sme channels July 10 issue

PLUS

HP rolls out “Pay Back Yatra” for its channel partners

/10

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india’s first IT magazine for sme business Volume 01

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issue 05

sme biz

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/18

Microsoft: There is enough green field in the Market

JUly 2010

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Rs. 25/-

Trend setter

sme biz

/20

NComputing: There should be a right pc for the right user

/30

vmware: To manage growing cost virtualization is the answer

SME’s concern is

Worry free Storage Really the SMEs are heading towards data deluge and to manage that large data they require technology or process which is very simple and affordable at the front-end, and flexible at the back end. /22

1

PLUS

Lenovo Launches 12 new Products

/08

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sme biz

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JUly 2010

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/34

Emerson: Addressing SMEs is like Exploring a goldmine

SME Biz

/36

TVS-E: Mission is to Take IT to the Heart of India

Trend setter

/38

Belkin: They Saw Opportunity When others Saw Risk

My experience

editorial

Data Deluge?

There is a Solution

Toshiba Libretto W100

sanjay mohapatra editor@smechannels.com

Every time anybody forecasts about storage market, he goes wrong after the end of the stipulated time. The reason is the growth of data is immense. People are spending 40% of their time in managing their data, it means the unstructured data is huge – almost 85-90% percent of their business information.

As far as SMEs are concerned, the unstructured data is even more. Except financial documents, which are normally kept in Tally software, other information are kept in various files and folders in a multiple formats or even scribbled in their personal diaries. Second, all the communications done through emails are kept in either mail server or downloaded to their PCs. So whenever there is any requirement, the user searches in various sources to find the data. If at all the PC crashes, the entire information is gone as there is no backup. However, courtesy the flash drive manufacturers including Kingston, San Disk, Transend, etc. And external HDDs manufacturers Seagate, WD, Hitachi, Toshiba, etc., the SMEs have started taking back up of their data at least once in a quarter.

Gradually they are maturing as their business needs anywhere and anytime data. They are entering into NAS and SAN environment. For them investment in storage products are becoming a forceful act. Like other products–PC, Server, Networking, imaging, storage has not yet come into their infrastructure ecosystem. Therefore it takes more time than expected to explain them about having a dedicated storage solution at their premise. So better is to push them to a very easy and simple, yet affordable solution. The answer is cloud service. Already, Google, Amazon, and very recently Sify are offering storage in cloud but understating these services in terms of their efficacy… perhaps SMEs does not have that much patience or bandwidth, so managed service is a very good option.

Like service providers these days providing network infrastructure and managed security service, there can be managed storage service for the SMEs with pay per GB model. They have backward integration with multiple data centers and they have bandwidth.

Besides there are many companies, which are offering very affordable online backup solutions including Symantec, EMC, IBM, Seagate, Microsoft, etc. But these services are not talked about aggressively. Perhaps there is a requirement of meticulous reading of the market sentiment.

4

sme channels july 2010

The Libretto W100 is the world’s first dual-touch-screen laptop running on Microsoft Windows 7, which offers the consumer an enriched ultra-mobile computing experience.

The laptop with its two 17.8cm (7 inch) touch-sensitive screen is really very seductive.

It is very aesthetic and pleasing to have in ones hand.

It can mimic both ‘traditional media’, opening like a book, or ‘high-tech’ media, like lifting the lid of a laptop - means user could hold the notebook vertically and horizontally.

Specifications Weight 819 gms, 8 cell battery, Windows 7, 1 Meg HD Cam final wording It is an absolute joy to own it. It can clearly work for 5-6 hours without charging.

Windows 7 Home Premium makes it more attractive and user-friendly overall rating

contents

JULY Volume 01 issue 05

2010

ER COV RY O ST

india’s first IT magazine for sme business

Publisher: Sanjib Mohapatra Editor: Sanjay Mohapatra Executive Editor: Smruti Chaudhury Copy Editor: Neil D’Souza Design and Development: Ravi Kumar Visualizer: Manas Ranjan Lead Visualizer: DPR Choudhary marketing Senior Manager: M Raj Executive- Marketing: Rajat Kumar Circulation and Printing: Panchanan Bhoi SALES contacts Delhi 6/101, Kaushalya Park, Hauz Khas New Delhi-110016 Phone: 91-11-46151993 / 9313891660 E-mail: raj@smechannels.com Bangalore Subrat S 136/9, Ground Floor, Eden Crest Apartment Grape Garden, Ejipura Vivek Nagar PS Bengalore-560047 Phone: 9886107294 Mumbai Hemal Shah B/14, Neel Ashish 92, J.P.road, Andheri (West) Mumbai - 400058 Phone: 9819597604 Chennai Thaga Pandian

SME’s Concern is Worry free Storage /22

Really the SMEs are heading towards data deluge and to manage that large data they require technology or process, which is very simple and affordable at the front-end, and flexible at the back end.

No-27, Rajan Street, Kodambakam Chennai - 24 Phone: 044-43066990 Kolkata S Subhendu BC-286, Laxmi Apartment, Kestopur Kolkata-700101 Phone: 9674804389 editorial office Delhi: 6/102, Kaushalya Park, New Delhi-

SME Biz

Microsoft /18 There is enough green field in the Market

SMEs also drive Structure Cabling Market

VMware /30

NComputing /20

To manage growing cost virtualization is the answer

There should be a right pc for the right user

Emerson /34

Belkin /38

Addressing SMEs is like Exploring a goldmine

They Saw Opportunity When others Saw Risk

info@smechannels.com Bangalore 136/ 9, Ground Floor, Eden Crest Apartment, Grape Garden, Ejipura Vivek Nagar PS Bengalore-560047 news@smechannels.com Printed, Published and Owned by Sanjib Mohapatra Place of Publication: 6/101-102, Kaushalya Park, Hauz Khas New Delhi-110016

Phone: 91-11-46151993 / 41055458

Mission is to Take IT to the Heart of India

Okhla Industrial Area, Phase-2, New Delhi

Datacenters have become stealthy and vulnerable...

sme channels july 2010

110016, Phone: 91-11-41055458

TVS-E /36

tech corner The future of virtualization /18

6

trend setter Tyco /17

Printed at Karan Printers, F-29/2, 1st floor,

more inside Editorial~~~~~~~~~~~~~~~~~~~~~~~ 04 Snippets~ ~~~~~~~~~~~~~~~~~~~~~ 08 Products~ ~~~~~~~~~~~~~~~~~~~~~ 40

110020, India.

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

Subscription: Rs.250 (12 issues) All payments favouring: Accent Info Media Pvt. Ltd.

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Lenovo Launches 12 new Products Focusing the burgeoning youth market, Lenovo India launches 12 youthful and zesty products. The new range complements people’s unique personalities and individual notions of having fun. “What’s your idea of fun?” is based on the

changing perspective of consumers, especially the youth, about personal computers being lifestyle enablers, rather than computing devices. In line with the spirit of FUN, Lenovo India’s new product line packs in functional yet enjoyable features

to excite its consumers through 12 all new, stylish products across Notebook, Netbook, All-in-One and Desktop categories.

This initiative is a part of Lenovo’s overall corporate strategy of ‘Getting Closer’ to its customers

and partners by understanding and addressing their specific computing requirements from their PCs. Amar Babu, Managing Director, Lenovo India and Alex Li- Vice President, HSB (SMB & Home), Lenovo India unveiled the stylish new range along with Actress and Twitter aficionado, Gul Panag.

In addition to the Z series of PCs, the new models included the top-of-the-line multimedia notebooks Lenovo IdeaPad Y460 and Lenovo IdeaPad Y560, the highly mobile and attractively designed netbooks Lenovo IdeaPad S10-3s ‘Moon’ and ‘Wind’, the super- efficient space saving desktop Lenovo H320, an entire slew of sleek and space-efficient All-in-One PCs - Lenovo IdeaCentre A300, Lenovo IdeaCentre B500, Lenovo IdeaCentre B300 and Lenovo C200, and a range of reliable and robust desktops, notebooks exclusively for the SMB segment - ThinkPad Edge (in 14” & 15” display), Lenovo B460 and Lenovo V460.

Sharing more details on the new range of products which complement FUN, Alex Li, Vice President, HSB (Home & SMB), Lenovo India, said, “Lenovo believes in adding value to its consumers’ PC purchases by incorporating many exciting features, rarely seen in such product categories. .”

NComputing Forays into Enterprise Desktop Market with L300 After the success of NComputing in various vertical segment, the company has forayed into the enterprise desktop market with the launch of L300 thin-client device in India.

Combined with NComptuing’s vSpace software, this enterprise ready solution provides powerful thin zero client access performance including full-motion multi-media playback, fast and simple deployment, and powerful management tools. It also delivers unmatched economic advantages including lowest cost of entry, reduced management and IT support costs and reduced power and energy consumption.

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Snippets

HP rolls out “Pay Back Yatra” for its channel partners

HP India has initiated a special program called “Pay Back Yatra” to educate and engage with their tier three channel partners on HP’s latest technology innovations brought alive in its new range of LaserJet printers. This program will not only help channel partners understand HP’s value propositions but also aid them serve their customers queries better by giving them in-depth understanding of a HP’s latest LaserJet printers range.

The “Pay Back Yatra” is a unique initiative that lays emphasis on educating the channel partners through one-on-one focused demonstration session about HP’s new LaserJet multifunction printers - HP LaserJet Pro M1136 MFP and M1213 MFP series. To engage with its channel partners, HP has initiated the Spin-O-Wheel contest which gives each partner a chance to win an assured gift. The game is designed to make the participant a winner each time they spin the wheel which gives out prizes ranging from HP’s latest LaserJet Pro 1136 MFP to Nokia phones, from Reebok sunglasses to a host of other must have products!.

Through this programme, the channel partners will also gain expertise on the industry’s first technologies ever initiated by HP like- Auto-On/Auto-Off technology that uses up to three times less energy than a device’s normal sleep mode. Furthermore, the HP LaserJet is an investment that pays the customer back - saving the equivalent of its purchase price in less than two months.

Cyberstar unveils Creative Aurvana X Fi Headphone Cyberstar Infocom launches Creative Aurvana X-Fi headphones, the world’s first noise-cancelling headphones equipped with X-Fi technology.

X-Fi Crystallizer technology restores the detail and vibrancy to compressed music and movies.

All the highs and lows are intelligently enhanced, ensuring users to hear everything in crystal clear clarity. The noise-cancellation technology significantly reduces background and environment noise by up to 90 per cent. Get to enjoy undisturbed music wherever you are. Users can even detach the audio cable and continue using the headphones to block out noise while sleeping and even can hear the music without the constant distraction in office, or the roar of engines from planes or trains while travelling.

Aurvana X-Fi headphones contain top grade materials and components that reduce the ambient noise around up to 20dB. Acoustic grilles protect concealed microphone and advanced noise cancellation technology for unblemished sound reproduction. Each set of the Headphones includes an iPhone compatible cable in addition to a hard carrying case for secure transport.

10 sme channels JUly 2010

my point

“Canon rides on the successes of its network partners. The “Elite Circle” initiative is a reflection of Canon’s commitment in helping its partners to grow their business.

Kensaku Konishi

President & CEO Canon India

SmartAisle ideal for Medium and HighDensity Datacenters Launched by Emerson Network, the SmartAisle enterprise cooling system combines containment technology with intelligent environmental controls, to deliver more than 30 percent energy savings and 25 percent improvement in capacity.

It provides focused cool air at the right temperature and volume directly to the IT infrastructure equipment, and maintains those parameters in changing datacenter conditions through dynamic adaptive control of room airflow, temperature and humidity. SmartAisle™ is capable of cooling 10kW to more than 30kW per rack.

Kobian unveils a new UPS Series Christened Mercury Elite, this series is designed for corporate, small and medium business and home segment. It is inbuilt with wide input range of 140~300VAC and it include output short circuit protection and features like overcharge protection with sleek and compact design with CPU control and will be available across the country with the Kobian’s Distributors only at 1680/- (MRP).

Ms. Sushmita Das, Country Manager –Kobian Pte Ltd. said “Apart from Mercury Elite 650 PRO, Elite 800 & Elite 1200UPS, the series comprises complete Online UPS and Home series-Inverters.

This is our attempt to bring value solutions to the consumers after understanding there need and demand.”

ZyXEL Launches Wireless N Gigabit Router ZyXEL Communications has unveiled a new NBG 460N wireless and Gigabit router in India, designed to offer a whole new networking experience to its core audience. This wireless N gigabit router delivers the ultimate solution for speed and coverage which is compliant with the latest 802.11n technology that sets a new precedent for ease, power and performance which makes it simple for consumers to find the right technology to fit their needs.

