E-Magazine, May 2014 Issue

Xerox Research Centre hosts XRCI Open 2014

Quick Heal partners with SET MAX

23rd Friday, 2014 At Hotel Shangri-La Eros, Connaught Place, New Delhi, India

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Sparsh has given a new dimension to the Indian Security Industry by being the first Indian company to manufacture CCTV cameras in India and retaining its leadership position.

much Acclaimed Awards & Recognitions: - Best Security Solution Provider (NCN 2012) - Technology Evangelist of the Year (VAR India 2012) - One of the Top 100 Brands of India (VAR India 2013, 2012) - EFY “Best Security System” Award (2009, 2010, 2011) - ET Now-Indiamart “Leaders of Tomorrow” Award (2010) - Elcina - Dun & Bradstreet Award (2009) - Frost & Sullivan Award (2007)

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McAfee spells out strategy for Network Security

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HP rolls out Helion Cloud Portfolio Products &Services

H

services.

P has introduced HP Helion – a portfolio of cloud products and

It incorporates existing HP cloud offerings, new OpenStack technologybased products and professional and support services under a unified portfolio to help meet customers’ specific business requirements.

“Customer challenges today extend beyond cloud. They include how to manage, control and scale applications in a hybrid environment that spans multiple technology approaches.

Microsoft completes acquisition of Nokia’s assets

M

icrosoft has announced to the effect that it has completed its acquisition of the Nokia Devices and Services business. The acquisition has been

approved by the Nokia shareholders and by the governmental regulatory agencies around the world. The completion of the acquisition marks the first step in bringing these two organizations together as one team.

“Today, we welcome the Nokia Devices and Services business to our family. The mobile capabilities and assets they bring will advance our transformation. Together with our partners, we remain focussed on delivering innovation more rapidly in our mobile-first, cloud-first world,” said Microsoft CEO Satya Nadella.

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HELLO INDIA

Three Cheers for the Indian Voters I

ndians have given the strongest mandate to the BJP lead NDA in 30 years bringing an end to the coalition politics at the centre. The emphatic and landslide victory gives Mr. Narednra Modi the chance to revitalize the economy and shape the way India engages with the world. With his proven track record of governance in the state of Gujarat of which he had been Chief Minister for uninterrupted 13 years, it is only to be hoped that as India’s 14th Prime Minister, he will put a priority on economic reforms and creating jobs which youth of India is clamouring for.

The results of 16th Lok Sabha General Elections reaffirm India's vibrant and dynamic democracy that has taken root in the country. The elevation of Mr Modi to India’s highest job which he got by his promise to revive India’s not-so-good economy, end corruption, create jobs and lift millions of people out of poverty, augurs well for the revival of Indian economy. It is hoped that the new government would do well to revive growth and investor sentiments. I would like to see that the first thing that the dispensation should do is to bring in tax-friendly laws to increase economic growth. Upgrading the country's infrastructure through investment will be of utmost help and this will help accelerate growth rates. It is also to be expected that the new government will give a fillip to the growth of many industries including the IT industry. This will create sustainable jobs whereby the companies can tap the talent available in Tier II and Tier III cities.

Here, a request can be made to Mr. Modi while choosing his cabinet. He should choose his ministers based on their technical expertise relevant to the ministry.

Security is becoming complex with the each passing day. Naturally enough, of late, there has been an increasing concern for securing IT infrastructure and challenges for cyber security. Businesses - large and small, and individuals continue to bear the brunt of cyber break-ins. Cyber villains are taking recourse to nefarious activities that include stealing intellectual property and listening to government communication and targeting governments national security related sites.

The government should ensure cyber security and prevent cyber crimes. Underscoring the importance of taking preventive measures to curb cyber attacks and fraud in the right earnest, the government should bring a cyber security policy that will plug all the loopholes. The landscape of Information security is changing very fast. This is not a cliché. The rapid growth of features, architectures, customer expectations and interdependence of software and services at a lightning speed is broadening the horizon of security considerations.

Against this backdrop, the businesses need to ensure they re-evaluate their security infrastructure and strategy at periodic intervals.

In the light of given scenario, there is no denying that information security deserves full attention at the highest levels of an organization. With the passage of time, there will be an increase in the responsibility of the CIOs. We must remain on guard otherwise we will run the risk of being vulnerable to the security concerns.

With all good faith a good time will come ( Achcha din aagaya). mohini@varindia.com

Please talk about your accomplishments in the industry.

I have worked with Canon for 16 years – the first 15 years have been in Singapore and the last one year in India. During my stint at Canon, I have had the opportunity to handle many different products. I started with microfilms, scanners, before moving on to inkjet printers and digital cameras.

It has been a very interesting journey with Canon and had worked on exciting projects.

As a Senior Director ofthe Imaging Communication Products Group, how do you promote the DSLR segment in the country?

Canon’s DSLR business in India is growing at a very fast pace. It witnessed about 30-per cent growth in 2013. As the world’s No. 1 DSLR manufacturer, Canon is playing an integral part in promoting photography and photo culture. To further solidify the DSLR category, we, at Canon, have devised extensive growth plans and strategy of realigning the brand imagery of moving it from a niche to a mass market category to achieve stronger sustained annual growth to double the size of this market in the next three years.

To reach out to Tier-II and Tier-III

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cities, we are expanding our Canon Image Squares where we showcase our Canon digital imaging technologies. Currently, we have about 107 stores in India, but we have set a target of 150 stores by the end of year 2014 with majority of the upcoming stores planned in the Tier-II and Tier-III cities.

What kind of an association do you enjoy with the Channel?

Channel partners are very important for our business and we do not treat them as customers but rather as our partners. It is a hand-in-hand relationship because for them to do well, we will have to do well. They are key people to us in driving business and my association with the Channel has been a very cordial one.

Besides IT, what are your other areas of interest?

In his leisure time, Andrew enjoys reading and playing golf. He follows many sports like NBA basketball, football, tennis and rugby and is also a keen collector of stamps. If I had not been working with Canon, I would have loved to become a golf player. I would have even loved to go into academics and become a teacher. I have an admiration for this profession, but somehow it did not click with me. n

Andrew Koh Senior Director Imaging Communication Products Group Canon India Pvt. Ltd

With an overall experience of 25 years in the industry, Andrew Koh is responsible for management and development of Canon Imaging Communication Products business in India. He has been associated with Canon for 16 years. In this illustrious career, Andrew served as a Marketing Manager for Imaging Systems Products that included microfilm printers and document scanners. He played a significant role as the head of Computer Peripheral Division, wherein he was actively involved in driving Canon’s leadership in the Single Function Printer and AIO (All-in-One machines) space. Andrew has also been instrumental in the role of Senior Director & General Manager of the Consumer Imaging & Information Group in Singapore.

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CONTENTS Website: www.varindia.com

Publisher: Deepak Kumar Sahu Editor: S Mohini Ratna Executive Editor: Dr. Vijay Anand Associate Editor: Deepak Singh Assistant Editor: Samrita Baruah Sr. Correspondent: Satinder Kaur Copy Editor: C. M. Dutta Correspondent: Aparna Mullick Art Director: Rakesh Kumar Network Administrator: Ashok Kumar Singh Manager-IT: Subhash Mohanta Manager-SEO: Bidyadhar Behera BUSINESS: Commercial Manager: Amit Ku. Jha Circulation Manager: L G Swami Regional Manager (North): Ashok Ranjan Dash Marketing Manager: Dipendra Kumar CORPORATE OFFICE: VAR House, A-84A/3 Rose Apartment, Paryavaran complex, Ignou Road, New Delhi - 110030 Tel: 011-41656383, 46061809 Email: edit@varindia.com Bangalore: Bureau office Branch Manager: L. G. Swami Marketing Manager: Shubhendu Nanda Correspondent: Aswini Kumar Panda #97,IInd Floor,16th Main, 4th ‘T’ Block, Jayanagar, Bangalore- 560041, Tel: 91-80-40939454 Mobile:09916242600/9916134482 E-mail: aswini@varindia.com, swami@varindia.com Mumbai: Bureau office Regional Manager (West): Anil Kumar Sr. Correspondent: Mamta S. Anurag Residency, 204 - “B” Wing, Plot No-5, Sector-9, Kamothe, Navi Mumbai-410 209 Tel: 022-65561292, Mobile: 08108017479 E-mail: anil@varindia.com, mamta@varindia.com Chennai: Bureau office Branch Manager: Parthiban K A2, R.C.Residency, Cholambedu Road, Thiruvenkada nagar, Ambathur, Chennai - 600 053 Mobile: 098400 55626 E-mail: parthiban@varindia.com Hyderabad: Bureau office Branch Manager: L.G. Swami Correspondent: S.M. Choudhury Plot No. 103, Sagacity Apartments, Street No. 10 Himayat Nagar, Hyderabad - 500029 Tel: 040-32989844/ Cell No. 08374935692 E-mail: swami@varindia.com Kolkata: Bureau office Marketing Officer: Sunil Kumar Correspondent: Kiran Kumar New Korola, Near Alampur, Land Mark Asian International School, Howrah - 711302 Mobile: 08100298033, E-mail: sunil@varindia.com Printed and Published by Deepak Kumar Sahu on behalf of M/s. Kalinga Digital Media Pvt. Ltd. and Printed at Pushpak Press Pvt. Ltd. 153, DSIDC Complex, Okhla Industrial Are ,Phase-I, New Delhi-110020 and Published at A-84A/3 Rose Apartment, Paryavaran complex, Ignou Road, New Delhi 110030, Editor - S Mohini Ratna.

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“We are focussed on our Channel’s mutually inclusive growth” E

merson does not see channel community as mere box-pushers but as an extension of its brand. The focus is to empower its channel partners to be solution-focussed rather than product-centric.

To this effect, Emerson initiates channel development programmes based on skill development and enhancement, as well as allows its channel partners to explore opportunities based on their strengths.

“Our communication with channel partners across the country is extremely transparent and we engage in a way which fosters a level of comfort and confidence between us and our partners. To help cultivate mutually beneficial outcomes, our aim is to hone our partner’s skills and help them market products to build comprehensive solutions as per the specific domain needs of our customers. This increases their profitability in the short term as well as in the long run,” observes Ankesh Kumar, Director, Channel Products & Marketing, Emerson Network Power – India.

Channel – backbone of Emerson The channel community forms an important component of Emerson Network Power’s business and it is imperative to foster a healthy long-term relationship with them. Emerson has categorized partners mainly into three categories – • Enterprise Business Partners • Network Solution Partners • Value-Added Resellers Emerson ensures that the development programmes designed for each segment are suited to their business demands and will help them to service customers better. Each partner has a unique ecosystem and specific audience to cater to. “We do not see them as a sales unit but as an extension of our business and hence are mindful of their growth and development, as in turn it drives our business growth,” reiterates Ankesh.

However, there has been a paradigm shift in the role of channel partners due to the fast- changing market dynamics, value-for-money products and solutions and the adoption of technologies. As a result of this, channel partners have evolved and their role of taking the Emerson brand to the end-customer has become crucial than ever.

Having said this, Emerson focusses on training channel partners to be solution providers rather than product sellers. “Our development programmes are focussed on enhancing their technical skills, exploring new opportunities based on their strength to help them move up the value chain with the right product and service mix. We are focussed on mutually inclusive growth,” Ankesh explains.

There are various factors that play a vital role while choosing channel partners such as sales growth, profitability, customer feedback and technology knowhow, to name a few. Emerson always focusses on providing specific solutions that are beneficial in finding a partner who shares the same ethos, shares a philosophy that steers away from being a box-pusher and adopts a solutions-based approach.

In the long run…

“The channel community is a very vital aspect in the gamut of Emerson Network Power’s business. So it is important to understand the pulse of the community and ensure we maintain a steady and longterm relationship with them,” tells Ankesh. So rather than having an annual conference, Emerson gets partners in each zone to come

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Ankesh Kumar, Director, Channel Products & Marketing, Emerson Network Power – India, shares with VARINDIA of how communication plays a pivotal role in building a direct connect with Emerson’s partners and helps in accelerating business and profitability together on a quarterly basis and plans their business together.

Emerson has also recently embarked on a multi-city roadshow – InfraNxt, to build a stronger awareness about technology trends and products and services and educate its channel partners on the efficient business solutions. It reached out to over 30 cities across India to engage and elucidate its channel partners on the best practices of IT infrastructure.

It is equally important to have mutually inclusive growth to enhance the channel experience with the brand. As part of the channel engagement, Emerson ensures it has sufficient development programmes focussed on skill and business development. Its exciting incentives for sales and service to keep its partners motivated is also worth mentioning here besides helping them explore new opportunities based on their strength and manage consistency in business. As a professional business unit, Emerson’s communication with channel partners across the country is extremely transparent and it engages in a way that fosters a level of comfort and confidence between the company and its partners. n samrita@varindia.com

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CHANNEL CHIEF

Lenovo creates right mix of Channel Partners for all-pervasive growth W

ith a channel influence of 85% in its business, Lenovo has directed its energy on creating a strong network and a nationwide reach. Rahul Agarwal, Executive Director – Commercial Business, Lenovo India, speaks on how this has been made possible with the help of Channel and growing the brand across the country.

India has a vast enterprise IT user base, spreading across different cities all over the country. It is a challenge to reach all the prospective customers without a strong channel network. Lenovo has a strong channel ecosystem, which is instrumental in its growth, especially in the enterprise business. “Our channel structure is driven by the need to foster a core channel partner network in India. We consider channel partners as natural partners in profit,” comments Rahul Agarwal, Executive Director – Commercial Business, Lenovo India.

Today, 85% of Lenovo’s India business has a channel influence and it is focussed on creating a strong network and a nationwide reach. “We work with the leading national distributors who work with other vendors on behalf of Lenovo India. By establishing an effective channel strategy, Lenovo has been able to increase channel engagement, thereby boosting growth and profitability,” Rahul adds.

Lenovo’s focus on channels is driven by the need to develop a core channel partner ecosystem in India. Lenovo considersits channel partners as natural partners in profit and has persistently worked towards invigorating its channel relationships to foster a long-lasting, mutually beneficial bond. Lenovo’s channel structure has its channel partners and distributors which include SMB RDs (Regional Distributors), VARs (Value Added Resellers) and retail.

A transparent Channel strategy…

Lenovo believes in creating the right mix of communication, enablement and engagement policies for partners that ensure to foster growth for the indirect channels. “We maintain an open communication with them that helps in garnering feedback from not only partners but also end- consumers,” says Rahul.

Lenovo always believes in implementing fair and ethical practices to grow its business. It has been successful in realigning its strategies to match with the business goals, backed by a comprehensive marketing programme to create awareness. “As incentive schemes are important to drive business efficiently and to increase productivity, we have revamped our partner programme so that partners can earn 50% more on achieving targets. To help our partners to maximize their growth opportunities, we have set up targets for them depending on the vertical and profile, and also introduced reward programmes such as ‘Black Knights’, aiming at rewarding our partners for new business acquisitions,” explains Rahul. By such initiatives, Lenovo has been able to grow a substantial channel base by identifying the opportunities in the specific segments of the market.

The way ahead for Lenovo…

Lenovo relies on its strong relationship with the channel community to extend its reach and considers them as natural partners in profit. Sums up Rahul, “I believe that partners should work in tandem with vendors and have an open discussion with them and the customers so as to forecast the needs that will arise and accordingly invest in educating themselves about trends like cloud computing, mobile computing which are expected to lead the wave of innovation in the near future.” samrita@varindia.com

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Rahul Agarwal Executive Director – Commercial Business, Lenovo India

“We expect the enterprise IT market to grow at a healthy pace with trends such as mobility at the workplace, which will significantly influence the adoption of the future enterprise products.

As more organizations realize the importance of technology as a business enabler, we expect a substantial interest in technologies like cloud computing, enterprise-grade tablets and other mobility-based devices. To stay ahead of the curve, channel partners need to learn about new technologies that can help them to be more competitive in the industry. Also, they can follow a more consultative approach rather than just being the sales point of contact, which will add more value. At our end, we have undertaken engagement initiatives on the channel front and training programme for the partners every quarter, which helps them to understand the market better.”

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ROUND ABOUT

On the Eve of the Election results---An Introspection

Asoke K. Laha

President & MD, Interra IT

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et me explain an incident that has taken place a couple of days back. There was a heated debate as to what would be the policy framework if there is a change in government at the centre. Ideations have flown in frenzy. Without going into the nitty -gritty of their talk, two streams of thoughts were to be discerned. One set of people thought that there will be a sea change in the policy framework of the new government, particularly when the new government will be led by the present opposition benches. The other set of arguments was that there will not be any perceptible change in the policy of the new government. They held the view that rhetoric is a part and parcel of the election fever. There ends the era of promises and a new awakening grip the governance structure as to how to implement or continue with the existing policies. It is one thing to criticize when in opposition and a different ball game to give a stable policy.

Let us look at some of the promises that have been made by the political parties. Almost all of them have promised more growth, income and employment generation. An interesting promise dished out by a leader was that if his party comes into power, it will shore up the value of rupee in terms of other currencies. According to the leader, a weak rupee was synonymous with a weak India. Yet another promised reining in inflation in the next three months, if the party he represents come into power. Let me mention about a promise of a presidential candidate made decades back, which I believe the mother of all promises. That candidate promised that if he was elected as the President of India, he would build a high rise wall along the borders of India, so that enemies could not penetrate into the country. When asked that India has a substantial coast line and how the wall could withstand the high tide, his stock answer was that the wall he proposed

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to build could with stand the inundation of the sea-water during the high tide. Promises galore!!

An advertisement that is beamed by an internet telephony company in the TV, to me, seems to be an eye-catching one. It also signifies how the voters nail the candidate’s lies. One candidate in his election trail promises a bonanza for the voters. One clever fellow immediately switch on to his mobile phone and surf the net to find out that this promise was dished out by the same candidate earlier also. One can imagine the level of discomfiture of the candidate. The other catchy advertisement is about an young fellow caught by the traffic police for violating the traffic rules. The young man tried to play tricks on the cop by dropping the name of senior police officer as his father. The alert cop browses through the net and the finds out that the invoked officer was a chronic bachelor. I feel that the next time around, our voters should be more vigilant against such tricksters and should not let them go just like that. That also will be a major contribution of technology for conducting free and fair elections.

I was particularly happy when some political parties harped on manifestos for every constituency. But there is a catch in that approach.

What is good for one constituency may not be relevant for the other rather they may be in conflict with each other. How do we reconcile such differences? The solution lies in evolving a highly decentralized governance apparatus and at the same time creation of a strong central government that should act as the watch dog of the developmental process and take care of the common issues such as defence, internal security, monetary and fiscal systems. The contentious issues of the states should be sorted out amicably in the framework of a give and take policy. A pertinent question arises as to how effective will be such system that sorts out the contentious issues.

