth verticals for McAfee in the Indian market?

Clearly, professional services sector is a huge market for us. Software development companies and law firms are other focus verticals for us. We take a horizontal approach wherein the base line security requirement is common for all. We still have a lot of work left to do across the SMB market landscape.

We have a big SMB customer base in the country with about 6,000 customers on board currently. Our focus in India is also to increase the geographical coverage, wherein we want to increase our penetration in regional cities and expand in tier II and III cities where security investments are going up. Here, we want to further focus on partner ecosystem and their enablement so that it helps in our endeavor of maximizing reach in the country.

What’s your current channel ecosystem in the country taking care of SMB space?

Currently, we have around 1,200 partners on board with us who are catering to the requirements of the ever-growing SMB segment in the country. Partners in combination with our security products are certainly a key to our growth in India – both from the perspective of expansion of footprint as well as growth in market share.

At the same time, making channel engagement simpler is very important to us. When a partner shows interest in McAfee, we treat that as an opportunity to roll red carpet for that partner and make sure that we capture it successfully.

Secondly, partners need one key thing from us i.e. engage with them at technical level to show the value in our offerings. The kind of technical enablement programs that we run shows that it is easier for them to engage with us. If we invest in these areas, then things will definitely fall in place for us.

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SME CHAT

MANOJ KRIPLANI INTERNATIONAL SALES, ASROCK

“INDIA MARKET DYNAMICS ARE DIFFERENT” There has been a slowdown in the overall market demand with the motherboard industry reaching a high level of maturity especially in developed countries.

However, there is still demand in emerging countries like India. Talking to SME Channels Manoj Kriplani, International Sales, ASRock reveals the GTM for India market.

Brief us on AsRock? How long have you been in the India market?

ASRock Inc. was established in 2002, specializing in the field of motherboards. ASRock strives to build up its own brand with the 3C design concepts: Creativity, Consideration and Costeffectiveness. The company explores the limits of motherboard manufacturing while paying attention to eco issues at the same time, developing products with an eco-friendly concept.

ASRock has been operating in the India market for the last 10 years, since 2003.

What are the challenges in this market?

Desktop market is shrinking globally due to popularization of net books and tablets. And in growing economies motherboard market is growing at single digit only. But India still maintains stable growth for motherboards market due to demand from education, governmental and medical sector.

Total market of motherboard in India is over 2.5 million per year excluding OEM. But the recent USD-INR currency fluctuations have impacted the entire imports, badly. Channel is forced to change and revise MOP frequently which disturbs the entire system. Other major challenge is to acquire Intel ICPD MB Transition market share. All brands are after that. Let’s see

who grabs how much.

What has been your product differentiating factor?

Unlike other motherboards, which may seem lifeless and boring with cold hard specifications or marketing gimmicks, we strive to differentiate ASRock motherboards by making them more customized. We will be going deeper into three different routes: the Gaming series will accompany hardcore gamers in endless battles, while the Overclocking series will assist overclockers break world records, and the Extreme series will satisfy the tech savvy. We will also provide a wider selection in price and features, so that everyone can find his/her own motherboard.

What is your India go-to-market strategy?

We are working on different strategies for India market. India market dynamics are completely different in comparison to other markets and size is quite big and has many different layers of sellers till it reaches the end users. So keep in mind we have set up different kind of channel schemes, retail shop programs, online offers and also for end users to enjoy ASRock products.

Service is the backbone of brand image and we always work hard and try to give best of after sales service; we continuously work on giving fastest

and best of services to all end users and answers to each and every query and their feedback so that they not only get the best quality, features, price for the product but also the best of services.

DIGICARE is our 3rd party service for India and well known for its quality of services. We are maintaining very healthy rate of 96% of three days TAT in metropolitan cities and seven days in second and third tier cities. With growing business we will be looking for more options of service in India to make best of services available till C,D,E cities & towns.

You have also entered the industrial PC sector? Tell us more about it terms of strategy and plans for this segment?

Yes. ASRock IPC Division was established in July 2011. Currently, we have successfully expanded our market in North East Asia such as Korea and Japan. For the year 2014, India will be an important target which we will aggressively penetrate since this market is, needless to say, extremely potential with its large population.

Besides, since Intel is out of the motherboard supply field soon, we would promote the most cost effective product in the market in order to take over their current market share. In conclusion, we will focus on promoting the product with the best cost-performance ratio to this market.

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SME CHAT

ADITYA KHEMKA, CEO & DIRECTOR, ADITYA INFOTECH LTD.

“VISION OF SECURE INDIA”

In 2013, Aditya Infotech set another benchmark by selling 3.5 million security equipments in India. Aditya Khemka, CEO & Director, Aditya Infotech Ltd. talks to SME Channels about the plans and commitment.

“WITH AN AIM TO EXPAND BUSINESS IN ASIA MARKET, WE ARE SETTING-UP NEW WORKSTATIONS IN ASIAN COUNTRIES.” Aditya Infotech has gained remarkable positioning in the security industry. Please share some of its milestones & achievements?

‘Think Security Think Aditya’ is the core mantra & belief at Aditya Infotech Ltd. wherein we are committed towards surveillance and security for the Indian subcontinents.

Today, Aditya Infotech Ltd has got distinction of being amongst the top 5 distribution houses in the world; and has got footprints through our nine global offices.

In 2013, we set another benchmark by selling ‘3.5 million’ security equipments in India.

Acclaimed as a ‘light house’ of the surveillance industry, AIL has emerged as a one-stop destination for complete integrated surveillance solution for any need. Name any vertical like government, health, education, hospitality, infrastructure, PSUs, and we are present there.

Aditya Infotech Ltd with its vast portfolio

is catering to every need of system integrators wherein they can deliver value added services & quality integration to their customers. The technical, support & design team at Aditya have been working rigorously to take any integration project to the next level.

Aditya Infotech Ltd. is committed towards the vision of “Secure India”.

Brief us on the overall business activities of Aditya Infotech ?

We started our security business with our focus on video surveillance segment in 2007. Today, Aditya Infotech Ltd is distributing more than 30 world’s renowned brands in surveillance & security segment.

In India, we are working with more than 6000 channel partners & system integrators across 300 cities through our network of 45 branches. With a strong team of more than 600 sales, technical and solution experts and support professionals, AIL

has been continuously setting benchmarks in the Indian security and rising at a stupendous growth.

The vast product knowledge, strong product portfolio, dedicated technology support and design & solution team, backed with a well spread network across India has really given edge to Aditya Infotech Ltd in the country.

What are the distinguishing facts of global market as against the Indian market?

Globally, America and Europe are the biggest market for security and surveillance, however, India is gradually realizing the importance of deploying surveillance solutions due to recent events like terrorist attacks in our country, hence pushing demand of surveillance solutions. City surveillance is one of the most potential segments in Indian surveillance industry as government targets to cover India under surveillance in the next 10-12 years.

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SME CHAT

What are your plans to expand the Company’s position in Asia market?

Globally, security and surveillance industry is seeing huge opportunity. There is great potential in the surveillance industry of Asia region. We are growing stupendously year-after-year and is poised to be the largest security mart in Asia. With an aim to expand business in Asia market, we are setting-up new workstations in Asian countries.

We have already started operations in high potential security markets such as Bangladesh, Hong Kong, Taiwan, Sri Lanka, Philippines, Singapore and Middle East countries like Iran, South Arabia, UAE etc. In addition, we have appointed sales force and team of technical professionals, aiming to meet the demands of the customers and generate new opportunities in the market.

What key technological trends are driving the security industry?

It is observed that surveillance has become a serious concern for SMEs, shops as well as residential complexes, apart from the large companies. The government, in general, has been observed to be the biggest segment in terms of

volume demand. PSUs are also a vertical with significant demand.