Priced at INR 13500/-, the new wireless N Router is designed to meet the need of today’s world. This Wireless N Gigabite Router is inbuilt with feature which enable device to save power.

Snippets

Partners excited about Abacus BiostarZion Deco-Display Competition Commenced from 20th June, 2010, Abacus Biostar – Zion Deco – Display competition has been appreciated by the partners. The partners in the cities like Ahmedabad, Mumbai, Secunderabad, Pune, Cochin, Bengaluru, Kolkata, Delhi and Chennai whereas the cities classified for “B” class market include Bhubaneshwar, Vizag, Vijaywada, Mangalore, Surat, Ludhiana, Dehradun, Panipat, Lucknow, Ranchi, Guwahati, Raipur and Patna, etc. are participating in this competition with great enthusiasm.

Continued till 20th September, 2010, the competition will offer exciting prizes including Tata Nano Car, Bajaj two wheeler and a lot of other things to the partners.

Gigabyte Revamps Its Channel Structure Gigabyte Technology launches a 2 tier channel structure for its partners. This will be announced along with Q3 Channel Incentive Program. At present, the company is in the process of revamping and enhancing its channel infrastructure and recruiting more premium partners in Maharashtra, Jammu & Rajan Sharma, GM, Kashmir, Uttar Pradesh, Rajasthan, Bihar, Madhya Pradesh, GIGABYTE India Gujarat, and Kerala. By making this move, Gigabyte wants to expand the channel network in these regions and establish a wider customer base in the upcountry market.

Rajan Sharma, GM, GIGABYTE India said, “We highly value our Channel Structure & it is our endeavor to keep innovating so as to ensure high interest level in our customers. Many of our value partners who have doing well over last 3-4 years will be promoted as PREMIUM PARTNER; this will help increase sales of our premium partners and help increase business volume.

We will be initiating a string of interesting schemes for our channel to encourage them and engage with them on a continuous basis”. “We will focus on expanding the market by expanding our channel network by recruiting more partners in unrepresented areas”, he further added.

Gigabyte will also launch a 2 tier structure wherein both value and premium will benefit.

Quick Heal Partners with Inspan Infotech

HP Strengthens its Security Portfolio

Inspan Infotech tie up with Quick Heal as its distributor partner to distribute the entire range of products. Starting this relation, Inspan makes an entry into distribution of ‘PC Centric’ software products, thus would be a step forward to enable partners sell more PC related products to their customers.

Inspan plans to focus on South Markets to start with and concentrate on the entire range of products from Quick Heal that addresses the single to multiple user licenses for PC Security. Inspan plans to increase the geographical reach over next two quarters.

Sudhir S, Managing Director of Inspan Infotech said “We had made a promise to our partners in the previous quarter that we would be enabling them beyond the hardware components. This partnership with Quick Heal is the right choice for expansion of the product portfolio without losing the focus on the customer segment that Inspan and their partners target to cater to”.”

Abhijit Jorvekar, Vice President – Sales & Marketing of Quick Heal said “Quick Heal recognizes the strengths of Inspan Infotech. Inspan’s market penetration and focus works well for Quick Heal given our requirement of increased foot print at right market segments.”

HP has expanded its security product line with the introduction of the new HP TippingPoint Reputation Digital Vaccine service (Rep DV).

Rep DV ensures that customer-deployed IPS solutions have the most current and accurate list of malicious or suspicious websites and blocks traffic to or from these sites automatically. The list of sites is updated every two hours and powered

by HP’s DVLabs, the industry-leading security research and development organization that, through its community of researchers, partners and customers, has been credited with discovering more security vulnerabilities than any other lab in the industry.

GlacialTech launches a fantastic CPU cooler

Targus Raincoat for Laptops

GlacialTech launches the latest fantastic cooling solution- Alaska. The company has implemented a cost effective and useful way to keep your processor cool.

When running resource hungry applications and you have the PWM version installed, turn up the RPM to 700 (±300) ~1600 (±250) to manage your heat dissipation more effectively.

The fin leading edge of adopting to meet hexagonal honeycomb design concept is unique.

Not only this but also the grill design reduces wind resistance and reduce the noise. The 6 mm

12 sme channels JUly 2010

high heat transfer capacity of the sintered heat pipe has given a special effect to latest Alaska. The multiple platform with extreme cooling solution which supports the Intel LGA775 /1156/ 1366 & AMD AM2 / AM3 CPUs is incredible. Another attractive thing is the thermal grease syringes of IceTherm II which is an additional benefit to Alaska.

As a total thermal solution provider, GlacialTech is committed to bringing increased value to customers in a quiet working environment.

Targus introduces its latest line of Crave collection of laptop cases featuring a variety of designs and made of premium materials that is durable, water and stain resistant. Based on extensive consumer research, these new laptop backpack and slipcases were created to merge style with durability in the rainy season. Each new case is thoughtfully designed with purposeful materials to provide specific functions such as quality laptop protection, stain-resistance, water proof. and ergonomic design. The fun and funky Crave Collection combines unique styling and practical functionality with vibant colours.

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Snippets

Logitech Launches Speaker Lapdesk N700

HP offers Data Deduplication Software- StoreOnce

Logitech has introduced the Logitech Speaker Lapdesk N700, the company’s first all-in-one laptop accessory with integrated stereo speakers, a built-in fan and a wide padded base. The Logitech Speaker Lapdesk N700 offers two built-in high-definition speakers with 2-inch high-performance neodymium drivers. Specially designed for notebook computers, the stereo speakers are precisely positioned on either side of your laptop to give you rich sound and powerful bass.

According to Logitech, Lapdesk N700 is easy to set up and use, just plug in the single USB cable and play movies, music, online videos, and more in rich, full stereo sound. There is no software to install and no need for batteries.

The Speaker Lapdesk N700 also offers volume controls for the speakers and a power switch for the fan.

The speaker is available in India for a suggested retail price of Rs.4495. The laptop accessory will be distributed by Rashi Peripherals and Ingram Micro in India.

HP unveils StoreOnce, a new generation of data deduplication software that can be deployed at multiple points in a converged infrastructure. Reducing the number of times, data has to be deduplicated enabling customers to more efficiently manage and control data growth.

Traditional data deduplication is inefficient as it requires multiple products and processes depending on application, workload, network protocol and data type. Often, data is duplicated and deduplicated multiple times during its life cycle.

HP is the first company to eliminate this complexity with a single, unified architecture for deduplication called HP StoreOnce. Built on patented innovation and features designed by HP Labs, the company’s central research arm, this new architecture maximizes deduplication performance, while minimizing hardware requirements.

HP StoreOnce allows the same software to be used on backup customers, virtual appliances, inline appliances and scale-out storage systems, which means that customers need only one solution for all their deduplication needs. HP StoreOnce provides a significantly more efficient method for managing and protecting data while maximizing utilization of storage capacity than competing data deduplication offerings.

By eliminating the complexity of multiple deduplication processes and products, HP StoreOnce provides improved productivity and data management efficiency. It also is higher performing than competitive offerings, showing up to 20 percent improvement in performance for inline data deduplication. As a result, customers can spend up to 95 percent less on storage capacity, which can be reinvested in new IT projects to drive organization innovation.

Executive movement

Acer Topped EMEA PC Shipment Number in Q2 ‘10 In the second quarter of 2010, PC shipments in EMEA totaled 24.1 million units, an increase of 21.6 percent from the second quarter last year. Acer again gained the No. 1 position from HP. Unit Shipment Estimates (Thousands of Units)

37.1%

4,750

Acer

HP

JUly 2010

Dell

Asus Q1 2010

1,371

22.8% 1,117

1,045

2,218

10.8%

Q1 2009

14 sme channels

2,054

96.5%

2,002

4,122

3,749

5,141

15.2%

Toshiba Growth

Others

Data includes desk-based PCs and mobile PCs Source: Gartner (July 2010)

8,566

7,789

10.0%

Lexmark Appoints Shailendra Aragula as Country Manager for India. In this role, Aragula will oversee the company’s Indian operations Effective from 1st June, Kaushal Khandor will lead sales and marketing at neoteric as Vice-President Sales and Marketing.

RSA promotes Vincent Goh to Vice President of Sales for the Asia-Pacific region.

Fortinet Appoints Jitendra Ghughal as Channel Manager for the Indian Subcontinent covering countries such as India, Sri Lanka, Bangladesh and Nepal.

Snippets

ECS launches Black GTX 460 graphics card family for gamers Elitegroup Computer Systems (ECS) launches the latest Black GTX 460 graphics card family with unbelievable overclocking capabilities and unmatched gaming performance to meet the requirements from critical gamers.

Targeting at the high-end segment, ECS Black GTX 460 graphics card delivers a stunning gaming effects with its genuine hardware and firmware design, which bring the critical gamers over 20% overclocking capability and boost the gaming power far more than reference designed graphics card.

Awesome Performance with High Efficient Cooling Adapted with Arctic Cooling precise engineering cooling solution - dual ultra quiet fans and 4 excellent heatpipes, ECS Black GTX 460 graphics card performs very well even runs at full-loading speed under high-range overclocking mode. Dual-link DVI-I and one mini HDMI outputs support three high-resolution screen displays via pure digital signal, powered

by Nvidia 3D Vision Surround Technology, it is a gamers delight.

WD Completes Acquisition of Hoya’s Magnetic Media Operations

Canon launches ‘Elite Circle’ program to strengthen channel Canon has launched the “Elite Circle” program for its top 16 partners at Hotel Aman, New Delhi. Through the program Canon aims to build business capabilities of its best partners to further strengthen Canon’s business and broaden delivery systems. The program started with a 2-day leadership workshop to help dealers adapt to industry best practices and align their business goals with Canon’s plans for India. The partners are classified into Silver, Gold and Platinum categories and the top 5 partners Platinum Partners for each business division – ICP, CSP and BIS include “Elite Circle”.

Western Digital has completed the previously announced acquisition of the magnetic media sputtering operations of Hoya Corporation and Hoya Magnetics Singapore Pte. Ltd. for approximately $233 million. The acquisition will support anticipated growth in hard drive demand.

WD has acquired the facilities, equipment, intellectual property and working capital of Hoya’s media sputtering operations, based in Tuas, Singapore, as well as certain related equipment at Hoya’s Nagasaka, Japan, research and development facilities. A multi-year commitment of Hoya glass substrate supply related to these operations was included in the agreement.

Corsair Launches Professional Series Gold PSUs with 80 PLUS GOLD certification Corsair unveils the new Professional Series Gold AX1200, AX850 and AX750 fully-modular power supply units with 80 PLUS GOLD certification.

The Professional Series Gold range of power supplies have been designed from the ground-up by Corsair’s engineers to be the highest-performing and most technologically-advanced PSUs on the market. Built utilizing server-grade power train architectures designed for mission-critical levels of voltage stability and reliability, Professional Series Gold power supplies deliver previously unheard-of levels of performance.

Corsair Professional Series Gold power supplies exceed the requirements for 80 Plus Gold certification, delivering over 90% efficiency at 50% load when using a 115V AC input

SAP Extends Offer to Acquire Sybase SAP announced that its indirectly wholly-owned subsidiary, Sheffield Acquisition Corp., has extended the expiration of its cash tender offer for all outstanding shares of common stock of Sybase, Inc., at a price of $65.00 per share, to 9:00 p.m., New York City time on July 16, 2010, unless further extended. The tender offer was previously scheduled to expire at 9:00 p.m., New York City time, on July 1, 2010. The tender offer is being made pursuant to an Offer to Purchase, dated May 26, 2010, as amended, and in connection with the Agreement and Plan of Merger, dated May 12, 2010, by and among SAP America, Inc., Sheffield Acquisition Corp., and Sybase, which SAP and Sybase announced on May 12, 2010.

The tender offer is being extended because certain conditions to the tender offer are not yet satisfied.

sme channels 15 july 2010

Snippets

HCL Info Enters into Cloud Space HCL Infosystems launches HCL O’zone – an end to end cloud based computing solution service for its customers. With this, HCL Infosystems has revolutionized the existing cloud framework with its new Infrastructure as a Service (IaaS) and Software as a Service (SaaS) platforms, thus enhancing the company’s capabilities in areas of application delivery and infrastructure deployment & management.

HCL O’zone will deliver the benefits of reduced capital expenses, increased data security, increased flexibility through server consolidation, reduced power & cooling, green computing and disaster recovery. The solution will also provide 24X7 technical support to manage scalability and deliver optimum performance.

