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editorial

Lessons from the best

elcome to this special edition where we feature India’s best enterprise VARs. These companies are not only tech leaders but also thought leaders who are continuously redefining the benchmarks of the channel business. For this year’s CRN Xcellence Awards we received 165 nominations from leading enterprise VARs across 28 cities. After a rigorous nomination and comprehensive jury process we selected the best. As you know, the objective behind the CRN Xcellence Awards is to recognize such companies and individuals in the IT channels in order to create role models who can inspire a whole new generation of business leaders. The companies featured here are true role models and offer many learnings. It’s interesting to analyze how this set of best enterprise VARs are strategizing for the future. Having gone through all the nominations myself, I concluded that most of these elite channel organizations are guided by four beliefs to sustain their growth and take their business to the next level. Profit matters: Despite high volume growth, the focus on profit continues and most of these partner organizations have become bottomline-focused. In fact many

Volume 5, Issue 10

Managing Director Printer & Publisher Director Associate Publisher & Executive Editor Group Commercial Director Contributing Editor Assistant Editor Principal Correspondent Senior Correspondent

: Sanjeev Khaira : Sajid Yusuf Desai : Kailash Shirodkar : : : : : :

Design Art Director : Senior Visualiser : Senior Designer : Designer : Marketing Advertising Co-ordinator : online Manager—Product Dev. & Mktg. : Deputy Manager—Online : Web Designer : Operations Head—Finance : Director—Operations & Administration :

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Dhaval Valia Salil Warior Ramdas S Sonal Desai Abhijeet Mukherjee (Mumbai) Amit Singh (Delhi)

Deepjyoti Bhowmik Yogesh Naik Shailesh Vaidya Jinal Cheda

Jagruti Kudalkar

Viraj Mehta Nilesh Mungekar Nitin Lahare

Yogesh Mudras Satyendra Mehra

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nominees said they have stopped participating in hardware-only projects. For instance, Progressive Infotech moved out of the PC business last year even if that meant negative topline growth of 30 percent. Orient Technologies too is moving in the same direction. Making IT work for customers: These partner organizations are focusing on delivering ROI for their customers rather than just selling boxes and licenses. Many have invested in pre-sales to understand customers’ needs and provide them with the best-fit solutions that provide ROI visibility. They are ready to become stakeholders in their customers’ IT-led business enablement. Services is the way: Nearly 50 percent of the 165 nominees said that over the past two years they have been focused on building strong managed services capabilities and have invested in an automated managed services (AMS) platform. Many even said that the adoption of AMS resulted in substantial improvements in their overall profit margin. Scaling up: The nominated partners are investing significantly in building systems and processes that help them scale up their organizations. Investments in CRM, ERP, quality certification, marketing and HR systems are increasing to build a sustainable and scalable organization. n

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contents

September 15, 2011 l Volume 5 Issue 10

star performers Presenting India’s best enterprise VARs who not only outperformed the market and their peers in the last fiscal but also set new benchmarks of business excellence

methodology

outstanding channel contribution

change agent

Choosing the best

west Innovative Telecom & Software south Team Frontline

Director, Small & Medium Business, TCS

company of the year

Systems integrator

Locuz Enterprise Solutions

south Fourth Dimension Technologies

west Insight Business Machines south

Computer Reseller News

North Associated Business Computers south Kinfotech

Managed Services Providers

large Allied Digital Services mid-size

ITSource Technologies

emerging

Choice Solutions

Cloud Services Providers

system builder

Central Data System

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Solutions Provider—Security west MIEL e-Security

Cache Technologies

east Duckback Information Systems

Enterprise VAR—Advanced market North

North Path Infotech south Veeras Infotek

Compton Computers

west VDA Infosolutions

Solutions Provider—Software west Softcell Technologies

Solutions Provider—Server and Storage North

North Targus Technologies south Shell Networks

west Orient Technologies

Solutions Provider—Networking west Nirmal Datacomm

North Progressive Infotech south ValuePoint Systems

North Acme Digitek Solutions east Sigma eSolution

ravi Aggarwal

Venguswamy Ramaswamy, Global Head &

Enterprise VAR—Emerging market

Albion Infotel

Vardhaman Technology

methodology

In search of Xcellence Presenting Indiaâ&#x20AC;&#x2122;s best enterprise VARs who not only outperformed the market and their peers in the last financial year but also set new benchmarks of business excellence n crn network

fter three years of subdued growth, the last fiscal, FY2010-11, turned out to be a good year for the IT channel. Technology refresh, consolidation and virtualization, and managed services emerged as the key priorities for the Indian enterprise. IT enterprise VARs who nominated themselves this year grew by an average 30 percent with many even growing by more than 50 percent. With IT optimization being the key theme, for most nominees the contribution from the hardware businessâ&#x20AC;&#x201D;server, storage, PCs, peripherals, etcâ&#x20AC;&#x201D;dropped, while that from infrastructure software (read

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virtualization) and services increased significantly. Managed services backed by remote infrastructure management also emerged as a key focus area for most partners who nominated themselves for the awards. Nearly 60 percent of the total 165 enterprise VAR nominees said that over the past two years they have been focused on building strong managed services capabilities and have invested in automated managed services platforms. Many even said that the adoption of AMS resulted in substantial improvements in their overall profit margins. Cloud services is one area where partners are still to formulate a very

clear strategy. Coming out of the slowdown, the IT channel has matured considerably. Despite high volume growth, the focus on profit continued and most partners have become bottomline-focused. In fact many nominees said that they have stopped participating in hardware-only projects. Others said that they are trying to reduce their reliance on hardwareonly deals. Having learnt their lessons from the slowdown, most nominated partners continued to focus on improving productivity and efficiency. Deep selling to existing customers continued to be the focus area, and

methodology The Jury

Alok Tandon

Ambarish Deshpande

Director, Channels & Strategic Alliances, India & Saarc, EMC

Director, Alliance, Channels & Mid Market, South Asia, McAfee

Nominations were invited using a combination of tools. We received 165 nominations from leading enterprise VARs across 28 cities many nominated partners said that they achieved high growth by largely focusing on tech refresh of their existing customer base and deep selling optimization solutions.