In the last few years, technological advancement in video surveillance has helped in shaping the industry. Consistent with the ongoing demand from heightened security needs, the video security market continues to experience a technology transition from relatively passive analogue CCTV video systems to more sophisticated network-based IP video solutions that include integrated analytics.

For video surveillance with an emphasis on detail, megapixels cameras provide much higher resolution and clearer image detail than any traditional security cameras. High Definition CCTV will be a strong trend as its perfect and best-suited solution for wide area surveillance.

Wireless surveillance technology will surely interest end-user industry as it reduces the cost of infrastructure when compared with the traditional trenching and laying of cables. Wireless technology can also be used in temporary video surveillance installations to provide a degree of flexibility that a wired solution just cannot offer.

In these days of austerity, moving cameras when and where you need them is a more attractive option than buying new cameras.

Do you have any training programmes or educational approach for system integrators & channel partners?

Channel empowerment, education & training is key thrust for AIL in future. AIL has put in place, a strong backend team to train the channel partners on new technologies & products.

The product specialists from the respective categories have been hired to spearhead this process. We have been continuously organizing various educational & training programmes for our channel partners and system integrators.

Lot of new players from different domains want to enter into security industry. Hence it very important & crucial that right trainings & guidelines are imparted to them, to set quality benchmarks & standards in place.

Security is the serious business, with long term commitment to service & support.

We want to ensure that channel is imparted the right perspective. Be it solutions/designing/ pre-sales/post- sales/large projects special support, we have now teams nationally, regionally and locally to support and co-work with our partners  

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SME TREND

DELL

EASING THE PROCESS Now-a-days it’s not just about providing solutions but in a simplified manner and Dell is enabling its partners to get in the mould

BY MANALI MISRA

manali@accentinfomedia.com

I

n line with its motive to offer simplified solutions, Dell has enhanced its PartnerDirect Program by announcing the availability of Online Solutions Configurator (OSC) in India. OSC allows partners to create multipart, customized enterprise solutions for their customers in an easy, collaborative and intuitive way.

“The Online Solutions Configurator is integrated with PartnerDirect’s deal registration program and includes preconfigured solutions and training videos and also a choice to create custom solutions as per the specific needs of the end-customers. The tool configures the pricing according to Indian standard of complete customer offerings of Dell’s server, storage, networking and other converged infrastructure offerings,” explains Ajay Kaul, Director & General Manager, Global Commercial Channels, Dell India. The OSC was launched earlier this year in US, Canada, UK and Germany, Netherlands and France.

The OSC tool has been a result of suggestion and feedback from Dell’s partner fraternity and it seems to have been taken well. Kaul confirms that Dell has received a positive feedback from the channel community on the introduction of OSC simply because it eases the sales process overall.

“The OSC is recently introduced in India hence not tried by lot of partners. A few partners who have invested time in testing the tool already have given us great feedback and have high hopes on the tool which they feel will help increase their overall productivity,” says Kaul.

The Online Solutions Configurator is designed

to ease the deal process for the partners and make it simpler for them in every manner possible. “Dell OSC is a self-explanatory and simple tool for our partners. Once they get a hands-on on it they will be able to customize deals themselves without any hassle,” comments Kaul. OSC is available for all Dell Partners. The OSC has been localized so that is easier for the partners to avail it using local language and currency as well.

In yet another endeavor to strengthen its commitment to partner community, Dell GCC conducted its first-ever APJ Partner Summit in China from 4th November to 6th November, 2013. The aim was to bring together the partner fraternity of Asia Pacific and Japan region. With the PartnerDirect program, Dell intends to deliver the “Better Together” commitment to its channel. Starting this November, Dell has also made available four software competencies to all Dell PartnerDirect partners. It is with a motive to provide training against the new competency requirements and learning paths. As of now, the training is in English but by February Dell plans to make it available in few other languages including Japanese, Korean and simplified Chinese.

The following are some of the benefits for the partners: • Configures Dell servers, storage, networking and other converged infrastructure offerings • Access to preconfigured solutions and training videos • Option to create more custom complex IT solutions

AJAY KAUL, DIRECTOR & GENERAL MANAGER, GLOBAL COMMERCIAL CHANNELS, DELL INDIA.

“DELL OSC IS A SELF-EXPLANATORY AND SIMPLE TOOL FOR OUR PARTNERS. ONCE THEY GET A HANDS-ON ON IT THEY WILL BE ABLE TO CUSTOMIZE DEALS THEMSELVES WITHOUT ANY HASSLE.” Finally…

Dell partners have access to all its end-to-end solutions meant for the end-customers. “Whether it is our end-user computing range or our enterprise range they are free to sell any solution they wish and they are capable of. However we encourage our channel community to sell products that they specialize in order to make more effective and profitable deals for their business,” Kaul concludes.

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CANON

SME TREND

A ‘DIGITISED’ FOCUS The information is getting rapidly digitised and not to lag behind in the process, Canon India is embarking on a journey to consolidate its footprint in digitisation.

BY MANALI MISRA

manali@accentinfomedia.com

W

ith its new imageFORUMLA P-201 scanner branded as ‘My Personal Scanner’, Canon intends to replicate its success of the document scanning market in the portable scanning category. In line with its move to consolidate its footprint in digitisation, Canon is outlining a different approach for its channel as well. K Bhaskhar, Senior Director, Office Imaging Solution, Canon India says, “Partners will be slightly different from the existing print partners. We are looking at a multi-level channel. We currently have IT resellers but now we are looking for resellers who also sell financial loans. We might position this product through insurance agents also.” He also informs that Canon is looking for a distribution model.

The Canon B2C segment scores 52% of the revenue while 48% comes from B2B segment. “Since we are more into B2C, we are focusing more on home sales and making it as ‘My personal Scanner’. Hence, the channel side would be different.

We might go for a distribution channel to make sure that region wise distributors are able to reach the home segment,” he adds.

Canon is working with the retail network for the demonstration of the scanner. It foresees the BFSI segment and courier companies as the early adapters of the product. “Since this is the initial phase, people like to have a ‘touch and feel’ of this and then the buying is very high,” Bhaskhar suggests.

The company is quite optimistic for its portable scanner. It is targeting 15 million households so as to enable digital content for homes, over 2 million sales agents and intends to sell 12,500 units

by 2014. “Today, we want to go nation-wide. When customers are buying a phone worth Rs. 20,000, there is scope to buy Rs. 12,000 scanner for their personal use. Initially, we may take slow approach but gradually we would build up on that,” Bhaskhar remarks.

The scanner comes along with CaptureOnTouch, a mobile application for easy scanning on the go. Canon’s CaptureOnTouch Mobile is a free application for smartphones and tablets. It allows users to scan directly to iOS (iPad/iPhone) and Android devices via Wi-Fi network or direct plug-in with USB based tablets. Users can also share documents easily by email or by uploading to their favourite cloud-based applications.

For imageFORUMLA P-201 scanner Canon is working with three levels of people including IT resellers, people selling home loans, insurance and the retail outlets. “We find big scope in retail outlets like mobile stores where not just mobiles are sold but speakers and scanners or anything that can connect to Wi-Fi or Bluetooth. I think in this manner, our visibility will be very high,” he adds.

The portable scanner will be sold on all Canon Image Square stores and retail outlets. Canon will be working with its enterprise sales team and channel partners to ensure deeper penetration of the scanner in smaller markets.

Finally…

Canon has announced that it would celebrate

K BHASKHAR, SENIOR DIRECTOR, OFFICE IMAGING SOLUTION, CANON INDIA

“WHEN CUSTOMERS ARE BUYING A PHONE WORTH RS. 20,000, THERE IS SCOPE TO BUY RS. 12,000 SCANNER FOR THEIR PERSONAL USE.”