On the launch of HCL O’zone, George Paul, Executive Vice-President, HCL Infosystems, said, “We believe that India possesses a powerful IT ecosystem which will support the development and increase the demand of cloud based IT services in the years to come. We are glad that today we have been able to create a delivery framework which will support both IaaS and SaaS model. Our solutions will benefit the users with reduced fixed costs and predictable operational expenses for business, and increased adaptability in the dynamic market environment.”

digest ADATA USB 3.0 Interface 3.5” External HDD ADATA unveils NH03 - its first 3.5” external hard drive with the new-generation SuperSpeed USB 3.0 interface, adding yet another high-performance storage solution in its complete USB 3.0 lineup. With the actual transfer rates reaching up to 140 MB/s, NH03 takes data transfer performance on external HDD to a whole new level.

Further, all ADATA external HDDs are backed by 3-year product warranty.

Sify Launches Consumer Cloud Services - Sify mylife Sify Technologies launches India’s first Consumer Cloud Services Platform, branded Sify mylife. Sify mylife will enable a Digital

HP and VMware Unveil Integrated Solutions HP and VMware announced integrated storage, desktop and connectivity solutions to help organizations further accelerate deployment, achieve high availability and lower costs.These offerings will help customers deploy virtualization solutions in a Converged Infrastructure framework and transform their data centers to enable cloud computing.

HP and VMware have combined VMware vSphere Essentials Plus with the HP P4000 Virtual SAN Appliance (VSA). The HP P4000 is the only software SAN certified as VMware Ready.

The new integrated product complements “always-on” IT from VMware for SMEs with highly available storage from HP. It provides backup and recovery with shared storage.

Sakri appoints Niam Computech to Distribute Kaspersky Products

Lifestyle encompassing Communication, Education, Travel, Entertainment and Utility, with enhanced cyber security.

Consumers will now be able to access a whole new world of services, application developers can build and host solutions on Sify

To tap the growing IT market, Sakri IT Solutions has appointed Niam Computech as a distributor for Kaspersky products for the entire upper-north state which includes Punjab, Himachal Pradesh, Jammu & Kashmir and Chandigarh.

By virtue of this association, Niam Computech has added new products from the Kaspersky portfolio including Kaspersky Antivirus 20102011 and Kaspersky Internet Security 2010-2011 in its existing product range.

With this new addition Niam Computech has reaffirmed its commitment to promote use of licensed software among consumers and stop piracy from the market.

mylife and advertisers can now talk to people who access the net, either at cafes, at home or on mobile internet devices like smart phones.

ZOTAC Partners with Smartlink (DIGILINK) for RMA ZOTAC International announces a new RMA centre for ZOTAC motherboards and mini-PCs in India through a partnership with Smartlink Network Systems. Under the new partnership, DIGICARE the service division of DIGILINK will provide RMA services for ZOTAC motherboards and mini-PCs at each of its 25 locations in India with official authorization from ZOTAC. DIGICARE will only service ZOTAC motherboards and mini-PCs. ZOTAC GeForce series

Seagate Launches World’s First 3 TB External Hard disk Priced at Rs.18,500, Seagate 3 Terabyte (TB) external desktop drive is available immediately and helps to meet the explosive worldwide demand for digital content storage in both the home and the office. Said to be world’s first as the company release, it helps people to store up to 120 HD movies, 1,500 video games, thousands of photos or countless hours of digital music.

A key addition to the company’s recently introduced GoFlex family of hard drives, the 3TB GoFlex Desk external drive couples immense capacity with the flexibility to adapt the drive’s USB 2.0 interface to a USB 3.0 or FireWire 800 connection to meet varying performance and transfer speed needs. Consumers can easily create, store and access content from either a Windows or Mac OS X computer on the GoFlex Desk external drive, thanks to an included NTFS driver for Mac.

16 sme channels JUly 2010

graphics cards will continue to be serviced by Aditya InfoTech Limited.

Weston Forays into High End PC Speaker Market Weston, a well known consumer electronics company, has forayed into the premium Personal Computer (PC) speaker market in India with a new line of Rockstar brand multimedia speakers.

The Rockstar from WESTON would be available at a price of Rs.1490 has a power output RMS of 20W + 6W = 32 W. The product will be available across the country with 3500 Weston dealers.

tyco

Trend setter

SMEs also

drive cabling market structured

Tyco Electronics is busy educating its partners about the future opportunities and how to align their businesses.

By sanjay mohapatra sanjay@smechannels.com

T

yco Electronics is the biggest passive electronics manufacturer in the world, whether it is undersea cabling, on premise cabling or even outside plant cabling. They have the end-to end products range for both small and large opportunities. But the market impression is that the company is focussed on the large enterprises only.

K.K Shetty, Director-Sales, India and SAARC, Tyco Electronics, says, “Our organization may be big, but we are highly focused on the SME space.”

He adds, “We have more than 500,000 products. If somebody wants cost effective products, we have those products line, if somebody wants the state of the art products, we also have the same. We have products to suit every customer base. The perception might be that we are a big company but we are ready for the SMEs.” The company also has sales force for addressing each of the market segments. In addition to the capability, at the partner-level, the company is organizing events to spread awareness about the breadth of the product basket and opportunity in the market.

During 2009, when the market had gone down because of the financial crunch, Tyco had changed its strategy to focus on the smaller projects. It had invited a number of small and medium partners to participate. Now, when the market is opening up, the company is ready to take the joy ride. They have best of both segments – large and small partners. They have done a lot of market development

and training activities during this period.

He adds, “Now, our sales force is well directed to this market. We have presence in the B- and Cclass cities and looking at smaller projects worth of Rs.5-10lakhs even. There is a huge market lying in the smaller cities, mainly driven by the local language BPOs and KPOs.” Apart from product development and partner enablement, Tyco as an organization, completely relies upon its partners for product distribution, deployment and service support.

Tyco invests heavily on the technology seminars where they talk about the products’ road map and emerging trends.

Mr. Shetty says, “We do 100s of events. Not only we cover large cities like Chennai, Bangalore, Pune, Mumbai and Delhi, but also cover tier 2- 3 cities like Jaipur, Vizag and Goa. So all total, we cover 32 small cities and 7 large cities for events.”

Today, Tyco has 140 channel partners, 12 regional distributors and 3 national distributors including Ingram Micro, Redington and Compuage, but going forward, as the market opportunity will grow big the company will surely need more partners and more trained people.

There are multibillion infrastructure projects happening everywhere, therefore, Tyco wishes to increase the number of partners to 250 by next two years to cope with the growth.

The company also has an excellent training and certification programme called AMP ACT. This is a paid training programme and in a couple of years, Tyco wishes to produce 4500 AMP ACT

K.K Shetty, Director-Sales, India and SAARC, Tyco Electronics

“We have presence in the B- and C- class cities and looking at smaller projects worth of Rs.5-10lakhs even.” certified engineers to support the channel and the projects.

Finally…

Tyco is really excited about the opportunity. In terms of growth, this year, they are expecting a growth of around 20%, but from 2011, the company eyes at a very high growth.

sme channels 17 july 2010

SME Biz

microsoft

there is enough

green field in the Market

Never can anybody think keyboard, mouse, headsets and webcams can be sold in the enterprise channel, but Microsoft with its improved value proposition and innovative packaging dares to do it By sanjay mohapatra sanjay@smechannels.com

Facts about India Headquarters

:

Gurgaon

Key People

:

Jaspreet Bindra, Regional Director Ashim Mathur, DirectorMarketing, India Mihir Somaiya, Category Manager - SDA

Number of Employees

:

More than 5300

Direct presence in India

:

13 offices

Key products

:

Keyboard, Mouse, Head set, webcam, Xbox 360, productivity software

Website

:

www.microsoft.com/india

18 sme channels july 2010

M

icrosoft Hardware division is known in the consumer and retail market for its ergonomic keyboards, mice, headsets and webcams. The products have already created a niche for its variety, colour combination, packaging and performance value in this market. The company has never compromised its quality to catch the low pyramid market.

The products have always enjoyed its premium status. After taking a good mind share in the consumer market, the company has now focused on the enterprise market. They are positioning their hardware products including keyboard, mouse and Office Communication Products (OC) in the enterprise market. They find India as a huge market for these products from the enterprise perspective - especially where million of SMEs are available. The company is so serious in its focus that sometime back two of its senior persons had flown to India from Redmond to take a stock of the market.

In their three days’ visit to India, Michael Fry, Channel Development, Microsoft Hardware, SDA Division and Dennis Reith, Channel Development Manager, Microsoft Corporation had gone into various IT hubs, Malls and met

select enterprise customers and channel partners in New Delhi and Banglaore along with Mihir Somaiya, the Category Manager for SDA, Microsoft India. They had not only taken feedback from the enterprise customers and partners from the perspective of hardware products including keyboards and mouse but also from the Office Communicators, which included their Headsets and LifeCam webcams. They have also spoken to SME customers, visited customers and partners engaged in large OC projects where Microsoft OC-certified webcams have been deployed.

Dennis says, “We are meeting a large number of customers to talk about the positioning of these products in terms of their RoI and benefits to the enterprise market. Therefore we have chosen Bangalore and New Delhi, where a large number of IT customers are based out of.”

Michael adds, “There are two areas that Microsoft wants to influence the purchasing decision.

We want to give a very safe space to the employees to work in as we offer the best ergonomic solutions. The other area is the emerging sector of Unified Communications (UC). To address this segment, we have developed products to meet different levels of office communicators. We have packaged in such a way that the products work

microsoft

SME Biz

(From left to right) Dennis Reith, Channel Development Manager, Mihir Somaiya, Category Manager-SDA, Microsoft Corporation (India) and Michael Fry, Channel Development, Microsoft Hardware, SDA Division

without installing software. These are plug-n-play.”

One of the Microsoft’s developed OC Product range, which the company is pitching with the enterprise customers, is LifeCam HD webcams.

All these products are high quality cameras with wide viewing capabilities and offers live like images. They have auto focus and do not require any software. Michael says, “Our competitors have also webcam solutions but are much more software laden, which in enterprise scenario creates conflict with other software.”

As far as the whole Microsoft vision around unified messaging is concerned, with OC portfolio, Microsoft Exchange and Share Point, the company is offering a very strong competition to the leaders in this industry and going forward as the company continues to make improvements in the products, it will become even stronger.

As per Michael, Microsoft is also embracing standards to enable interoperability between different devices and different systems. So companies which have invested in large scale in Polycom video conference rooms, Microsoft wants to make sure that these systems can integrate easily with Microsoft desktop OCs. Towards this, Microsoft is working closely with HP, Tandberg and a host of other technology partners to create an interoper-

able environment, which can extend video from desktops to the large conference rooms.

He adds, “From the OC stand point, we want to grab the channel partners who have focus on enterprise business. We are looking at leveraging our existing customers’ base and also working closely with our enterprise sales team - specifically our Unified Communication (UC) specialists to get involved in the sales process for us.”

In terms of Microsoft products, these are packaged diffently for the enterprises. For example when the consumers will buy five products’ pack, the enterprises will buy 50 products’ pack. There are a lot of cost benefits for the enterprises.

Mihir adds, “Apart from the products’ packaging, we want to develop capacity to bring more business value to each of the products going to the enterprises.”

To empower the channel partners, Microsoft is bringing JumpStart Programme to India, which has already been rolled out in 37 other countries globally from 2008. Microsoft India will bring some changes in the format to suit the local market before rolling out.

Dennis, says, “We have seen a tremendous result of JumpStart Programme in other countries and we are expecting the same in India as well. We

will involve large VARs to help us in the enterprise side. We see a huge opportunity in India from both resource and product stand point. We are adding man power that can help us in understanding SI market, retail market and SME market.”

Mihir added, “We will also have a lot of enablement tools for the partners. For example, we will give them a lot of demo pieces because we understand that in most of the enterprise sales motion, the customers want to try out the products for a week or two week then he places an order. It is very different from the retail sales motion.”

From the geographic perspective, Microsoft is looking at the four metros and A-class cities.

Mihir says, “If in the first year we could crack top 10-12 cities, it will be a good start for us.”

As far as the products’ roadmap is concerned, Microsoft will keep on bringing products which are based on ergonomic design and taking care of health of the users.

Finally…

Good thing for Microsoft is that no competition has such a focus. The company is already engaged with the enterprise market for various other products including UC and software solution. But the challenge is that it is a new concept.

sme channels 19 july 2010

Trend setter

NComputing

there should be a

right pc for Even the households and education segments feel computers as essential for them, but due to high-cost many people and organization are not able to have these pieces of technology in their places. With NComputing solutions, it appears the users will have a great relief.