Award process Amit Nath Country Manager, India & Saarc, Trend Micro

Country Manager, Business Partner Organization, IBM India and South Asia

B Raghavendran

Bhaskar Bhakthavatsalu

Head, Partner Organization, India & Saarc, Cisco

Ganesan Aramugam Director, Partners, VMware India

Naresh Desai

Regional Director, India & Saarc, Check Point

Jitendra Gupta Country Manager, India & Saarc, Extreme Networks

General Manager, Avnet Technology Solutions

Pallab Talukdar

Pradeep Khemani

Sudhir Nayar

Country Manager, Channel & SMB Sales, ESSN, HP India

Director, Channels, Avaya India

Surajit Sen Director, Channels Marketing & Alliances, NetApp India

Anoop Nambiar

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CEO, Fujitsu India

Tushar Sighat CEO, D-Link India

Nominations were invited using a combination of tools. We received 165 nominations from leading enterprise VARs across 28 cities. We sent direct electronic mailers to channels in our database, inviting them to fill the nomination form online. We asked several channel associations to encourage their members to participate by filling up the awards nomination form. We wrote to vendors to request their leading partners to send their nominations.

Award categories

Another unique aspect of the CRN Xcellence Awards is the categorization of various awards. To provide a levelplaying field to channel companies from smaller cities, we divided the awards into two main sub-categories: Advanced markets, for resellers in metros and class-A cities, and Emerging markets, for resellers in smaller cities. We further divided the Advanced and Emerging categories region-wise, thus giving due weightage to the regional dynamics of the IT channel industry. This year we also added Cloud Services as an award category and expanded the Managed Services category of awards. The final categories: H Systems Integrator H Solutions Provider-Security H Solutions Provider-Software H Solutions Provider-Networking H Solutions Provider-Server & Storage H Enterprise VARâ&#x20AC;&#x201D;Advanced H Enterprise VARâ&#x20AC;&#x201D;Emerging H Managed Services Provider H Cloud Services Provider H System Builder H Company Of The Year H Outstanding Channel Contribution

Award parameters

What sets the CRN Channel Xcellence Awards apart from the several other

Vishak Raman Director, India & Saarc, Fortinet

methodology List of final nominees Systems Integrator

South

North H Houston Technologies H Targus Technologies H Progressive Infotech

H Cyberland Technologies H Team Frontline Solutions Provider—Networking

West H Lauren Information Technologies H Orient Technologies H Pentagon System & Services H Wysetek Systems

West

South

H Discreet Solutions H Microlink Group H Netplace Technologies H Nirmal Datacomm

H Choice Solutions H Precision Infomatic H Valuepoint Systems Solutions Provider—Server & Storage North H Ablaze Infosys H CI Infotech H Compton Computers H Computers Network & Telecom

South

H Dhanush Infosol H Pranaav Tele-Ventures H Shell Networks H Webcom Information Technology Solutions Provider—Software

West H CDP India H Concept Information Technology H G-Tech Solutions H Infobahn Technical Solutions H Magnamious Systems H VDA Infosolutions

North H Adroitec Engineering Solutions H All e Technologies H Iris Unified Technology H Path Infotech H Futuresoft Technologies

South H Fourth Dimension Technologies H Gawra Bits & Bytes H Quadsel H Sara Infoway

H Dev Information Technology H LDS Infotech H Mindcraft H Softcell Technologies

Enterprise VAR—Advanced market

H Tashee Linux Services H Veeras Infotek

North

H Arrow Technologies H Cache Technologies H Graphline Computers H Zest Systems

West

South

Solutions Provider—Security North

H Associated Business Computers H Mikroz

East

H Comprehensive Consultancy H Duckback Information Systems H Kiosk Technologies West

West

H Essen Vision H MIEL e-Security H Softcell Technologies South

H Ace Brain Systems H Dixit Infotech H Insight Business Machines H Kalyx Infotech H Silver Touch Technologies

H Kinfotech H Veeras Infotek

South H Central Data System H Futurenet Technologies H Grid Power

H Allied Digital Services H Omnitech InfoSolutions

North

H Acme Digitek Solutions H Aman Technologies H H&H Technologies H Robotics Computers H Strategic Marketing H Veltronics India

Large

H ITSource Technologies H Nortech Infonet H Team Computers H Valuepoint Systems Emerging

H Choice Solutions H Dev Information Technology H Dhanush Infosol H Leon Computers H Path Infotech

East

Cloud Services Provider

H Computer Gallery H Graphic Trades H Sigma eSolution H Trade & Technology

H Albion Infotel H Questa Software & Systems H Tech Gyan

West

H Innovative Telecom & Software H Ishan Group H Micropro Software Solutions H Veetrag Computers

Computer Reseller News

Managed ServiceS Provider

Midsize

Enterprise VAR—Emerging market

North

H Artek Enterprise H Houston Technologies H Spark Technologies H Targus Technologies

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SYSTEM BUILDER

H Baid International H Connoisseur Electronics H Vardhaman Technology

This year we added Cloud Services Provider as an award category and expanded the Managed Services Provider category of awards channel awards is the fact that they lay emphasis not just on the size of the company but also on certain aspects that are integral to making a company a true leader. We ranked each entry on: H Quality of turnover growth and profitability H Product and solutions mix H Quality of HR H Business systems H Marketing and sales innovations H Customer responsiveness H Future growth strategies

Choosing the finalists

Of the nominations received in each award category, the final five were selected by the CRN editorial team. The team scanned through every form to verify the information provided by the awards applications. Wherever required, we called up applicants to get more details about certain aspects of their business. The final five contenders were selected primarily on the basis of the quality of information provided in the nomination form. Once shortlisted, all finalists were sent an email requesting them to send any bit of information about their achievements and performance that would boost their chances of winning the award.