Some years back a political party has come out with a novel idea in its manifesto. That was to give complete freedom from economic point of view to all states to chalk out the development projects. It also enunciated that import and exports would remain in the precincts of the state government. A part of the export earnings the states will have to share with the centre to meet its needs. The same was the case with imports also. The states would have to find ways and means to fund to pay for the imports. This time around, I am told that major political party has come out with similar suggestions, though I did not have the opportunity to read the fine print of the manifesto nor did I see any of the newspaper reports towards that end.

Presently, all the proceeds of the exports are going into the central kitty. So also the foreign investment coming into the country is channelized through central agencies. Once the states are empowered to act on their own, there will be a spurt in economic activities. In the present dispensation, I believe that there is an element of inertia among the states to develop since they have to always look forward to the central government to help them and bail them out in case of any financial crisis.

Being an IT entrepreneur, I have also other suggestions, which fall on that domain. Those states, which are looking forward to beef up their foreign exchange earnings under the suggested dispensation, should roll out special incentive schemes for software and hardware exports.

There is a Damocles sword swinging all the time on software exporters.

They are apprehensive that the income tax incentives in terms of tax holidays may be withdrawn anytime, affecting their competitiveness in the international market. Though income tax comes under the central subject, the state governments can introduce some state-specific incentives to attract more people setting up IT firms in the state.

Another incentive that can be extended to the IT entrepreneurs is giving a critical push to e-governance in the state. That will enhance the business opportunities and enable the software exporters to hedge their risks in the export market. n

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HOT BYTES

Foxconn join hands with HP Foxconn is establishing joint venture with Hewlett-Packard (HP) exclusively to manufacture servers for cloud computing and offering related supporting services.

Terry Guo,

changed the global server supply chain, for suppliers should be able to provide total solutions with design capability to respond to client's demand and ability for global production, shipment and complete after-sales services."

President, Foxconn, said, "Development of cloud computing has thoroughly

The partnership came into effect on May 1, 2014.

MindTree and SAP come up with Managed Mobility Offering MindTree and SAP have announced their first Managed Mobility Offering for the Australian market.

MindTree will deliver SAP mobile solutions in the cloud and with a payby-usage model.Managed mobility services from MindTree and SAP enable organizations to rapidly mobilize their business with little complexity, minimal set-up time, and zero infrastructure costs.

MindTree will offer an end-to-end suite of services, including consulting, installation, hosting, and maintenance

for the SAP Work Manager application in the cloud.

“This managed mobility cloud offering speeds time to market through a low-risk solution that cuts across industries.

MindTree’s managed mobility offering combines the best of both worlds: MindTree’s expertise in delivering superior mobile experiences and SAP’s leading enterprise mobility portfolio,” said Parthasarathy NS, President & Chief Operating Officer, MindTree.

Brocade teams up to focus on Open Initiatives

B

rocade has hired networking and open-source veteran Colin Dixon to the position of Principal Engineer.

Dixon is considered a foremost authority on SoftwareDefined Networking (SDN), specifically as it applies to scalable and distributed systems.

“Colin has spent his career focussed on where the network is headed, not where it is today, and this will serve as a big benefit to Brocade as we continue to refine our strategy. Colin brings a deep and technical background that spans both the hardware and

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software spectrums that will define nextgeneration mobile and cloud networks,” said Kelly Herrell, VP & GM of Software Networking, Brocade.

Previously, Dixon worked on building enterprise networks using what the industry today refers to as Network Functions Virtualization (NFV) long before any such term existed.

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Quick Heal partners with SET MAX

Q

uick Heal Technologies has tied up with IPL broadcaster Set Max. Quick Heal Logo will be reflected in all the replays of the alternative innings throughout the matches.

The association with Set Max is to harness the magnitude of cricket as a sport in India. Cricket being the mainstay of entertainment in India is an important move to have the brand associated.

Sanjay Katkar, Founder & CTO, Quick Heal, said, “From the marketing perspective, in India, cricket is the only sport which is widely followed and gives a deeper reach.

This association from the tactical perspective will help us spear markets and will create wider brand awareness”.

Red Hat to acquire Inktank

R

ed Hat is all set to make another acquisition. As per the latest update, Red Hat has signed a definitive agreement to acquire Inktank.

Inktank's flagship technology, Inktank Ceph Enterprise, delivers world-class object and block storage software to enterprises deploying public or private clouds, including many early adopters of OpenStack clouds.

Brian Stevens, Executive VP & CTO, Red Hat, said, "Inktank has built an incredibly vibrant community that will continue to be nurtured as we work together to make open the de facto choice for software-defined storage.

Inktank has done a brilliant job assembling a strong ecosystem around Ceph and we look forward to expanding on this success together."

Infotech Enterprises rebrands as Cyient Cyient, formerly known as Infotech Enterprises Limited, has announced its new name and is based on

represents our vision and our forward-looking initiatives,” said BVR Mohan Reddy, Executive Chairman & Founder.

the approval from a shareholders’ vote.

“We are now Cyient.

This new brand identity is an important step in positioning us as a distinctively unique global company that

The company, which reported a 17.8-per cent increase in 2014 revenue, recently named Krishna Bodanapu, formerly President & Chief Operating Officer, as Chief Executive Officer & MD.

Pitney Bowes deploys its MSE for Avon Global

P

itney Bowes has installed its Mailstream Evolution (MSE) automated inserting system at Avon Global in Chennai. The MSE system is one of the world's most advanced mail finishing lines combining processing speed and document integrity with per-mail piece FileBase tracking. Any BFSI, Telecom, Utilities, Ecommerce or Services organization that sends statements or any other form of communication to its clients, can add

much greater efficiencies and unparalleled integrity to its processes by using Pitney Bowes technology.

As a new entrant in transactional mail fulfillment and variable data printing, Avon Global is now able to provide more value-added services to their clients owing to the MSE’s capabilities.

Rohan Mathur, GM Middle East & Head of Enterprise Sales for India, said, “We are very excited with our association with Avon Global.”

McAfee spells out strategy for Network Security

M

cAfee has outlined its strategy for helping businesses and government agencies strengthen their network protection through a powerful combination of integrated technologies.

As part of its strategy, McAfee is strengthening its network portfolio with deeper integration and expanded use of both global and local threat intelligence.

As part of its Security Connected framework,

McAfee offers network security as part of an integrated portfolio in which security products and services work together to safeguard businesses from advanced attacks.

At the core of McAfee Security Connected are the principles of integrated solutions, built-in intelligence, and advanced management offered with an extensible architecture for partners.

These solutions integrate with endpoint security to share real-time information.

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HOT BYTES

Xerox Research Centre hosts XRCI Open 2014

X

erox Research Centre India (XRCI) has conducted XRCI Open 2014 – Xerox India’s First Open Innovation Symposium in Bangalore. The event saw participation of eminent institutes, namely, IISc, IIT Bombay, IIT Madras, IIT Kharagpur, IIIT Hyderabad, IIIT Delhi, IIM Indore, Singapore Management University, among others, as a part of the panel discussions, keynotes and poster presentations.

“We are proud of our rich history of innovations, and the same innovative spirit and passion continues to

drive us,” said Dr Manish Gupta, Vice-President, Xerox Corp & Director, Xerox Research Centre in India, during his welcome address.

Highlights of the events included keynote talks, poster presentations by students and panel discussions on the two emerging technology topics. The first keynote address was

by Professor Rishikesha T. Krishnan, Director & Professor of Strategic Management, Indian Institute of Management, Indore.

ZOTAC teams up with KAIZEN

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OTAC has a p p o i n t e d KAIZEN Infoserve Pvt. Ltd as its service provider for motherboards and mini PCs across India.

"ZOTAC has grown by leaps and bounds since we started in 2007. In order to expand our reach in the tier-II and tier-III cities, we have tied up with Kaizen. This tie-up will result in better service to ZOTAC customers

and deeper reach in the Indian market. Kaizen has more than 30 service centres and the expertise for motherboards and mini PCs,” said Deepak Gupta, Country Manager, ZOTAC India.

In the coming year, ZOTAC plans to launch many more innovative products such as the ZBOX Steam Machine, Epic Gaming Series and ZBOX Sphere.

NETGEAR extends its reach to North-East Market

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ETGEAR has entered into the North-East India market.

As a part of its expansion plans, NETGEAR focuses to tap the North-East market. The company has chalked out aggressive strategies with its new regional distribution model and aims to garner 20-per cent market share in the current fiscal.

S u b h o d e e p Bhattacharya, Regional Director, India & SAARC, NETGEAR, said, “North-East India market presents a very large opportunity for NETGEAR and we are working to increase our presence here. We are

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May 2014

working to develop the distribution channel, train the partners and will shortly be announcing some recruitment plans.

As a part of our immediate growth strategy, we want to expand our reach to all major cities in the North East.”

www.varindia.com

Juniper and Nokia to advance Cloud

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uniper and Nokia have joined hands and have jointly made an announcement to advance telco cloud for mobile broadband.

The latest collaboration brings together Nokia's leading Liquid Core solution, including network function virtualization (NFV) and telco cloud management and orchestration, and the Juniper Networks MetaFabric data center architecture, including Contrail – Juniper's network virtualization and cloud network automation solution based on softwaredefined networking (SDN).

Pegasystems acquires some assets of MeshLabs

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egasystems has announced that it has acquired the assets of MeshLabs Software Private Limited.

Pegasystems will unify MeshLabs’ social listening, text analytics, and natural language processing to enhance existing capabilities in its market-leading customer service, marketing, and case management solutions.

Alan Trefler, Founder & CEO, Pegasystems, said, “Pega has always been focussed on providing optimal customer experience across channels, and today that includes social media. With MeshLabs technology, our customers will be able to extend their capabilities to further monitor social media streams, as well as other channels and data sources.

With this acquisition, we also welcome the entire MeshLabs team to Pega.”

Microsoft slashes Xbox 360 Console Prices in India

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icrosoft India has announced a permanent price drop on its bestselling consoles – the 250GB Xbox 360 and

the 250GB Xbox 360 with Kinect. While the 250GB Xbox 360 will now be available to consumers at a discounted price of Rs.21, 990, the 250GB Kinect will cost Rs.31, 990. These consoles are currently available in the market with additional freebies (Free Games or Xbox Live Gold Membership).

Anshu Mor, Director – Interactive Entertainment

Business, MS India, said, “We are committed to offer great experiences to our consumers at compelling price points.

This price drop on 250GB Sku’swill provide great value to our community of fans and gamers.”

Xbox 360 offers a complete gaming and entertainment experience with the biggest blockbuster gaming titles, including Titanfall, a full body motion sensing experience with Kinect and an extremely compelling Xbox Live service offering games, entertainment content and fantastic deals online.

Allied Telesis join forces with Panasonic

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llied Telesis has announced its partnership with Panasonic in the creation of Information and Communications Technology (ICT) infrastructure for the Arena Pantanal stadium, built for the 2014 World Cup in Brazil.

When completed, the infrastructure that was designed and provided

by Allied Telesis and Panasonic will include telephony (IP and

PABX), security CCTV (IP cameras), Internet access, digital signage, access control (RFID card readers and turnstiles) and will deliver a world-class "intelligent stadium" to the Mato Grosso Special Secretariat (SECOPA).

The completed project includes two data centers, located on either side of the stadium-each capable of independently supporting the entire traffic load of the stadium at its peak.

Canon offers “Professional Service” in India

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anon has announced the launch of CANON PROFESSIONAL SERVICES, a unique service experience for all professional photographers in India.

The Canon Professional Services (CPS) provides the best after-sales service and a range of special benefits to professional photographers using Canon cameras and lenses.

Dr Alok Bharadwaj, Executive Vice-

President, Canon India, said, “Professional photography is witnessing a new high in India.

Through this platform, we aim to provide the most comprehensive and extensive services to Indian customers. We take great pride in providing topnotch services and support to all of our privileged customers. Canon has 15,000 professional customers using our highend pro models who will be delighted with this new ‘value add’ from Canon."

www.varindia.com

May 2014

21

ON THE RAMP

GIGABYTE offers new 9 Series Motherboards

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IGABYTE has launched their new 9 series motherboards based on the Intel Z97/ H97 chipsets with support for fourth- and fifthgeneration Intel Core

quality and durability.

Our 9 series motherboards also offer a future-proof platform to our customers by supporting the latest fourth-generation Intel Core processors,

processors.

“GIGABYTE is excited to launch 4 new series of motherboards for the Intel 9 series chipset, each offering a host of new and unique GIGABYTE features matched with GIGABYTE signature

including the soon to launch refresh and unlocked CPUs, as well as future fifth-generation Intel Core processors,” commented Henry Kao, VP of GIGABYTE Motherboard Business Unit.

Mphasis and Delta Power unveil “ProTecht”

Mphasis has announced the launch of an innovative allin-one e-Surveillance and power efficiency solution “ProTecht”, in partnership with Delta Power Solutions.

The partnership will enable Mphasis Payment Managed Services (MPMS), the end-to-end ATM Deployment and Management Services

unit of Mphasis, to offer the most comprehensive single-window solution for ATM security and power efficiency innovation across the ATM industry.

There has been a rapid expansion of ATM banking in India, making it imperative for banks to address multiple issues and concerns that surface with such scalable model.

Matrix launches Video Surveillance Solutions

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atrix has l a u n c h e d SATATYA HVRs (Hybrid Video Recorders), a comprehensive range of video surveillance solutions which utilize the cost benefits of

initial investment. Also, this is suitable for new installations as it provides the cost-effective solution according to the security requirements of any organization keeping in mind the future scope of

analog as well as security enhancements of IP as both analog and IP cameras can be connected. These solutions can be used in an existing analog solution to upgrade for better security at the desired places at the same time protecting the

expansion.

The key features of this product are as follows: Video Outputs (HDMI, CVBS, VGA and Loop), Audio (Up to 16 Inputs and 1 Output) and Alarm (Up to 8 Inputs and 3 Output).

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May 2014

www.varindia.com

IBM announces new BlueMix Services

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BM has announced that more than 30 additional cloud services are available in BlueMix, its Platform-as-a-Service (PaaS) to help developers quickly integrate applications and speed deployment of new cloud services.

"The adoption rate of BlueMix has been nothing short of phenomenal since being announced only a few short weeks ago.

Rapidly growing numbers of beta participants are embracing our model of extending their existing assets and services into a cloud-based, open-source development platform, allowing our clients to bridge between the tools they are planning for the future and the workloads and services they use today to get them to market faster," said Steve Robinson, General Manager, IBM Cloud Platform Services.

RDP launches XL 500 Thin Client

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DP Thin Clients has announced the release of its new super powerful thin-client – XL 500, Optimized for VMware View, Citrix HDX Chip PC new, expandable Windows 8- Ready thin client features a wide array of capabilities and advanced features.

The new XL 500 unique features include: Instant Boot & Flash, Web-based BIOS Update, APP Charger, Boot Failure Guard (B.F.G.), PXE boot, Cool'n'Quiet, and more.

The dual-display capable XL 500 answers the need for demanding application delivery and demanding Graphics performance for graphicsintensive applications, including video, providing exceptional performance and user experience.

SanDisk debuts microSDXC Memory Card

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anDisk has announced the new 128GB2 SanDisk Ultra microSDXC UHS-I memory card. Smaller than the size of a fingernail, the new SanDisk Ultra microSDXC card enables consumers to use their phones and tablets as if storage limitations were never a concern, allowing users to capture thousands of songs and photos, and hours of video on a single, removable card.

“The new SanDisk Ultra microSDXC card again demonstrates how SanDisk continues to

expand the possibilities of storage so that consumers can benefit from our latest technology advancements.

With 128GB of removable storage, consumers will enjoy the freedom to capture and save whatever they want on a smartphone or tablet, without worrying about running out of storage space,” said Rajesh Gupta, Country Manager India, SanDisk Corporation.

Oracle launches Oracle Solaris 11.2

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racle has introduced Oracle Solaris 11.2, a modern cloud platform that melds efficient virtualization, applicationdriven softwaredefined networking (SDN) technology and a full OpenStack distribution.

This powerful combination of an enterprise-class operating system and other components creates a highly efficient, compliant, secure, open and affordable software platform for cloud computing.

“Oracle’s relentless innovation offers

customers the strongest cloud product portfolio in the industry. By engineering the OS, the virtualization, SDN and OpenStack together, Oracle Solaris 11.2 provides a complete cloud solution. It is a complete platform for simple, efficient, secure, compliant and open enterprise cloud deployments that can help customers accelerate their businesses and capitalize on the potential of cloud computing while reducing cost,” said John Fowler, Executive Vice-President, Systems, Oracle.

HyperX launches “Cloud” Gaming Headset

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yperX has launched the HyperX Cloud gaming headset in India.

HyperX Cloud features extremely comfortable ear cushions and larger audio drivers to give gamers ultimate comfort and superior sound during long game play sessions.

“HyperX has worked with the Swedish manufacturer QPAD to create a headset that delivers comfort and superb sound for long

game play. This is a winning combination as QPAD is known for high-quality gaming peripherals throughout Europe,” said Ann Bai, Sales Director, APAC Region, HyperX Division, Kingston.

GIGABYTE 9 Series Ultra Durable™ Motherboards

*Product features may vary by model. *Motherbaord models may vary based on local distribution.

GIGABYTE Technology (India) Pvt. Ltd.

Tel: 022-40633222; Website: www.gigabyte.in; Toll-Free: 1800-22-0966; www.facebook.com/GIGABYTEindia Mumbai, Chhattisgarh, Vidharbha, Goa 99677 18653; Rest of Maharashtra 99221 13396; Gujarat: 97250 59195; Delhi, Uttar Pradesh: 99583 72672; Punjab, Chandigarh, Jammu & Kashmir: 97818 33433; Himachal Pradesh, Haryana, Uttarakhand 99100 86976; Madhya Pradesh 96695 45600; Rajasthan 99100 86976; Bihar 90075 45577; Jharkhand 90405 06080; West Bengal 90075 45577, 9748502710; North East 98642 30150; Orissa 90405 06080; Andhra Pradesh 99675 15866, 90000 77671; Karnataka 99675 15866, 81236 86976; Tamil Nadu 99675 15866; Kerala 98950 99231 www.mybrandbook.co.in Brand Book 2014 | 85

ON THE RAMP

AMD unveils Next-Gen Mobile APUs Check Point's MD has 41000 Security announced A its third-generation and a hardware-level data Mainstream and Low- security solution based on System Power Mobile Accelerated Processing Units (APUs).

Combining categoryleading compute performance with unique features and rich user interactions, the 2014 AMD Mainstream and Low-Power Mobile APUs (formerly codenamed “Beema” and “Mullins”, respectively) are the ideal choice for consumer and commercial client devices alike. These new mobile APUs feature up to four newly-designed x86 CPU cores with updated, industry-leading AMD Radeon graphics

the ARM Cortex-A5, all on a single, power-sipping system-on-chip (SoC).