‘Digitization Day’ on October 16th. The company intends to consolidate footprint in digitisation space to generate a 100 Crore business by 2014.

However, the start with the imageFORUMLA P-201 scanner which is available at MRP of 11,995 is a little pricey.

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EVENT REPORT

CHANNEL CONNECT & AWARDS 2013

CYBER MAGAZINE CAN NEVER REPLACE A PRINT MAGAZINE Though the digital world draws the attention of the readers towards cyber magazine which is considered as cost effective due to its accessibility around the world still the paper magazine will never lose its shine and SME Channels Magazine is one of them

N

o one can deny the fact that the digital media has outshined the print media due to the evolution of social media and the availability of portable handheld devices as with 6 billion internet connected devices in today’s digital world, the number is expected to reach around 50 billion by 2020. But the importance of print media will continue to exist as it plays a big role not only in marketing and advertising but even consumers prefer to advertise in magazines and newspapers.

The word ‘trustworthy’ associated with the print media is still missing in online media. Besides this, another reason as to why it’s too early to speak on the demise of the print media is the recent trend of application in the mobile devices due to which the relevance of the print medium is gaining ground because they bring out the comparative features and information and disseminate them to the genuine users, buyers and purchasers.

In the last few years, more and more IT magazines

CHANNEL CONNECT &

AWARDS 2013

EMERGING BUSINESS & CHANNEL EMPOWERMENT

have come up with its individual focus but SME Channels is the only magazine which along with products and services emphasizes more on solutions. After the first two successful annual award events, SME Channels organized its 3rd Channels Connect Awards 2013 at Hotel Shangri-La, New Delhi on 13th November 2013. The objective of the event was to recognize the best industry leaders in multiple categories by bestowing them with awards. The event was inaugurated by chief guest Dr. Gulshan Rai, Director General, ICERT (Department of Electronics and Information Technology, Govt. of India) and special guest Dr.Govind, CEO Nixi, Department of Electronics and Information Technology, Govt. of India.

Addressing the gathering at the event, Dr. Rai elucidated, “Though the digital world draws the attention of the readers towards cyber magazine which is considered as cost effective due to its accessibility around the world at any point of time.

But at no point of time, it will be a scenario where

the paper magazine will lose this shine or the cyber magazine will replace the paper magazine.”

Dr. Rai concluded, “Today you find plethora of magazines but SME Channels is the only magazine which focuses on the segmented customers need, so this magazine will exist as they have their own role.”

More than 60 awards were given in various categories. The event witnessed the presence of Anil Jain, MD (APAC, ME, Russia & CIS), Unify Enterprise Communications Pvt. Ltd.; Jai Mulani, CEO, IBT; Saif Khwaja, Sales Director (Middle East, Africa, South Asia), Western Digital; Manoj Grover, Country Marketing Manager (Channel & SMB), HP India Sales Pvt. Ltd.; Ankesh Kumar, Director (Channel Pr oducts & Marketing), Emerson Network Power in India; Rishi Malhotra, Chairman, PCAIT; Mahendra Aggarwal, President, ADCTA; Rizhkant Zha, Director Sales & Marketing Systems Sales Panasonic India; Saket Kapur, General Secretary, PCAIT and Amod

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EVENT REPORT

A View of Esteemed guests at SME Channels Awards 2013 (from left to right) From left to right) Mr. Saket Kapur, General Secretary, PCAIT, Mr. Ankesh Kumar, Director Channel Products & Marketing, Emerson Network Power in India, Mr. Rishi Malhotra, Chairman, PCAIT, Mr. Sanjib Mohapatra, Publisher, SME Channels, Enterprise Channels India, Middle East Africa, Mr. Jai Mulani, CEO, IBT (Dubai), Dr. Gulshan Rai, Director General, ICERT, Department of Electronics and Information Technology, Govt. of India, Mr. Rizhkant Zha, Director, System Sales Division, Panasonic India, Mr. Saif Khwaja, Sales Director, Middle East, Africa, South Asia, Western Digital, Mr. Manoj Grover, Country Marketing Manager - Channel & SMB, HP India Sales Pvt. Ltd., Mr. Anil Jain, Managing Director- APAC, ME, Russia & CIS, Unify Enterprise Communications Pvt. Ltd. and Sanjay Mohapatra, Editor, SME Channels

Mr. Sanjib Mohapatra, Publisher, SME Channels, Enterprise Channels India, Middle East and Africa is welcoming the Chief Guest

Phadke --CEO -Fusionstor Technologies Inc. Sanjay Mohapatra, Editor, SME Channels, welcomed the guests and said, “SME Channels has grown to become a leader in the channel market space. Moreover, the magazine has put efforts in creating awareness around solutions selling of the partners. We have also launched two more publications -Enterprise Channels India and Enterprise Channel MEA - to address the large enterprise market. While the first magazine is being published from India to cater to India market the other one is published from Dubai to cater to Middle East and Africa market.�

Besides leading industry players like VMware, Dell, HP, Konica Minolta, SAP, Panasonic, Epson, Cyberoam, Kaspersky, ComGuard, IBT, D-Link, ZyXel, CtrlS, Fusionstor, Rah Infotech, Cadyce, Zebronics, Digisol, TelExcell and Gigabyte supported the event. Another crucial component of the event was presentations from vendors like Kaspersky, VMware, ComGuard, Panasonic and

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CHANNEL CONNECT & AWARDS 2013

LIGHTINING THE GLORY AT AWARD FUNCTION

(From left to right) Dr. Gulshan Rai, Director General, ICERT, Department of Electronics and Information Technology, Govt. of India giving, lighting the lamp flanked by r. Sanjay Mohapatra, Editor, SME Channels, Mr. Sanjiv Mohapatra, Publisher, SME Channels, Enterprise Channels India, Middle East Africa, Mr. Rishi Malhotra, Chairman, PCAIT, Mr. Ankesh Kumar, Director - Channel

Dr. Gulshan Rai, Director General, ICERT, Department of Electronics and Information Technology, Govt. of India giving inaugural speech

D-Link, which made the event a real infotainment. These companies shared the latest insights of their various products and services and summarized how they are progressing along with the latest trends of the technologies.

Comgaurd Founded in the year 2002, ComGuard started its journey in Dubai and then moved to Africa and came back to India. The company got acquired by Spectrum Group in 2007. With 200 professional skill sets, the company enabled its OEMs and channel partners to expand its business from training to network solutions, mobility and security. Basically the company changed the way OEM, channel partners see themselves in a changing workplace.

ComGuard works with Juniper, EC Council, Kaspersky, etc. and in 2013, the company acquired Bangalore based IT distribution company Converged Solutions.

Areen Naidoo, AVP (Sales & Marketing), ComGuard, said, “We have built up world class training facilities in all the regions and are based out of Middle East, India and Southeast Asia, now we have this facility in Dubai, Mumbai and Singapore. We invested billions of dollars in lab, and are one of the preferred partners of Juniper, channel partners and OEMs; and have dedicated support team, toll free support center based out of India. For our channel partners, we deliver partner loyalty programs, channel incentives, partner’s training

Products & Marketing at Emerson Network Power in India, Mr. Saket Kapur, General Secretary, PCAIT, Mr. Rizhkant Zha, Director, System Sales Division, Panasonic India

programs and certifications.”

He added, “We are one of the few distributors with an in-house marketing development initiative to ensure that our channels get the right set of information which they can take to the customers, and this would not be possible without a pre-sale or post-sale support.”