Jury process

After almost two months of work, we invited a jury panel consisting of eminent people with diverse experience in IT channels. To provide jury members with enough time to score the nominations, the entire jury process was held online whereby each jury member was provided online access of the nomination forms of finalists for the categories they were scoring. Each member had to fill up scores for each award criterion on a scale of one to 10. The jury was also asked to assign weights to the awards criteria for different categories. For instance, the jury gave maximum weight to the solutions mix, business processes and systems, skill-sets, revenue breakup by regions and verticals, solutions and services revenue, size and complexity of projects executed and future plans of the channel organization. For each award category, the weighted scores provided by each jury member were added up to arrive at the final score. In this manner we identified India’s best channel companies. Read on. n

Outstanding Channel Contribution H ravi Aggarwal

The channel architect storage and workstations which was earlier driven by the HCL-HP combine. To drive this business and create a strong partner ecosystem, Aggarwal was entrusted with spearheading the new Business Customer Organization of HP. He played a crucial role in creating the network of HP business partners for the server and storage portfolio. In 2002, following the Compaq acquisition, when HP reorganized into three divisions, Aggarwal was chosen to lead IPG. For the next nine years Aggarwal created one of the largest partner ecosystems for imaging and printing solutions in the country and helped HP achieve a dominant market leadership. In this time, the company’s market coverage grew from 50 cities to 500 cities, and from 1,000 to 10,000 channel partners—helping the overall printer market in the country to grow at a CAGR of 40 percent. “When I took over as the country manager of channels for HP India in 1989, I believed that working with the partners he CRN Outstanding Channel Contribution Award 2011 was the only way to reach the length and breadth of India in has been presented to Ravi Aggarwal, ex-President, order to realize its market potential,” says Aggarwal. Imaging & Printing Group (IPG), HP India. Ask him his channel philosophy and Aggarwal says, Chosen by the editorial board of CRN, the award is a tribute “Whenever I spoke to partners I asked them if they would pass to industry captains who, through their continuous initiatives on their business to their next generation. If the answer was yes and leadership, have contributed significantly to the creation, it meant we were doing well in ensuring healthy and expansion and nurture of the IT channel business. profitable growth for our partners; it meant partners Aggarwal, who recently retired from HP India as saw a long-term benefit in working with us. If the the President of its IPG Group, spent 35 years in the answer wasn’t an emphatic yes it meant we at HP had IT industry—21 of them in various channel-focused to work harder to fulfill partners’ aspirations.” roles at HP—and has made significant contribution to Aggarwal says that market share is a byproduct of the creation of the vibrant IT channel ecosystem as it keeping customers and partners happy. “I always told exists in the country today. Ravi Aggarwal my team: don’t focus on numbers and market share; When HP established its 100 percent Indian focus on ensuring customer and partner satisfaction.” subsidiary in 1989, Aggarwal was given the mandate Under Aggarwal’s leadership, HP India maintained of setting up the company’s distribution network the unique distinction of always keeping the market and channels for the entire portfolio, including share of HP’s imaging and printing products higher printers, PCs, workstations, servers, storage, in India than globally. Another key legacy software and services. Milestones of Aggarwal is that he built and retained a Aggarwal played a crucial role in strong team to drive the IPG business, with setting up the IT distribution ecosystem in 1973 Completed his B.Tech. (Electrical Engineering) from most of the key managers continuing with the country by partnering with Redington IIT Delhi and joined DCM Data Systems HP for 15 years and above. and the office automation business arm 1986 Joined Bluestar’s HP division as the business head “Continuity and consistency are of Godrej (now Ingram), which are today of commercial systems two big virtues for building a strong and India’s largest IT distributors. 1989 Was among the first batch of employees to join HP’s credible brand. I was fortunate to get very India subsidiary in the role of Country Manager, “The late eighties were early days for Channels capable and motivated people in my team IT channels. The concept of IT distributors 1990 Signed up Redington as distributor for HP products who believed in my business and channel didn’t exist in the country, and and lobbied with the government to include inkjets in philosophy. Our key objective has been to manufacturers like Wipro, HCL and TVSE the OGL category for imports consistently deliver on the customer and managed their own channel partners, 1993 Convinced Godrej to become a distributor of HP partner promise,” remarks Aggarwal. who were small in number. HP played products Aggarwal’s leadership mantra an important role in getting an organized 1994 Rolled out probably India’s first authorized IT partner is sticking to the fundamentals and distribution player like Redington, which program, with different partner levels and benefits keeping it simple. “The fundamentals was then based in Singapore,” recalls 1999 Appointed the head of Business Customer of business are very simple: have the Aggarwal. “Godrej then mostly distributed Organization, HP India widest market coverage, create the best office automation products like faxes and 2002 Following HP’s reorganization into three groups, was support infrastructure, create a profitable copiers. I convinced the Godrej team to chosen to lead the Imaging & Printing Group (IPG) partnership framework for the channels distribute HP printers, and then gradually 2010 Became the President of MAIT, where he worked and constantly deliver on customer to take on the entire portfolio. We also toward involving the partner community in the association needs. There is no need to unnecessarily introduced them to Tech Pacific, which complicate things.” eventually became a joint venture partner 2011 Retired as the President of IPG, HP India He feels that IT channels haven’t of Godrej.” Inkjet printers, which were received their due, and hence when he was elected the President not classified as import products by the customs department of MAIT in 2010 he made it his mission to bring the IT channel till 1990, were eventually brought under the OGL thanks to ecosystem onboard India’s leading hardware manufacturers’ Aggarwal’s strong lobbying with the government. association. “I would also like other IT industry bodies to realize In 1999, when the HCL-HP JV split, HP India began the contribution of the channel community,” he says. directly pushing the entire HP commercial portfolio of servers, Aggarwal is proud of the legacy he has built. “My professional journey has been truly memorable thanks to the I always told my team: don’t focus on great culture at HP and very talented and capable people—HP team and partners—that I was fortunate to work with. I am numbers and market share. Instead, focus on confident that they will continue to build on the legacy we ensuring customer and partner satisfaction created together.” n

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Change Agent H Venguswamy Ramaswamy, Global Head & Director, Small & Medium Business, Tata Consultancy Services