Products based on these new APUs are already announced by Lenovo and Samsung, with many more expected on-shelf in time for the 2014 back-toschool shopping season.

Bernd Lienhard, AMD Corporate VicePresident & General Manager, Client Products, said, “These processors combine the latest core technologies – including the first-ever ARM-based security solution on an x86 processor."

BenQ adapts new technology across LED Monitors

BenQ announced expansion of its Eye Care Technology across its entire range of VA LED monitors which was initially adopted in the EW series of monitors last year, Eye Care Technology is now available across 18 VA LED models in India.

“By introducing Eye Care Technology amid all our models, we are leading the charge to downgrade the adverse impact technology is

having on our eyes. We are the first to incorporate ‘Eye-care’ into monitors making BenQ a better choice in terms of health, while also producing superior image quality and functionality,” said Rajeev Singh, Country Head, BenQ India.

RAPOO’s A500 NFC Bluetooth Speaker

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APOO has announced the launch of the portable “RAPOO A500 Bluetooth Speaker” which is NFC-enabled, allowing user to enjoy music in the most convenient way. Most of the new-generation mobile phones are equipped with the Near Field Communications (NFC) technology to facilitate easy connection and data transmission between the devices with just one-touch pairing.

The latest NFC-enabled A500 Bluetooth speaker

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May 2014

offers simply amazing and outstanding sound quality.

The RAPOO A500 features the most advanced Bluetooth 4.0 technology with the NFC capabilities which allows easy, one-touch pairing by simply tapping it with one's smartphones or tablets that support Bluetooth NFC, it saves the hassle to search for the connection and input the pairing codes.

www.varindia.com

Dell announces Wyse Cloud Connect

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C

heck Point S o f t w a r e Technologies has launched its new 41000 Security System, a further expansion of the company’s highperformance, scalable network security portfolio.

It delivers optimal security performance with up to 11,000 SecurityPower units (SPU), 40Gbps of real-life firewall throughput.

“Data center and telecommunications environments demand optimal performance with the most advanced security protections. The 41000 builds upon the technology found in the industry’s fastest Security System, the Check Point 61000, and delivers the power, extensibility and performance needed to secure the data center of the future,” said Dorit Dor, VP of Products, Check Point Software Technologies.

Axis announces dome network cameras

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x

i

s

Communications has announced ten strong additions to its comprehensive lineup of fixed dome network cameras. The new AXIS Q35 Series and AXIS P32 Series as well as two additions to the existing AXIS P33 Series offer customers versatile options meeting any installation need and ranging from high-end to affordable.

“The AXIS P33 Series is a customer favourite offering high image usability and great reliability coupled with features. We were the first on the market with such as remote zoom and focus,” said Erik Frännlid, Director of Product Management, Axis Communications.

ell has announced Wyse Cloud Connect, an ultra-compact and highly mobile cloud access device that instantly delivers desktop virtualization and personal cloud services to any HDMI- or MHLenabled display. The pocket-size device delivers a full-HD experience with enterprise-level security, manageability and reliability. Organizations of any size can now deliver streaming cloud services and IT solutions in a cost-effective, mobile offering for work, home and on the go.

Santosh Pandey, Country Manager, Dell

India, said, “Cloud Connect brings together the key elements that our customers wish for in their Wyse computing devices – functionality and portability.

A technology solution with enterprise-level security and highly optimized cloud-client, Cloud Connect allows users to create an extension of their workplace virtually anywhere."

Fortinet Unveils FortiOS 5.2

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ortinet has unveiled a major update to the company’s FortiOS network security operating system that

sophisticated malware.

This Framework uniquely combines Fortinet’s new and established technologies

powers the FortiGate platform. This release incorporates numerous innovations that strengthen Fortinet’s Advanced Threat Protection Framework, providing enterprises with a cohesive and coordinated way to combat Advanced Persistent Threats (APTs), zero-day attacks and other

with FortiGuard’s threat research and response to address increasingly complex cyber threats and reduce the risk of network breach and data loss. Fortinet’s ATP framework supports the recommendation of Gartner on protection from advanced targeted attacks.

SUSE makes availability to Private Clouds easy SUSE has announced the addition of high availability to SUSE Cloud, its OpenStack distribution for building Infrastructureas-a-Service private clouds. SUSE Cloud 3 is the first enterprise OpenStack distribution with automated high availability configuration and deployment, ensuring the rapid start-up and continuous operation of private cloud deployments.

"A highly available infrastructure gives customers confidence in their private clouds, whether for development and testing, high-priority batch processing, or rapid rollout of a new promotional campaign.

Administrators can deliver enterprisegrade Service Level Agreements through their private clouds," said Michael Miller, SUSE VP of Global Alliances and Marketing.

PERFORMANCE ON DEMAND

Array Networks is a global leader in application delivery networking with over 5000 worldwide customer deployments. Array’s application delivery networking solutions help businesses cost-effectively scale the performance, availability and security of applications and data in a complex network, cloud and mobile environments.

Solutions from Array optimize the availability and performance of applications and services while reducing cost and complexity in an organization.

A richer application experience, made economical, scalable & secure. On demand.

Flying seamlessly acrossWANs, clouds, data centres & remote users. On demand.

Enhanced security in accessing applications from anywhere, from any device. On demand.

Application Delivery Controllers from Array Networks.

PERFORMANCE ON DEMAND

WAN Optimization Controllers from Array Networks.

PERFORMANCE ON DEMAND

Secure Access Gateway from Array Networks.

PERFORMANCE ON DEMAND

For business enquiries and to become an Array partner, please call K V Kumar at +91.97411.26131 or write to kvkumar@arraynetworks.net

www.varindia.com

May 2014

25

VOICE-N-DATA

Nokia partners with NTT DOCOMO to explore 5G

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okia has announced that the company and NTT DOCOMO have agreed to collaborate on research and standardization of 5G technologies and to

“Expanding our cooperation with NTT DOCOMO on 5G radio technology is an important step towards defining future mobile networks. Future wireless

work jointly on a 5G proof of concept (PoC) system. This move builds on the Memorandum of Understanding (MoU) signed by the two companies in January 2014 to research future radio access experimental systems.

networks will interconnect not just humans but also machines and objects, creating a vibrant overlay of virtual and physical worlds with a huge variety of use cases,” said Hossein Moiin, Executive Vice-President & CTO, Networks.

Tata Communications and Orange partner

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a t a Communications and Orange International Carriers have inked an agreement to interconnect their respective IPX (IPExchange) communities for voice over IPX and Signalling Sigtran, which allows IP networks to inter-work with the public switched telephone network. In line with 4G adoption, as more mobile operators introduce next-generation IP-based communication services such as HD Voice, global IP interconnectivity

between networks is vital in delivering the highest quality end-to-end service experience.

Michel Guyot, President, Global Voice Solutions, Tata Communications, said, “By interconnecting our VoIPX network with Orange, we continue to expand our longterm relationship with a strategic partner and demonstrate our commitment to building our community of interconnected mobile operators."

RCom unleashes solutions for Indian Enterprise

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COM has now introduced managed services and customized solutions for them. Launched by RCOM’s India Enterprise Business Services unit, the four new products – Insta Call & Auto Call, Reliance Cloud Video Surveillance, Wirefree Business Internet and ArchStore – will provide effective and seamless solutions to address the varied telecom needs of the large Indian corporates.

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RCOM’s Intelligent Voice Platform delivers communications-enabled business processes as a targeted service for larger enterprises, providing complete control to customers – to automate and effectively control and manage in-bound customer interactions, as well as out-bound information notifications, as per business needs. Archstore is a cloud-based product for Archiving & Longterm Storage needs.

www.varindia.com

IDC's APAC Micromax begins smartphone Mobility manufacturing in India tablets. The company Conference 2014 Themobile domestic manufacturing device started

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nternational Data Corporation (IDC) has executed its Asia/Pacific Enterprise Mobility Conference 2014 in Mumbai. The event was attended by senior IT decision makers from a cross-section of industries to discuss and understand how mobility will be impacting future businesses and the operating environment.

Shiv Putcha, Associate Research Director, Consumer Mobility, IDC Asia/ Pacific said, “2014 should be an exciting year for Enterprise Mobility across Asia. Among several existing trends, IDC believes that there will be some evolution, with more companies evolving their offerings to Mobile Enterprise Management (MEM) solutions."

Huawei launches new routers for Indian enterprises

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uawei has u n v e i l e d NetEngine5000E Cluster Router and Atom Router.

With a rapid increase in the demand for enterprise services, such as enterprise video, voice, and security services, the IP network has become a unified platform for all ICT (information and communication technology) services. The IP routers enable better network integration and robustness, flexibility and lower power consumption Gai Gang, President of Huawei's Carrier IP Product Line said, "Huawei has always stressed on the importance of innovation and research & development, the launch of the first of its kind NetEngine5000E Cluster Router and Atom Router stand a witness to it.

company Micromax has started manufacturing handsets in India. Going by the reports, Micromax will make handsets at its

mobile phones a couple of months back. However, production of mobile phones is at the initial stage presently.”

Rudraprayag facility in Uttarakhand.

According to a spokesperson from Micromax, “Micromax has a manufacturing plant in Rudraprayag where it manufactures LED and

As per the 2013 market research report firm IDC, Micromax had 13-per cent market share in the total mobile phone segment and 16 per cent in the smartphone market in the last quarter.

Vodafone launches Managed video conferencing service

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odafone Business Services (VBS) has launched managed video conferencing service for enterprises to offer an experience of world-class virtual faceto-face like interaction with various participants anytime, anywhere. The noteworthy benefit of the services is that it is network- agnostic and device-agnostic and offers a seamless conferencing experience.

Speaking on the launch of managed video

conferencing service, Naveen Chopra, Director – VodafoneBusinessServices, said, “Uninterrupted communication, anytime and anywhere, is the need of Indian enterprises today to keep pace with the evolution in digital communication.

Our managed video conference service for enterprises in India would be a costeffective way of connecting with various stakeholders, and improving the effectiveness of flexible working initiatives.”

Mobile Broadband usage is on a rise in India –Ericsson

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ricsson estimates that India's mobile subscriber base will grow from 795 million in 2013

to 1145 million subscribers by 2020. Simultaneously, smartphone penetration will grow from 10% or 90 million devices in 2013 to 45% or 520 million devices.

"Consumers’ value broadband and their expectations around experience are evolving fast. A few years ago

access needs were limited to ‘some-time’, today it is ‘real-time’, and it is moving towards being connected all the time with access to high quality content.

Smartphones and MBB services are becoming more affordable. As a result, we are seeing the advent of a new Networked Society in India as in other parts of the world that will benefit consumers and businesses alike," said Ajay Gupta, Head of Strategy & Marketing, Ericsson India.

www.varindia.com

May 2014

27

CHANNEL BUZZ

COMPASS to help IT Dealers with a new IT Directory

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fter years of efforts put in, COMPASS has at last decided to publish the IT Directory for IT dealers, vendors

and members across Eastern India, in the year 2014.

This directory will be published with new calibre and design that will help the industry and propelmore growth prospects.

With much more information and data, this directory will be a ready reckoner and amust for all the people

across various industries. It will be available in both hard copy as a Directory as well as in a soft copy format. It will include the IT dealers, vendors and members listed in various IT associations across Eastern India. It will also involve all the associations of Eastern India to get the data of their members and provide a separate section for each association.

Amit Sharma has been appointed as the Chairman – IT Directory. After completion of the IT Directory, COMPASS expects it to be an asset to all the members and other associates in the years to come.

R&M Road Shows elicits good response in Tier II Cities R&M has successfully conducted its road show in Surat.

The road show had a presence of around 40 partners from in and around Surat.R&M's roadshow helped partners to get a better understanding of the brand with their corporate presentation and videos, the presentation covers R&M's innovative product portfolio and Swiss technology.

At the end of the roadshow there was a Q&A session to allow the partners to clarify their queries

and to gain a better understanding as to what can be expected from the organization.

Shailendra Trivedi, Director - Operations and Channel Development at R&M said, "The road shows have been successful mainly due to the time and effort invested. It allows us to introduce and talk about R&M to partners and form a long term relationship with them. We have plans to conduct more road shows across the country throughout the year."

'Smart to Smarter CEO' Coaching Programme launched by ASIRT

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SIRT commenced FY 2014-15 with a bang, rolling out the "Smart to Smarter" Series, a 6-month CEO coaching programme that commenced on ASIRT Techday April, 2014 with a session on "Core Principles".

Smart to Smarter is a 6-month training programme in association with Parichay Brand Consultants; with brand guru Suneel Agarwal of "T with Suneel" fame having promised to conduct all the seminar sessions himself.

Not surprisingly thus, enthusiasm from the ASIRT members surpassed all the previous high scores. And brand guru rocked, starting the series with workshop on "Core Principles", clearing many perceptions and myths of building and running business and forcing everyone to sit back and stirring introspection.

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May 2014

What was to be a 90-minute session extended to well over 2 hours, and with members in a trance as pied piper Suneel Agarwal presented with panache peppered with humour, even hard-hitting jabs at times as he responded to members' euphoria with the same enthusiasm.

This is the first of six sessions to be followed by five such sessions, encapsulated version of Suneel's CEO coaching and consulting programme. The next sessions will be on Strategy and Road Map, Communication, No Cost Branding, Sales & Marketing and Customer Management.

ASIRT has invested momentous efforts in the betterment of IT business ecosystem now topping it with the cherry of this series that is totally free for members.

www.varindia.com

Acer delights partners with Foreign Travel Scheme

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cer India has introduced the Foreign Travel Scheme (FTS) partner programme. A wholly indirect company, Acer plans to recognize and reward the exceptional performance of its channel partners and resellers across India through this programme.

Continuing an era of strong partnership and growth with Acer’s longstanding partner network, the programme is targeted at rewarding the top 40 partners with an exciting three nights/four days fun-filled tour of an exotic foreign destination.

The chosen 15 master reseller (MR) partners and 25 regional large format retailers (RLFR)/ ITSS partners will set off to the destination for a partner meet, followed by a two-day guided tour. This programme is valid from April 1 and will end on June 30, 2014 (both days inclusive).

S. Rajendran, Chief Marketing Officer, Acer India, said, "An indelible channel focus is amongst Acer's core strengths. At Acer, we have always believed in bolstering the confidence of our valued partners through a multitude of enablement activities including innovative reward programmes.

Our previous initiatives have been applauded by our partners, pushing them to go the extra mile. We are positive that our FTS programme will also spark the same level of enthusiasm amongst our partners."

Apart from offering reward programmes to spur sales, Acer provides complete support to its esteemed set of partners in the form of easy finance schemes, regular training programmes, accidental damage protection and extended warranty offers.

Jagannath Patnaik Announces own venture ‘NNR IT Solutions’

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fter over a decade of experience across IT security solutions, Jagannath Patnaik has announced the launch of his own venture ‘NNR IT Solutions’. The Company will be the Global Distributor for Max Secure Software’s AntiVirus and Mobile Security range of products.

This agreement to distribute

position in the Indian IT market.

It will help Max distribute its products and services to channel partners and customers across the Country.

N. Jagannath Patnaik, CEO, NNR IT Solutions further said, “It’s indeed a proud moment for me and my team. With our expertise in channel development over the years and considering our

Max Secure range of products in India and overseas was signed on 2nd May 2014 during the inauguration of NNR IT Solutions, head quartered in Pune. NNR IT Solutions will help Max Secure to grow its business and strengthen its

longstanding relationship with our partners we look forward to have a deeper penetration in the Indian market to reach out to the end customers. We aim to make Max Secure Software one of the top 3 Security software players in India by the end of this year.”

FACE TO FACE

Balakrishnan General Manager, Konica Minolta Business Solutions

MPS is one of the priority areas for Konica Minolta T

he Indian printing market has made giant strides in the recent times in improving its offerings in terms of costs, technology and speed. Looking at the recent market scenario in India, we can see that there is a set of industry players which are growing slowly but continuously. Konica Minolta is one of those players of the Indian printing market, which is committed to becoming an innovative company that stands tall in difficult times with a solid and quality business base, ensuring that they remain courageous to provide new value in the face of any challenge.

Balakrishnan, General Manager, Konica Minolta Business Solutions, throws some more light on the company’s portfolio, recent path-breaking offerings and market and channel strategies in a recent interview with VARINDIA. Edited excerpts:

Delineate some of the initiatives that you have recently taken to increase your market presence in India Konica Minolta has a great legacy of two powerful brands that have dominated the markets and has established its reputation as an innovator and a leader in the market since its inception. It is our pledge to bring the ideas of customers and society to life through innovation and contribute to the creation of a high-quality society. We have expanded our presence to cover all parts of India and have developed the capability to provide service from 336 points in the country as of now. We will continue to strengthen our capabilities.

Is Konica Minolta addressing Managed Print Services market in India? If yes, how and how much?

Konica Minolta does offer managed print services which we call Optimised Print Services (OPS). It is one of the priority areas for us. We have already implemented OPS in over 20 customers in India and are on-boarding more customers every month. Konica Minolta has a Global Account Management Programme under which we offer unified products, solutions and services across all the sites of our customers, irrespective of their location in the globe. We also offer these services to our enterprise customers in India who have national presence.

How much have you been able to cater to rural markets in India?

Actually, we are getting more revenue from rural areas than from cities. Konica Minolta’s visibility is quite high in those markets. So we can see the value of Konica Minolta’s products there and as a product these regions have been quite sturdy. We are keen to reach all parts of India and are constantly expanding our partner base to achieve this.

What is your go-to-market strategy?

For the retail market, we want to expand our reach via partners in the tier-II and -III cities. For enterprise customers, we reach out directly via different programmes such

Konica Minolta is expecting to achieve a revenue of Rs.300 crore by the end of the fiscal year against the Rs.228 crore in FY 2012-13. as the Optimized Print Services offering as well as our global account management programmes.

Konica Minolta used to organize road shows. These road shows help in taking our products to the customers at their doorstep.

During these events we not only get a fair chance of interacting with the people across the entire country, but rather get an opportunity to educate our customers about the quality and usage of the products displayed.

Where do you think the next phase of growth come from?

The Indian economy is on the growth path and opportunities are there across all the geographies and segments. So we will continue to engage all the segments.

What are your immediate plans for channel expansion?

The close relationship that Konica Minolta builds up with its partners is unparalleled and expanding the channel presence to engage all opportunities will continue to remain a priority area for us. n satinder@varindia.com

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COVER STORY

In pursuit of INNOVATION......