D-Link India D-Link Corporation was formed in the year 1986. Since then the company has been focusing on innovations of products and technologies and how to present it to the customers in a simple way because the company believes that technology and innovations are part and parcel of day to day life. Globally, D-Link has offices in 67 countries, warehouses in 15 countries, 189 sales offices with employee strength of 3000.

Headquartered in Mumbai, D-Link India was incorporated in the year 1995 as a joint venture with D-Link Corporation worldwide. The company has presence in almost 17 cities across India. With two national distributors, 85 business distributors, 500 plus VADs and 2000 plus resellers, the company has presence across all the states in India.

Sanjay Soni, AVP, D-link India, said, “In 2009, when the world witnessed financial crisis, D-Link achieved a number of 1 billion US dollar in the year 2009.

65% of our revenue comes from the emerging markets in the APAC region and India contributes around 7%-8% of

Mr. Anil Jain, Managing Director- APAC, ME, Russia & CIS, Unify Enterprise Communications Pvt. Ltd. is lighting the lamp

Mr. Saif Khwaja, Sales Director, Middle East, Africa, South Asia, Western Digital is lighting the lamp

Mr. Jai Mulani, CEO, IBT is lighting the lamp

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EVENT REPORT

Sanjay Mohapatra, Editor, SME Channels welcoming the guests

Mr. Aren Naidu, AVP, Sales & Marketing, Comguard is giving presentation

Mr. Sanjay Soni, AVP, D-link India is gving presentation

Mr. Pranav Bhayani, Technical Support Head, Kaspersky Lab South Asia giving presentation

Mr. Priye Choudhary, Marketing Manager, Printer Division, Panasonic India is giving presentation

Ramandeep Sing, Partner Business Manager, VMware is giving presentation

the global revenues. In terms of product, the wireless range continues to be our flagship product as they contribute 37% of our overall revenues followed up by the switch and broadband products.

We continue to be No.1 in the wireless segment, have 33% worldwide market share in standalone access points, in switches we are No.3, in the enterprise Ethernet switches market we have 16.5% market share followed by Cisco and HP. Besides, D-Link has its core values based on three aspects: innovation, execution and heritage.”

Traditionally, D-Link has been very strong in SMB segment but gradually the company found very strong space in the enterprise market as well. With the intent to become front runner in the wireless LAN and switching market, D-Link acquired 32.8% market share in switches and almost 40% market share in wireless LAN segment.

maintaining the trust and improving the business efficiency for the customer.”

Now-a-days, mobility is becoming buzz word so one needs to have anti-malware protection to secure mobile devices, Kaspersky came up with all these solutions. Joshi averred, “SMEs do not have a very large IT team so they need efficient solutions which can create license management, remote tools, software management. It is necessary to give customers a blueprint of how all of these can be managed so that even if they do not have a large IT team, they could still have a solution and a solution provider which could help them achieve these goals.”

He added, “Now most of our resellers have been engaged and enabled with virtualization, but securing the virtualization platform has become necessary, there are solutions which are of different nature because the solution available in the standalone machine is different from a virtualized system, there are solutions, so you need to again scale up and go back to our customers, single manageability is the key mantra and we have designs and solutions which could give you single manageability which could control all your policies sitting at one place. Our solutions have been approved by almost 80 OEMs.”

plus expatriate. Basically, the company is a manufacturer, manufacturing more than 11 thousand products from cosmetics to bicycles to cameras to IT products.

Priye Ranjan Choudhary, Marketing Manager (Printer Division), Panasonic India, said, “Overall Panasonic is strengthening it OEM and B2B business very firmly. I want to focus on MFP; we have range from 18 ppm to 32 ppm which we offer to our partners and customers. Five years back, we were selling 12 thousand printers a year but in the last financial year, we crossed 1 lakh printers in this segment, and the major contributor has been the IT channel—60% from IT and 40% from Office Automation channel products.”

He added, “In one year, we have introduced more than eight new models focused on Office Automation segment which helped us to grow around 15,000 to 1 lakh plus units. Last month, we introduced the refill toners which will help in two ways: bringing down the cost per page for the customers and contributing to eco factors for the end customers. The refill toner is available at a price of Rs. 450 and from December onwards we would be introducing genuine refill toners in different sizes for across all the ranges which we have for IT segment and Office Automation segment.”

Panasonic

VMware

Panasonic was established in India in the year 2008, now the company has 31 branches, 28 warehouses and more than thousand staff and 50

Founded Founded in the year, 1998, VMware pioneered in X86 virtualization market which changed the landscape for desktop and server

Kaspersky Today’s latest technology terminologies like Mobility, Virtualization, Cloud Computing and cyber security create confusion among customers’ mind, so here comes the role of channel partners who solve the perplexity of the customers by giving them the right guidance.

Channel partners need to sharpen the skill sets so that they can tell customers about the solutions which can optimize and secure their operations, increase productivity and efficiencies. Ajay Kumar Joshi, Kaspersky, said, “The world is changing very fast and the channel is the backbone in terms of

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Booth of Cadyce

CHANNEL CONNECT & AWARDS 2013

Booth of Panasonic

Booth of D-Link

PRODUCT DISPLAY AREA FOR DIFFERENT VENDORS Booth of Digisol

Booth of Zebronics

Booth of Konica Minolta

Booth of Epson

Booth of Kaspersky

Booth of Gigabyte

Booth of RAH Infotech

Presence of TelExcell

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CHANNEL CONNECT & AWARDS 2013

EVENT REPORT

PA RT N E R S

Mr.Sanjib Mohapatra, Publisher, SME Channels, Enterprise Channels and Enterprise Channels India, Middle East and Africa is giving vote of thanks

P R PA RT N E R S

EV E N T M A N AG E D BY

O RGA N I S E D BY

I N FO M E DIA

Mr. Gautam Shah, Director, Cadyce, is giving away prize to the winner of the lucky draw.

computing. The company began the journey by virtualizing the server first and then gradually progressed to the business critical applications. Now VMware has 500 thousand plus customers worldwide and these customers belong to Fortune 100 customer globally.

The company launched the latest Software Defined Data Center which is the extended form of virtualization across the entire data center including the storage, network and security. Besides, VMware follows a very simple approach ‘Abstract Pool Automate’ which allows consolidating multiple numbers of servers into consolidation mode.

Ramandeep Singh, Partner Business Manager, VMware, said, “We have a kind of service where the customers who have been using full IT as a service, were saving almost 27% of the IT budget and had a revenue growth of 22%; hence these are the services which are available with us. VMware has remained true to its primary vision of empowering people and organizations by radically simplifying IT through virtualization software. VMware has continued to lead virtualization market having a strong partner eco system, we have closed to about 55 partners worldwide.”

Mr. Nachiket Nilekar, Director-Sales, Cadyce is giving away the early bird Reward

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CHANNEL CONNECT & AWARDS 2013

AWARDE E DR.GULSHAN RAI, DIRECTOR GENERAL, ICERT, DEPARTMENT OF ELECTRONICS AND INFORMATION TECHNOLOGY, GOVT. OF INDIA GIVING THE AWARD OF BEST INFRASTRUCTURE SOLUTIONS PROVIDER TO HEWLETT PACKARD INDIA SALES

DR.GULSHAN RAI, DIRECTOR GENERAL, ICERT, DEPARTMENT OF ELECTRONICS AND INFORMATION TECHNOLOGY, GOVT. OF INDIA GIVING THE AWARD OF BEST NON- X86 SERVER VENDORS TO IBM INDIA PVT. LTD.

DR.GULSHAN RAI, DIRECTOR GENERAL, ICERT, IS GIVING THE AWARD OF BEST X86 SERVERS BRAND TO HEWLETT PACKARD INDIA SALES PVT. LTD.