Bringing IT to SMBs launched Ramaswamy toured the country for two years, meeting small businesses from different sectors to understand their requirements in order to conceptualize and deliver best-fit services. “What I found was that these companies were willing to invest in IT tools. However, they faced serious challenges— they had to buy different components from different vendors with no single point of accountability; the capital cost was prohibitive; and the management of IT was even more challenging due to high attrition among the IT staff,” says Ramaswamy. “Hence we had to offer them a solution that was custom-made for their business enablement, with no capital costs, with a single point of accountability, and no worries about managing IT.” Ramaswamy empaneled more than 150 SMB customers to list out their IT requirements and challenges, and ensured that the development of iON was in line with their needs by running pilot projects with them. Little wonder that many analysts have called iON one of the most comprehensive cloud offerings globally. So far the company has launched iON for six verticals he CRN Change Agent Award is an editorial choice award and is in the process of covering more. “What makes iON decided by the magazine’s editorial team based on the comprehensive is that we offer all elements of a cloud from recommendations from leading channel partners. The layer 1 on-premise access devices to network and connectivity, objective of the award is to recognize an individual who, or productivity software, horizontal business applications and a company which, has acted as a catalyst in bringing about a vertical-specific applications right up to layer 6, which includes transformational change in the IT marketplace and the channel services like BI and analytics. On top, we also integrate the business. technology services such as implementation, training and Venguswamy Ramaswamy, Global Head & Director, Small consulting. Earlier, such an infrastructure service & Medium Business, Tata Consultancy Services, has would have been out of bounds for any SMB in the done exactly that. country,” says Ramaswamy. Director of TCS’ Global Consulting Practice, and He has been clear right from the beginning that instrumental in pioneering the operating model of for iON to be successful it needed to be driven by the company’s global consulting business till 2007, the channel community. He therefore signed on Ramaswamy had absolutely no prior knowledge of the VENGUSWAMY industry veterans to drive the channel business. So Indian SMB landscape and IT channels. RAMASWAMY far the company has signed up over 100 leading tier-2 However, from the moment he was asked to head enterprise VARs as Cloud Service Partners (CSPs). TCS’s most ambitious non-linear expansion, he has The company has enabled these partners through been hard at work, giving shape to the world’s largest an elaborate training program, including a Cloud Desk cloud project—the TCS iON. Today, the project is for support to answer all their questions. “We have bearing fruit. created an attractive revenue model wherein “I am a firm believer in the power of IT changing the it landscape the CSPs can generate revenue monthly to create business value. In my previous based on the revenue generated by TCS from responsibilities my role was to create H In 2007, Ramaswamy was entrusted with TCS’ its customers,” informs Ramaswamy. business value through IT internally and most ambitious non-linear growth initiative of creating a cloud offering for SMBs Industry analysts acknowledge that for Fortune 500 companies. The new H After two years of development in consultation with iON can transform the IT landscape and responsibility gave me the opportunity to SMB customers, he launched the cloud offerings in increase IT penetration among SMBs. shape a business model architected by N February 2010 under the brand iON “The addressable SMB opportunity Chandrasekaran, CEO & MD, TCS. iON H Ramaswamy put in place a team of veteran channel worldwide is approximately $1 trillion intends to deliver value to millions of small chiefs to drive the cloud offerings through partners and is expected to grow to $2.47 trillion businesses. This was an opportunity to bridge H Signed up 240 customers and 92 cloud service by 2015. In India, technology consumption the wide digital divide that exists between partners of the SMB sector is estimated at around large enterprises and small businesses,” says H Plans to sign up 1,000 customers by the end of the current fiscal $12 billion and is expected to grow to Ramaswamy. His target: achieving the feat H Ramaswamy has set the ambitious target of $48.5 billion by 2015. Clearly, the market of bringing in $1 billion from cloud services $1 billion in revenue within the next five years opportunity is big. For iON, we believe over the next five years. In a short period we can target a billion dollars in the next since the commercial launch of TCS iON five years,” says Ramaswamy. He acknowledges that that’s a cloud services in February this year, Ramaswamy and his team tough target and requires changing the mindsets of hundreds have signed up as many as 240 customers. of partners and thousands of SMBs. “Many partners have TCS aims to get 1,000 customers on board by the end of the reservations about providing branded cloud services as they current fiscal, and, over the next four years, seeks to empower believe it will relegate them to the position of commission 30,000 SMBs (with less than 100 nodes) with customized yet agents. The truth is that they get much closer to the customers affordable iON cloud services. by delivering business applications. However, my challenge A little known fact is that before iON was commercially is to change the traditional mindset by creating better partner engagement and business models to allay such fears,” says My challenge is to change the traditional Ramaswamy. Handling SMBs’ resistance to the cloud will be another challenge for TCS and its partners. mindset of many partners who think that While a lot remains to be done, there’s no doubt the iON providing branded cloud services will relegate initiatives of Ramaswamy and his team will change the SMB IT them to the position of commission agents landscape in a big way. n

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Company of the Year H Locuz Enterprise Solutions