By smruti Choudhury info@smechannels.com

W

inner of the Wall Street Journal’s Technology Innovation Award, NComputing is gradually coming to the forefront of the computing market. NComputing brings affordable PC computing by enabling a single PC to be shared by up to many users at about ½ the cost of dedicated PCs. NComputing vSpace desktop virtualization software divides the computer’s resources into independent virtual workspaces that give each user their own rich PC experience. vSpace handles the desktop display and remote activities from the user’s keyboard and mouse (through the access device). Multiple users simultaneously access a single operating system, either Windows or Linux.

NComputing has a number of product series including X, L and U range. These products are different from each other from the stand point of interface with the PC. Connected through PCI card, the X-series device enables a single PC to be shared by up to 7 users at the same time. The L-series connected through, Ethernet hub, enables

20 sme channels july 2010

up to 30 users to share a single PC or server. Similarly the U- series product is connected through USB interface and 9 more users.

The devices have no CPU, memory, or moving parts, so they are easy to deploy and maintain.

Most users only use a small percentage of a PC’s processing power. And today’s multi-core PCs are more powerful than earlier products. NComputing takes this excess power and enables a single PC to support up to 30 users at once. These solutions radically cut costs, use less electricity, reduce e-waste, and are easy to set up and maintain.

From the market perspective, the company addresses most of the verticals including enterprises, education, government, SMEs, etc.

Even though India has high PC growth, but a very small portion of the population has a PC. So the opportunity is very high. There are millions of SMEs, schools, colleges, call centers and large enterprises, which require affordable and low maintenance computing solutions but they are not able to buy those costly products for every member of the organization. NComputing solution enables to set up huge computing installa-

the right user

tions at the one fourth of cost of traditional PCs. Even though notebooks and netbooks are making good headway in the market, but those solutions involve a lot of operational expenses.

Manish Sharma, Vice President, NComputing, says, “A lot of SMEs are not IT Savvy. They use the PCs to run their daily business but constrain for them investment. This is where NComputer helps them in reducing the cost without compromising with the work. Our device extends power of a single PC and creates 9 more PCs and it solves the purpose of the SMEs.” “SMEs love us because they are able to achieve their business objective at a far less cost. They do not save cost through a TCO calculation or over five years but from the day of installation,” he adds.

The company’s go to market strategy is 100% cannel based. Through Redington, which is the national distributor in India, NComputing reaches out to mass market. There are nearly 500 dedicated channel partners working through the national distributor for NComputing. Redington also supports the products in the market.

Today, the company has over 150,000 installa-

NComputing

Trend setter

Is Redington only partner for support NComputing?

on all days at techsupport-india@ncomputing.com

Redington Reverse Logistic Center (RRLC) is the main support partner. It is a pre-requisite for our channel partners to be trained to support customers at the first level. NComputing has its own qualified and experienced technical team to provide pre and post-sales support in addition to a trained team at Redington.

Is it for the partners or for the end customers?

This is for both Customers and Partners. Redington’s reverse logistic center has been introduced to keep a track on return requests and assist NComputing partners and end-customers in the least possible time. Being a Channel centric company, support to our partners is foundational.

Where the call center is present?

Manish Sharma, Vice President, NComputing

The NComputing call center is setup in Chennai and the Toll line number is 044-39184313. The team there has been trained and is ready to assist and address any customer issues pertaining to NComputing products across India in the least possible time.

Is it 24/7 and 365 days’ service?

This service is available from Monday to Saturday and 9.30am to 6pm but email support is available

tions in India.

Their products are s especially suited for schools, government, small/medium business, hospitals, retail, and manufacturing. All the state

Whether the service is only for support or sales also?

NComputing’s new service is introduced to support customers. They can call on the number of RRLC to get assistance and redressal on any issues pertaining to NComputing products across India in the least possible time. This initiative would further facilitate quick replacement of any products in India across any location in a very smooth, manageable and effective way.

governments are increasing the budget for the computer education. Their aim is to give computer education from the school level itself. Importantly Andhra Pradesh, Karnataka, Tamilnadu, was first

in this list. In view of this making the educational institutions as main market the company has gone ahead with NIIT, which is getting contracts for the education sector from state governments.

sme channels 21 july 2010

COVER STORY

storage

SME’s concern is

Worry free

Storage Really the SMEs are heading towards data deluge and to manage that large data they require technology or process, which is very simple and affordable at the front-end, and flexible at the back end.

By sanjay mohapatra sanjay@smechannels.com

F

rom time immemorial, storage has always been a concern for everybody. In old days, people were storing good stuff, which was most valuable at that time, in attics and cellars, but they were not able to protect those produces from worms and moths. It was always a concern for them whether the stuff is safe or not. As the time passed, people chose closets and Almiras, subsequently iron chests and bank lockers to store their valuable properties including ornaments and property documents.

But they are still apprehensive about the safety of these places. Today though these formats are

22 sme channels july 2010

still existent but information storage has become a head ache of the people. Information is wealth today. So keeping it safe, retrieve at the right time and protecting from disaster are some of the prime concerns of the people and enterprises – be it small or large.

Started from floppy drives to CD drives, magnetic tapes and HDDs, it has come a long way when people now are taking about Flash and SSDs. Today, the drives of 10GB and 20GB have become passĂŠ and TBs are becoming the trend because flow of Information is massive these days.

One receives information from various sources and generates information in many ways. The way

information storage happening has also undergone a tremendous change. Along with storage high availability is a biggest concern. Even though you store a lot of data or information, by at the need of the hour, you are not able to retrieve it as are not properly indexed. So availability in its life cycle and keeping it safe from the disaster are always the headache of the enterprises. Secondly, though the cost per GB is decreasing, managing it becoming costly. Along with the large enterprises, SMEs are equally concerned about this. People are adopting various technological genius including virtualization, cloud computing, green computing, etc. to make it cost effective.

storage

COVER STORY

“SME spend on storage is a mere 6 to 7%, which is going to grow touch 40%.”

sme channels 23 july 2010

COVER STORY

storage

“We offer TRY and BUY option to customers who need it – this is to help them test the solution in their environment before buying it.”

Praveen Sahai, Director of Sales India & SAARC, Iomega

But whatever technology is coming to the market, storage is remaining a misty for everybody and especially for the SMEs. Justification of cost of GB is always a matter of concern for them so the market is evolving every time to make it affordable. So more and more storage becomes simpler, affordable and available, the more can people understand the storage and adoption of it will be higher.

Today, the SMEs store a lot of information including customers data, bills, bank statements, employees data, IT returns, monthly financial data, yearly expense management, external and internal communications, audiovisuals, photographs, surveillance footages, etc. These data come or generated through various means and it is piling up every day. The SME customers are not much worried about this. Most of the small businesses are storing these data in their PCs, they may not even have a dedicated server. They are list bothered about the existent of these data but the moment, the PC crashes, they realize the importance and take the back up in CDs or in an external HDD. They are using a lot of flash drive to share information among various computers.

In the mid-level business, either they are using a DAS box or a low cost SAN box. However, in the top of pyramid in the SMEs, they are somehow aware of the enterprise solutions and gradually deploying the technology for business continuity, availability, DR and ILM. Putting both the segments together, there is a huge market in SMEs opening up. It is not about private organizations only, but also the Government-run small offices and PSUs are realizing the utility of internet based operations, which is driving storage solutions.

For example, the cooperative banks, dairies, state employment exchange, healthcare laboratories entering into ecommerce and transactions. They are turning the physical documents to electronic data and saving them in some formats of enterprise-class storage. Today, academics have

24 sme channels july 2010

started online educations, online admission, online results; they are also adopting some format of storage.

Given this situation, the market is pretty competitive. The vendors Like HP, IBM, Iomega/ EMC, NetApp, HDS, etc. are not only brushing with each other on daily basis for winning projects but also announcing a lot of programmes

“SMBs have learnt that there are more sophisticated technologies available in the market, which, besides giving cutting edge performance & scalability, also brings down the TCO.”” Surajit Sen, Director Channels Marketing & Alliances, India, NetApp

to keeping themselves on the top of mind of the users. And, going forward, this motion will be very strong. There will be new companies slip in to address this segment. For example companies like Netgear, eSys, Buffalo, have already pushing NAS products along with their networking or system product.

As per IDC the Enterprise Storage market in India is expected to grow at a CAGR of 98.4% over the period of 2006 to 2011. A significant portion of this growth would be contributed by organizations (especially SMB enterprises) in cities other than the top four metros.

Praveen Sahai, Director of Sales - India & SAARC, Iomega, says, “SMBs tend to spend a significant chunk on storage considering digital information is growing at a rate over 60% as per IDC. SOHO buyers have been the largest purchasers of higher capacity drives (because of lower cost per GB) and this market will continue to grow as a result of the digital explosion.”

He adds, “SMB customers are growing up the maturity curve at an impressive pace. They now plan for storage, just as they plan for other aspects of IT. They are integrating applications, consolidating IT and are working towards ensuring that their business plans over the next three-five years include storage plans that are in line with those strategies.”

Sandeep K. Dutta, Vice President – Storage, Systems and Technology Group, IBM India/ SA, says, “India’s disk storage systems market is increasingly driven by business continuity and disaster recovery solutions and enterprises have invested heavily on building the same even during the recent economic downturn. This trend has also helped drive the overall storage solutions market.”

He adds, “IBM has revealed a research that suggests the storage opportunity alone in the SMB space is expected to expand at a compound annual growth rate (CAGR) of 5.6% between the years 2006 and 2010. According to IBM, growth rate is one and a half times faster than that expected among large enterprises and non-businesses (i.e., the public sector).”

Surajit Sen, Director Channels Marketing & Alliances, India, NetApp, says, “SMEs in India are heading towards a data deluge and given the requirements of effective storage, management and retrieval of data storage has assumed the role of a critical IT enabler in today’s time. For NetApp, mid-size enterprise forms 30% of the company’s business globally.”

He adds, “We are seeing big growth opportunities in several areas. The biggest trend today we see is a shift towards networked storage. Earlier, most of the SMB customers would use DAS for

COVER STORY

storage

their environments and networked storage was limited to enterprise datacenters only. With the advent of technologies like iSCSI & FCoE, networked storage has become an attractive option for SMB customers as it offers them better utilization, performance, scalability besides giving them options like remote backup & DR.” Patrick Mathias, Vice President, Sales-West, Cisco India & SAARC, says, “SME’s are becoming more evolved in their use of technology, and are open to using more technology infrastructure for their business needs. Storage, however, has traditionally been a concern area, as enterprise-class storage solutions are expensive and cumbersome to retrofit. Since the ongoing evolution of the cloud, many SMEs now find that sorting data in the cloud is becoming more of a viable option.”

Unlike the good old days, the SMEs are looking at the adoption of iSCSI and are moving from a

“As SMEs find themselves with exploding data storage and high availability needs, storage virtualization will become a must. We are seeing increasing traction among SMBs already to adopt Storage virtualization.”

Sandeep K. Dutta, Vice President – Storage, Systems and Technology Group, IBM India/SA

26 sme channels july 2010

direct attached storage (DAS) model to a networked attached storage (NAS) set up and even to a virtualized environment or to cloud space.

Though virtualization and cloud application are not much known in the small emprises space but in the mid-market space, these technologies are enhancing movement.

Business continuity, loss of data and downtime are some of the most critical issues SMBs are facing. The good thing about it is that they are now realizing the negative impact system and data unavailability can have on their revenues. But their pain point is finance. They want solutions very much affordable and simple at the front and easy to manage at the back end.

Iomega, the EMC Company for SMEs, offers exceptional hard drives and network storage drives to help SMBs manage their small business or remote offices – easily and affordably! For example, Iomega StorCenter network storage devices come in desktop and rack mount form factors to support PC, Mac and Linux environments with capacities ranging up to 4TB. These network storage solutions are based on EMC’s world class enterprise technology to offer you advanced storage (RAID), security and content sharing features. Iomega also offer award-winning REV removable backup disk drives, professional eSATA hard drives and portable hard drives which are designed for small businesses offering encryption and style. These products are available at a lucrative price range starting from Rs.3000 only.

IBM has invested billions of dollars in recent years in storage innovations such as de-dupulication; scale-out storage to support data growth, particularly of unstructured data; and data archiving to prioritize data for workloads like real-time analytics to gain new insights.