DR.GULSHAN RAI GIVING THE AWARD OF BEST VIRTUAL PC BRAND TO RDP WORKSTATIONS PVT. LTD.

DR.GULSHAN RAI, DIRECTOR GENERAL, ICERT, DEPARTMENT OF ELECTRONICS AND INFORMATION TECHNOLOGY, GOVT. OF INDIA GIVING THE BEST A3 PRINTERS BRAND AWARD TO KONICA MINOLTA BUSINESS SOLUTIONS INDIA PVT. LTD.

DR.GULSHAN RAI, DIRECTOR GENERAL, ICERT, DEPARTMENT OF ELECTRONICS AND INFORMATION TECHNOLOGY, GOVT. OF INDIA GIVING THE AWARD OF BEST INKJET PRINTER BRAND TO HEWLETT PACKARD INDIA SALES PVT. LTD.

MR. MAHENDRA AGARWAL, PRESIDENT, ADCTA, GIVING THE AWARD OF BEST ENTERPRISE APPLICATION AWARD TO SAP INDIA PVT. LTD.

MR. SANJIB MOHAPATRA, PUBLISHER, SME CHANNELS GIVING AWAY THE BEST UNIFIED COMMUNICATIONS BRAND AWARD TO UNIFY

MR. SANJIB MOHAPATRA, PUBLISHER, SME CHANNELS AND ENTERPRISE CHANNELS INDIA AND MIDDLE EAST AFRICA GIVING AWAY THE BEST NETWORKING SOLUTIONS BRAND AWARD TO CISCO SYSTEMS INDIA PVT.LTD

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EVENT REPORT

E ES 2013 DR.GULSHAN RAI, DIRECTOR GENERAL, ICERT, DEPARTMENT OF ELECTRONICS AND INFORMATION TECHNOLOGY, GOVT. OF INDIA IS GIVING AWAY THE BEST NETWORK STORAGE VENDOR AWARD TO EMC CORPORATION

DR.GULSHAN RAI, DIRECTOR GENERAL, ICERT, DEPARTMENT OF ELECTRONICS AND INFORMATION TECHNOLOGY, GOVT. OF INDIA IS GIVING THE AWARD OF BEST PC BRAND TO HEWLETT PACKARD INDIA SALES PVT. LTD.

DR.GULSHAN RAI, DIRECTOR GENERAL, ICERT, DEPARTMENT OF ELECTRONICS AND INFORMATION TECHNOLOGY, GOVT. OF INDIA IS GIVING AWAY THE BEST NOTEBOOK BRAND TO DELL INDIA PVT. LTD.

DR.GULSHAN RAI, DIRECTOR GENERAL, ICERT, DEPARTMENT OF ELECTRONICS AND INFORMATION TECHNOLOGY, GOVT. OF INDIA GIVING THE AWARD OF BEST LASER PRINTER BRAND TO HEWLETT PACKARD INDIA SALES PVT. LTD.

MR. SANJIB MOHAPATRA, PUBLISHER, SME CHANNELS AND ENTERPRISE CHANNELS, INDIA MIDDLE EAST AND AFRICA GIVING THE AWARD OF BEST MFD BRAND - HEWLETT PACKARD INDIA SALES PVT. LTD.

MR. SANJIB MOHAPATRA, PUBLISHER, SME CHANNELS AND ENTERPRISE CHANNELS, INDIA MIDDLE EAST AND AFRICA GIVING THE AWARD OF BEST POS PRINTER BRAND TO EPSON INDIA PVT. LTD.

MR. RISHI MALHOTRA, CHAIRMAN, PCAIT, IS GIVING AWAY THE BEST VIRTUALIZATION SOLUTION PROVIDER AWARD TO VMWARE SOFTWARE INDIA PVT. LTD.

RK MALHOTRA, CHAIRMAN, PICAIT IS GIVING THE AWARD OF BEST ENTERPRISE SECURITY VENDOR TO CHECK POINT SOFTWARE TECHNOLOGIES LTD

MR. RISHI MALHOTRA, CHAIRMAN, PCAIT IS GIVING AWAY THE AWARD OF BEST DATACENTRE TO CTRLS DATACENTRES LTD.

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CHANNEL CONNECT & AWARDS 2013

MR. RISHI MALHOTRA, CHAIRMAN, PCAIT GIVING AWAY THE AWARD OF BEST UTM VENDOR TO CYBEROAM TECHNOLOGIES PVT. LTD.

MR. JAI MULANI, CEO, IBT (DUBAI) GIVING AWAY THE AWARD OF BEST SECURITY AND SURVEILLANCE BRAND TO TYCO SECURITY PRODUCTS

MR. JAI MULANI, CEO, IBT (DUBAI) GIVING AWAY THE BEST BUSINESS SECURITY SOLUTION BRAND AWARD TO KASPERSKY LAB INDIA

MR. JAI MULANI, CEO, IBT (DUBAI) GIVING AWAY THE BEST UPS BRAND TO EMERSON NETWORK POWER INDIA PVT. LTD.

MR. JAI MULANI, CEO, IBT (DUBAI) GIVING AWAY THE AWARD OF BEST GEPON SOLUTION PROVIDER TO ZYXEL TECHNOLOGY INDIA PVT. LTD.

MR. SAIF KHWAJA, SALES DIRECTOR, MIDDLE EAST, AFRICA, SOUTH ASIA, WESTERN DIGITAL GIVING AWAY THE BEST TRAINING AND SERVICE PROVIDER COMPANY TO SPECTRUM TRAINING

MR. SAIF KHWAJA, SALES DIRECTOR, MIDDLE EAST, AFRICA, SOUTH ASIA, WESTERN DIGITAL GIVING AWAY THE AWARD OF BEST PROJECTOR BRAND - EPSON INDIA PVT. LTD

MR. SAIF KHWAJA, SALES DIRECTOR, MIDDLE EAST, AFRICA, SOUTH ASIA, WESTERN DIGITAL GIVING AWAY THE AWARD OF BEST SCANNER BRAND TO EPSON INDIA PVT. LTD.

MR. SAIF KHWAJA, SALES DIRECTOR, MIDDLE EAST, AFRICA, SOUTH ASIA, WESTERN DIGITAL GIVING AWAY THE AWARD OF BEST MOTHERBOARD BRAND TO GIGABYTE TECHNOLOGY INDIA PVT. LTD.

MR. SAIF KHWAJA, SALES DIRECTOR, MIDDLE EAST, AFRICA, SOUTH ASIA, WESTERN DIGITAL IS GIVING AWAY THE AWARD OF THE BEST INDIAN PERIPHERAL BRAND AWARD TO ZEBRONICS

AVID AUDIENCE

SENIOR MEMBERS OF THE INDUSTRY

44 SME CHANNELS NOVEMBER 2013

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CHANNEL CONNECT & AWARDS 2013

MR. ANIL JAIN, MANAGING DIRECTOR- APAC, ME, RUSSIA & CIS, UNIFY ENTERPRISE COMMUNICATIONS PVT. LTD. GIVING AWAY AWARD TO AVNET TECHNOLOGY SOLUTIONS (INDIA) PVT. LTD.

MR. RIZHKANT ZHA, DIRECTOR, SYSTEM SALES DIVISION, PANASONIC INDIA. IS GIVING AWAY THE TOP VAD AWARD TO TEXONIC INSTRUMENTS

INFLOW TECHNOLOGIES PVT. LTD. IS RECEIVING AWARD OF TOP VAD FROM MR. RIZHKANT ZHA, DIRECTOR, SYSTEM SALES DIVISION, PANASONIC INDIA.