I

n a rapidly changing business environment, the key to sustenance and long-term growth for any company is Innovation. Innovation, which is a continuous process,

is increasingly being used as a competitive strategy by companies and it lies at the heart of different initiatives undertaken by them involving manufacturing processes, product

Epson From introducing the world’s first see-through wearable head mount display – BT Moverio 100 to introducing the L and M Series Ink tank Inkjet technology

development & improvement and brand building initiatives. As more and more corporates wake up to the importance of product innovation and excellence to gain customer trust and loyalty, the need to create new products, solutions and services and provide a radically better experience to the consumers is felt among IT firms and they are fast lining up products that customers can easily associate with and become the face of the brand in the market.

VARINDIA walks its readers through some of the leading brands in the country and their innovations and list their latest innovative products and solutions in the market today -

American Megatrends AMI is a globally equipped company that encourages innovation and has more than 300+ patents with cuttingedge technological expertise, extensive experience offering hi-tech engineering solutions and services to customers worldwide. With over 27 years of experience in developing technology solutions, AMI provides the industry with StorTrends, a true enterprise-class storage solution that offers organizations a unified storage solution that is efficient and agile in businesses.

“Besides this, AMI offers the most reliable and advanced BIOS firmware for server, desktop and mobile applications. We haveAMI BIOS that powers about half the desktops sold yearly throughout the world,” says Sridharan Mani, CEO & Director, AMI. AMI's MegaRAC product family is again a leader in lightsout health monitoring and remote access management with a rich OEM offering of modular firmware solutions for integrated Service Processors.

Sridharan Mani, CEO& Director, AMI

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printers, from portable photo-printers like the hugely successful PictureMate to 3D home theatre projectors, Epson has always endeavoured to bring more joy to the life of its consumers through its unique solutions.

“Over the past many years now, we have been consistent in bringing to the market a number of path-breaking products that have gained immense popularity amongst consumers. We have enjoyed the first mover advantage in many product categories and it is difficult to define one product segment that our brand is synonymous with,” replies Tushad Talati – Senior General Manager Brand & Communication, Epson.

Tushad Talati – Senior General Manager - Brand & Communication, Epson

Canon In every product categories and domains, right from digital cameras to DSLRS, lenses, inkjet printers, laser printers, projectors, scanners, multi-functional devices, Canon has an array of innovative products that it offers to its customers.

“We have been offering innovations almost in every product categories,” reiterates Dr. Alok Bharadwaj, Executive Vice President, Canon. “However, one of our new introductions that can be singled out as the recent most innovative product we have offered in the market is the ‘DreamLabo 5000’.”

DreamLabo 5000’ is a commercial photo album printing machine and is revolutionizing the way photo albums are created which in the past has been in the domain of silver halide technology. Also, as digital technology is taking over all aspects of customer solutions, digital technology is going quiet fast and this product which has been launched recently offers to customers the best quality photo albums.

Few other interesting innovative products that Canon has recently launched are PIXMA inkjet Wi-Fi cloud printers and digital SLR with double zoom kit for household segment including women.

Dr. Alok Bharadwaj, Executive Vice President, Canon

D-Link (India) Limited D-Link made a ground-breaking announcement, by introducing ‘personal cloud’ networking solution for the first time to the Indian consumers in the year 2010.

This was indeed a revolutionary feature that enabled consumers to effortlessly control, view, share and access their network devices – anytime, anywhere. Under the umbrella of mydlink cloud services, D-Link has introduced Cloud Routers, Cloud Camera and Cloud Storage.

“Post the successful launch of mydlink cloud services, there has been a soaring acceptance of this new platform and it has now topped one million registered users worldwide who are now enjoying remote access to Cloud Camera & Cloud Router from their mobile devices,” says Tushar Sighat, CEO – D-Link (India) Limited. mydlink Cloud product line is D-Links’ commitment to enhance its numerous consumer networking products with fresh and innovative cloud functionality that aims to personalize consumer internet experience like never before. With its cloud based applications dominating most products, all of D-Link’s latest products are driven by apps.

Tushar Sighat, CEO – D-Link (India) Limited

McAfeepart of Intel Security "We deliver the industry’s most comprehensive enterprise security solutions and hence we won’t be able to call out to one specific solution. However, one of our differentiated offering would be the way in which we approach security. We need to move security from above the OS to being a fundamental aspect of the computing architecture, tied to the hardware. Intel and McAfee deliver hardwareenhanced security solutions that provide deeper levels of protection for PCs. The tightly integrated solutions go beyond traditional security measures to help prevent attacks in real time, deliver robust security management, and provide strong data encryption with minimal impact on productivity," says Jagdish Mahapatra, Managing Director for India and SAARC

Cyberoam Technologies Maintaining an enterprise network is an expensive proposition for every organization, more so for large organizations having distributed networks

as it involves complexity, security, highperformance, compliance risks, need for visibility and more. With Cyberoam’s next generation firewall (NGFW), it brought enterprise security beyond next-generation security features and strengthened it with high-performance capabilities, actionable security intelligence, real-time situational awareness reporting and flexi-ports. And this is where Cyberoam’s innovative security technology with its USPs comes to enable such executives with a blend of business, technology and management capabilities.

“Cyberoam’s Patent-Pending Layer 8 Technology remains a significant contribution we brought to this industry and indeed continues as one of our strongest USPs. The technology allows penetrating through each security module allowing network security decisions of user authentication, service authorization and reporting based on identity of users.

Moreover, Cyberoam’s extensible security architecture allows feature enhancements with minimum efforts, thereby providing future-ready security for evolving networking needs,” explains Hemal Patel, CEO – Cyberoam Technologies – A Sophos Company SVP & MD Sophos India.

Layer-8 user-identity also allows its customers to blend security with productivity needs, provide comprehensive Application Visibility & Control for over 2000 key applications. The technology enables prioritization of applications based on User Identity, time, applications, and bandwidth, allowing great flexibility and real layer-2 to layer-8 visibility & control.

Hemal Patel, CEO – Cyberoam Technologies – A Sophos Company SVP & MD Sophos India

Jagdish Mahapatra, Managing Director for India and SAARC, McAfeepart of Intel Security www.varindia.com

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COVER STORY Fortinet Fortinet's flagship UTM solution consists of FortiGate physical and virtual appliance products that provide a broad array of security and networking

functions, including firewall, VPN, antivirus, intrusion prevention, Web filtering, antispam and WAN acceleration.

FortiGate appliances, from the FortiGate40 for small businesses and branch offices to the FortiGate-5000 series for large enterprises and service providers, are based on a proprietary technology platform.

This platform includes FortiASICs, which are specifically designed for accelerated processing of security and networking functions and the FortiOS operating system, which provides the foundation for all security functions.

FortiGuard security subscription services provide end-customers with access to dynamic updates to application control, intrusion prevention, Web filtering, vulnerability management, antivirus, and antispam functionality based on

HP India HP’s innovative line of product portfolio includes the HP Slate6 VoiceTab, HP Envy 17 TouchSmart NoteBook, the HP Officejet Pro X and the HP Deskjet Ink Advantage high capacity printer series. “We have recently launched HP Slate6 VoiceTab and HP Slate7 VoiceTab which are full-featured tablets with voice calling ability powered by a quad-core processor, enabling users to multitask at everything from email and web surfing to gaming and streaming. The new devices deliver performance; quality and reliability, helping users take care of business,” comments Rajkumar Rishi, Senior Director, Consumer Channel, PPS HP India.

The HP Envy 17 is the world’s first notebook with integrated Leap Motion technology that senses natural movements for easy navigation and control and operates with merely the wave of a hand or a lift of the finger for a customized experience no other notebook can provide. The HP Deskjet Ink Advantage high capacity printers on the other hand offer unmatched printing affordability and high quality printing making it an apt fit for home, SOHO and small business customers. Innovations such as the HP 1200w Mobile Print Accessory and HP JetDirect 2800w for FutureSmart Fleet enable wireless direct and near field communication (NFC) touch-to-print capabilities from smartphones, tablets and notebook PCs for a new and existing installed base of 40 million HP LaserJet and Officejet customers. These accessories are affordable and easy to install via USB or by placing them in the device’s hardware integration pocket.

Rajkumar Rishi, Senior Director, Consumer Channel, PPS HP India

intelligence gathered by a dedicated FortiGuard Labs team. “By combining multiple proprietary security and networking functions with purpose-built FortiASIC and FortiOS, the FortiGate UTM solution delivers broad protection against dynamic security threats while reducing the operational burden and costs associated with managing multiple point products,” explains Rajesh Maurya, Country Manager, India & SAARC, Fortinet.

Fortinet delivers purpose-built security solutions that improve performance, increase protection and reduce costs. The vendor protects more than 170 000 customers worldwide, including the majority of the Fortune Global 500 companies.

Rajesh Maurya Country Manager, India & SAARC Fortinet

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NVIDIA Every single year through architectural innovation, NVIDIA brings more computational capability to the GPU. At its annual event, GPU Technology Conference in San Jose, NVIDIA made public its GPU roadmap with the announcement of Pascal.

Pascal, which will roll out in 2016, promises to deliver more compact GPUs that put more power into smaller devices. The result will be several times greater bandwidth, more than twice the memory capacity and quadrupled energy efficiency.

"We’re betting big on visual computing technologies for India. NVIDIA targets three main verticals: gaming, professional visualization, and high performance computing & data centers. For each, we offer a platform of processors, software, tools, marketing and technology expertise and, increasingly, connected services. We leverage the work we do for these segments by selling components and licensing IP to leading OEMs who wish to create smart devices differentiated by rich graphics," opine Vishal Dhupar, Managing Director – NVIDIA South Asia.

Vishal Dhupar, Managing Director NVIDIA South Asia

Smartlink Network Systems Ltd The two most innovative products to name will be DG-HR1060MS and DG-HR1160M.The DG-HR1060MS is a 150Mbps wireless 3G Mi-Fi Broadband Router that has a compact design and is anideal device to carry and connect to Internet instantly. Its 2000mAH battery makes it an ideal portable device with battery backup. The Micro SD card slot on the router can be used for storage using SD card up to 32GB. The DG-HR1060MS is truly a Portable 3G Mi-Fi Router with Compact Design, Internet Access and Media Sharing.

“DG-HR1160M is a 150Mbps Wireless 3G portable power bank router. It has a compact design, perfect tocarry and connect to Internet instantly. It can be used as a Power bank to charge smart phones when on the move,” explains Bimal Raj, CEO, Smartlink Network Systems Ltd.The USB port on the router can be used for USB media sharing or 3G Internet connection using a 3G dongle. It uses the latest wireless IEEE802.11n technology to stream data at 150Mbps to its wireless clients.

Bimal Raj CEO Smartlink Network Systems Ltd

Toshiba India Striking designs, focus on computing performance, superior sound and HD integration, are some of the features that define the young laptop consumer today. Toshiba’s new laptop line-up is specially crafted for the customers who are cognizant about luxury and comfort, giving them a choice of superior quality performance and individual styling. “Our new range of laptops offers a perfect amalgamation of latest technology with Windows 8.1 and cutting edge features, in an exquisite form factor. With thinner and lighter profile and highquality durable design, the new range offers faster, more powerful and smarter laptops,” explains Sivakumar, VP-Sales & Marketing, PC Business – DS Division, Toshiba India.

Sivakumar VP-Sales & Marketing, PC Business – DS Division Toshiba India

Symantec Symantec’s teams around the world are developing technologies and building solutions to help customers secure and manage their information. The company

has a long history of technology leadership and innovation. In fact thirteen percent of annual revenue continues to be devoted to R&D. Continuing its long-standing commitment to innovation, Symantec recently announced the latest version of its NetBackup solution that brings in new functionality to protect the largest scale VMware-based environments as enterprises move to software-defined data center architecture. “NetBackup 7.6 is the only backup product designed for enterprise level scale, which can accommodate hundreds of thousands of virtual machines and petabytes of data while giving customers 400x faster virtual machine recovery than a standard restore,” explains Sanjay Rohatgi, President, Sales – Symantec India.

IT organizations can now simplify and automate the protection of massive and complex physical, virtual and cloud environments that are the building blocks of a modern data center. NetBackup 7.6 delivers these benefits so that enterprise organizations can ensure a modern softwaredefined and fully protected data center.

Dell “We look at innovation in terms of solutions that address customer needs. Our goal is to provide customers with end user products that offer the right mix of innovative design, performance and after sales assurance in the form of warranties designed for the India market. Whether it is our laptop range or the latest tablet range, our focus is to ensure that we have solutions that cater to a variety of end user needs,” observes P. Krishnakumar, Executive Director & General Manager, Consumer & Small Business, Dell India.

Dell’s innovations include end user solutions like the Dell Wyse PocketCloud App which is currently preloaded on the Dell Venue 7 and Venue 8 Android based tablets. The PocketCloud family of apps and services lets users create a personal cloud of all their mobile devices and computers, as well as share files on their PCs and from cloud storage using mobile content management apps like PocketCloud Remote Desktop and PocketCloud Explore. PocketCloud Remote Desktop is a secure and fast way to remotely operate the PC from a tablet or mobile device. PocketCloud Explore is similar to Remote Desktop, except that the main view of remote computers is files and folders rather than the desktop. It uniquely brings an intuitive view of Windows or Mac files/folders to portable devices.

Sanjay Rohatgi, President, Sales Symantec India

P. Krishnakumar Executive Director & GM, Consumer & Small Business, Dell India

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COVER STORY Xerox “When you are Xerox, it is hard to talk about one single innovation because there are so many of them. However, one thing that stands out is the Connect Key,

which is a game changing innovation introduced by Xerox in 2013,” replies Vivek Chandel, Executive Director, Marketing, Xerox India.

Connect Key is essentially a software embedded into Xerox Multi-function printers and a set of solutions that address the requirements of a workflow integration, connected devices that talk to each other, advanced IT security and the demands of an increasingly mobile workforce.

Through the MFP as a secure hub, Xerox’s ConnectKey features include the ability to scan and upload documents to cloud repositories, send business-critical documents directly into workflow processes and print securely and easily from any mobile device. This Xerox innovation takes hassles out of workdays and adds more productivity into workplaces.

ConnectKey is much more than just a next-gen multifunction printer technology – instead, it can be thought of as a software ecosystem that provides the building blocks necessary to allow a multi-function printer to simplify an enterprise’s document workflow.

Vivek Chandel Executive Director, Marketing, Xerox India

WD “We’ve had a long history of innovating with our products that ultimately give our customers a solution that fully addresses their needs,” says Subroto Das, Director – South Asia & India, WD.Adding to its list of innovations, the recently launched Black2 drives hold the distinction of being the world’s first 2.5-inch SSD + HDD dual drive. This powerful dual drive is designed for those looking to upgrade notebooks, small form factor desktops and single-slot and allin-one (AIO) systems with a drive that offers the performance of an SSD and the capacity of a HDD. Black2 is also unique in that it is also the only drive in the market that gives the customer the power to decide where to place data; thanks to this a customer can really reap the maximum benefit by placing intensive software on the SSD, while relegating content such as photographs and music to the higher capacity HDD.

Subroto Das, Director – South Asia & India, WD

EMC “Our entire portfolio is fundamentally based on innovation and addresses specific needs of clients. We understand one size doesn’t fit all requirements. More

Tally Solutions “This financial year we successfully launched Tally.Server 9, an enterprise class product, into the market. Tally.Server 9 is designed for medium and large size

importantly, we believe our USP is our federation architecture model that offers customers an open framework around Storage, Cloud, Big Data and Trust; and the flexibility to choose best of breed solutions,” says Amit Mehta, Director – Marketing, EMC India & SAARC.

businesses whose pace of growth requires for them to invest in infrastructure that will help them improve their business efficiencies,” comments Meera Raman, Associate Vice President, Tally Solutions.

Tally.Server 9 helps enhance the power and control of Tally.ERP 9 Gold users by converting the existing ‘peer-to-peer’ kind of data access to ‘server based’ data management. Its technology delivers the power of concurrency, improved security, high data reliability and effective business process optimization – to businesses in need of an enterprise grade system.

Amit Mehta, Director – Marketing, EMC India & SAARC

Meera Raman Associate VP, Tally Solutions

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F5 Networks The BIG-IP - industry standard of Application Delivery family of products offers the application intelligence network enterprises need to ensure applications are fast, secure and available. “All BIG-IP products share a common underlying architecture, F5's Traffic Management Operating System (TMOS), which provides unified intelligence, flexibility and programmability. Together, BIG-IP's powerful platforms, advanced modules, and centralized management system make up the most comprehensive set of application delivery tools in the industry,” explains Parag Khurana, Managing Director - F5 Networks.

SAP At the foundation of SAP’s innovation and strategy is SAP HANA. “With SAP HANA as the common platform, we help

Parag Khurana, MD - F5 Networks

NETGEAR Technologies NETGEAR has innovation is various categories that it operates in. “If we take the SMB category, we are innovating through a very popular product called the ReadyDATA where we are bringing enterprise class features to a midmarket storage device with a simple manageable interface.

We are first in market to launch 10 Gig 8 and 12 port switch aimed at the media segment requirement. At home we are developing high speed routers for HD multiplayer gaming. We have routers with hard disks with a cloud service. We are bringing innovations in the telecom segment and have just launched SIM independent 3G Dongles in India,” says Shubhodeep Bhattacharya, Regional Director – India & SAARC, NETGEAR Technologies.

Shubhodeep Bhattacharya Regional Director – India & SAARC, NETGEAR Technologies

our customers dramatically accelerate the speed of their business while radically simplifying their IT stack by collapsing complex IT layers reducing hardware costs,” says Rajesh Kumar, Head of Marketing – SAP India.

HANA goes way beyond a database. The core of HANA is the database services. SAP HANA enables customers to re-think the world of databases and applications. It has evolved over the last year into a platform. It leads to a dramatic simplification, not only because of the capabilities of the column store, but because of the ability of HANA to re-think applications. In addition, the SAP HANA platform brings the seamless integration across its core applications and analytics solutions, offering a truly integrated closed-loop experience from insight to action.

Rajesh Kumar, Head of Marketing – SAP India

IBM The company creates value for clients and solves business problems through integrated solutions that leverage information technology and deep knowledge of business processes. IBM solutions typically create value by reducing a client’s operational costs or by enabling new capabilities that generate revenue. These solutions draw from an industry-leading portfolio of consulting, delivery and implementation services, enterprise software, systems and financing.IBM also provides Strategic Outsourcing Services delivering comprehensive IT outsourcing services dedicated to transforming clients’ existing infrastructures to consistently deliver improved quality, flexibility, risk management and financial value.

“We deliver a comprehensive set of cloud services ranging from assisting clients with building their own private clouds, to building customized dedicated managed clouds, to allowing clients to leverage standardized cloud infrastructure services from the SoftLayer and SmartCloud Enterprise+ offerings, to creating hybrid environments linking their private and public workloads together. With Consulting – we deliver client value with solutions in Strategy and Transformation, Application Innovation Services, Enterprise Applications and Smarter Analytics,” responds Mukul Mathur, Director, Business Partners & CSI – IBM.