The new products IBM is announcing are apt to address issues of reducing inefficiency; bringing new intelligence to data; and managing massive amounts of unstructured data. The products from the hardware stand point include IBM System Storage DS3500 which enables smart management of information and capacity growth without added complexity. By providing midrange performance and attributes at entry level prices, the DS3500 storage system helps companies deal with the “information explosion”. Similarly, IBM LTO (Linear Tape-Open) Ultrium format is an open tape storage technology that can help dramatically lower energy consumption and potentially reduce storage media costs up to 10 times. The IBM Long Term File System uses LTO-5 technology for a simpler, less expensive way to provide file system access to the very large data archives created by unstructured data. The Long Term File

Points keep in mind while addressing the market l Does the customer have business critical data like – financial data, bills, monthly P&L etc. which needs extra care and cannot be kept on a computer l Does customer have more than one branch where data needs to be replicated on a daily/ weekly/ monthly basis l Does the customer have video surveillance requirement l Does the customer have a need for back-up in his company

System is designed to address the growing storage needs of industries that generate digital media such as Media and Entertainment, Medical and Digital Surveillance. The IBM Scale Out Network Attached Storage (SONAS) system addresses clients’ needs to manage massive amounts of data common in emerging business models and services and also reduces costs for traditional applications and services.

NetApp has adopted a three pronged strategy to address this market. NetApp has introduced the FAS2000 bundles which offer enterprise class features but at a price point suited for SMBs. Apart from Virtualization and Cloud Computing, NetApp is talking about Unified Storage which has been introduced to the industry almost 8 years back. The concept was very powerful and helped NetApp grow rapidly.

Surjit adds, “Today it has become an industry trend where most customers are asking for storage solution that can cater to different application needs irrespective of whether they need files or blocks. Almost all storage vendors are announcing similar solutions and we expect Unified storage to become the de-facto standard for storage systems in the next few years.”

Cisco, the networking leader, offers Cisco NSS 300 Series Smart Storage. It is a new family of affordable, easy-to-use desktop network storage solutions that allows SMEs to store critical business data, share information and run their business better. The new solution features built-in and add-on applications that can extend usage beyond storage, bringing SMEs more value for money.

HP has a very strong portfolio of storage products for the SMEs. The company is offering its

Supports Intel latest 32nm

USB

Supports Intel latest 32nm

www.gigabyte.in

Toll Free # 1800 425 4945

• Mumbai 9967718653 • Ahmedabad 9925026676 • Bangalore 9686860047 • Indore 9302780368 • Chandigarh 9915134477 • Kolkata 9831990308 • Jaipur 9784002129 • Hyderabad 9701000080 • Cochin 9744963130 • Chennai 9500011501 • Delhi 9810085027, 9711246944 • Pune 9665045100 • Uttaranchal 9810085027 • UP 9935321222 • Goa 9987038234 • Raipur 9893056017 • Patna 9771492792 • Bhuvaneshwar 9937004853 • Guwahati 09706014261 • Coimbatore 9894306444 • NAGPUR 9975622236

COVER STORY

storage

As per IDC the Enterprise Storage market in India is expected to grow at a CAGR of 98.4% over the period of 2006 to 2011. A significant portion of this growth would be contributed by organizations (especially SMB enterprises) in cities other than the top four metros.

StorageWorks X1000 and X3000, NAS solutions enhanced with deduplication features. The new StorageWorks 2000i and 2000sa G2 are modular SAN arrays that support small form factor 2.5” iSCSI and SAS drives, which due to their size increase storage capacity per unit of rack space by 33 per cent and reduces power consumption by up to 50 per cent. The company is also introducing a ‘virtualisation bundle’ which includes an HP server, storage and networking equipment and virtualisation software from HP and VMware.

Hitachi Data Systems offers a variety of storage products for SMEs and the partners are empowered under its trueNorth partnership. The products the company promotes include the AMS200 and WMS100.

American Megatrends India (AMI) offers IP SAN and NAS solutions by the name StoreTrends.

For the small business, AMI offers StorTrends 1300 series where as for mid market, the company offers StorTrends 2400 series. The 1300 series are available from 1-4TB capacity with 2U 4bay and for the 24 series are available with 12TB 2u 12 bases. The products are rack-mount NAS and SAN storage appliances with capability to support departments, branch offices, and small to medium sized business (SMB) users. Ideal for either primary or secondary file storage, it provides many advanced features and superior manageability at a price that is attractive to SMBs Shridharan Mani, Director & CEO, AMI, says, “The beauty of StoreTrends is that it competes with all large brands. There are a few things that we are different from the competition. One of them is snapshot technology. The traditional trend is to use Copy- on- write snapshot technology where as we use Redirect-on -Write, because of Redirect-on write, you can get improved performance. The throughput increases and the number of input operations per second also

28 sme channels july 2010

increase because this technology provides you that kind of functionality. Second thing is WAN acceleration, which is built onto our stacks.”

Besides, the leading networking player in SME space, Netgear offers a range of ReadyNas storage boxes. Similarly, Japanese vendor Buffalo has launched Drive Station HD-CXTU2 series for the SME market. Last but not the least, eSys the distribution major in India has also entered into the branded storage market with the launch of the family of Esys MyXserver products range. These products are available from 500 GB till 2TB in absolute affordable price point.

The solution is completely driven by the channel partners. Principals engage the partners under various programmes to reach out to the customers.

Iomega has 1000+ channels partners spread across 40 cities in India. These partners are aligned with the principal through 4 distributors including Venktron, Neoteric, Beetel and Redington. Of course the earlier three are responsible for B2C engagements whereas Redington is for B2B market. There is a specific focus to build business volumes with LFR and help them deliver on this new category of business which has a promising potential in the future. The company is currently working closely with LFR’s like Croma, Reliance Digital, Vijay Sales, Jumbo, etc.

Praveen says, “At EMC Partners are a key pillar of our strategy. They are critical in providing us the market reach and best positioned to counsel the customer. Our pillars of commitment are twofold – create new value proposition for the partners and increase their bottom line.”

IBM relies on an indirect channel selling strategy too. The company has built a number of IBM Express Advantage storage offerings that target mid-size markets and an Express Seller program where channel partners can sell the company’s

storage products in an autonomous fashion.

Apart from simplified product portfolio, the company enables, educates channel partners through various training programmes. The company also helps the partners in lead generations offers sales and marketing collateral and runs integrated co-marketing program with the partners. IBM Global finance helps the partners in finance also. They are also offered incentives for their performances.

NetApp has introduced a new category into its partner program called ‘Silver Category’. NetApp has adopted a partner enablement program that helps partners to build skills and competence around the solutions best suited for this market.

NetApp has also partnered with service providers, who have built shared storage, managed storage offerings based on NetApp technology. These service providers offer ‘Virtual Datacenter’ environments for SMB customers where they get the ‘pay as you grow’ option.

They work with a number of partners including large SI’s like TCS, Wipro & HCL, solution providers like Apara, Locuz, MIEL & ACE Data, and leading technology distribution companies like Redington and Inflow Technologies through which it reaches out to their country-wide network of resellers. NetApp takes partners through a meticulous hiring, onboarding, enablement and business planning process. Partners are given access to NetApp tools like PartnerEdge, Fieldportal, free web based trainings. Instructor lead enablement programs like Partner Tap, GetSuccessful & Partner Academy. NetApp offers a free sales accreditation program NASP and a pre-sales accreditation program called ASAP. NetApp has a unique services strategy. Unlike most other Technology players who focus on selling their own services, NetApp’s strategy is to deliver services through partners.

storage

“Through our certification programs, we ensure that our partners are specifically certified for the industry sector that they most commonly work with, especially for the SME sector.”

Patrick Mathias, Vice President, Sales-West, Cisco India & SAARC

Cisco has got nearly 1200 channel partner base by virtue of its large networking portfolio distribution, which they leverage for the Storage products.

AMI has 50+ channel partners and one distributor by the name Store ID. These partners are divided in 3 categories. Tier-1 partners who are large providers, tier-2 partners who are solution providers and the box movers are tier-3. The company’s major focus is on the tier-2 partners.

For whom, they do a lot of training programmes and empowerments.

But the pain point of partners is that the level of knowledge and understanding for storage in the SMB segment is very low. They feel storage is expensive and need high level of tech expertise. So they require demand generation with marketing resources and tools from the vendors. Vendors should provide comprehensive, affordable, and easy-to-access technical and sales training and accreditation programs, as well as a variety of regular knowledge-sharing opportunities throughout the year. Of course, all the principals do that, but as the technology evolves fast, the partners need very close and frequent interaction.

Apart from empowerment and training partners need a lot of support in terms of pre-sales, post sales, products support, demo support, PoC support, etc.

As far as Iomega is concerned, the products rolled out of the company carries 3 year replacement warranty on low end product and deliver 24/7 – 4 hour response time for the ix12 range of Iomega NAS solutions. In case customers need additional support for various individualistic needs – they can sign up additional support pack from our partners who are trained to deliver high level of support on Iomega solutions.

NetApp has a world-class support program, where a customer has the option to choose from

several support levels designed to suit specific customer requirements. NetApp support offerings SE Premium and SE Standard are delivered directly by NetApp through NetApp Global Support Centre and a contracted service provider for support requirements. This arrangement frees up smaller channel partners from the requirement

“Any company, which is looking to have good performance, DR, high availability and increasing capacity planning, we offer the ideal storage platform.”

Shridharan Mani, Director & CEO, AMI

COVER STORY

to invest in spares and support staff. NetApp ASP Service Model allows NetApp partners to deliver their own branded services to the customers.

NetApp ensures that partners build the competence and infrastructure to deliver world class support. NetApp backs up partners through a seamless escalation model and an extensive network of spares depots.

AMI allows its partners to take care of firstlevel of support and if the case escalates the company engineers intervene and access the boxes directly through remote management and solve the problems.

“Seeing is believing”. It is more applicable to the SMEs than the large enterprises. Keeping this aspect in mind and for the sales motion, center of excellence or solution centers are coming up in every vendor’s places. Either they are creating PoC for the customers or provisioning partners to create PoCs for their customers. However Iomega does not believe in this, though its parent company EMC has large centers of excellence.

Praveen says, “We offer TRY and BUY option to customers who need it – this is to help them test the solution in their environment before buying it. Since the concept is new and customers are not tuned to buying storage solutions – this option helps them test and play with what they have always needed but never got to experience the same.”

NetApp has invested in a pool of Demo equipment through Distributors which can be used to demonstrate NetApp features and technology to SME customers. Besides this NetApp has invested >US$20M in building the NetApp Innovation Centre in Bangalore which is frequently leveraged to demonstrate NetApp technology to NetApp customers.

Cisco has a fully-functional proof-of-concept in its Globalisation Centre in Bangalore. It showcases a wide variety of our products and solutions, many of them in real-world recreations. This is used by Cisco sales teams as well as the partners to walk customers through what their installation would entail and look.

Finally…

More than the products and technologies, it is the partners who should act as a trusted advisor to the customers and offer them solutions that deliver business value, ease operational challenges, help reduce TCO, and drive up efficiency levels. These are broad objectives that need to be kept in mind when a technology solution is being offered to the customer. Demand generation comes always second after awareness creation.

The vendors should invest their time and money in coming closer to the customers, so that they accept what vendors say.

sme channels 29 july 2010

SME Biz

VMWARE

to manage

growing cost

virtualization

is the answer

Enterprises - small or big - have to to make their resources thicker and slicker. Otherwise they will see their margin slipping away under their nose.

By Smruti Choudury info@smechannels.com

Facts about India Headquarter

:

Bangalore

Key people

:

T Srinivasan, Managing Director Ganesan Arumugam, Director-Partners, VMware Software India

Number of Employees

:

1000+

Presence in India

:

Since 2004

Key Products

:

Datacenter Products: VMware vSphere, VMware vCenter Product Family, VMware vCenter Server, VMware Server and VMware ESXi Desktop Products: VMware View, VMware ThinApp, VMware Workstation, VMware Fusion, VMware Player, VMware Mobile Virtualization Platform (MVP), VMware ACE

Website

:

www.unilineindia.com

30 sme channels july 2010

D

atacentres are the major resources for growing power consumption and responsible for bringing large carbon footprints to the earth.

Towards minimizing the effect and bringing down cost, there are great technologies available these days in the market. One of those technologies is Virtualization. It reduces the TCO of any organization in terms of technology implementation drastically – be it Servers, Storage or Desktop. When one refers to this piece of technology, a name always hits the top of mind that is VMware, the leader in the virtualization space.

This technology is not at all new to the world.

Available earlier with mainframes, now Virtualization has been open for the client computing.

But a few people know that VMware is one such company, which has brought Virtualization from IBM machines to the x86 platforms. Today, the company not only virtualizes the servers or storage but also the desktops and VMware vSphere is ubiquitous.