TOP VAD 2012-13

EVENT REPORT

MR. RIZHKANT ZHA, DIRECTOR, SYSTEM SALES DIVISION, PANASONIC INDIA. GIVING AWAY THE TOP VAD AWARD TO RAH INFOTECH PVT. LTD.

MR. RIZHKANT ZHA, DIRECTOR, SYSTEM SALES DIVISION, PANASONIC INDIA. IS GIVING AWAY THE TOP VAD AWARD TO RAH INFOTECH PVT. LTD.

AVNET TECHNOLOGY SOLUTIONS (INDIA) PVT. LTD COMGUARD NETWORKS PVT. LTD NEOTERIC INFOMATIQUE LTD INFLOW TECHNOLOGIES PVT. LTD M TECH SOLUTIONS (INDIA) PVT. LTD TEXONIC INSTRUMENTS RAH INFOTECH PVT. LTD

MR. RIZHKANT ZHA, DIRECTOR, SYSTEM SALES DIVISION, PANASONIC INDIA GIVING AWAY THE TOP VAD AWARD TO M TECH SOLUTIONS (INDIA) PVT. LTD. AS

A VIEW OF THE AUDIENCE

MR. ANIL JAIN, MANAGING DIRECTOR- APAC, ME, RUSSIA & CIS, UNIFY ENTERPRISE COMMUNICATIONS PVT. LTD. GIVING THE AWARD OF TOP VAD TO NEOTERIC INFOMATIQUE LTD.

SENIOR MEMBERS OF THE INDUSTRY

MR. ANIL JAIN, MANAGING DIRECTOR- APAC, ME, RUSSIA & CIS, UNIFY ENTERPRISE COMMUNICATIONS PVT. LTD. IS GIVING COMGUARD INFOSOL PVT. LTD. THE TOP VAD AWARD.

SME CHANNELS 45 NOVEMBER 2013

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EVENT REPORT

CHANNEL CONNECT & AWARDS 2013

MR. MANOJ GROVER, COUNTRY MARKETING MANAGER - CHANNEL & SMB, HP INDIA SALES PVT. LTD. IS GIVING AWAY THE AWARD OF TOP ICT SOLUTION PROVIDER TO GOIP GLOBAL SERVICES PVT. LTD.

MR. MANOJ GROVER, COUNTRY MARKETING MANAGER - CHANNEL & SMB, HP INDIA SALES PVT. LTD. IS GIVING THE TOP ICT SOLUTION PROVIDER AWARD TO TARGUS TECHNOLOGIES PVT. LTD.

MR. MANOJ GROVER, COUNTRY MARKETING MANAGER - CHANNEL & SMB, HP INDIA SALES PVT. LTD.IS GIVING AWAY AWARD TO PC SOLUTIONS IN TOP ICT SOLUTIONS PROVIDER CATEGORY

TOP ICT SOLUTION PROVIDER 2012-2013 MR. ANKESH KUMAR, DIRECTOR - CHANNEL PRODUCTS & MARKETING AT EMERSON NETWORK POWER IN INDIA IS GIVING AWAY THE AWARD OF TOP ICT SOLUTION PROVIDER TO GREEN VISION PVT. LTD

MR. ANKESH KUMAR, DIRECTOR - CHANNEL PRODUCTS & MARKETING AT EMERSON NETWORK POWER, INDIA IS GIVING AWAY THE TOP ICT SOLUTION AWARD TO QUANTM NET TECHNOLOGIES LTD.

MR. ANKESH KUMAR, DIRECTOR - CHANNEL PRODUCTS & MARKETING AT EMERSON NETWORK POWER IN INDIA. IS GIVING AWAY AWARD TO TELEXCELL INFORMATION SYSTEMS LTD. IN THE TOP ICT SOLTION PROVIDER CATEGORY

MR. ANKESH KUMAR, DIRECTOR - CHANNEL PRODUCTS & MARKETING AT EMERSON NETWORK POWER, INDIA IS GIVING AWAY THE TOP ICT SOLUTION AWARD TO EMARSON COMPUTERS

MR. ANKESH KUMAR, DIRECTOR - CHANNEL PRODUCTS & MARKETING AT EMERSON NETWORK POWER, INDIA IS GIVING AWAY THE TOP ICT SOLUTION AWARD TO VELOCIS SYSTEM PVT. LTD

GUESTS FROM DUBAI

MR. ANKESH KUMAR, DIRECTOR - CHANNEL PRODUCTS & MARKETING AT EMERSON NETWORK POWER IN INDIA. GIVING AWAY THE AWARD TO PROGRESSION INFONET PVT. LTD. IN THE TOP ICT SOLTION PROVIDER CATEGORY

MR. SANJIB IS WITH THE MD AND CEO OF AMFAH INDIA MR. MANSOOR ALI

46 SME CHANNELS NOVEMBER 2013

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EVENT REPORT

CHANNEL CONNECT & AWARDS 2013

EDITOR CHOICE AWARDS 2012-2013 DELTA AMPLON IN IS RECEIVING THE AWARD OF EDITOR’S CHOICE FOR

MR. SANJAY MOHAPATRA, EDITOR, SME CHANNELS IS GIVING AWARD

MOST INNOVATIVE AND ENERGY EFFICIENT PRODUCT FROM SANJAY

OF EDITORIAL CHOICE AWARD TO IBT

MOHAPATRA, EDITOR, SME CHANNELS

TEAM KASPERSKY

A VIEW OF THE DINNER

MR. SAKET KAPUR, GENERAL SECRETARY, PCAIT AND MR. RISHI MALHOTRA, CHAIRMAN, PCAIT DISCUSSING SOME IMPORTANT POINTS

ALONG WITH GUESTS, MR. SANJIB

TEAM D-LINK

TEAM SME CHANNELS

GROUP PHOTOGRAPH OF SME CHANNELS AWARDS 2013 WINNERS

SME CHANNELS 47 NOVEMBER 2013

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EVENT REPORT

CHANNEL CONNECT & AWARDS 2013

MR. SAKET KAPUR, GENERAL SECRETARY, PCAIT IS GIVING THE AWARD OF INNOVATIVE PRODUCT TO PANASONIC KX –MB1500 LASER A4 MFP

MR. SAKET KAPUR, GENERAL SECRETARY, PCAIT IS GIVING AWAY THE INNOVATIVE PRODUCT AWARD TO TREND MICRO TITANIUM MAXIMUM SECURITY 6.0

MR. SAKET KAPUR, GENERAL SECRETARY, PCAIT IS GIVING AWAY THE AWARD OF TOP INNOVATIVE PRODUCT TO D-LINK ALL-IN-ONE MOBILE COMPANION DIR-505

MR. SAKET KAPUR, GENERAL SECRETARY, PCAIT IS GIVING AWAY THE AWARD TO RICOH SP 100 SERIES PRINTER IN THE INNOVATIVE PRODUCT CATEGORY

MR. SANJIB MOHAPATRA, PUBLISHER, SME CHANNELS IS GIVING AWAY THE AWARD OF TOP INNOVATIVE PRODUCT TO WD RED HDD

MR. MAHENDRA AGGARWAL, PRESIDENT, ADCTA IS GIVING AWAY THE INNOVATIVE PRODUCT AWARD TO KINGSTON SSDNOW KC300

MR. MAHENDRA AGGARWAL, PRESIDENT, ADCTA IS GIVING AWAY THE INNOVATIVE PRODUCT AWARD TO FUJITSU SCANSNAPIX500 DESKTOP SCANNER

MR. MAHENDRA AGGARWAL, PRESIDENT, ADCTA IS GIVING THE INNOVATIVE PRODUCT AWARD TO FUSIONSTOR INOVA 400 UNIFIED STORAGE

MR. MAHENDRA AGGARWAL, PRESIDENT, ADCTA IS GIVING THE INNOVATIVE PRODUCT AWARD TO DIGISOL DG-NS5004 “CLOUD VAULT”