Thinking big, scaling high R&D center in Bengaluru, which involved deployment of HPC for applications like computational fluid dynamics. Locuz won a network infrastructure project worth `4 crore from BPO company Altisource in Bengaluru. “The project involved the creation of a new office infrastructure, shifting people and ramping up operations in a short period. We deployed a 3-tier network infrastructure, including LAN/WAN, network security, IP telephony and unified communications solutions to cater to the 4,000-member BPO,” informed Wadhi. Through 3i Infotech, Locuz bagged a `4 crore project from a JV of ICICI Bank and First Data, a leading provider of merchant payment processing services. It was a business transformation Kailash Shirodkar, Director & Publisher, UBM India, presenting the award to project as part of which a new business entity was created Vijay Wadhi, President, Locuz, along with Uttam Majumdar, Founder & and over 800 employees were moved from ICICI Bank to the President, and Durganadh Venkata, VP, Business Development & Operations JV. “As part of the initial setup, the company had to start new offices in nine cities across India and also set up a data center and DR site. We worked closely with the IT team of First Data yderabad-based Locuz Enterprise Solutions won in Australia to evolve the IT blueprint, including the network, the editorial choice CRN Company of the Year 2011 security and unified communications infrastructure for all their recognition on the back of high-growth performance on offices,” said Wadhi. topline as well as bottomline; the execution of large and complex Other million-dollar-plus projects came from technology projects; and for its industry-best business DRDO and MACH Mobile. processes and practices. Over the past two years Locuz has substantially In FY2010-11 Locuz grew 55 percent to record a improved its project delivery systems especially to topline of `132.13 crore compared to `87.42 crore in execute big-ticket projects as well as work on many FY2009-10. Net profit increased 15 percent over the projects simultaneously. “On the people front we previous fiscal. Locuz Enterprise have significantly upped our certified pre-sales and Highlighting the key growth drivers, Vijay Wadhi, Solutions technical resources. Also, our three-year Emerging President, Locuz, said, “Our focus on large projects Leaders program is now bearing fruit. Through this was one of the key reasons for growth. We won five program we have created a strong second rung of projects which were a million dollars (`4.5 crore) leadership of 35 people at Locuz that is capable of and above, with the largest project valued at `9 crore. managing large customers and projects, Customer relationships and close alignment and that is empowered to take strategic with OEM partners helped us win these Performance highlights decisions,” said Wadhi. This has created key deals. We bagged projects worth `30 H Revenue grew by 55 percent on the back of large management bandwidth to pitch for large crore from the defense R&D sector alone. In projects opportunities and ensured timely project addition we leveraged synergies with our H Executed a project worth `9 crore for a DRDO research lab for setting up the largest HPC facility delivery. parent company, 3i Infotech, which helped H Executed a project worth `5 crore for Honeywell’s The company has also been wise in us break into new customer accounts.” R&D center involving the deployment of HPC and its financial approach. “We are deftly The company aligned closely with consolidation of storage infrastructure using our working capital, our credit lines Cisco to build solutions around the latter’s H Won a `4 crore project from the BPO Altisource for with distributors and other financing advanced technologies such as unified deploying a 3-tier network infrastructure options from vendors and distributors for communications. “We worked closely H Set up multi-city IT infrastructure for a JV between partaking in very large projects. We have with Cisco to win large projects around First Data and ICICI Bank also employed a smart strategy in opening collaboration and borderless networking H Opened a billing office in Singapore for better credit management an office in Singapore and have billed through proof-of-concepts and joint pitches. the large projects from there. Billing from Networking contributed the largest chunk to company snapshot Singapore meant customers had to raise our topline at 35 percent and Cisco was the Company: Locuz Enterprise Solutions letters of credit, which ensured timely largest vendor for us,” Wadhi said. President: Vijay Wadhi payments. This significantly improved The largest project executed by Locuz, Year of inception: 2000 our ability to efficiently manage working worth `9 crore, was for the Scientific capital,” said Wadhi. No. of branches: 5 Analysis Group (SAG), a DRDO research lab In FY2011-12 Locuz is confident of in Delhi. Locuz was instrumental in setting Turnover FY2010-11: `132.13 crore doing business of `180 crore. “Halfway up the largest High Performance Computing Turnover FY2009-10: `87.42 crore through we have already done a topline (HPC) facility where SAG plans to do Employees: 260 of `90 crore. We have a strong pipeline extensive research in crypto applications. Certified employees: 175 for the next six months, are bidding for a “We were awarded the contract in Principals: Cisco, IBM, NetApp, Symantec, VMware, Sun few very large projects and are confident competition against large SIs. We completed of bagging a couple of them,” said the project in record time and won praise Wadhi. “Our mid-market sales engine is also doing well: we from the customer. The HPC was for a compute power of 24 have acquired several new accounts and have deep-selling teraflops delivered through blade servers connected to 30 TB of opportunities in existing accounts.” parallel storage and NAS,” explained Wadhi. The company is pursuing an aggressive strategy for providing Another large project, valued at `5 crore, was for Honeywell’s private cloud solutions. After executing some high-profile deals with 3i Infotech, it has now created a dedicated team to work We have created management bandwidth closely with the parent company and identify more synergies. “We are also looking at the US and the Middle East for managed to pitch for large opportunities and ensured and professional services,” said Wadhi. n

timely project delivery

Computer Reseller News

15/09/2011 www.crn.in

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System Integrator N W

Progressive Infotech

Pallab Talukdar, CEO, Fujitsu India, presenting the award to Vineet Kumar, Director, Enterprise Sales, Progressive Infotech

N W

Orient Technologies

Pallab Talukdar, CEO, Fujitsu India, presenting the award to Umesh Shah, Director, Orient Technologies