But whether, it is influencing the SMEs? Ganesan Arumugam, Director-Partners, VMware

Software India Pvt. Ltd., says, “Yes. SME is one of the strong fields as far as VMware is concerned.

One of our early successes is Chitale Dairy, which is an SMB customer. We have stock broking companies and Jeweler Companies like Trivibhuvan Jewelers have been using our platform for many years. We have also co-operative banks which are using it extensively. We have very good growth in the SME space.”

But, what about Cloud Computing? If the enterprises invest in Virtualization why not they embrace cloud computing? Ganesan says, “Virtualization is the first step towards Cloud Computing. Unless you Virtualize, you cannot take your application to the cloud and host it.”

As per him, the first level of cloud for the customers is the private cloud or enterprise cloud not the public cloud because there is a threat perception among the users to put all the applications on to the web. The user is not actually certain about the availability and SLA commitment of the public cloud services. Secondly, after using private cloud, if there is any additional application required, the customer might go

final question

Ganesan Arumugam, Director-Partners, VMware Software India Pvt. Ltd.

How do you see India in terms of growth?

In India, we are seeing a tremendous growth. We have grown 8% in 2009. In 2010, we have given the estimate to grow by 30-35%. In Q1 ‘10 only, we have grown by 18% over the last year corresponding quarter. In terms of growth, India is one of the large markets. That is why we have taken India as a country of investment. We have almost doubled our resources here. We have increased our sales and pre-sales people.

In terms of resources, we have a huge R&D centre.

Do you have PoC? We have invested in the Centre of Excellence. We call it Solution Centre. This is a combined initiative of VMWare and the partners including Dell, EMC, Intel and AMD. They have installed their hardware and we have put in our software to create the solution centre. Any of our partners can bring in their customers including the SMEs to use it or remotely access it and demo the concept. Most of our partners also have their solution centers where we provide free software, NFR (not for sale) licenses and internal use licenses.

How about competition?

We have competition but we are 3-4 years ahead of them. For example, we were talking about VMotion two years back. During a VMotion, the active memory and precise execution state of a virtual machine is rapidly transmitted over a high speed network from one physical server to another and access to the virtual machines and disk storage is instantly switched to the new physical host. Since the network is also virtualized by VMware ESX, the virtual machine retains its network identity and connections, ensuring a seamless migration process.

In Desktop virtualization, we are talking about off line virtualization. In off line mode, you still can work on your PC and whatever changes you make in the applications, it gets replicated the moment you connect to the server.

DRS (distributed resource schedulers) is a technology, which helps enterprises save power cost. In the large enterprise, where 10 servers with 40-50 VMs run from morning to evening but with the evening coming in, the load becomes less on some of the servers but all the servers keep on running. In this case, DRS automatically detects the load imbalance and brings some of the virtual machines from various servers and creates optimum capacity of 80 -90% and automatically shots down the servers which are not functional. So if an enterprise starts with 10 servers in the morning and the load goes down in the afternoon, it automatically shots down rest 5 -6 servers.

These are some advance technologies that needs years for the competition to catch up.

VMWARE

SME Biz

for the public cloud. Therefore private cloud remains at the top of the mind of the CIOs than the public cloud.

Virtualization brings in agility, flexibility and scalability to the infrastructure. If enterprises put applications, data and OS on virtual machines and tomorrow if the system requires any additional services, you are ready for the delivery.

Tomorrow, if the branch office requires the application, they can easily access it from the central office. Secondly, if there is any new application to be implemented, the infrastructure easily allows it to run without the cost involved into it. For example, an organization wants to implement CRM. If the organization has created the virtual machines, it is easy to run the new application.

Because already there is an existing data centre, they only need to create a new VM and implement the application on top of it and it is up and running in no time. The system administrator only needs to monitor the capacity planning and utilization. When it goes above the utilization capacity the organization needs to buy another server and add to the system.

Normally, 70 per cent of the IT resources in terms of budget and human resources is spent on maintenance of the status quo of the server. Only 30 per cent is used on innovation. But the CEOs want innovations to come in. They want 70% of their resources to be spent on innovation and 30% on managing resources. Because of the virtualization, they are saving the energy of the human and cost on managing the resources and utilizing rest in the innovations.

But there are SMEs who run their entire application in a single server, whether Virtualization still helps the single machine and reduce cost if there is addition of another application? Ganesan assures, “Even an SME with single server can run virtualization to get maximum benefit. For example, the co-operative banks having one server with 5-10 users connected to it running Virtualization. They run 6-7 applications including Exchange, MySQL Data Base, Active Directory, Banking Application, Cheque Clearing System, etc. from a single server. Typically all these application put together takes 20-30% of server capacity. But, whenever there is any addition of application required to be added, they always go for another server.”

He adds, “In this scenario, these 6-7 applications can be put in different virtual machines in the same server. Each of the respective applications, OS and computing power are mapped and designed to go through virtual environment.

Our technology allocates the existing computing resources in such a way that the single server manages all the applications. For example, if the server

sme channels 31 july 2010

SME Biz

VMWARE

is of 4GB memory, it allocates 1GB of memory to each of the applications though 1GB memory is ideal for the entire 6-7 number of applications.”

On the other hand, if the cooperative bank adds another application and thinks the need of buying another server, it takes additional amount of money and at least 3-4 months waiting time.

But if the bank virtualizes the single machine, then it simply creates another Virtual Machine (VM) and immediately runs the application on the same server. When it comes to the threshold of 80-90% of server utilization, you add another one and you can plan it well in advance.

He maintains, “From our perspective, we may not get big business out of it but the customer gets big benefit. The same bank can not only Virtualize the server but also can virtualize the desktop.

The applications are managed centrally, there is no issue of security and management is very simple.

And this virtualized desktop can be accessed from anywhere. Even if the concerned person is abroad,

32 sme channels july 2010

all he needs an internet connection for accessing the desktop.”

It brings a lot of control for the IT department in case of the branch office computing and networking. They need not have an expert. They can put every application in the server in their regional office or central office and deliver all the applications to the remote office.

Today, VMWare has around 70 active partners in the country with whom they proactively work.

They enable them under the programme called Partner Exchange. It is a global programme. In India, the company has organized it in four cities including Mumbai, Delhi, Bangalore and Chennai. We are calling the partner executives including their sales and technical people. There are separate technical and sales track. VMWare tells them how they go and sell it. Apart from this, the company has online tool, which offers training and certification to the partners.

In addition, the company also builds solution

competency with the partners on infrastructure virtualization, desktop virtualization and DR solutions. It is absolutely free for them. The white papers are also available online free of cost.

The company also does a lot of awareness activities among the customers. They have a worldwide programme called VMWorld for the Customer.

Under this programme, last year, VMWare has educated the customers across top cities. Ganesan says, “We have taken various similar initiatives to grow the market and build the partner ecosystem to address that. Tomorrow, if SMEs number grows up and they require more partners, we will definitely give them more partners.”

Besides, VMWare is being available through OEM partners including HP, Dell, IBM, Intel, AMD, etc. The company also has education partners, who do the education and certification for its customers and partners. These partners are EMC, HP and GT Enterprise, Venus Technology, Data Craft and NIIT.

SME Biz

Emerson

Addressing

smes is like Exploring a goldmine

It is believed that the Indian UPS and inverter market is around Rs.7000 crore put together and is growing at 15% year on year.

By Neil D’Souza info@smechannels.com

Facts about Year of Operation in India

:

1993

India Headquarters

:

Thane, Maharashtra

Key People

:

Sandeep Nair- President and MD, Sandeep Gupta - VP Finance, Tuhin Mukherjee - VP Telecom, Pratik Chube GM Product and Marketing, Ramasamy Tamilarasan - VP Operations, Ramaswamy R VP HR, J Seshadri - CIO

Direct presence in India

:

35+ locations

Products

:

UPS, Precision Air Conditioning, DC power Systems, Monitoring Solutions, Racks & Enclosures, Power Quality Audit, Telecom Services, Critical Space Management, Battery Management

Website

:

www.emersonnetwork.co.in

34 sme channels july 2010

I

f anyone passes by any business hub like Nehru Place, Okhla, Lamington Road or any other market place, one definitely gets to hear an irritating hissing sound and chocked with the smoke emitted from the generators. In the households of most of the decent income group either have an inverter or a small gen set. You really hate it but you cannot ignore it. Similarly, every computing premise must have some form of power continuity device – be it UPS or inverter or mix of both. Taking all these devices into account, today the power continuity market has touched a figure of Rs.7000 cores, which has lured many vendors to make a presence into this space. This has resulted in multiple national players, regional players and local manufacturers trying to influence the users. Even, those companies, which are not into this market at all, have launched various UPS products – at least the entry level ones to taste the market flavor.

In this scenario, the market has turned highly competitive and has created an opportunity for the partners to avail another business avenue. The truth about the market is that the customers go by the brand name of the products, because these are the products which cannot be changed again and again. Those vendors which have created a brand name because of their quality and support are doing good business. Emerson Network Power is one such brand name in India, which is also doing very good business. It means the brand is dependable and trustworthy for all the power backup applications.

Formerly known as Tata Liebert, Emerson

Network Power is a wholly owned subsidiary of Emerson Electric USA, a US $ 20.9 billion company. Set up in September 1993, the Indian subsidiary has seen a consistent growth rate of more than 30% per annum, over the last 16 years.

After the company transitioned itself to Emerson Network Power India in 2001, it has made a conscious effort to align with its global parent. Emerson has a wide portfolio of products across multiple segments i.e. Power, Cooling, Rack, Monitoring & Data Center Solutions. In addition, Emerson also provides Power audit solutions to companies. Thus the company has moved from being a UPS and Precision AC manufacturer to a “Global Leader in enabling Business Critical Continuity” through deployment of mission critical solutions.

Emerson has introduced breakthrough technologies enabling organizations to build and manage their IT infrastructure in a cost-effective, energy efficient and scalable manner. For instance, the now well-known EnergyLogic and CUPS models introduced by Emerson, sparked a slew of products that reduce energy consumption at the IT equipment level and allow IT managers to measure their savings. Adaptive Architecture is another first by Emerson and is embedded in all its offerings. It enables organizations to upgrade their IT infrastructure to suit changing business needs without investing heavily in new power equipment.

Emerson offers the broadest range of solutions i.e. Power, Cooling, Rack, Monitoring & Data Center Solutions. In addition, Emerson also provides Power audit solutions to organizations.

Emerson

final question

Pratik Chube, Country General Manger – Product Management and Marketing, Emerson Network Power

What are the competitive advantage Emerson offers vis-à-vis other brands?

As a technology leader Emerson Network Power recognizes that the key to customer satisfaction and our long-term success is to anticipate customer needs and develop new technologies & innovative solutions that provide our customers with a distinct competitive advantage. Our widely-recognized edge in technology, proven trackrecord of delivering custom fit products to enable business critical continuity, market reach and strong after-sales support elevates Emerson to a class of its own. We are market and technology leaders in every product category that we operate in.

How do you incentivize partners?

Emerson introduces channel schemes at regular intervals to motivate channel partners to plan a profitable purchase cycle for Emerson’s UPS systems and reach out to as many end users as they can. Moreover, schemes are an extension of our constant endeavor to delight, satisfy and encourage our partners to achieve more than their targets. In fact, we have gone a step ahead and introduced annual incentive programs for the sales force of our exclusive business partners.

Pratik Chube, Country General Manger – Product Management and Marketing, Emerson Network Power, says, “We do not simply manufacture power management products; rather we are recognized as the ‘Global Leader in Enabling Business Critical Continuity’ and provide end-toend solutions based on every customer’s unique needs.”

From the market perspective, Emerson focuses on the entire breadth of the market but recently the company has reiterated its commitment to the SME market.

The Indian SME market is a goldmine waiting to be tapped. The market is estimated to be worth Rs.900 crore. 54 per cent of the IT spend in the country comes from the flourishing small- and mid-sized enterprise segment which is growing at 20 per cent per annum.

Pratik says, “For the SME and SOHO segments, our R&D is constantly evolving smaller and micro range of UPS systems that would enable

greater uptime resulting in value for their investment. Also, with improved telecom infrastructure and penetration of cyber cafes, UPS usage has increased in these sectors.”

This range focussed on the SME market include InPulse enterprise inverter, Liebert GXT-MT+ 1, 2, 3 kVA online UPS system, Liebert ITON 600 BX UPS and the Emerson Adapt Series Parallel Modular UPS (6kVA). Of course, the highlight of the range is the Optimize IT, or ‘datacenter within a rack’ as we like to call it. We look at it as an environment-friendly data centre solution with great potential.