Mukul Mathur, Director, Business Partners & CSI – IBM

SanDisk “SanDisk serves three high growth markets – mobile, imaging, and computing, and we constantly strive to make our products better equipped and more useful for the users. Our products enable consumers to capture, share, preserve and enjoy an exciting world of digital content,” explains Rajesh Gupta, Country manager, India, Sandisk Corporation.

Whether it's the removable memory card in the camera, the smartphone in one’s pocket or datacenters that power the cloud, SanDisk is enriching people's lives through digital storage anytime, anywhere. The products that form its innovative offering range include SanDisk Extreme PRO USB 3.0 Flash Drive,SanDisk Ultra Dual USB Drive, SanDisk Extreme PRO SDHC/SDXC UHS-II Memory Card, SanDisk Extreme PRO 256GB CompactFlash Memory Card and SanDisk Extreme II SSD.

Rajesh Gupta, Country Manager, India - Sandisk Corporation www.varindia.com

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COVER STORY

HP The newly introduced HP Helion Cloud portfolio incorporates existing HP cloud offerings, new OpenStack technology– based products, and professional and

Panasonic India Panasonic India has a long standing commitment towards providing value to consumers coupled with offering the latest technology that suits the Indian market. Some of the innovations of Panasonic include its ‘Sound for India’ campaign that marked the introduction of its 32 inch LCD TV which is driven by technology, picture quality, and design and Eco friendliness. “The TV offers better viewing through theatre like audio and at 78 Watts has lowest power consumption in its category. This product was also launched keeping in mind the mind-set and requirements of the Indian consumers,” adds Manish Sharma, Managing Director, Panasonic India.

Manish Sharma, Managing Director, Panasonic India

support services under a unified portfolio to help meet customers’ specific business requirements. It is also extending its commitment to OpenStack technology and Array Networks Array stands for high-end Application Delivery Controllers and its USP is its patented SpeedCore platform with localized support.Powered by SpeedCore™, Array application delivery, cloud and mobility solutions are recognized by leading enterprise, service provider and public sector organizations for unmatched performance, reliability and total-value-of-ownership.

hybrid IT delivery—spanning traditional IT, public, private and managed clouds.

"A market leader in Application Delivery and Networking, Array Networks stands for reliable product, superior performance, and exemplary support. In an increasingly virtual and a connected world, Array believes in the spirit of localization," says Shibu Paul, Regional Sales Director – India, ME and SEA, Array Networks.

Shibu Paul Regional Sales Director – India, ME and SEA Array Networks

“Customer challenges today extend beyond cloud. They include how to manage, control and scale applications in a hybrid environment that spans multiple technology approaches. HP Helion provides the solutions and expertise customers need to select the right deployment model for their needs and obtain the greatest return for their investment,” says Aman Dokania, vice president and general manager, Cloud Division, HP Asia Pacific & Japan."

Aman Dokania Vice President and general manager, Cloud Division, HP Asia Pacific & Japan

Hitachi Data Systems Hitachi Cloud Services Connection (HCSC) is a public cloud offering built on HDS cloud infrastructure solutions and managed by HDS for partners to resell. It provides a comprehensive set of cloud-based IaaS and SaaS solutions that include Compute and Storage, Hosted Email and Hosted SharePoint, Storage as a Service, Online Backup for server and PC, Disaster Recovery, Content as a Service, Hosted Virtual Desktop. Its comprehensive managed Cloud portfolio will enable organizations to provide IT services to their business that are cost effective, flexible, efficient and reliable.

“The HCSC Content as a Service offers a seamless, on-demand, scalable, secure and backup-free storage solution that combines a minimal or virtual footprint at the customer site with our HCSC storage services. Key customer challenges are addresses through the Content as a Service approach using simple, reliable and secure deployment, reduced storage costs and TCO through an on-demand subscription service,” says Yogesh Sawant, Director, Partner Sales & Field Alliance Organization, India – Hitachi Data Systems..

Yogesh Sawant Director, Partner Sales & Field Alliance Organization, India – Hitachi Data Systems samrita@varindia.com

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CHANNEL BUZZ

Fortinet wants to strengthen its partner ecosystem that it already has in place A worldwide provider of network security appliances and a market leader in unified threat management (UTM), Fortinet is currently present in 63 locations across world. From India perspective, Fortinet currently has direct presence in 10 locations in India with headquarter in Bangaluru. The regional team structure that it has in India is basically divided into four regions; Central and West, North, South 1 and South 2, where South 1 includes Channai, Tamilnadu, Andhra Predesh and karela business, while South 2 includes Karnataka. The north is the whole north region basically and there is a team in west which actually looks for west as well as the central part of India.

Fortinet has got around 500 odd partners in the country, from which around over 400 partners are actively doing some business for Fortinet in the country. In India, Fortinet also has a training department for years and now it has started training partner community on how to do post-sales support, how to do trouble shoot training on Fotinet line of products.

Forrtinet Synergy 2014 Fortinet has recently conducted “Synergy 2014” an event for their partners, where Fortinet launched one of their key partner initiatives – FortiHero Awards - recognising the success of individual heroes from the partner community for their excellence in providing network security solutions. The event presented an opportunity to witness the awards and meet partners for sharing their success stories. The idea is to be very close to partners and get feedback. Fortinet organized it in all four locations including Bangalore, Mumbai, Delhi and Chennai.

Rajesh Maurya, Country Manager SAARC at Fortinet says, “We want to have quarterly update session for partners, where we will try to transfer knowledge to the partners regarding the technology we are offering to the customers. Also, we want to strengthen our partner ecosystem that we already have in place.”

Rajesh Maurya Country Manager SAARC Fortinet Fortinet’s distinguished partners in India Fortinet has a network of highly-qualified distributors and resellers committed to the same objectives as Fortinet, which is providing world-class products, services and technical support to its customers.

Gold partners include Dimension Data, Sify Technologies and Wipro. Some other partners include ACPL Systems, AGC NETWORKS, CMC Limited, Hewlett Packard India Sales, P J Networks etc. Regionally, it has lot of partners like Amtrack which is doing lot of business for Fortinet in government sector.

Besides these, it also has a lot of SI partners like Orient Technologies.

Fortinet’s Criteria to choose partners For Fortinet, It’s very simple; the most important thing is whether the person is able to support the product line. The Partner has to be having a pre-sales team in place and post sales to support the productline.

Other factors are, whether he is already

have presence into selling security solutions, whether he carries knowledge of it and what market he is addressing. Fortinet has a Fortinet Partner program already in place based on which it has criteria for selecting a Bronze Partner or Silver or Gold Partner.

Fortinet’s expectations from Channel partners Fortinet is a 100% channel driven company. We do not do any direct sales.

This year, Fortinet is intending to grow close to 30% in the country. Fortinet’s one of the most important channel priorities is to help partners define their approach to the market through specializations targeting one or more Fortinet solutions. The specialization will transform partners from being pure box pushers to technology specialists who can provide customers with holistic security solutions. This year partners can look forward to grow their Fortinet business in the face of new opportunities in Wireless, NGFW, Web Application Security, DDoS

Nitin Patil, Director, Logix Microystem I have been in this industry for over ten years, out of nine years have been spent working with Fortinet.

Working with Fortinet has been quite a wonderful association. All our efforts here have a much focused approach. Our local captive customers have grown and thereby expanding our business portfolio. For example we have launched a wireless subscription for our existing customer’s. Another addition to our services is the Fortitoken verification. We are always trying to meet our customers’ needs.

Core Strength Our holistic product and support services are truly our key strength. All our support teams are regularly trained on both pre and post sales services. Ensuring that all our services are the best in class, as it is highly crucial for the teams to understand exact requirements and provide the right product on every call My message for the peers In the Indian scenario, customers are not accustomed to pre sales costs, they prefer to test the product and then make an informed decision. We treat this as a confidence building exercise and once the customer is assured of our quality, we charge for the deployment and if and when they opt for post sales services.Two holistic post sales services are offered to all our customers, one being a 24*7 support and the other 8*5 support. We share the product costs and offer them the post-sales support at an additional support cost.

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CHANNEL BUZZ prevention and Sandboxing. Partners can also grow up the value chain by demonstrating the business.

In terms of revenue, Fortinet is intending to grow close to 45% in the country.

Presently, it is at No. 3 position in overall

Network Security Appliance both globally and in India.

Fortinet’s message for Partners Rajesh Maurya, Country Manager SAARC at Fortinet would like to indicate to everyone in the channel fraternity, “Partners can look

forward to doing better business with Fortinet in years to come because we will put a lot of efforts in marketing and we will also market them with us. We will also educate partners and customers on our solution line so that it becomes easier for them to sell products. ” n

Sandeep Arya, Chairman and Managing Director, Amtrack technologies Fortinet is a great company to work with as the people are very supportive and they really ensure that the partner is happy. In any ecosystem, if the partner is not happy then the product cannot perform well in the market, so, from that perspective I feel that Fortinet is well geared up and they are really doing very well to make it happen. For last three years I don’t think that we had any issue anywhere where either they have not agreed to us or we have not agreed to them or end product is not been fruitful for them or for us.

Core Strength The back end technical solution that our team is able to deliver to the customers is our key strength which makes Fortinet to rely on us. Without many efforts from their side we are able to position Fortinet’s entire solution portfolio to the customers.

My message for the peers Be sincere, work hard, there is no short cut. Thank God we are doing well and thankful to all my colleagues.

Sukhpal Singh Sandhu, Head - Information Assurance, CISSP, ACPL Systems Being associated with Fortinet for a long time is quite a nice experience. we have a dedicated team and good support system with us, which in our DNA. It is win-win kind of situation while working with Fortinet. If we do more business and get more customers, it is good for sales thats what Fortinet wants from us. And intern, we make more margins, make more money.

Core Strength Our technical expertise is our core strength, which is helping us to gain more benefits and helping Forinet to get more revenues. We have dedicated large team of Fortinet certified engineers. They not only have the certification, but also are experienced for deploying solution in large enterprises that too according to customer’s requirements. More so, we have a 24*7 support services for customers.

My message for the peers The massage for the channel fraternity is quite simple, Fortinet has great technology and partners like us should have expertise in technology. The box is just like a PC or server, which requires an in-depth knowledge about the security and the switching, routing etc. They have to take it very seriously. Fortinet is offering a lot of support to its partners; they have complete information on their portal, any partner can log-in and get the information. Technically, they keep on updating us for every new technology coming.

Muneer Ahmed, MD, Digital Track My tenure with Fortinet has crossed the 7 year mark. Overall it has been a good run. Not just personally, but even professionally. We have five certified FCNSP engineers who are very resourceful, we also have demo appliances which caters to all models from SOHO to the mid enterprise ones. This allows us to add value to our customer services on demos, standbys etc.

Core Strength We believe in providing a 360 degree service with our products, which is one of our core strengths. We work across all verticals and all our engineers are duly certified. Our offices are conveniently located so as to cover the whole of the southern region which drives more faith from our clients.

My message for the peers We constantly endeavor to provide a holistic service to our customers with unified security while cracking some large deals on our enterprise accounts is always a feel good factor for someone in the service industry. Digital Track is present in three locations across the country, is also expanding in other regions.

Sanjay Seth, Director, PJ Networks I am associated with fortinet since 2005. Since starting, we are only working with Fortiner firewalls and not taking any other vendor. Our experience is very good with regard to support, boxes and even technology. Since 2005, all my customers are still with me and they are giving revenues, and buying more n more boxes. We use to make money after the sales and after sales support. In pre-sales, it is quite difficult to make money.

Core strength Technology is out core strength, which is helping Fortinet to gain revenues. We are a technology company and we go for new technology and new things to the customers. This way, we are selling technology to the customers and this is the reason we are with Fortinet for a long time.

My message for the peers Selling a product is not a very difficult. If a customer asks for anything for a firewall, Fortiner is there along with its strong support level. Any layman person can also install Fortinet products easily. They do not need a very high technical knowledge in the company to support Forinet or to install fortinet Solution. You just need to have complete knowledge of the product, which you need to convey to your customers. My 100 percent customers are now fully capable for installing Fortiner for themselves.

There are webinars every fortnight and I try to attend those webinars.

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FACE TO FACE

“HID sees lot of opportunities coming around from physical security” C

ommitted to enhance customer value by delivering the mosttrusted, advanced and dependable secure identity solutions in the market, HID Global has been present in the surveillance market for more than 15 years and it has established strong channel and end-user presence. HID Global has people across all the major cities in India from a sales perspective. So HID not only takes care of the sales function, but it also has technical support, marketing, finance, customer support and all of these are managed from India itself. And, I think this is one of the key differentiators that have created a strong brand for HID in the market space.

HID’s presence in the Indian market Overall, the market size for security is US$500 million. The video surveillance or CCTV is roughly about 40% of the overall market. Access control is about 25% of the market. The rest is between fire and intrusion systems. As per the latest IMS report, the access control product market in India is pegged at about US$70 million.

Another statistic that might interest you is that the SME market is catching up, but there are a lot of options available from the Chinese, Korean and the Taiwanese makes.

HID has three different categories. The first is the physical access control segment.

HID’s access control portfolio. The second one is called the secure issuance which is the FARGO printer. The third one is IT authentication. The physical access control system which is our core business has cards and readers, controllers, and visitor management software.

Key innovation on which HID Global is betting big HID is now moving toward the mobile access control, wherein it has created a new range of physical access readers which is the iClass SE range and is NFC-enabled. Another trend which it is eyeing is the communication protocol between the reader and the controller is going into a closed loop of high-security communication protocol. This means that it is important to protect the network and focus on network security, because at the end of the day, the access control is also sitting on the IP network and people need to make sure that foreign elements are not able to penetrate their system. Ranjit Nambiar, Director – Sales, South Asia, HID Global, explains, “The key trend is

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moving from analog or serial-based access controller to IP-based access controller.

This trend is also happening on the video surveillance side. Another trend is the demand for higher security layer of the card readers. More and more enterprise customers want a custom-configured card reader which security they can control.”

Today, people are using cards for access control; tomorrow, they can start using their mobile phone for access control.

That is largely the reason that HID is moving in that direction because most of the smartphones available in the market today are NFC-enabled.

Another trend is the communication protocol between the reader and the controller is going into a closed loop of high-security communication protocol.

This means that it is important to protect the network and focus on network security, because at the end of the day, the access control is also sitting on the IP network and people need to make sure that foreign elements are not able to penetrate your system.

HID’s technology platform is RFID. RFID has multiple applications and usage.

The communication protocol between the card and reader is happening on RFID. Apart from that, RFID is widely used for transport systems such as metros, etc.

RFID is also used in the supply chain industry, cashless payment. Electronic RFID chips are used in government to citizen programs such as passports, electronic national ID cards. HID also has a business called identification technology which focusses on the areas of RFID. HID’s Major clients in India In the IT/ITeS space, Infosys is one of the big clients, which uses HID solutions for physical access control, FARGO printing, IT authentication, tracking and canteen application. It also has Wipro, Cognizant technologies, Google, Dell, Intel, Microsoft, Amazon, JP Morgan, Cisco, Deloitte, Deutsche Bank, etc. HID is also serving SBI, ICICI, HDFC Bank, NTPC, Gas Authority of India, Delhi, Hyderabad, Cochin and Bangalore airports as its major clients.

HID’s channel strategies for India HID has been present in India for the past 15 years, but it has been operating in the Indian market for more than 10 years. It has a strong channel-centric model. Regarding the channel strategy with respect to the physical access control

Ranjit Nambiar Director – Sales, South Asia HID Global security, it has two types of partners. It has large global and building automation companies which are partners to HID in the likes of Honeywell, Siemens, Tyco, Bosch, Schneider, Bosch, Wipro, FCL, TCL, UTC, etc as building automation and security companies. Ranjit Nambiar adds here, “These are the people who are doing the project with the end-customers.

They basically work on large projects, enterprise projects, where they will provide end-to-end solutions to the customers, including building automation, fire, video surveillance, CCTV and access control.

So when it comes to access control, they partner with HID and mostly it is an exclusive partnership.”

Future plans for the Indian market HID sees a lot of opportunities coming around from the physical security and the convergence of physical and IT security.

That is one of the drivers or differentiators on the enterprise side. Besides this, HID is also planning to launch new products.

On the channel side, HID believes in a more consolidated approach.

Recently, it internalized a program called “Partner Enablement Program”.

It has shortlisted about 50 partners for this program nationally, and there are a lot of special schemes, special prizes, training programmes, certification, etc to develop the next layer of 50 partners.

Over a period of time, the idea is to keep adding more partners annually, who are self-sustained and adequately enabled to do their business. Also, HID is planning to come out with new biometric series of readers, towards the end of the year. n satinder@varindia.com

PRODUCT OF THE MONTH

GIGABYTE GA-Z87M-D3H Motherboard O

ffering significant improvements in performance and power consumption with the latest 4th generation Intel Core processors and Intel Z87 chipsets, GA-Z87M-D3H comes with a wide range of new technologies, which include industry-leading digital power delivery, advanced network and device charging, gold plated hardware, new designed UEFI DualBIOS, GIGABYTE App Center and of course, attractive looks.

An exclusive technology from GIGABYTE that protects the BIOS, GIGABYTE DualBIOS is possibly your PC's most crucial component.

This is tantamount to the fact that your motherboard has both a 'Main BIOS' and a 'Backup BIOS', protecting you from BIOS failure due to virus attack, hardware malfunction, improper OC settings or power failure during the update process.

GA-Z87M-D3H features the GIGABYTE Ultra Durable 4 Plus technology that debuted on GIGABYTE 8 Series motherboards. This technology comprises a range of features and component choices that provide record-breaking performance, cool and efficient operation, and extended motherboard lifespan.

GA-Z87M-D3H use All Solid Caps (Capacitors) and Low RDS (on) MOSFETs which are equipped to work at higher temperatures to provide a longer lifespan.

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Archer C7 802.11ac Wireless Dual Band TP-LINK has revolutionized home networking with its flagship product 802.11ac Archer C7 wireless router with a wireless bandwidth of 1750 Mbps. Dual band, Gigabit port and dual USB sharing port make it easy to share printers, files and media either throughout the network with all of the devices, using the router's FTP server functions so that one does not have to part with the files. Built-in media server allows users to play music, video and view photos with Windows media player, PS3 or X-Box 360.