oida-based Progressive Infotech saw a degrowth of 27 umbai-based Orient Technologies saw its topline grow by percent from its annual turnover of `210 crore in FY2009-10 34 percent from `101.4 crore in FY2009-10 to `135.2 crore to `155 crore in FY2010-11. in FY2010-11. During the same period its gross profits soared Highlighting the reasons for degrowth, Prateek Garg, MD from `23.44 crore to `34.87 crore, another rise of 34 percent. and CEO, Progressive, said, “At the beginning of the last fiscal About their growth factors, Ajay Sawant, President, Orient, we took a strategic decision to withdraw from the PC business said, “Last year we further reduced our focus on hardware completely. We only fulfilled pending orders which resulted in deals and increasingly focused on participating in deals that the degrowth of our topline. The PC business, which contributed had strong elements of solutions and services. Revenue from 40 percent to our topline previously, stood at less than 20 percent automated managed services grew from `50 lakh to `3 crore in the last fiscal. Even in large SI deals we don’t supply PCs and during the fiscal.” instead help customers to bill from the distributor directly.” As a result, Orient’s revenue from solutions increased from The solutions and systems integration business of the 25 percent of the topline in the last fiscal to 40 percent, while its company grew by close to 10 percent. “Overall profitability services revenue increased from 20 percent to 29 percent. The was good largely because we were solutions-focused. Also, company invested substantially in strengthening its pre-sales our global services arm is beginning to bring in good projects team in order to architect solutions. This resulted in nearly 40 and revenue, further boosting our topline and orders which were worth `1 crore and above. bottomline,” added Garg. Orient focused on infrastructure consolidation, The company cranked up its sales team to focus virtualization and data center solutions. In addition, on small but solutions-centric deals for both compute the company strengthened its branch presence infrastructure as well as software, and bagged several by adding more people to its regional teams. “We projects ranging from `50 lakh to `1 crore. added 150 people in our regions in sales and Progressive Infotech “We implemented a new sales strategy to focus pre-sales, and as a result our revenue growth from Orient Technologies on for business development. In existing customers regions outside Mumbai grew almost 100 percent. ValuePoint Systems we identified small but interesting solutions-centric Vendor management was key to generating extra opportunities while we went after a large number business, hence relationships with HP, IBM, of new SMB customers. We also undertook software Fortinet, Cisco and Microsoft were brought to a solutions orders worth `10 lakh-15 lakh. This strategy strategic level,” informed Sawant. reorientation was greatly aided by the implementation One of the key projects executed last year of Dynamics CRM and also the creation of a Web 2.0-enabled was a SAP implementation (along with supporting business portal to help coordinate internal resources and collaborate, and applications) for real estate giant Raheja Corp. The project also for serving customers,” Garg stated. specifications demanded 30 servers, but Orient implemented the The largest order executed by the company during the last entire stack in just three physical servers and a redundant storage fiscal, and worth about `30 crore, was for Punjab National box. The total implementation cost was under `85 lakh while the Bank. It included a technology refresh of the bank’s entire IT original specifications implied a budget in excess of `2 crore. infrastructure. Another prestigious order bagged was from IIT In another project valued at around `1 crore, a blade-based Delhi. Worth `45 lakh, it was to set up India’s first private cloud architecture was implemented for the Growel Group for running based on the VMware platform. the company’s SAP platform. Yet another project, billed at `80 Apart from this, Progressive set up a blade server lakh, was the data center implementation for Mutual Industries infrastructure consisting of 32 HP blade servers and virtualized a which involved virtualization and server consolidation. storage-based HP Eva platform. Yet another prestigious order, for During the current year Orient plans to increase its focus on a service contract valued annually at `1.5 crore, was from SEBI managed services. It scaled to 13,000 end-points by August 2011, whose NOC and data center were managed remotely. and plans to double that number through the year. The company A subsidiary is being planned in the emerging Middle East has also started operations in Singapore, and expects that this and North African markets this year. n would add significantly to its bottomline. n Performance highlights

company snapshot

Performance highlights

company snapshot

H Exited PC business to focus on

Company: Progressive Infotech

H Grew topline and bottomline by 34

Company: Orient Technologies

solutions resulting in a revenue drop of 27 percent year-on-year

H Deployed a large multi-location

IT infrastructure order for Punjab National Bank valued at `30 crore

H Implemented one of India’s first private

clouds at IIT Delhi

H Bagged a large managed services

order from SEBI

H Plans are on to set up a subsidiary to

cater to MENA markets

Computer Reseller News

MD & CEO: Prateek Garg Year of inception: 1998 No. of branches: 13 Turnover FY2010-11: `155 crore Turnover FY2009-10: `210 crore Employees: 1,100 Certified employees: 730 Principals: HP, Dell, Cisco, Oracle, NetApp, Microsoft, Fujitsu, VMware

15/09/2011 www.crn.in

percent

H Invested in strengthening its pre-sales

team in order to architect solutions; this resulted in nearly 40 orders which were worth `1 crore and above

H Did a SAP implementation for Raheja

Corp for `85 lakh against an estimated cost of `2 crore

H Scaled its managed services to 13,000

end-points by August 2011

H Started operations in Singapore

President: Ajay Sawant Year of inception: 1991 Number of branches: 8 Turnover FY2010-11: `135.22 crore Turnover FY2009-10: `101.4 crore Employees: 600 Certified employees: NA Principals: Cisco, HP, Fortinet, IBM, Lenovo, Citrix, Symantec, D-Link

System Integrator N W

S S

ValuePoint systems

Pallab Talukdar, CEO, Fujitsu India, presenting the award to Sampath Kumar, CEO, Valuepoint

engaluru-based Valuepoint Systems saw its topline revenue grow by 80 percent from `153 crore in FY2009-10 to `270 crore in FY2010-11. On the key drivers behind such high growth, Sampath Kumar, CEO, Valuepoint, said, “We focused aggressively on the government (including PSU and defense) sector, and aligned with a large national SI to co-deliver large projects. The revival of IT buying in the core IT/ ITeS sector provided an extra boost. In addition, our growing focus on automated managed services helped us improve our bottomline significantly.” In the last fiscal the company bagged 15 projects of an average size of `5 crore in the ITeS and government sectors. “The government sector contributed 30 percent

to our overall topline while the ITeS sector contributed 37 percent,” informed Kumar. At the beginning of 2010, Valuepoint restructured its sales organization by appointing account managers for its top 50 customers in order to increase its wallet share of the customers’ total IT budgets. “We changed our focus from mere corporate reselling—that was heavily transaction-oriented—to one that was more project-based, which involved core systems integration skills. In line with this focus we forged new relationships with software vendors such as Oracle, and this helped bag larger orders from existing customers,” Kumar explained. The company also opened an additional branch in Delhi and this helped to boost its business from the north Indian market which contributed 10 percent to its topline. Valuepoint also bagged an order worth `50 crore to provide multi-location delivery, support and implementation for a large Central Government entity; the project was executed along with a leading national SI. Another order was from a Karnataka Government department to provide automated and onsite support services across 900 offices. A leading media company also hired Valuepoint to set up its storage farm of 155 TB with archiving and backup capabilities. During the current fiscal Valuepoint announced its entry into cloud solutions and services. It also set up a separate

Performance highlights H Saw its topline grow by 80 percent from `153 crore to

`270 crore

H Appointed account managers for its top 50 clients H Forged new relationships with software vendors such

as Oracle

H Opened an additional branch in Delhi H Executed a `50 crore multi-location order for a

government entity

company snapshot Company: Valuepoint Systems CEO: Sampath Kumar Year of inception: 1991 No. of branches: 10 Turnover FY2010-11: `270 crore (unaudited) Turnover FY2009-10: `153 crore Employees: 1,500 Certified employees: 370 Principals: HP, Oracle, Cisco, Juniper, Kaseya

team to focus on mobility solutions around smartphones and media tablets. In addition, the company is strengthening its data center solutions capabilities by adding expertise in power solutions, unified architecture, virtualization and networks. Valuepoint is in the process of launching network audit services as well as power and cooling audits for data centers. Plans are on to add more branches in west and north India, and to pursue more opportunities across defense, government and education. n