To promote these products, the company has launched a 20-city road-show from May 07, 2010.

The objective is to build awareness around the new range. He adds, “During these two months, we have displayed the solutions to our partners and customers in tier 1, 2 and 3 cities. This will be followed by a plethora of other marketing activities such as special schemes for partners, media

SME Biz

campaigns and training programs / workshops for channel partners. We have already introduced the ‘Wheel of Fortune’ scheme awarding lucky partners with heavy discounts on purchase of products from the new range. This will be followed by multiple schemes that will run simultaneously. We will also support these activities by programs and incentives for the sales personnel of our service and sales business partners.”

The channel community is an integral part of its operations and is at the core of Emerson business strategy. Emerson has long-standing relationships with its partners, and has taken measures at regular intervals to innovate in its business for their benefit.

He maintains, “We rely on these relationships, and encourage our partners to break out of the mould and adopt a ‘solutions approach’ towards the customers’ power needs. By doing so, Emerson is helping the channel community to evolve as informed troubleshooters with an expertise in tackling uptime issues in one or more verticals.

This approach is executed by providing training & networking platforms to the community.”

Currently, Emerson has 70+ Enterprise Business Partners (EBPs), 50+ Network Solution Partners (NSPs) and 2000+ Value Added Resellers (VARs). The plan of the company is to enhance its reach by adding more channel partners in tier 2 & 3 cities. So the expectation is to increase the channel base by 20% by the end of 2010.

For the power back up industry, support is a biggest issue. Customers‘ buying decision depends on the support commitment of the vendor. Unlike other industries, customers want to get support from the partners who sell the solutions. Emerson understands this trend and empowers its partners to support the customers. They take benefit of Emerson’s in-house experts and best project implementation cases that are available to them at all times.

Pratik says, “As we have reiterated time and again, we are committed to support the partners’ business goals by providing them the resources to evolve in a rapidly-changing market and address customer demands.”

Finally…

Offering an Adaptive architecture, Emerson wishes to assist the enterprises to minimize their cost and increase productivity. With strong economic indicators that set to drive demand, Emerson will continue to invest in development, manufacturing and marketing of innovative energy efficient solutions and training manpower. Along with this, the company will focus more on expanding its channel partner base in tier 2 & 3 cities.

sme channels 35 july 2010

SME Biz

TVS-E

mission is to take it to the

heart of india When the market is good, every company thrives but when the slowdown happens it rattles every company.

But, only fundamentally strong companies sustain and bounce back and TVS-E is one of them.

By sanjay mohapatra sanjay@smechannels.com

Facts about Year of Operation in India

:

1986

India Headquarters

:

Chennai

Key People

:

S.S Raman - Whole-time Director & CEO TVS-E

Direct sales presence in India

:

450 towns locations

Products

:

Dot matrix Printers, POS, Consumer peripherals and Consumables

Website

:

http://www.tvs-e.in

36 sme channels july 2010

A

fter over 25 years of commitment to the Indian IT hardware landscape, TVS-E has rebuild and migrated itself towards changing market expectations.

The company is now a dominant player in the point of sale and transaction (POST) space. The company today is uniquely positioned as a “one stop shop” for all the products and peripherals in facilitating business transactions across industry. The company really straddles the growing retail segment, diverse manufacturing segment, evolving logistics and infrastructure segment, government / education / banking institution and, hospitality segment and healthcare segment.

SS Raman, CEO, TVS-E, says, “Over the years with our capability to design and develop products ideally suited for Indian conditions we have created a unique position in this exciting market place. “Taking IT to the heart of India” has been our credo right from the beginning and we more than justifying this today. With our range of products designed and developed to withstand our harsh but real electrical / climatic challenges across India.”

He added, “We sustained this journey and we have now evolved this larger landscape on our

unique strength of business and value added partnership across India. Our channel coverage is both “depth and width” oriented. With more than 2000+ partners covering more than 600+ emerging and active towns across India we have a formidable reach. Our partnership at various levels has mutual respect and understanding to constantly rediscover ourselves for value creation. The channel engagement process & policies are progressive with win-win mindset. Over the years, we also have carved a uniquely differentiated “service and support” architecture with its cutting edge IT capabilities which help us offer live 24 x 7 an end to end customer engagement.”

There are 15 million unorganized shops requiring digitization support. With overall improvement in the IT infrastructure, internet penetration, last mile mass connectivity and exciting mobility options, TVS-E is poised for a high boom demand era very soon.

To address this burgeoning market, TVS-E has a comprehensive range of products & Peripherals catering to various industry and application domains. It covers Printing, ECR & POS systems, AIDC (Auto ID products like Bar code scanners, data retrieval and storage products, Bar code printers and capability for RFID

TVS-E

SS Raman, CEO, TVS-E

application deployment) and D) Comprehensive range of peripherals to support automation / digitization across industry and applications like Displays, Cash Drawers, Various consumables, etc.

Raman, maintains, “All our products are designed for rugged electrical signatures and environmental aspects of India, which we have mastered over the years in our own way with a signature as “Heart of India” applications. Multilingual capabilities have been our core strength and over the years we have built ourselves more significantly in this area across the product categories. Quality and reliability is our hallmark and we have perfected this through high degree of engineering engagement, testing and validation with customers.”

“We are proud to say our products are “Indian” in holistic way with significant value addition in India by high degree of skilled resources,” he adds.

In terms of competition, TVS-E has distinct and differentiated edge related to more customer oriented products and solutions for India.

He adds, “In many ways, we customize the Indian applications. We have an edge on the overall cost of ownership as well as cost to serve by our capability in TQM as a core. Quality and

Reliability is an integral part of our offering and we consider this as a hygiene aspect. Product by product for various customer applications, we have positioned our offerings in the best in class option for our consumers. We drive the concept of “value” for our consumers.”

TVS Electronics over the years have built in excellent relationship with layers of channel partners across India. The company has 3 type of partnership which they call as AAA edge.

The first category is the authorized sales & Distribution partners (CDPS & ADPs), which includes its tire-1 distributors and the next level of resellers come key account oriented partners. The company has over the last one year a list of 2000 active partners across India in this category.

The second category is authorized service partners (ASPs). Here again this network has been built over years of engagement with 600 + partners across corners of India to impart focus in the Service delivery architecture. The company has an organisaiton (TVS-E Servicetec) which is a dedicated service spport company.

The 3rd category is the authorized software development partners (ASDPs). This is relatively newer partnership with the emerging POS business.

SME Biz

Raman, says, “We have have differentiated and well laid out process of engaging our channel partners both for value extraction from the market as well as for upkeep and overall visibility. We are well networked through IT infrastructure and our cadence of programs is regular and meaningful for our partners and the end consumers. The channel marketing / customer connect programs are visible and mandated across the orrgisaiton so that we are able to understand the needs of the customer and come up with solutions most appropriate from the customer perspective.”

TVS-E is preferred in the SME segment due to its its credibility on cost on quality performance.

The company has regular contact with the segment across India. They have specific engagement programs across India with SME’s and SMB’s to understand the needs and build ourselves to deliver the same for overall relevance.

TVS-E stands for Trust, Value and Service. So, the company has consciously built capability to be relevant to its end consumers in an end to end manner right from installation to disposition at the end of life. The company has also invested on cutting edge IT infrastructure and a supply chain capability to deliver a varied option of service level agreement for our customers.

Raman says, “We have structured processes to understand the delivery performance and customer satisfaction across the segments which help us to constantly keep raising the bar on our service delivery performance. We also understand that at appropriate level in certain segments, we need sales and service partners to have a very cohesive linakge for high degree of customer satisfaction. We are seen as “one stop shop” with one face for our customers.”

TVS-E has also a great degree of commitment to environmental management. Threfore, the company is consciously equipping itself for responsbible disposition of electronic waste.

Finally…

Post the difficult years, the company is ready now to pronounce itself as a significant player.

They have refreshed the talents, built capabilities relevant to the customer domain and brought in extremely high focus on market and customer across the organization. The company has a great mix of experience and fresh talents with high degree of empowerment in their respective ares of influence. They have strengthened their overall operating frame work which is built on values, processes and people in its core and it has helped TVS-E to rebuild the organization for leading the next phase of business transformation taking in India today.

sme channels 37 july 2010

Trend setter

belkin

They Saw

Opportunity When others Saw Risk Definitely the thought leaders at the core of Belkin are visionaries, who dared to tread the path, which the competition avoided. The net result is once the bad time is over you emerge clear winner.

By Neil D’Souza info@smechannels.com

S Mohit Anand, Managing Director, Belkin India

“For us, the channel eco system has created magic. The second biggest thing is that the company has trusted and bet big on us in the tough circumstances. We saw opportunity when others Saw risk.”

38 sme channels july 2010

tarted barely 18 months back, Belkin in India has already created ripples in the market. As per IDC Q4 2009, the company has emerged as the leader in the WLAN market leaving behind many veterans. It is a magic for the company and for the industry as well.

Mohit Anand, Managing Director, Belkin India, says, “For us, the channel eco system has created magic. The second biggest thing is that the company has trusted and bet big on us in the tough circumstances. We saw opportunity when others saw risk.”

Apart from bringing high quality products, the company had invested on the resources. When most of the company had squeezed their budgets for market development, Belkin had invested.

There were issues in the market, channel was worried about the product movement but the company was able to convenience the market.

Mohit adds, “It is just the beginning for us. We are getting our strategies in place. The real big period for us is October 2010 to September 2011. We are expecting to close this year with a turnover of Rs.100 crore but our aspiration is to touch Rs.250 crore next year and touch a figure of Rs.1000 crore in 2014.

It means: there will be a lot of changes in Belkin

India in terms of bringing out variety of products, positioning it, finding right channel or people to engage with, its go to market approach, etc. They need extra space to house the resources, manpower, backend and support, etc. So everything is going to assume a new avatar in next few quarters for sure.

Although the company has already taken office space in Mumbai and Bangalore yet facing short of space. As per Mohit, the company will have a new office in October. There will be a large experience zone in the corporate office and later on experience zones in other locations. The head count will increase to 75 from present 45.

Mohit says, “We have taken a very calculated business risk. In this insipid market, if we think that things will happen automatically for you it will never happen. We have to make it happen.

Therefore, we have entered into structure cabling space; very soon we will have energy management solutions in our product basket also.”

In the networking space, Belkin perhaps is the only company which has so many products including active (wireless networking, KVM switches) and passive (Structured Cabling) networking products. Belkin SCS end-to-end solutions are ETL-verified to pass all TIA/ETL-568-B.2-1 requirements, reduces alien crosstalk, return loss, insertion loss,

belkin

propagation delay, and delay skew, in both channel and permanent link configurations.

Similarly, by launching energy management solutions, the company wishes to influence the life of the common man. The solutions will help the consumers use less electricity and reduce carbon dioxide. Towards this, the company has acquired Zensi, a leading developer of technology that senses and monitors energy use. The company has a variety of surge protection products to save the valuable gadgets and household appliances.

Already the company has showed its mettle in the WLAN market in a few months and going forward as the wireless networking market is going to explode, the company will have very good hold over it. On the other hand, there are a number of infrastructure projects happening concurrently across the country and it will keep on happening for the next 5 years, Belkin’s foray into the passive space is another timely decision.

The company has already started a strong movement in the channel market by appointing two big distributors - Iris and neoteric as the distributors. Besides, the company has Cyberstar, Creative, Caltron and SV Electronics as distributors for various regions.

Besides the channel engagement, today, Belkin products are sold in malls, large IT stores, electrical stores, phone store, music stores and also the company is targeting the bag stores.

Belkin is not entirely banking upon its networking products to grow its market in India. It has a lot of other products including laptop accessories like bags, mouse, cooling pads, iPod and iPhone accessories, Surge protection products and Energy saver products although networking products will contribute to the revenue pie substantially followed by other three categories.

Asked about why Belkin structure cabling products will be appreciated in the market, Mohit says, “We are bringing out quality passive products to the market. For example vendors offer copper products to the customers. In many cases these copper products are copper aluminum alloy, which is to decrease cost. Customer does not know about this. Secondly, as far as cables are concerned, we have our own factory, so quality is assured.”

He adds, “I am going to change my logistic operation from October. We will have our own warehouse in India. We will start shipping from India to the customers rather than shipping from Hong Kong. We will start local sourcing. As far as warranty service and RMA is concerned, as a service partner, Accel Frontline has 50 location service centers in India.

Finally…

The biggest focus of Belkin today is the SMEs.