Archer C7 provides ultrafast speed and is compatible with next generation Wi-Fi devices. With theoretical wireless speeds of up to 1750Mbps, surpassing those of traditional wired Ethernet connections, this latest networking device for homes and offices is set to redefine traditional notions of home and small office networking. It supports simultaneous wireless speeds up to 1300Mbps at 5GHz and 450Mbps at 2.4GHz. Other features include easy wireless security encryption with just a push of the WPS button, wireless On/Off switch, bandwidth control and live parental control, supports guest networks and IPV6.

www.varindia.com

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INDUSTRY WATCH

Keeping Pace with the Security Concerns L

ast year has been an eventful year in the IT Security landscape as data became the most valuable & challenging asset for organizations while being borderless and dispersed, as cloud, mobility and “Bring your own device” took a stronger hold on businesses. IT Security has been immensely threatened with businesses, government and individuals relying on the internet for dynamic needs and cybercriminals have devised more sophisticated methods/techniques to trap victims. Blurring boundaries between consumer and business, sophistication in enterprise attacks and dispersion of authority for security within the ecosystem has led to growing concerns over data, financial information and critical infrastructure.

As per Gartner, the Indian security market has been growing rapidly at double digit Annual Growth Rate (AGR) and at a CAGR of 16.4% for the Indian security market from 2008-2013. The potential of the security market in India is huge as most organizations still do not have a complete understanding of various risks of fraud faced by them nor they have an efficient strategy in place to manage these risks.

“Symantec’s report findings also points at India as among world’s top five countries for the highest number of incidences of cybercrime such as Ransomware, Identity Theft and Phishing. India also witnessed a 280 percent increase in Bot infections, with a sizable percentage coming from

Govind Rammurthy MD & CEO eScan cities emerging cities such as Bhubaneswar, Surat, Cochin, Jaipur, Vishakhapatnam, Indore, Kota, Ghaziabad and Mysore,”

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says Tarun Kaura, Director, Technology Sales, India and SAARC, Symantec.

Since the coming of the IT to the forefront of conscious attention, the IT security landscape is undergoing sea-changes. In the past, it was an easy proposition to keep business data protected by keeping it within an established perimeter—protected by established access controls and passwords.

In this information age, Data is the lifeblood of a business in this information age. With the proliferation in smartphones and tablets, that model has been blown apart.

One who loses sight of the importance of data in business does at

Tarun Kaura Director, Technology Sales, India and SAARC, Symantec versus perimeter centric. Given the rapid proliferation of malware and attacks, and the increasingly dynamic nature of IT infrastructure, our solutions must take into account facts and circumstances that can be correlated to better mitigate risk.

And few organizations have started to understand the changing face of security across.”

Navin maintains, “RSA’s focus will continue around intelligence driven security, big data utilization for security analytics and risk based authentication, maturing into GRC and cybercrime intelligence services.”

Encryption

Rahul Agarwal, Executive Director, Commercial Business Segment, Lenovo India their own peril. Data is what gives one a competitive edge. Data is everywhere.

Naturally enough, the rapid evolution of the security landscape is the order of the day. This had led to a situation where security products and solutions have also witnessed changes over the years.

“Mobility, ecommerce, cloud computing, big data will be the key business drivers for IT Business in India. Investments in large infra and modernisation projects funded by the government will impact IT growth. Data security and compliance will form the underlying basis of all initiatives,” says Navin Sadhwani – Head Channel & commercial business – RSA Organizations today have realised the need for a holistic and comprehensive approach towards security. They are not looking out for point solutions but a complete strategic approach which may include multiple products and solutions.

Navin says, “Security solutions must be information and transaction-centric

With the proliferation in smartphones and tablets that model has been blown apart. Added to this, file sharing services which empowers users with accessibility and usability is adding to the concerns of information security managers. These are not trends that organizations can ignore at their disadvantage. They urgently need solutions to help secure confidential data and limit access. This is where encryption comes into play.

Encryption is primarily insurance for loss or theft of a device containing sensitive information; both encryption

How IBM addresses Security Concerns IBM's capabilities empower the businesses to dynamically monitor and quantify security risks, enabling them to better: • Understand threats and vulnerabilities in terms of business impact, • Respond to security events with security controls that optimize business results, • Prioritize and balance security investments.

INDUSTRY WATCH

Jagdish Mahapatra Managing Director, McAfee India and SAARC software as well as insurance are bought with the hope that we’ll never truly need it.

When businesses lose a device containing data, such as the personally identifying information of their customers, the business (in many countries & sectors) is required to disclose the loss and notify all parties who may be affected. Needless to say, this can be time-consuming and costly and damages a company’s reputation. It’s therefore important to deploy encryption for intellectual property or other confidential information irrespective of the device or platform - desktops, laptops, data tapes, servers, removable media or the cloud.

Ace Data Devices which in the business of providing data backup, archival, storage and disaster recovery solutions that are specifically suited for business environment, offers cloud solution that is fully secure with FIPS certified AES 256 bit encryption before moving the data out of the customer’s network. This helps us ensure that data is secure. The encryption keys are defined by the customer’s system administrator. “Apart from these key software features, our environment is protected with firewalls, security tools and anti-virus tools being updated regularly to ensure that the data is safe,” says Neeraj Mediratta- CEO, Ace Data Devices Pvt. Ltd.

BYOD & Mobility

With an increasing adoption rate of mobile devices, the enterprises are focusing on applications and services that are usable on the mobile devices. As BYOD and mobility initiatives are gaining importance, the application management becomes important for employees in 2014.

As the adoption of BYOD continues in Asia Pacific, we expect a new trend to emerge in line with IDC’s predictions, whereby eligible employees are provided a choice of devices they can use for work.

Termed “Choose Your Own Device” (CYOD), this model offers the benefits of management and security which can be

standardized and guaranteed, and business processes can be mobilized,” says Rahul Agarwal, Executive Director, Commercial Business Segment, Lenovo India.

BYOD’ (Bring Your Own Device) changes IT procurement – the company provided PC is becoming a thing of the past, as businesses increasingly allow, and even encourage, employees to bring their personal, consumer devices into the workplace and access corporate applications.

This allows application availability at anytime, from anywhere, and helps business slash procurement costs.

The Smartphone/tablet phenomenon has fueled this trend, and the drive uptake of Virtual Desktop Infrastructure (VDI), wireless networking and end-point security solutions in the corporate arena.

With the broad adoption of sophisticated mobile devices such as smart phones, tablets, and laptops, users are demanding that their own devices connect to and function seamlessly at work or across the university campus. From an IT

security. Companies are making those trade-offs as we speak,” says Ashootosh Chand, Director of Business Development, RIPL (Ricoh Innovations Pvt Ltd.) Organisations expect one single solution to address the overall BYOD challenge which is not practically feasible.

BYOD needs to be looked at from different dimensions like Data Loss Prevention, Network access Control, Authentication system, internal intrusion prevention systems, internal firewalls, securing Wi-Fi etc. This demands that companies relook at the security architecture and rebuild it to fit BYOD needs” says Jagdish Mahapatra, Managing Director, McAfee India and SAARC. In the past few years, cyber attackers have successfully breached large organizations, despite firewalls and antivirus security defenses. Outdated legacy defenses, misconfigured security controls, and oceans of security logs make it impossible for security professionals to protect their network and recognize important security events. “We believe that in 2014 more organizations will deploy security visibility tools to help identify vulnerabilities and set stronger policies to protect crucial data,” says Mohit Puri, Country Manager, WatchGuard, India/ SAARC.

Virtualisation And Security

Mohit Puri Country Manager, WatchGuard, India/SAARC perspective, sentiment is changing from initial resistance to a complete embracement of user devices with the anticipation of cost reduction and increased confidence in security solutions. Consequently, Bring Your Own Device (BYOD) or Bring Your Own Technology (BYOT) has emerged as a top IT initiative.

BYOD brings in a lot of flexibility for our employees as they complete their daily tasks with their own devices. “We see it impacts their productivity positively.

However, we are cautious about data. For a global enterprise, data is of the highest value. Our approach to BYOD has been cautious where we try to balance mobility of BYOD with data security. Essentially, how we are coping with BYOD is by building a multi-tenanted IT infrastructure with each tenant having its own security mechanisms. So, security and access to data is layered from BYOD devices.

Effectively, what companies are doing is balance BYOD mobility and BYOD

Today virtualization is playing a bigger role as IT organizations morph into more and more of a services management framework. Many businesses are quickly realizing the value in moving to virtualisation. Virtualization has been commoditizated. Fast becoming a natural way of doing business, today it is less about the process and more about the business enablement of what virtualization allows the clients to do that they couldn’t do before.

Virtualization facilitates consolidation of infrastructure and hardware by replacing physical servers with virtual machines, and by combining applications on virtual servers. Hence, it leads to reduced space

Navin Sadhwani Head Channel & commercial business – RSA

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INDUSTRY WATCH 3. The “Internet of Things” becomes the “Internet of Vulnerabilities.”

4. Cybercriminals will target the weakest links in the Enterprise ecosystem 5. Cloud will be in the crosshairs for cybercriminals

Addressing the security concerns in Cloud

Rajesh Maurya Country Manager, India & SAARC, Fortinet and cost of IT infrastructure. Over the years, there have been many security concerns within a virtual environment.

"Many incorrectly believe that just because the environment is virtual, it must be inherently secure. However, the fact is that virtual environment for the most part suffers from the same security concerns as does the physical environment," says Govind Rammurthy, MD & CEO, eScan.

Also with the increasing adoption of Cloud technology, it has too become one of the prime focuses for cyber criminals.

“Increasingly enterprises and individuals are using public clouds to store and access data. As per the latest Norton Report 2013, 29 percent individuals in India and 24 percent across the world are already practicing this trend. And with rise in usage of these platforms for both personal and private information, it is highly likely that we will see this as an easy target for cybercriminals to penetrate these data-rich cloud platforms for profitable motives,” says Tarun Kaura, Director, Technology Sales, India and SAARC, Symantec.

Role of R & D

With the growing amount of malware in-the-wild, eScan realized it would be practically impossible to secure its clients using the traditional approach of detecting and preventing new threats. Antivirus laboratories normally follow a set of procedures in dealing with new malware: The samples are received (a new virus, worm, Trojan...), analyzed by a Malware Analyst and a corresponding signature is created. This is then uploaded to the servers, allowing users to update their database signatures, thus protecting them against new viruses.

This model, which without any doubt had functioned adequately in the past, became useless when laboratories went from receiving few samples a day to an average of 65,000 and more. This would require a whole army of Malware Analysts working against the clock to process all the new samples of malware received!

By taking situations such as these into consideration, “we, at eScan have developed a technology called eScan Security Network (ESN). This technology can automatically analyze, classify, detect and quarantine 99.99% of new malware we receive every day at our labs, keeping our clients protected in real-time.” says Govind Rammurthy of eScan.

Symantec’s Top IT Security Trends

1. “Targeted attacks” on the upsurge through sophisticated techniques 2. Perils of Social Networking - no matter how “niche” or obscure.

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Ashootosh Chand Director of Business Development, RIPL (Ricoh Innovations Pvt Ltd.);

Notwithstanding opening up some new possibilities for businesses, cloud computing is also throwing up new challenges. These challenges range from the implementation of cloud technology, to securing application and infrastructure, ensuring interoperability and governance at the same time. Fundamentally it is important for the cloud services providers to be able to assure the security of these new models in order to build trust and confidence. “The key to establishing trust in these new models is choosing the right cloud computing model for your organization. Place the right workloads in the right model with the right security mechanisms,” says Vamsicharan Mudiam, Country Manager, Cloud Solutions, IBM, India/South Asia.

For the businesses that are planning to switch to cloud service and are looking for trust and assurance from the cloud provider, understanding the service level agreements and the approaches to

Zero Threats A zero-day attack/threat is an attack that exploits a previously unknown vulnerability.

From an attacker’s point of view there are many benefits behind carrying out these kinds of attacks, like Zero day threats are sold under ground and often used as organized crime. Such attack styles can be used to launch targeted attack against an organization including governments, corporate and other industries, causing more harm, posing high stakes. Since these are Zero day attacks, the signature based solutions are insufficient, due to lack of signatures. We need to protect against these just like the other online threats out there, as an attack could bring the corporate network down and compromise business operations and information.

security is the key. “Hence, using a proven methodology and technologies that candeliver appropriate security is the best plausible way to safeguard the business,” says Vamsicharan Mudiam of IBM. According to Mohammad Salman – Sr. Vice President – HCL Services Ltd., wholly owned subsidiary of HCL Infosystems Ltd, “There is going to be a significant rise in the adoption of private cloud.

Organizations are looking at building private cloud environments enabling them to charge-back specific business lines, achieve significant cost saving and also ensure the data security.”

Cloud security is not so much a technology issue as it is a trust issue.

Much (though not all) of the technologies, services, methodologies and knowhow needed to secure the cloud already exists and need to be extended from the enterprise into the cloud. What is needed to make cloud computing a truly ubiquitous services platform is a higher degree of trust, particularly between the owner-providers of cloud resources and

Vamsicharan Mudiam, Country Manager, Cloud Solutions, IBM, India/South Asia

INDUSTRY WATCH

Neeraj Mediratta CEO Ace Data Devices Pvt. Ltd the companies that use those resources.

There are many companies providing services through private and public clouds. Each has its own requirements and processes for authenticating and authorizing users. As these services connect and share information with each other, each service provider must be sure that it knows the degree to which it can trust the cloud, services and users — whether human or machine — with which it transacts.

The services provider may have the best information security system in the world, but its efforts are useless if it’s granting peer-level access to cloud partners with less stringent security standards.

Internet of things

The rapid technological advances being made in Internet-connected devices like sensors, routers, smart phones, smart TVs and security cameras have all the potential of enabling the fast growing connected world as billions of devices collects exponential amounts of data. Internet is visibly making every object or machine around us smarter, right from connected smart televisions medical equipment, security cameras, routers, trash-cans, baby monitors, toothbrushes, sports gear with embedded sensors and smart refrigerators.

We will soon live in an ecosystem where these ‘dumb devices’ would acquire intelligence through an inbuilt OS enabling the devices to get connected with other paired/authorized devices.

“Internet, ‘Network of networks’ may very well be termed as one of mankind’s finest inventions and ‘Internet of Things’ (IoT) could be pitted as the optimal enablement of this invention, owing to its scale and utility, says Tarun Kaura of Symantec.

Today 7.5 billion people are connected to the internet. As things stand today, some 50 billion things which will include non-people will be getting connected.

“Use cases for IoT are plenty, be it for energy companies that can build smart grids to reduce T&D losses or for the food industry where there is a lot of wastage

due to lack of proper warehousing and logistics,” says Cisco President India and SAARC Jeff White. Apart from helping companies plan better, smarter networks also cut operational inefficiency to size resulting in the increased productivity.

Security company WatchGuard expects white and black hat hackers to spend more time cracking non-traditional computer devices such as cars, watches, toys and medical devices. “While security experts have warned about securing these devices for the past few years, the market is just now catching up with the expectation.

WatchGuard suspects that good and bad hackers will focus heavily on finding holes in these IoT devices in 2014,” says Mohit Puri, Country Manager, WatchGuard, India/SAARC.

UTM

“One of the interesting trends we have seen is a demand from enterprises to opt for a single vendor to manage the firewall environments, rather than multiple vendors. Globally and in India, we are seeing several enterprises overhauling their perimeter and WAN security systems to move towards a single vendor.

The main reason for this is that customers expect cost and operational efficiency in managing their security infrastructure,” says Rajesh Maurya, Country Manager, India & SAARC, Fortinet.

Security buyers are also seeking products that can provide a combination of firewall options such as NGFW (Next Generation Firewall), UTM, virtual and The three major trends that RSA has observed since last year are: • Security for cloud and virtualized environment • Data Loss Prevention • Evolving threat will drive more advanced security measures

statefull firewalls to meet a wide range of enterprise needs from data centers to branch offices.

These solutions protect enterprises against multi-vector attacks, which are becoming more sophisticated and plentiful.

In particular, there is a need for specialized web application firewalls with the growth of web applications.

India: A Key Threat Frontier

According to recently launched Symantec’s Internet Security Threat Report (ISTR), India emerged as a key threat frontier, ranking as the third highest source of overall malicious activity. While it continued to hold its position as the spam capital of the world with 9.8 percent

Mohammad Salman Sr. VP – HCL Services Ltd., wholly owned subsidiary of HCL Infosystems Ltd. of spam zombies; it was also the highest source of botnet spam, with 6.6 percent or close to 1.45 billion spams originating from its borders every day. India ranked especially high in the number of top botnets like Cutwail, Kelihos, GRUM and GHEG. Large botnets like Cutwail and Kelihos have made their presence felt in the threat landscape this year by sending out malicious attachments. According to the report, Cutwail which is the spamsending botnet for the malware Pandex sends 8.06 billion spam messages every day, out of which the highest are sent from India (over 620 million).

New Era of ‘Mega Breaches’

“One mega breach can be worth 50 smaller attacks,” says Tarun Kaura of Symantec India. “While the level of sophistication continues to grow among attackers, what was surprising last year was their willingness to be a lot more patient – waiting to strike until the reward is bigger and better.”

Globally, there was a 62 percent increase in the number of data breaches from the previous year, resulting in more than 552 million identities exposed – proving cybercrime remains a real and damaging threat to consumers and businesses alike.

The size and scope of breaches is exploding, putting the trust and reputation of businesses at risk, and increasingly compromising consumers’ personal information – from credit card numbers and medical records to passwords and bank account details. Each of the eight top data breaches in 2013 resulted in the loss of tens of millions of data records.

By comparison, 2012 only had a single data breach reach that threshold.

“Nothing breeds success like success – especially if you’re a cybercriminal,” adds Kaura. “The potential for huge paydays means large-scale attacks are here to stay.

Companies of all sizes need to re-examine, re-think and possibly re-architect their security posture.” n edit@varindia.com

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FACE TO FACE

Ruckus leading the wi-fi revolution in India Sudarshan Boosupalli, General Manager, India and SAARC Operations of Ruckus Wireless details the journey of Ruckus in the country and how it has grown over its competition to gain a foothold in the wi-fi space

I

t has been 6 years for Ruckus in the India market now and it has come a long way from 'who is Ruckus' to gaining the # 2 or #3 position in the market.“India is a strategic market for us; we have our development (R&D) centre where most of the work on large controllers takes place. We also have our Support centre in Bangalore where we have a sales and pre-sales team responsible for the whole country,” says Sudarshan Boosupalli, General Manager, India and SAARC Operations of Ruckus Wireless.

This speaks volumes of the full-fledged entity that Ruckus has grown into in the country today.

The journey so far...

Sudarshan Boosupalli GM, India and SAARC Operations, Ruckus Wireless SPoT Technology Ruckus has recently unveiled theRuckus Smart Positioning Technology (SPoT)service, which is the industry’s first Cloud-based Smart positioning location-based service (LBS) that gives carriers/ service providers and enterprises the ability to deliver a wide-range of value added services over Ruckus Smart Wi-Finetworks to help increase their profitability while enhancing their users’ online experience.