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Solutions provider h Server and storage N W

Compton Computers

Anoop Nambiar, Country Manager, Business Partner Organization, IBM, presenting the award to Sandeep Vahi, Director, Compton Computers

N W

VDA Infosolutions

Anoop Nambiar, Country Manager, Business Partner Organization, IBM, presenting the award to Deepak Jadhav, CEO, VDA Infosolutions

elhi-based Compton Computers grew by 27 percent to clock umbai-based VDA Infosolutions, established in 2010, a turnover of `74.8 crore in FY2010-11 against `59 crore in clocked revenue of `35 crore in the first year itself. The the previous fiscal. company was formed following a split between the partners of Kamal Vahi, CEO, Compton Computers, attributed the growth the erstwhile Enhanced Software & Solutions. to some large projects from existing customers. Nearly 60 percent Talking about the company’s performance, Deepak Jadhav, of its revenue came from existing customers. “We focused on CEO, VDA Infosolutions, said, “Leveraging on our core focus the infrastructure upgrade requirements of many of our existing of providing data center solutions, we positioned ourselves for customers in the media and entertainment space, and also the private cloud integration opportunity. We executed a large looked at deep selling emerging technology solutions to them. private cloud project based on VCE solutions; it contributed In addition, we built skill-sets in several new domains like mall nearly `9 crore to the topline. In addition, we undertook many management and virtual campus solutions. This gave us access server and storage consolidation and virtualization projects.” to new customers in hospitality, retail and education segments.” The company also forayed into the manufacturing and ITeS Besides large projects from existing customers, the company segments, which boosted revenue. “We were largely focused also focused with an innovative market strategy on the lowon the BFSI segment till the last fiscal. However, with a base in value but high-volume SMB segment. “We created a dedicated Pune, we decided to focus on the ITeS and auto manufacturing three-member call center consisting of B-school graduates to tap verticals. ITeS contributed 20 percent to the topline, while new customers. As a result, we were able to cast our net wide manufacturing contributed 10 percent; BFSI continued to be the and acquired 120 new SMB customers from the media, largest contributor at 60 percent,” informed Jadhav. hospitality and education segments,” informed Vahi. The private cloud project based on the VCE Compton won a `6 crore deal from one of its architecture was executed by the company for KPIT existing customers, Century Communications, for Cummins. It was one of the first such projects to be setting up two new digital studios. In the hospitality executed by a tier-2 partner. For another project worth segment it bagged a `3 crore data center project from `1.5 crore, VDA architected and implemented a DR Compton Computers Hotel Crowne Plaza, Delhi. It also set up the data center solution for Kotak Insurance. Another project, which VDA Infosolutions along with a learning management system for Jamia involved consolidating the customer data center, and Fourth Dimension Millia Islamia University and Agrasen Engineering was worth `1 crore, was for IDBI Home Finance. The College—each order worth `2.5 crore. data center had 23 servers, multiple storage platforms Another data center project, worth `2.5 crore, came and various applications on VDI servers. from BITS Pilani for consolidating its data center and In addition, VDA ventured into network security setting up a disaster recovery center. and SIEM. “Considering that we have a strong BFSI In the government sector, the company bagged many multicustomer base, we saw deep selling opportunities in providing crore infrastructure projects, including those from NHPC, network and data security, and hence extended our skills in this the Institute of Nuclear Medicine and Allied Sciences, and technology domain,” said Jadhav. Telecommunications Consultants India Ltd. In fact, in the first year of foraying into security solutions, the Compton plans to cross `100 crore in topline in FY2011-12, company won the RSA Performance Excellence Award 2010. It and is focusing on innovative solutions for the media and enalso won the Best Storage Performer of the Year Award from EMC tertainment, education and retail segments. “We have specialand the Platinum Partner Award, India & Saarc, from Bakbone. ized in mall management solutions and have deployed them for In FY2011-12 VDA expects to grow at least by 50 percent and two malls in Jalandhar. We plan to offer them to more clients,” plans to strengthen its private cloud integration services. Also, said Vahi. Compton is also focusing on cloud computing and it plans to add more muscle to its security practice by moving storage. “We plan to be more aggressive in the education and into compliance and audits. It is also planning to foray into the banking sector as well as get deeper into ITIL implementation. telecom sector. “We are also looking at geographical expansion to We are in the process of achieving ISO 27001 certification for IT the southern region, especially Bengaluru and Chennai. We will security,” he said. n continue to focus on emerging technologies,” said Jadhav. n Performance highlights

company snapshot

Performance highlights

company snapshot

H Won a `6 crore deal from Century

Company: Compton Computers

H Forayed into manufacturing and ITeS

Company: VDA Infosolutions

Communications for setting up two new digital studios

H Bagged a `3 crore data center project

from Hotel Crowne Plaza in Delhi

Islamia University, Agrasen Engineering College and BITS Pilani— each order worth `2.5 crore

H Set up its own data center to host

Computer Reseller News

Year of inception: 1996 Number of branches: 8 Turnover FY2010-11: `74.8 crore

H Bagged projects for Jamia Millia

a virtual university for Maharshi Dayanand University, Rohtak

CEO: Kamal Vahi

Turnover FY2009-10: `59 crore Employees: 260 Certified employees: 100 Principals: HP, Dell, Cyberoam, Microsoft, Trend Micro

15/09/2011 www.crn.in

segments; this boosted revenue by 30 percent

H Executed a private cloud project, worth

`9 crore, for KPIT Cummins

H Architected and implemented a DR

solution for Kotak Insurance

H Undertook data center project worth

`1 crore for IDBI Home Finance

H Won RSA Performance Excellence

Award 2010 and Best EMC Partner 2011

CEO: Deepak Jadhav Year of inception: 2010 No. of branches: 2 Turnover FY2010-11: `35 crore Turnover FY2009-10: NA Employees: 300 Certified employees: 100 Principals: IBM, Cisco, EMC, Riverbed, VMware, RSA, Symantec