MR. MAHENDRA AGGARWAL, PRESIDENT, ADCTA AND MR. SHYAM MODI, CHAIRMAN, ADCTA IS GIVING THE AWARD OF INNOVATIVE PRODUCT TO EPSON M 200

MR. MAHENDRA AGGARWAL, PRESIDENT, ADCTA AND MR. SHYAM MODI, CHAIRMAN, ADCTA IS GIVING THE AWARD OF INNOVATIVE PRODUCT TO DELL XPS 12 CONVERTIBLE

TOP INNOVATIVE PRODUCT CATEGORY 2012-13

48 SME CHANNELS NOVEMBER 2013

SME CHAT

SUNIL PILLAI, CO-FOUNDER AND MD, IVALUE INFOSOLUTIONS

“POISED TO POST 100%+ GROWTH RATE” In a short span value added distributor iValue has created a name for itself. Sunil Pillai, Co-Founder and MD, iValue InfoSolutions in a chat with SME Channels talks about the opportunities in the market.

iValue was incepted in 2008, how has been the journey so far?

The journey has been exhilarating as iValue has been growing at five times the market growth rates during the last five years.

You have been doing pretty well as VAD what do you attribute this success to? iValue has adopted and evolved with the changing needs of the market, which has been the key factor for our continued success, despite market challenges.

What is your assessment of the present market and where do you see the opportunities?

The market continues to offer abundant opportunities for players who are willing to understand business & IT needs and address them effectively and efficiently. We see strong demand from data center consolidation, refresh and upgrade needs across BFSI & eGovernance vertical, business project lead initiatives across Manufacturing vertical and Infrastructure needs at hospitality and education verticals for our data, network and application protection & management offerings.

Geometric growth of data driven by unstructured data has been strongly driving data management solutions across size and vertical.

In these tough economic times how do you ensure profitability for yourself and the channel partners?

Our go-to-market is based around product life cycle methodology and customer life cycle adoption framework. We adopt a customer centric market development approach for the niche offerings and partner lead approach for the popular offerings. Mix of niche and popular offerings help our partners maximize profitable growth.

The Customer Life Cycle framework helps us address the right customer for the right offering at the right time through our profiled customer base of 7000+. This structured and focused business development approach along with a balanced portfolio ensures profitable growth for all.

offerings selling concept, creating traction, enrolling and empowering right partners and winning together at corporate segments. Vertical focused teams work at pre-RFP stage with consultants and customers and then engage NSI partners on project business comprising multiple solutions mainly around DC needs. We have BFSI and government vertical focus teams at iValue.

Channel focused teams work primarily to create focused and empowered partners for the popular offerings. They work along with partner front end teams at customers to jointly develop business.

Solution focused team work both at customer and focused channel to create traction for specific niche offerings.

Marketing team constantly works in the background to create awareness, establish brand, generates interest, communicate business benefits, run channel reward programs, etc. iValue overseas CXO events under the brand iStorm and partner owner events under iRishtey brand have set new benchmarks for events in the IT industry.

This approach has helped us engage local, regional and national partners for addressing SMB, corporate, enterprise and large accounts.

What is your go to market strategy for the India market? iValue has customer, vertical, channel and solution focused teams along with marketing teams.

Customer focused teams work primarily on niche

What kind of revenue are you looking at this fiscal?

We have already crossed last year revenues during first half of the year and are poised to post 100%+ growth rate yet again.

What kind of channel model do you follow in India?

Our approach has been to align specific offerings to each partner based on their portfolio and customer type. We build a focused partner network across the country for each of our OEM’s with a win-win approach.

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SME TREND

AWS

RE-INVENTING THE GAME No doubt, Amazon Web Services has redefined the cloud. Today, it has the biggest share in the public cloud pie but others too are fast catching up.

BY MANALI MISRA

manali@accentinfomedia.com

A

mazon’s journey from a retailer to expanding beyond books, surviving the dot com bubble, finding new opportunities to becoming the leading provider of cloud services through Amazon Web services has been amazing. The sagaciousness it has shown with the changing business landscape and the business models built around it, is nothing less than exceptional. In seven years, Amazon Web Services has achieved where others have failed; redefining the way cloud computing is being consumed— by renting and not buying.

AWS dominates cloud computing and as per Gartner’s new report AWS offers five times the utilized compute capacity of the other 14 cloud providers in the Gartner Magic Quadrant. Its latest success is the $600 cloud services contract bagged from Central Intelligence Agency US. As per IDC the public cloud services had a market size of $40 billion last year and as per Forrester Research estimates Amazon has a roughly 70% share of the slice of public-cloud market for renting computing capacity and data crunching.

Terry Wise, Director Global Alliances & Channels, Amazon Web Services attributes this success to its ‘customer driven approach’. “First and foremost the focus is on the customer; we are majorly focused on listening to customers in terms of what they want, what their pain points are, building services and innovation to meet the specific needs of them.”

In addition to this, he adds their focus on driving economies of scale by lowering the internal costs and returning the cost savings to their cus-

tomers in the form of lower prices.

The enterprise and government are some of the fastest growing market segment for AWS in the last couple of years. It started with mid-market which Wise asserts is still a terrific business for them and still continues to invest heavily here but lately its the enterprise and public sector which are seeing an accelerated growth.

India constitutes one of the most important markets for AWS and is investing significantly in the India market informs Wise.

Last year, Amazon revamped its partner program or Amazon Partner Network to enable enterprises to generate additional revenue stream.

And at the recently held AWS re:invent held in Las Vegas, it also announced new program solutions competencies and partner benefits.

“Channel is important to AWS hence we invest to bring products and solutions to our partners... as well as consultant partners (or SIs) who are very critical when it comes to providing products and solutions. Channel partner is incredibly important for the success of our partners and in this business we invest very heavily,” adds Wise.

He informs they have two primary types of partners—technology partners and independent software vendors—who bring their product to AWS like Ramco which brings software as a service hosted model and consultant partners (who tend to be SIs and some are also its channel partners) who provide value added solutions on top of AWS in the form of professional services to support things like managed services.

While the channel strategy for India remains

the same as globally AWS recruits and enables partners who provide value on top of that device anything from managed services to backup archives to hosted share point to enterprise application web application etc. “... we invest in enabling them in their technical resources, getting them up and running with their solutions and if they qualify they can join our channel program which provides a variety of different incentives for them to resell our services into their customer base,” says Wise.

Without quantifying the numbers Wise says they have hundreds of partners in India and has been working with India partners for the last six years which he says has grown very quickly. “We have some of the biggest partners in the market and smaller ones too. We are very excited about not only the growth of the partner ecosystem in India but also the growth of the customer base that we are serving together.”

Talking about the opportunities for the partners Wise says as more value partners get added on AWS the more revenue opportunity there is. “Some only provide managed services that is managing the AWS services account management; monitoring is definitely a revenue opportunity here. If you go little bit higher in the stack in the application management that’s more value added.”

AWS has put in place people specifically focused on enabling and managing the partners; it has also invested significant amount to make sure that they have the skills to succeed to go to market programs to build pipeline and lead generation,

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AWS

SME TREND

TERRY WISE, DIRECTOR GLOBAL ALLIANCES & CHANNELS, AMAZON WEB SERVICES

“WE ARE MAJORLY FOCUSED ON LISTENING TO CUSTOMERS IN TERMS OF WHAT THEY WANT.”

help the partner close businesses, technical support etc.

“It’s not the market share we are focussed on but on the customers,” Wise adds.