Ruckus SPoT combines unique advantages, such as being completely Cloud-based and offering improved accuracy and performance more costeffectively. While other location analytics technologies are proprietary and limited to users that have an on-premise location appliance, Ruckus SPoT is completely Cloud-based and offers APIs for third party developers. Venues with Ruckus Smart WiFi installed do not need any additional hardware to be “Location Intelligent” and can immediately take advantage of third party analytics and mobile application offerings if preferred.

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It has been an amazing journey for Ruckus since their inception in the India market in February 2008. In fact when they first entered the India market, wi-fi as a technology either did not have too many takers or was not ideally considered as a main IT infrastructure. It was a redundant technology for many. "When we were here, no one knew us, as globally too we are a very small company. It was challenging to convince a customer against giant players like Cisco or Motorola.

During those times, when a networking product was deployed in an enterprise, it did not really care whether that particular equipment worked or not. The network was all connected through Ethernet," reminisces Sudarshan.

But the market started to evolve and so does wi-fi as a technology, from 11g to 11n and then to 11ac. Every customer and vertical, be it healthcare, education, hospitality, IT-ITeS or the service provider market claims to have wi-fi as an important technology in their ecosystem today and they are using it pro-actively. After the 3G auctions that happened 2 years back, service providers have starteddeploying wi-fi hotspots across the country. Given the growing number of subscribers using 3G and the limited spectral bandwidth available, it is not long before this poses as a big challenge in the form of network congestion. Service providers are thus planning a 3G offload strategy as a network congestion reduction solution by which data can be offloaded from a mobile network onto a reliable, cost-effective and consistent solution like wi-fi network.

"As a pure wi-fi player, we have grown considerably over the years and have seen wi-fi growing as a technology. We do not do anything else but wi-fi. We know how to make wi-fi, and know to make the best wi-fi solutions on the planet. We give 3x or 4x the performance on reliability and coverage,” says Sudarshan.

He further explains, “When you go and set up a wi-fi network, there are four things that matter the most to a customer. First is the Reliability – that it should work all the time; next is Ubiquitous Coverage – it should not be always the signal strength but wi-fi should work in any corner of the office; third is Security – in a BYOD environment, a customer should be able to integrate his device into asecured network without the fear of losing data; fourth isTriple play Capability –voice, video and data,all should run on wi-fi; and the last is Scalability – a customer should be able to build his network as it grows and should be able to scale up.”

Keeping these parameters in mind, Ruckusbuilds extremely secured patented features into its products, for which it has grown to be a preferred brand above the rest. “We ask our customers to do a POC (proof of concept) before deciding on the vendor. Where our competitor recommends a customer for 100 access points, we can guarantee them 70 and that will be more than sufficient,” sums up Sudarshan.

A hundred percent Channel Company, Ruckus does a number ofcustomer events and becomes a referral point for many important projects in different verticals and customer segments. And because of the name that Ruckus has earned in the market today, there is not a single govt tender that has gone unnoticed by the company, elucidating the fact of how fast Ruckus has grown. n samrita@varindia.com

FACE TO FACE

Canon growing together with the Scanner Market The scanner market has evolved and there is huge growth expected in coming years. With the evolution of market, the technology and usage has also evolved which addresses the need of every segment from household, SME, Corporate, Government to ministry digitization projects. And with so much advanced scanning technology to choose from, you're sure to find the imaging muscle you're looking for. Canon takes pride in bringing quality products to the market. Understanding the market needs, Canon is giving people the know-how to take full advantage of the digital office. Talking about the market and innovations in the scanner space, Jaspreet Singh, Senior Manager- Sales & Marketing IMS shares his views…….

What is the size of the High Speed Document Scanner market in India? What is the share that Canon enjoys?

High speed document scanners size is expected to be approximately 28,000 units in 2014 (Estimated figures as per our market intelligence).

We are Number 1 in Sheetfed category of high speed document scanners

What is new in the Scanner space, in terms of technology and types of scanners?

Canon has a wide range of scanners for personal, departmental and production scanners to address the market from 15ppm to 100ppm which can scan 100 to 50,000 pages per day. The most vital aspect from customer perspective is ease of use, convenience and after sales support.

Organizations today are looking for scanners with least foot print and maximum portability. Scanners which are innovative with features like scan to folder, scan to cloud, searchable PDF and integration of scanners with DMS or existing applications are highly accepted and demanded by customers.

Understanding the market need, Canon recently introduced P-201, the ultra sleek portable scanner which works on USB power and weighs only 550gms. With this scanner, Canon also introduced Android base mobile application COTM which can be used to scan documents through mobile and tablet using P-201 (with compatible range of android mobile and tablet). P-201 is convenient to carry, connect and operate.

What does a customer look for in a scanner before buying it?

Though decision on scanner selection is made based on specific job requirement, however important factors before deciding for scanner are: • Output image quality • File format • Daily scanning volume • Document scan size- A4, A3, legal, etc • Optimum resolution The optimum resolution for scanning documents is 150 – 200 dpi which gives good quality image and also saves storage space.

What is selling the most - MFDs or standalone scanners?

There is separate space and requirement for both MFDs and standalone scanners in organizations, therefore both sell hand

Jaspreet Singh Senior Manager- Sales & Marketing IMS Canon India Pvt. Limited

in hand. MFDs are primarily used for printing whereas standalone scanners for digitizing of documents. As there are rims of documents which are getting both printed and scanned in organizations, therefore both play important role in organizations and can’t substitute each other.

What are the growth drivers for Canon when we talk of scanners? Which are the verticals that are driving demand for these products?

Canon's innovative technology, diversified product portfolio, extensive sales and service network are the key growth drivers for Canon in high speed document scanners. It is important to have latest technology and right product for every segment.

Scanning is a very important element for everyone therefore we believe every segmentHousehold, SMB, corporate and government drives the scanning demand collectively.

However, if we want to narrow down the focus, Government and BFSI industry is the key vertical driving the demand.

Canon is ranked #1 in the Sheet fed category with the market share of 29.4% with respect to unit shipment for the period CY 2013 (January- December 2013). n

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May 2014

47

CIO SPECIAL

The Power of Healthy CIO-CMO Partnership T

raditionally, CMOs and CIOs are two separate individuals playing their significant role on separate fields. However, slowly the scenario is changing; more than ever marketing is using technology. In fact many studies

wide range of digital technologies: mobile (smart phones, tablets and apps); social media; cloud computing; analytics to mine business data and turn it into actionable insights; and digital platforms to interact and share information. These technologies

Venkatesh Swaminathan, Country Head, The Attachmate Group India -- The companies are required to be inquisitive to look at things and have a couple of alternatives for the solutions which are running.

have shown that the average companies marketing budget spend on technology is more than the overall IT budget! Smart Marketers are asking their CIO how they can help make the marketer more successful with their technology while smart CIO’s are asking their CMO’s how they can help and are proactive in proposing solutions for Marketers.

Today it’s not a question of just being ‘online’; it’s about whether you are present across various digital touch points that are now an integral part of your consumer’s life. ‘Digital’ has today become a critical enabler that helps you connect with your consumer on real-time basis. What this does is to add to your responsibility of always being answerable for available products and services; thereby making it imperative for CMOs and CIOs to work closely. The digital gamut encompasses a

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can be applied across the entire customer value chain. Having said that, digital also poses the toughest challenge - that is of transforming consumer behaviour and subsequently business models. It

requires a different set of skills, culture and measurement. Hence it’s no longer about ‘digital’ being part of the ‘marketing strategy’. In fact marketing strategies now have to be built based on these continuously emerging digital phenomenon. Sandeep Kothari, Vice-President (Information Technology), Travel Food Services said, “The CIOs are no longer evaluated only on the efficiency of the data centers but also on how a CIO can use his technological knowledge to gain competitive advantage for businesses.”

In the era of newer technologies like Cloud, Big Data and Mobility, it is believed that the CMO and CIO must partner on a marketing-technology strategy that will maximize ROI and drive revenue growth in an organization. Done correctly, CIO’s and CMO’s working together can help the company’s agility and speed to market along with driving increased revenues. Explaining it further, Pankaj Kankar, Director - Engineering, Vdopia India comments, “In an ultracompetitive digital-mobile-social ecology where fickle customers are armed with instant information, brands and marketers are racing to get to them first. It's critical

Sandeep Kothari, VicePresident (Information Technology), Travel Food Services -- The CIOs are no longer evaluated only on the efficiency of the data centers but also on how a CIO can use his technological knowledge to gain competitive advantage for businesses.

Some key critical touchpoints: V. C. Gopalratnam, CIO – Globalization and Vice-President – Information Technology, Cisco -- These are tough times and businesses globally are looking at ways to innovate holistically to gain a competitive edge from every aspect possible.

to be nimble in a fast-moving digital world, and the digitalization of Marketing is impossible to ignore.” Agreeing to this, Dharmesh Godha, President and CTO at Advaiya exerts, “CIOs and CMOs can bring innovation to multiple aspects of a business if they work in tandem – quicker turnarounds to fulfill customer’s needs, rapidly bringing out newer products and services to the market.”

Changing marketing requirements…

“Like most senior executives, the roles of the CMO and CIO have been evolving over the years. To a large extent, this is due to market and technology changes that are driving pervasive change. The volume and variety of data is increasing rapidly as businesses try and understand customer behavior throughout the lifecycle of the relationship”, explains Sandeep Pal, Vice

Sanjay Mehta, Technology Entrepreneur & CEO, MAIA Intelligence -- I believe that CIOs are not just ready but are bringing the change in the organization, from Mobility to BYOD and from Business Intelligence to Big Data.

Pankaj Kankar, Director - Engineering, Vdopia -- It's critical to be nimble in a fastmoving digital world, and the digitalization of Marketing is impossible to ignore.

President of Marketing, Qlik Asia Pacific.

CMOs are using analytics to design customer-centric strategies, measure campaign performance and return on marketing investment (ROMI), and identify gaps as well as opportunities.

This is due to continuously happening advancement in technology and devices where the new primetime is ‘Mytime’ - my device, my choice. And when technology drives consumer reaction, emotion and behavior, companies are hard pressed to have specialists with both marketing and IT knowledge to help brands connect on a personal level.

One of the significant expectations from a CIO is to be a change agent within

· Brands accessing new target groups, positioning products on new markets and securing customer loyalty; these all need marketing and IT input. · Understanding new technologies for marketing means, marketers have to connect with CIOs. · Today's Marketing Officers (CMOs) get the job done using tools such as monitoring tools, big data analytics, apps and social media dialog platforms.

And the advice to build superior performing products or services comes from IT and brand marketing heads.

the organization. The role of IT has just changed over the years. It is now perceived as a key business driver, rather than being only an enabler for technologies. V. C. Gopalratnam, CIO – Globalization and Vice-President – Information Technology, Cisco, said, “These are tough times and businesses globally are looking at ways to innovate holistically to gain a competitive edge from every aspect possible, including IT. Keeping this perspective in mind, the CIO not only has to be on the constant lookout for emerging technologies but also ensure whatever they are adopting gels with the organization as a whole, including its people and business, and help unlock the company’s full potential.”

The golden rule for CIOs, CMOs to become ‘Smart Partners’…

The basic rule is ‘collaborate’. CIOs

Dharmesh Godha, President and CTO at Advaiya -- CIOs and CMOs can bring innovation to multiple aspects of a business if they work in tandem – quicker turnarounds to fulfill customer’s needs, rapidly bringing out newer products and services to the market.

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49

CIO SPECIAL and CMOs have to work together as one team with the same objective. This could be a business goal of driving a certain amount of business and/ or of delivering a set standard of customer experience.

Mohit Rochlani, Chief Business Officer, IndiaFirst Life Insurance has shares his views that whatever the objective, it’s important to be able to look at the larger picture and ‘deliver’.

CIOs and CMOs should have shared balanced scorecard metrics. And that’s easily achievable – as long as the CIO moves from being a “gatekeeper” to a “storekeeper”, providing CMOs and other business users with technologies and services that are fast, simple and natural to use. The benefits of this strategic partnership can be cascaded to the rest of the organization. CMOs can demonstrate the power of the platforms that IT has provided to the rest of the organization,

Sandeep Pal, Vice President of Marketing, Qlik Asia Pacific-Like most senior executives, the roles of the CMO and CIO have been evolving over the years.

beyond the cubicle walls; organizations should be cross trained so that marketing executives become more tech savvy and IT professionals have a better understanding of market demands and strategies.

Understanding what each side is after CMO v Speed v Brand

New Ideas Implemented v Measure-ability & Metrics v Customization v To Win!!!

CIO v Process & Standards v IP Protection v Dependable Code v Superb Documentation v Problem Solver! encouraging enterprise-wide adoption.

Roy Dubé, Head of Digital Services & Solutions, UST Global said, “In general, Omni Channel Presence, Digital Marketing, Content Marketing, Customer 360/Hyper Personalization are just a few of the areas where a CIO can help a CMO be successful by applying technology to achieve success in Marketing.” Perceive IT as a strategic partner, rather than just a service provider, and should involve IT executive officers in strategic planning for marketing investment and business development and strategy approach.

Marketing and IT executives must both become “experience Officers” by striving to understand the consumer experience and by helping to implement consumer-centric measures. User interface, technology platforms and operating models must be interconnected and meet with flexibility and market intelligence; in order to do that CMOs must work closely with CIOs to create multichannel strategies that will create an effective consumer experience.

Organizations should create hybrid teams

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With a program of interdependence, trust and transparency, combined with technology and data analysis, marketing and IT chief officers would be able to utilize the digital opportunity to create and deliver the relevant, smooth and satisfying experiences that consumers command.

Venkatesh Swaminathan, Country Head, The Attachmate Group

India, exerts, “Companies are required to be inquisitive to look at things and have a couple of alternatives for the solutions which are running. However, they have to decide it wisely what applications are required to be used by them, which can offer maximum benefits by using lesser resources.”

The Road Forward…

CMOs need to get closer to the data and customers – focusing not only on the customer experience, but the entire customer lifecycle and its various stages of the lifecycle. Being able to dive into data analytics will enable CMOs to become more customer-centric. This doesn’t mean that CMOs need to be technically trained to become ‘data scientists’. Every business user, whether you are a CMO or a designer, should be able to explore data freely with little or no training.

Experts believe that there's tremendous opportunity for CIO and CMO partnerships to be reimagined or reinvented. Newer technologies like Cloud Computing, Data Analytics and Mobility are undoubtedly to offers newer horizons of growth to achieve. These technologies are really changing the landscape of how companies are doing business and are still in many cases at an emerging state. CIOs have a huge opportunity to understand these technologies not only from the technology perspective, but also from a business perspective that how these technologies can help their enterprise to fulfill customer’s needs, rapidly bringing

Mohit Rochlani, Chief Business Officer, IndiaFirst Life Insurance -- whatever the objective, it’s important to be able to look at the larger picture and ‘deliver’.

out newer products and services to the market and faster realization of revenue.

Sanjay Mehta, Technology Entrepreneur & CEO, MAIA Intelligence opines, “I believe that CIOs are not just ready but are bringing the change in the organization, from Mobility to BYOD and from Business Intelligence to Big Data. They are the Change Warriors who are driving business innovations and new technologies while allowing the flexibility and managing IT independence.� The new generation is progressive and extremely tech-savvy.

Thus, IT would become totally object oriented. Chandan Sinha, CIO, Jindal Saw Ltd, opines, “Information revolution has been a constant phenomenon and technologies like Cloud and Big Data need to evolve to provide information ‘Right

Chandan Sinha, CIO, Jindal Saw -- Information revolution has been a constant phenomenon and technologies like Cloud and Big Data need to evolve to provide information ‘Right Here and Right Now’.

Roy DubĂŠ, Head of Digital Services & Solutions, UST Global -- Omni Channel Presence, Digital Marketing, Content Marketing, Customer 360/Hyper Personalization are just a few of the areas where a CIO can help a CMO be successful by applying technology to achieve success in Marketing.

Here and Right Now’.�

To achieve this, CIOs need to provide the enabling technologies and services that help the business and the CMOs to achieve this while ensuring enterprise manageability and governance. For this partnership to get results that improve the business, CMOs and CIOs must: 1. Shift their focus to align on the right things 2. Speed-up the implementation timelines 3. Develop a joint, customer-focused tech strategy 4. Create a suitable game plan for advancing a collaborative agenda

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May 2014

51

“Axis has aggressive plans to enter Tier II, III markets” T

echnologies such as cloud based storage, virtualization, BYOD and video analytics are becoming a vital part of the surveillance set-up, which is moving beyond mere surveillance and is enabling companies to address strategic needs. These technologies will gain further momentum in the coming years and will provide various value-additions to the surveillance industry at large.

It is expected that cameras with smarter analytics will see an increase as well, due to the demand for increasingly vandal proof cameras.

Video motion detection will become better and better. Even more advanced applications previously only possible on a dedicated PC or server, such as license plate recognition, facial recognition and full VMS suites, can be found. Explaining more on current trends witnessed in the present surveillance market in India, Sudhindra Holla, Country Manager, Axis Communications India, interacted with VARINDIA. Edited excerpts:

Where does India market stands when it comes to adoption of technology in the Surveillance space?

How is the switchoff from analogue to digital affecting the market in terms of price and technology enhancement?

May 2014

With a host of new players joining the fray, what will be the positioning strategy of your brand?

How do you differentiate your solutions from the rest?

The surveillance industry in India is undergoing a transformation owing to the technology developments like cloud computing and video analytics. This transformation is also changing the way various technologies and solutions are being used by end customers and is also influencing the final purchase decision.

Innovation is the main focus for Axis and we have invested 15% of our turnover for R&D. We will continue to invest heavily in R&D so that we can bring in new technologies that will help our consumers get more out of our products.

Axis has been the market leader in network video and a driving force behind the shift from Educating and retraining analog to digital video our existing partners is our top surveillance, which has priority so that they always paved the way for a more remain experts and are upsecure, smarter and safer to-date on Axis technology. world.

Axis has the following partner programs currently in India:

• Channel Partner Program (CPP) for System Integrators • Application Development Partner (ADP) program • Architecture and Engineering program • The Technology Partner Program

The Indian market for network camera is growing swiftly as the enterprises, small medium businesses and end customers are looking at surveillance technologies as a prime necessity. There has also been a major shift from traditional CCTV cameras to digital surveillance systems owing to the superior technology features, flexibility and affordability and this is likely to drive the future of the security and surveillance industry.