Trend setter

Belkin Next Generation NetNext Router range This Belkin’s state of art Net Next Wi-Fi product range includes Basic, Surf, Share and Play Max routers, Modem routers and wireless USB client adapters that let consumers play music, games, HD videos, share photos and print wirelessly from anywhere at home.

It is designed for all consumers, right from the “Technology Enthusiast” to a “Newbie” who may be confused by the “speeds and feeds” marketing approach used by vendors to market most of today’s consumer Wi-Fi equipment. Pre-loaded with exciting applications (“Apps”), Belkin Net Next range offers an exciting value proposition to “Apps” savvy consumers keen on “Doing More”, with what is essentially a plug and play device in addition to being simple and easy to set up wirelessly, stylishly designed and with great aesthetics.

Belkin believes that this completely new and innovative direction will set the market on a high growth trajectory and allow for rapid adoption of Wi-Fi networking technologies. Belkin’s Net Next range come with pre-configured wireless security with unique pre-set security for every device. To make the set up even more easy and convenient all devices ship with pre-wired network cable and power adapter. In addition, to make the experience of users seamless and hassle free all models have a built in “Self-Healing” feature which automatically detects and resolves network problems.

Key applications on the Belkin NetNext Router Range include automatically detects and resolves network problems, automatically backs up precious photos and important files to an external hard drive, print wirelessly from any computer on the network, play MP3s from a music library, etc.

The company is developing capability by adding resources in terms of tech support to address millions of SMEs. They are also registered with DGS&D and NIXI to participate in various govt. projects. The company is very aggressive in its

marketing activities. For pushing its SCS, they are empowering and encouraging all the partners to start from small projects. For which the company is also incentivizing them. The recently launched programme is “Style Check”.

sme channels 39 july 2010

Product

review

eSys ZBook320 Netbook

HP LASERJET PRO M1213NF MFP

eSys ZBook320 is one of the attractive netbooks in 10.1” wide screen. Ideal for the mobile executives and the consumers, who

By Manas Ranjan

Features

info@smechannels.com

n Speed: 19 ppm for letter/18 ppm for A4

size papers

LASERJET PRO M1213NF is HP’s most affordable 4 in 1 laser multifunction printer (MFP). Featuring industry’s first HP Auto-On/Auto-Off Technology and HP Smart Install Technology, the LASERJET PRO M1213NF is designed to perfectly meet the diverse daily office needs of SOHO & SMB users. Users can easily print, copy, scan and fax from one compact machine—with Ethernet connectivity.

The users can fire printouts from a remote location using internet. The MFP can easily be shared eliminating the attachment of an extra dedicated PC to it, which is not available with normal small foot print printers or MFPs. Either you connect the machine using USB interface of through network, its upto you.

The user can easily open the machine and replace the cartridges or papers in case of paper jam. Its paper carrier motor and rubber are excellent. The key pad and the LCD display located in the corner of the machine is absolutely user friendly.

Without sacrificing the speed, the first page comes out in just 8.5 seconds. Its printed circuit board is written very strongly in green lines. Its fax system is reliable and perfect for all telephone fax tones. Since it uses CC388A cartridge, the printing quality is really very good. There is a paper handling input tray of 150-sheets and a 100-sheet output tray. There are two scanners option – flat bed and sheet fed, which offer 1200 dpi resolution. The ADF takes 35 sheets and saves the images in various formats including PDF; TIF; BMP; GIF and JPG.

40 sme channels july 2010

prefer internet-based applications on their day to day life, ZBook is light weight and

n Monthly Duty cycle: 8000 Pages

ultra portable. Based on Intel Atom N270 1.6

n Memory: 64MB

GHz, the netbook comes with Intel 945GC

n FAX speed of 33.6 kbps nInterface: USB and Ethernet n Energy Star qualified

Chipset and 2GB DDR2 memory and is upgradeable to 2GB (max) via Single DIMM

n Scanning type: Flat Bed and Sheet Fed

Slot. It has sufficient storage capacity with

n Warranty: 2 Years

320GB SATA HDD, 3 in 1 Card Reader and

price Rs 16,499 + taxes

WIRELESS capability of 802.11b/g Wifi LAN. The biggest advantage is that it comes preloaded with Microsoft Vista Home Basic

Contact

Preloaded and 6 Months Antivirus.

Ajay Rawal, Hewlett-Packard India Sales

The netbook also comes with 6-Cell Li-Ion

Pvt. Ltd. Tower-D, 6th Floor, Global Business Park, Gurgaon-122002,Haryana-122 016, +91 124-2566111 ajay.rawal@hp.com

overall rating

Battery with back-up of approximately 4.0 – 6.0 hours and On-Board built-in 2 x 1W Speaker and Digital Microphone.

For the live chat with the customers and kith and kin, this UMPC comes with Integrated 1.3 Mega Pixel Web Cam.

n Product: eSys ZBOOK Warranty: 1 year Carry-In Maintenance Cost: Rs. 15,990 for ZBOOM 320 and Rs. 12,990 for ZBOOK160 Contacts: Uday Tuteja Email: Uday Tuteja udaytuteja@ezyinfotech.com Tel.: +91 124 3010678-79

New Arrivals

product

NComputing

U170 Desktop solution NComputing U170 brings simple and affordable desktop computing to at least 10 users from a Single PC with utmost ease. With plug-and-play simplicity, this device gets connected with the PC through USB interface. Not only one PC, you can also create 9 other PCs from the same machine connecting U170 devices one after another through a USB Hub. If you do not want to invest want the computers for 9 other users, this is the right answer. With this U170 you really avoid a lot of wire cluttering the back of your workstations. Secondly, it takes a very less space on your table.

It can also be hidden behind your monitor. There are no network switches to buy and no PCI cards to be installed.

Your power consumption is very little.

The U170 includes conveniently built in stereo speaker and microphone jacks. vSpace system tray gives users control over their resolution settings, auto login or kiosk mode.

The U170 can change resolutions on the fly to support legacy educational software packages requiring lower resolutions (640x480). The U170 can display full motion DVD quality video scaled to full screen resolution. n Product: NComputing U170, Warranty: 3 Years, Cost: Rs. 5,000, Contact: Monali Handa, mhanda@ncomputing.com, Tel No.: +91 44-43198880

Alvarion

Video Power Supply (VPS) Alvarion Video power Supply (VPS) is an easy to install Power over Ethernet (PoE) device providing power to both the IP video surveillance camera and Alvarion CPE. Sustaining all the weathers, this product reduces installation costs dramatically.

Ideal for all outdoor wireless camera setups, it takes input of 110/220 VAC and offers 2 Power over Ethernet (PoE) ports for supporting both the 802.3af surveillance Camera and the wireless outdoor CPE. A single AC power cable is connected to the VPS from which the power is distributed to both the CPE and the camera. Each VPS units comes with an AC input connector for easy onsite cable crimping and a mounting band for pole mount installation which further simplifies installation. Alvarion VPS also supports IP connectivity between the CPE and the camera.

It supports a number of Alvarion products including BreezeMAX Extreme, BreezeACCESS VL, BreezeNET B, 4Motion, etc.

Additionally, it can also be wall mounted. n Product: Alvarion Video Power Supply (VPS), Contact: Rajan Verma, +91-124-4969868 or mail at rajan.verma@alvarion.com. Log on to: wwwalvarion.com

ZOTAC

GeForce GTX 460 1GB Graphics Card The new ZOTAC GeForce GTX 460 1GB Graphics card delivers class-leading features and technology to gamers, enthusiasts and all PC users looking for a thrilling visual experience.

Stunning visuals are made possible with the powerful NVIDIA Fermi architecture that delivers superior graphics processing power and Microsoft DirectX 11 technology that powers the GTX 460 1GB graphics card. Hardware tessellation takes 3D games to the next level of visual realism with the GTX 460 1GB by enabling increased visual details in every object and environment in the latest games DirectX 11 powered games for a cinematic gaming experience that rivals the latest CGI-animated Hollywood masterpiece. It features 1GB of high-speed GDDR5 memory connected to a 256-bit wide memory bus. It is the first GeForce series graphics cards to support bit streaming of high-resolution audio codec’s used by Blu-ray movies. n Product: ZOTAC GeForce GTX 460 1GB Warranty: 5 Years Cost: Rs. 14999/- Contact: Deepak Gupta @ deepak@zotac.com, Tel No.: + 91-22-25396230

sme channels 41 july 2010

Tech corner

Secured Datacenters

the future of virtualization Datacenters have become stealthy and vulnerable for attacks by malicious attackers..

Amit Nath Country Manager Trend Micro India and SAARC

brief profile Mr. Amit Nath has been driving the growth of Trend Micro in India. He has brought a wealth of experience and strategic insight to Trend Micro’s India operations. He has had a good exposure to developing business across different geographies and his deep understanding of managing and developing channel has added great value to the company’s India operations. He has seen the development of the Indian IT market in general and IT security market in particular. With his knowledge on technology coupled with understanding of markets, Mr. Nath is looking forward to take Trend Micro to greater heights.

Education He is a BE ( Mechanical) from Government Engineering College Rewa (MP) and has also done his MBA ( Marketing ) from Symbiosis Institute of Management Studies Pune.

The traditional datacenter is evolving; and with the gradual stabilization of the global economic situation, datacenter expansion and evolution will once more be on the horizon. As per Digital Reality Trust-Campos Research & Analysis report, Datacenter builds and expansion will grow at a respectable rate in 2010 and into 2011, with around one-third of large firms planning to make expansions this year and 83 percent planning to expand their datacenter facilities in the next 12 to 24 months.

Minimizing the cost and increasing the flexibility of operations is critical. A services-oriented, virtualized next-generation IT infrastructure will allow enterprises to reap huge savings while ushering in drastic improvements in application performance, processing times and overall efficiencies and allows multiple applications—thereby offer better utilization and lower hardware costs. Private Cloud involves taking virtualization to the next level and creates a scalable, shared, automated and elastic environment; and Public Cloud takes select applications into the public cloud.

Security concerns The proliferation of virtualization and cloud computing have made datacenters stealthy and vulnerable for attacks by criminals. Although with time stricter regulations are coming in, but these regulations don’t tell organizations how to comply; they just mandate that information and systems are “secure,” without providing a working definition of “security” for the virtual infrastructure. Some of them are as listed below: l Building and maintaining a secure network, separation of duties between development, test & production, patch management l Maintaining detailed access logs, log integrity protection and storage of logs for forensic analysis. l Implementing strong access controls to prevent unauthorized access to Personally Identifiable Information (PII) and Personal Health Information (PHI)

What to look for?

To have a solution in place that can identify and respond to next generation threats is critical. One thought is that, more than half of virtual servers will

42 sme channels july 2010

be less secure than the physical servers they replace.

There are some serious security issues that one needs to wrestle with and plan for the protection in the public cloud.

The problem I want to describe is how “outside-in” approaches that focus on a hardened perimeter and rapid virtualization have created less secure application environments. “Outside-in” refers to the concept of a traditional hardened firewall perimeter and network Intrusion Detection System/Intrusion Prevention System (IDS/IPS)). While the hardened perimeter approach serve us well in its time, virtualization and cloud computing make it inadequate.

Traditional way of securing virtual servers is through Local, agent-based protection in the VM like Anti virus or Network-based device or software solution like IDS / IPS. With virtual machines, new challenges minimize the effectiveness of the traditional security solutions. Virtual machines require more than perimeter security because of the dynamic way in which VMs can easily be moved, created and replicated among physical servers. As virtual environments become more complex, it becomes more difficult to maintain security along with audit trails that enable compliance. Virtual management systems enable virtual machines to zoom across virtual networks, losing their security context and opening the possibility of VMs on the same server attacking each other. Enterprises are further challenged by the need to develop and enforce coherent security policies for servers that run virtualized mission-critical applications within dynamic environments.

With the new security challenges, we need to understand the idea of protecting the physical host.

By protecting the individual host, you can evolve your datacenter and by protecting the individual VM, you have heightened security in the virtualized datacenter.

If you protect the individual VM, you can evolve into a secure private cloud and by protecting that single host, you can move the application you select into the public cloud with confidence. If you have protected that individual host, you can evolve your datacenter as per the need—be it virtualization, private cloud, public cloud, or any combination of private/public cloud.

Delivering Wireless Broadband with WiMAX™ to Urban and Rural India Today Wireless solutions for • Service Providers • Municipalities • Business & Industry • Public Safety • Utilities

Contact Alvarion to support your wireless deployment Tel: +91-124-4969868 Fax: +91-124-4003863 Email: India-sales@alvarion.com Web: www.alvarion.com

Alternative operator access (WISP) Oil and gas Transportation Video surveillance Smart Grid Border control

Point to point backhaul