AWS has also been working with many startups. The AWS Activate enables startups to easily and quickly use AWS platform to grow their businesses. Besides its AWS Global Startup challenge has been running for the last six years.

“We have been doing some unique things for a long period of time to support the start-up market place. AWS activate is another kind of next evolution of that effort as well,” says Wise.

He adds that Start-up is a market where they

have been investing quite heavily in which has also shown good results. “It’s a significant business for us and we don’t bring our revenue numbers, but we have a very healthy start-up business globally. We invest quite heavily to help start-ups be successful and our platform is a big part of that success; they don’t have to invest capital in infrastructure instead can use it somewhere else,” Wise adds.

It’s said that when it comes to SLAs AWS lags, however Wise counters, “Security and operational excellence are the two things we invest the most in before we invest in anything else and our operational track record is quite strong over the years.

When we talk to large customers they look at our operational track record which is better than what they have been able to produce on their own. So we are quite confident in our services and I think the track record speaks for itself.”

“We focus on providing innovative services what our customers want. So we always listen to our customer, what features and services they want, we continue to innovate and accelerate our pieces and innovation at our service level,” Wise adds.

He further emphasizes that they will continue to expand its geographic footprint; continue to focus on bringing cost out of its environment so as to bring down the cost and continue to lower prices which Wise adds they have done 37 times.

He emphatically says that as they reach economies of scale and lower their internal cost are passed on to their customers and partners in the form of lower prices and are committed to continue to do that.

Talking further on their GTM Wise replies, “We are investing heavily in our field organisation to help more customers and partners take advantage of these services, so more sales people, more solutions architect, more premium support representatives to make sure that the customers get the support they need.”

Finally…

With the market being dominated by the likes of Microsoft and Google cloud services are turning into latest war zones which each side trying to outdo the other. While AWS still dominates but as per the market Microsoft and Google are also catching up. With the launch of Microsoft’s Windows Azure and Google’s Compute engine the market is all set to see some tough fights.

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PRODUCT

REVIEW

SAMSUNG A3 PRINTER

KONICA MINOLTA MAGICOLOR 1690MF

needs of enterprise and SMBs, the

BY MANAS RANJAN info@smechannels.com

KONICA MINOLTA magicolor 1690MF is a A4 small footprint all-in-one colour productivity machine for any workgroup or small business need. With highly flexible media handling, the machine offers four functionally including print, copy, scan and fax. It processes paper weights between 60 and 209 gms, including thick paper, labels, envelopes, and recycled paper. You can create your own presentations, posters, signs and other sales support items with them; print double-sided leaflets; and for higher volumes extend the paper capacity with the lower paper feeder to a generous 700 sheets.

Use the poster function for special effects, blowing up photos on 4, 9, 16 or up to 25 A4 sheets. For downsizing, use the n-up function to combine between two and up to 16 pages on a single sheet!

Different copy modes on the magicolor 1690MF ensures optimal quality and include a text, a photo and a mixed mode. Two separate start buttons allow instant copying in colour or b/w –simply press the appropriate one and start saving money!

Magicolor 1690MF offers convenient scanning to PC. In addition, the standard LinkMagic software provides easy access to the most frequently used scanning applications.

Scan images with LinkMagic and save them to any directory on the hard disk of your computer. With its full network compatibility, the magicolor 1690MF also lets you can scan originals directly to e-mail or a shared folder on your PC.

Designed specifically to meet the

MultiXpress K2200 series comes fully

FEATURES n 5 ppm output in high-resolution

loaded with features such as ergonomic design, compact size, advanced

color, 20 ppm in cost-effective

controls, high reliability, duplex printing

B&W

and ease of operation.

n High-resolution 1200 x 600 DPI

image quality with excellent graphic detail and clear text n Simitri HD toner with biomass

plant-based materials reduces environmental impact n Built-in Emperon print control

with PCL 6 and PostScript 3 support for Windows, Mac and Linux n Fast, convenient scanning

in both color and B&W, with automatic document feeder n Built-in Super G3 fax for

high-speed fax transmission and reception RICE P Rs. 41,730

With this new series, the company is bullish about strengthening its position in these sectors and has developed an aggressive go-to-market strategy for tapping the market across top cities in the country. With the entry into the A3 printer segment, Samsung enterprise business aims to contribute to 10% of Samsung India’s total turnover over the next few years.

With the addition of the MultiXpress K2200 series, Samsung printing solution portfolio has 33 models across its Copiers, Printers and MFPs.

WARRANTY 1-Year + 1-Year additional - On-site warranty support

CONTACT Toll Free : 1800 266 2525

n Price: Rs. 5,799 to Rs. 500,000

OVERALL RATING

Contact: toll no: 180030008282

52 SME CHANNELS NOVEMBER 2013

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NEW ARRIVALS

PRODUCT

ZEBRONICS

SONIC 3.5G USB DONGLE ASUS

WL-330NUL ROUTER ASUS WL-330NUL is the world’s smallest router. The device enables convenient and quick internet access for travelers and integrates full capabilities in the smallest-sized router produced to date. The WL-330NUL provides quick secure network setup and connection sharing with other users and works with multiple operating systems, including Windows 8, Mac OS, and iOS. The WL-330NUL has been engineered to offer full-fledged router functionality in a miniaturized form factor. It operates in multiple modes, including router, Ethernet, Wi-Fi hotspot, and access point. Its flexibility and convenience allow easy internet service sharing across several devices, regardless of whether only wired or wireless connectivity is available. The WL-330NUL measures 6.5cm in length and weighs 17.5g, making it easy to carry and handle as a USB stick.

THE ZEBRONICS Sonic 3.5G USB Dongle accepts a standard SIM card of any service provider, allowing users to access the internet at high speeds, up to 7.2 Mbps through its built-in 3.5G HSDPA USB modem feature.

The Zebronics Sonic USB Dongle works on all 2G/3G networks making it simple for users to swap SIM cards while travelling for their choice of service providers. A simple plug-and-play device it is supported on major operating systems like Windows 2000/XP/Vista/7/8 and Mac OS, without the need for installation or software CD. Useful value added features include support for voice calls and provision for a micro SD card (adding memory up to 16GB).

A brand of Top Notch Infotronix, Zebronics mission is to introduce products with latest technology and good quality at reasonable prices. n Price: Rs.1,500, Warranty: 1 Year, Contact: Rahul Sharma, Tel: 044-4000-0007 ext. 123, Email: rahul. sharma@zebronics.com

n Price: Rs 3,500, Warranty: 3 Years, Contact: reachus@asus.com

KINGSTON

KINGSTON SSDNOW UV100 KINGSTON SSDNOW UV100 is available in two variants – 60GB and 120GB. This SSD is cost effective and improves the performance of the system by providing a 10x overall system boost when working with multiple applications simultaneously.

The new SSDNow UV100 is energy efficient as it consumes less power and generates less heat than a hard drive. It comes with sequential read speed of 425 MB/s and write speed of 425 MB/s, 100.3mm x 69.9mm x 7mm dimension and SATA Rev. 3.0 (6Gb/s) – with backwards compatibility to SATA Rev. 2.0 (3Gb/s). With Form factor of 2.5”, this SSD comes with SATA Rev. 3.0 (6Gb/s) Interface and backwards compatibility to SATA Rev. 2.0 (3Gb/s).

Further, The Kingston SSDNow UV100 will be available across all major retail outlets starting this week and would be backed by a two-year warranty, free technical support and legendary Kingston® reliability. n Price: 60GB - Rs. 5150, 120GB – Rs. 7700, Warranty: 2 Years, Contact: Devesh Gautam, Mobile: +91 9810045686

SME CHANNELS 53 NOVEMBER 2013

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