We are likely to witness growth from across all the verticals in India such as city surveillance, airports, seaports, metros and

52

other greenfield projects, the infrastructure sector looks quite promising.

www.varindia.com

Sudhindra Holla Country Manager Axis Communications India challenge was knowledge up-gradation of the entire security ecosystem. However, Indian consumers are very intelligent. This gives us an understanding of what customer needs and allows us to function accordingly. The other key challenges in the market are as follows: • Indian market is also exposed to the cheaper & inferior quality products that are easily imported from Taiwan, China and South East Asian countries • Poor connectivity and lack of required infrastructure can also be a roadblock while providing solutions to various segments, especially to the SOHOs and SMEs.

What kind of opportunities or potential persists What does the future hold for for channel to this market in India? Which are explore? the areas in Surveillance that will Security and surveillance industry is witness immense growth in coming seeing huge opportunity time?

across all the regions in the country. Other than the main metros, we have witnessed huge demand from tier II and III markets. Axis has aggressive plans to enter these markets to ensure all our products are made available and accessible to consumers in remote regions as well.

What are some of the challenges that hinder the growth of this market?

India is a very competitive market. Primary

We foresee a steady market growth globally and in India. India has witnessed several acts of terrorism, social crime and data theft in the past couple of years. These issues are emerging as the most serious concerns for the Indian governments today, resulting into increased demand for video surveillance systems.

Government bodies, financial institutions & private organizations are also enhancing their budgets for video surveillances and network security. This in turn is driving the demand for video surveillance systems. n satinder@varindia.com

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April 2014

49

VAR SECURITY

You could be the next victim of social networking app S

ocial networking sites and apps have become a part of our life.

Youngsters, middle aged and elderly guys have made them an important element of their existence. India has been one of the country where social networking apps have taken a higher pedestal. The overall users of whatsapp globally is 50 crores out of which 5 crores are Indians. To make the social networking platform more lucrative, WeChat another social networking app has started offering 1 GB cloud storage free to users. WeChat incidentally is operated by a Chinese firm Tencent.

According to Whatsapp no information of any subscriber is stored by them, but with Facebook taking over Whatsapp there is lot to ponder on data security policy. Facebook incidentally stores information about its subscribers on their servers, so the information about whatsapp being stored cannot being ruled out. Once any user gets subscribed to any of the social networking app his / her information is stored by the service provider, irrespective whether the subscriber deletes his account or not.

Dr. Harold D’costa Advisor Law enforcement agencies Cyber Crime WeChat has come on with the option of storing the user’s images, documents, chats on their servers free of cost, which can be accessed by its users at any given time. This information can be accessed by multiple devices also. The security of the servers is another question mark resulting in the personal information being freely available on the cloud. WeChat has got about 1 crore Indians using their services.

Crimes through social networking whatsapp has already started in India. In Pune a group in whatsapp started broadcasting and sharing information of a religion in a derogative manner. On the complaint filed by one of the member of the group, the cops took cognizance of it but were not able to trace out the origin and the original sender of the message. In another incident a prestigious University in India had its paper leaked on whatsapp. Luckily in this case the cops were able to zero in on the culprits and book them. The investigation techniques used in this case was to go in a reverse manner till you catch hold of the original sender of the message. This is a crude form of investigation, because whatsapp never provides data to law enforcement agencies of the perpetrator of the crime. During the ongoing elections lot of substandard information was been transmitted in the name of politicians, political parties etc. Many a time’s false information was also broadcasted for attracting the attention of the voters. All of the above are serious offences and can be booked under Information Technology

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Act 2008. Many users of whatsapp are not aware that without their SIM card their account can be used.

In one of the incident happened in Mumbai a boy and a girl were very close friends and were hooked up on whatsapp. Few months later they broke up and the guy migrated to Pune in search of job. Few days later the girl started getting lewd messages from the guy she had broken.

The messages were obscene. Initially the girl overruled the messages but when the frequency of these messages increased she lodged a complaint with the police. The cops summoned the guy and started interrogating him. The guy pleaded that he has not sent the messages but there was no respite, after asking him questions and doing a bit of mobile forensic it was proven that the boy was not the culprit. The investigation revolved upon the misuse of his whatsapp account. He had his SIM card with him but still messages were going through by committing identity theft by the perpetrator.

In whatsapp whenever a user gets subscribed it is the IMEI number of the mobile which gets stored at the server end. The guy after coming to Pune was operating on a new mobile instrument and the old instrument he had given to his friend. While giving to his friend he had removed the SIM card but forgot to delete the account. His friend started using the mobile instrument with his SIM card, but since the original account was not deleted, he used the account with his new SIM card. To whoever he used to communicate on whatsapp his friends number used to go and the girl also was victimized thinking that the lewd messages were passed on by her ex-boyfriend which in fact was not? This is one of those drawbacks whatsapp has and it is high time that people become aware of such type of breaches taking place.

In another case a house was burgled in Mumbai, thanks to Whatsapp.

One of the family staying in the society went for a vacation. He had a whatsapp account and in his status tag it was written that “He is going for a vacation to Australia”. The number of this person was available with the watchman, who was also on whatsapp. He saw the status tag and passed on the information to the burglars to commit the crime.

Before any individual / group want to go on any social networking app, here are few checklist points: • Be aware that your information is in public space • There is no authenticity or guarantee that your information / messages are safe • Post information which is legally binding • Any information / video targeting any individual or group which is obscene, derogative, lewd, pornographic, hatred is an offence and is liable to be booked under Information Technology Act • Promoting any type of information which is fake, attracting or tempting people into believing false comments is a serious crime • Never pass critical information such as phone numbers, bank account details, passwords and important documents through social networking app. There are hackers waiting patiently to steal your information • Never use any services which includes free server space. Your information, photo’s stored on these server can be misused resulting not only in monetary loss but also loss of reputation and image • Never disclose personal information through the status tag • Never allow a child below 16 years to use any social networking app. This is the responsibility of the parent and should be followed diligently • Be safe and add friends in your group whom you know Finally, it is your matter of luck and don’t stretch your luck too far.

Limit your communications through social networking app, otherwise the hands of the law enforcement agency are too long and wide to catch the perpetrator of the crime.

In the next edition I shall dwell upon the security features to be embedded in the social networking app. n

Movers & Shakers

VMware names Arun Kumar Parameswaran as India MD

SAP ropes in Ravi Chauhan as India MD

VMware has announced appointment of Arun Parameswaran to the post of Managing Director, VMware India. He succeeds T. Srinivasan who has decided to step down after five years with the company.

Parameswaran leaves Red Hat India to take up his VMware post on April 24 and will be responsible for the company’s growing business interests in the region. He will report to Sanjay Mirchandani, VMware’s Senior VicePresident and General Manager for the Asia-Pacific and Japan (APJ) region, and will join the APJ Leadership Team.

Holding more than 21 years’ hi-tech experience across Asia-Pacific and the US, IT veteran Parameswaran was most recently GM in charge of Red Hat’s business throughout the Indian subcontinent. Before that, he was Senior Director, Global Business Development, responsible for building and managing Red Hat’s ecosystem of partners across AsiaPacific and Japan.

As per the latest update, SAP has announced the appointment of Ravi Chauhan as Managing Director for SAP India, further strengthening the senior management team of SAP Asia-Pacific Japan. Effective immediately, Ravi will be responsible for driving SAP India’s growth strategy and operations across the country. Based in Bangalore, Ravi Chauhan reports directly to Adaire Fox-Martin, President, SAP AsiaPacific Japan.

Ravi Chauhan brings close-to three decades of wide-ranging IT industry and management experience to SAP, with a track record of increasing market share, winning key customers and leading effective teams. Chauhan joins SAP after four years at Juniper Networks, where he last served as Managing Director, India and South Asia. From 2000 to 2009, Ravi held leadership roles at Nortel Networks such as General Manager (Global), Contact Center and Unified Communications Software; MD, India; and VP, Enterprise Business, India.

Pradeep Khemani of HP India to move on to APJ role

HP's Ranjivjit Singh joins Samsung India

With the convergence of social, mobile, cloud and information driving change by providing the best possible support in terms of the architecture and expertise to capitalize on the opportunity, HP is strengthening its entire Enterprise Group portfolio by focusing its offerings for channel partners towards more solution driven approach .

Pradeep Khemani, Director-Channels, Enterprise Group, HP India will be spearheading the move on the APJ role by relocating to Singapore.

If reports are to be believed, Ranjivjit Singh who was serving HP as head, marketing, PPS Group, has joined Samsung India as chief marketing officer. Ranjivjit Singh joined HP India as the CMO in November 2010.

Prior to joining HP, he was the chief marketing officer, Consumer and Online at Microsoft India. and served at Ericsson India as its vice president, global Services and corporate communication with Ericsson India.

Having over 20 years of sales and marketing experience, Ranjiv holds a MMS Degree with specialization in Marketing from Mumbai University

M. N. Vidyashankar is IESA's New President

Samsung's Vineet Taneja resigns

India Electronics and Semiconductor Association (IESA) has announced the appointment of M. N. Vidyashankar, IAS as the new President.

In his previous assignments, Vidyashankar has served as Additional Chief Secretary, Department of Commerce & Industries and Principal Secretary, Department of IT, BT and S&T, Government of Karnataka. He comes in with more than 30 years’ experience in management and administration of various government offices, autonomous bodies, boards and corporations and is serving on the board of various industry & academia committees, the major ones being AMSI, IIIT-B, and CEO of KIADB. He was also part of the core group for KIG2020. He brings in an excellent combination of Leadership, ESDM knowledge, execution skills, industry connects and an all-success history that will help widen IESA’s role in the ESDM landscape.

Samsung India's Country Head for mobile phones and digital imaging, Vineet Taneja has put in his papers, according to industry insiders.

While the exit of Taneja has been trending in the industry for the past two months, the executives quoted above confirmed that he has indeed put in his papers this week. He is, however, yet to decide on his next job.

Taneja has been leading Samsung's charge in the Indian mobile phone industry for more than a year, a feat which the Korean giant has established under the leadership of Samsung India and South West Asia president & CEO BD Park in the last two years.

Avaya appoints Priyadarshi Mohapatra as MD India & SAARC

As per the latest update, Avaya has appointed Priyadarshi Mohapatra as Managing Director, India and SAARC. At Avaya, Priyadarshi will be responsible for providing strategic direction to the India operations, managing India business priorities, and enhancing Avaya’s position as a leading business communications company.

Priyadarshi, a 17-year veteran of the industry, joins Avaya from SAP where he spent the last six years and held various leadership positions, most recently leading the Ecosystem, Channels and General Business for SAP across the Indian subcontinent. Prior to joining SAP, Priyadarshi started the retail practice for Sun Microsystems in India and in two years turned it into the most successful new practice. He previously co-founded Oyzterbay, a venture capitalfunded jewellery chain that became the second-largest jewellery retail chain in India. Priyadarshi holds a Chemical Engineering degree from NIT Rourkela and a postgraduate degree in management from the Xavier Institute of Management, Bhubaneswar.

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‘Constant Search for Incredible’ distinguishes ASUS !

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oday, mobility has redefined the dynamics of demand and supply in the industry. OEMs are introducing path breaking technologies as regular intervals.

To keep up with the market space, ASUS has launched numerous products supporting mobility and hybrid features.

ASUS’ Calling Tablet/ Phablet “Fonepad” Series has been perfect for people who value both the voice communication features of a smartphone and the increased entertainment opportunities afforded by a big-screen tablet, but prefer the convenience of carrying just one device.

All ASUS products have been well received and customers have supported them in all the endeavors.

In an exclusive interaction with VARINDIA, Peter Chang, Regional Head of South ASIA & Managing Director for ASUS India, talked more on company’s proficiency to innovate and offers its customers newer experience with every new product. Excerpts...

Is the Phablet concept picking up among Indian customers?

Industry is at crossroads with constant evolution and hybridization. The advent of phablet has most certainly enhanced the user interface and convenience. In today’s era of customer experience, it has become a mandate to deliver the best of

experience in order to woo a customer.

Phablets have gained massive momentum even in India in view of the hybrid expediency they offer its users. But it would be incorrect to say that they would substitute the smartphones in near future.

Smartphone is altogether a different field of innovation which has growth exponentially and is constantly witnessing innovation. It would be irrational to substitute with one another.

The low-cost Tablet market is on a rise in India. What do you have to say to this sudden surge and what are your plans for this particular market?

INDIA being one of the most diverse markets encompasses different types of customers; some are price sensitive and some are high on technology. It is important to cater to all the aspects of a market. Therefore we see all the players venturing into all the verticals.

Furthermore, major section of the Indian population is price sensitive and always seeks additional value & uniqueness in their device. Therefore, low-cost tablet market has boomed beyond imagination catering to the masses at large. In my opinion, this surge was essential in order to ascertain all round advancement.

How much of your sales come from Channel, Retail and e-commerce m e d i a ?

Which one is flourishing for you at present?

ASUS has maintained its association with channel and time and again has increased the number of partners. Furthermore, the market dynamics have certainly

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evolved in the past few years. Large format retails and ecommerce has become essential part of sales and marketing strategies to cover the diversified target audience in the country.

How do you try to be at the cutting edge amidst hundreds of other home-grown Indian brands?

What distinguishes us from the rest is our ‘constant search for incredible’!

ASUS Design Thinking starts with people and is consistently recognized for their innovation and quality. Our goals have never been set in comparison with other brands in the market. Asus Design Center starts with what people need and want, realizing our corporate vision; to innovate and perfect solutions that are aesthetically well crafted, that are integrated and intuitive, and that are sustainable.

We at ASUS will continue to deliver on our brand promise (In Search of Incredible) as we strive to become the world’s most admired leading enterprise in the new digital era. This is our commitment to making life better through innovation. n satinder@varindia.com

VAR MOBILITY

Motorola entices users with Moto E

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otorola Mobility brings Moto E to India. India was the first market where the phone is being unveiled followed by launches in five other countries in the world.

Motorola is pushing the boundaries of the value equation even further with Moto E, a new class of smartphone that is fully loaded and fairly priced – a perfect combination for savvy shoppers and firsttime smartphone buyers. Smartphones haven’t always come at smart prices and Motorola believes that people shouldn’t have to compromise on quality, style or experience.

“Moto E is an incredibly powerful smartphone designed for buyers who are price sensitive and those who have not been able to experience the internet on their

feature phones. We have been successful in packing spectacular features at a price which we believe would be affordable for buyers in India and other emerging markets.

We are focussed on bringing smart solutions for real consumer problems,” said Magnus Ahlqvist, Corporate VicePresident, EMEA & APAC, Motorola Mobility.

With the Moto E, the company wants to radically transform the mobile industry once again by making quality smartphones that can do great things available to practically everyone.

Motorola believes it is time the feature phone era came to an end and that quality smartphones are made accessible and affordable for all.

Lenovo launches all-new S860 Smartphone

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enovo has announced the launch of S860, the coveted high-end addition to its S-series smartphones. The S860 combines sleek design elements with quad-core performance and features such as, longer battery life for an overall impressive mobile user experience. The brushed metal unibody exterior offers a mix of style and durability.

The Lenovo S860 is a powerful and responsive smartphone that offers battery life of up to 43 hours of talk-time for allday productivity. Encased in a beautiful brushed metal exterior, the device is powered by a 1.3 GHz quad-core processor, running on Android Jelly Bean and 2GB of RAM that makes it a smooth and stylish performer.

“The new range of S series smartphones complements the users’ aspirations. Bundled with stylish design, blazing fast processing speeds, and

integrated Lenovo proprietary apps, these phones provide customers a great user experience without sacrificing performance.

We launched the S860 at MWC this year and the smartphone completes our range of products like P780 and S660 that provides users an incredibly long battery life. It was also recognized as one of the best launches from Lenovo at MWC this year,” said Sudhin Mathur, Director –Smartphones, Lenovo India.

HTC unleashes Desire 210

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TC has reportedly unveiled the new HTC Desire 210, which brings performance with value. From seamless multi-tasking, smooth browsing and effortless video creation to the affordable performance market.

It comes in Stealth Black and Polar White design, with a powerful dual-core processor to handle the most demanding of tasks. It comes with HTC BlinkFeed, and Video Highlights, the latest addition to the HTC Desire family, makes some of the celebrated HTC One series’ most popular features available to those who want a more affordable handset without compromising on performance.

“It is a phone that everyone will want, with amazing technology at the entry-level market space. This latest HTC Desire range combines fast dual-

core processor speeds, premium features at an affordable price offering for users with the best experience at this category,” said Jack Yang, President, HTC South Asia.

Boasting a 1GHz dual-core processor, the HTC Desire 210 can comfortably meet any challenge, no matter how you want to use your phone.

Microsoft Devices Launches Lumia 630

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icrosoft Devices has launched the much awaited Lumia 630 with the latest Windows Phone 8.1 OS. Post the Nokia acquisition, Lumia 630 is the first smartphone launched by Windows.

are introducing people to the best of Lumia and the best of Microsoft, combined with our Smart Dual SIM innovation.

We believe the Lumia 630 Dual SIM is undoubtedly the best smartphone in its price range.

The first ever Dual SIM Lumia smartphone comes with a quadcore processor and a ClearBlack 4.5” LCD screen and is available in both single and dual SIM variants.

Speaking at the launch, P. Balaji, Managing Director, Nokia India (A Subsidiary of Microsoft Mobiles Oy) said, “With our Lumia range, we have been successful at showcasing innovation across our flagship devices and then scaling it to more affordable price points.

Today, with the Lumia 630, we

It builds on the success of Lumia 520 and 525 and will consolidate our position in the fast growing affordable smartphone segment further.”

The Lumia 630 Dual SIM adds award-winning design and experiences found on high end Lumia smartphones to the leading personalization brought by Windows Phone 8.1. A quad-core Snapdragon processor delivers fast, uncompromised social experiences with Word Flow, Internet Explorer and social apps like WhatsApp, WeChat and Instagram.

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PICK OF THE MONTH

AXIS Camera Station 4.0 AXIS Camera Station is a complete video monitoring and recording solution for small and midsized installations that takes full advantage of Axis’ leading network cameras and video encoders. The 4.0 release combines easy installation and a new intuitive user interface with powerful features for effective investigation and high definition identification. The user interface of AXIS Camera Station has been re-designed with focus on ease-of-use and intuitive operations for key areas such as live view navigation, event configuration and video investigation.

With AXIS Camera Station 4.0, Axis introduces Extended Smart Search. By simply defining an area of interest the user can search through vast amounts of high definition video in just seconds for quick investigation and retrieval of evidence.

The new Extended Smart Search function is based on AXIS Video Content Stream technology – a technology where certain information in the images is captured by the camera and sent as a separate stream together with the video and audio files.

AXIS Camera Station allows the user to take full advantage of Axis’ market-leading network cameras and their capabilities, such as 360º overview recording with client de-warping, multi-view streaming, Axis Corridor Format, H.264 compression and advanced camera-based video motion detection providing high definition video for identification even if bandwidth and storage is limited.

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60 pages including cover