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Solutions provider h Server and storage N W

S S

Fourth Dimension

Ankesh Kumar, Director, Channel Products & Marketing, Emerson, presenting the award to Harish Krishnamoorthy, VP, Fourth Dimension

hennai-based Fourth Dimension Technologies clocked revenue of `26 crore in FY2010-11 compared to `23 crore in FY2009-10. Highlighting the key growth drivers, N Jagannathan, CEO & Director, Fourth Dimension, said, “Till two years back we were largely into network integration; however, we have taken long strides in server and virtualization solutions by ramping up the skill-sets of our employees in virtualization, storage and unified computing. As a result, server and storage virtualization contributed almost 45 percent to our topline.” The company restructured and integrated its inside-sales, sales and account management teams. “The integrated sales machine created strong deep sell-

Computer Reseller News

15/09/2011 www.crn.in

ing opportunities and enabled us to acquire several new SMB customers. New customers contributed 20 percent to the topline,” said Jagannathan. In the last fiscal, Fourth Dimension implemented several infrastructure consolidation and virtualization projects. For one, a `1 crore project for an insurance company in Chennai involved consolidating and virtualizing 90 servers running multiple applications into six blades. This was done in a live environment with zero downtime. The company undertook a similar `1 crore project for a private bank wherein it provided an end-to-end solution right from server consolidation to virtualization. Describing an ERP consolidation and virtualization project for a large auto ancillary, Jagannathan said, “The company was running SAP on Sun. The application was due for an upgrade; using this opportunity, we advised the customer to move to another virtualized hardware platform. We migrated 400 users to the new virtual platform.” The challenge in this project, which the company successfully met, was to migrate the live production environment without any downtime. Another large project done by Fourth Dimension, worth `70 lakh, entailed a two-factor authentication solution for Internet banking for a large private sector bank in Tamil Nadu. For FY2011-12, Fourth Dimension targets a revenue of `30 crore. It plans

Performance highlights H Executed a `1 crore project for a large insurance

company that involved consolidating and virtualizing 90 servers running multiple applications into six blades

H For a private bank, the company executed a

consolidation and virtualization project worth `1 crore

H Consolidated and virtualized SAP ERP for a large auto

ancillary

H Realigned sales teams which helped acquire several

new customers

company snapshot Company: Fourth Dimension Technologies CEO: N Jagannathan Year of inception: 1989 No. of branches: 4 Turnover FY2010-11: `26 crore Turnover FY2009-10: `23 crore Employees: 131 Certified employees: 65 Principals: Cisco, Oracle, VMware, EMC

to strengthen its virtualization business and also expand to the north and west regions of India. The company is piloting a hardware-appliance based e-learning solution that allows students of higher education to retrieve their classroom lectures anytime, anywhere. It has also built an authentication system for students to access the content. “We are fine-tuning the appliance, and would launch it by early next quarter,” Jagannathan informed. n

Enterprise VAR h advanced N W

Cache Technologies

Ramdas S, Consulting Editor, CRN, presenting the award to Prarthana Gupta, CEO, Cache Technologies

N W

Duckback systems

Sonal Desai, Assistant Editor, CRN, presenting the award to Asis Chaudhuri, CEO, Duckback Information Systems

elhi-based Cache Technologies grew by 34 percent recording olkata-based Duckback Information Systems witnessed 25 a topline of `43 crore in FY2010-11 compared to `32 crore in percent growth with its topline increasing from `20 crore in FY2009-10. FY2009-10 to `25 crore in FY2010-11. Explaining the key growth drivers, Prarthana Gupta, CEO, Detailing the reasons for their growth, Asis Chaudhuri, Cache Technologies, said, “Several big-ticket projects in the CEO, Duckback, said, “Our expertise in software development, telecom sector contributed 50 percent to our topline. We signed virtualization and cloud services enabled us to boost growth. new partnerships with Oracle and Red Hat, and this brought Revenue from software and security solutions contributed in close to 10 percent of our revenue. In addition, we signed nearly 50 percent of the topline at `11.5 crore. Customization up a few multi-locational and multi-year FMS contracts which of applications and databases helped us boost our services boosted our bottomline.” revenue which brought in 20 percent of the topline. Our focus on One of the largest projects implemented by Cache, worth `4.6 virtualization helped us bag some large projects.” crore, was for providing the IT infrastructure for the deployment One of the large projects that the company executed, worth of a revenue assurance and fraud management solution across `3.5 crore, included upgrading a public sector insurance com450 locations for Airtel. In addition, the company signed a multipany’s Microsoft software infrastructure; this included server year FMS contract with Airtel, with annual accruals of `1 crore, licenses and 10,000 client licenses of Windows 7 OS and Office for managing six Bharti Airtel data centers—two in Mumbai, and 2010. The services component included data and application one each in Pune, Delhi, Chennai and Bengaluru—and deputed migration. Duckback also completed an RTGS implementation 36 engineers onsite. project valued at `1.5 crore for the West Bengal State For telco MTS, Cache set up the IT infrastructure Cooperative Bank in Kolkata. for deploying a revenue assurance application and The company also moved one of its existing also signed an FMS contract. The aggregate value of customers (part of the Tata Group) to Microsoft the MTS deal was `3 crore. Exchange Online. This included moving 2,000 clients Cache also deployed the IT infrastructure for the to the cloud; it is regarded as one of the largest single Cache Technologies Aircel contact centers in Gurgaon and Chennai. This orders for Exchange Online in the country. project was worth `2.5 crore. In addition, Duckback implemented a Duckback Information Systems In-house, Cache deployed Sage CRM and aligned virtualization project, valued at `50 lakh, for server, its pre-sales product specialists and post-sales teams desktop and application virtualization for a banking in order to increase efficiency. “The CRM helped us organization in Dhaka, Bangladesh. allocate the right resources for different SLAs,” noted In the current fiscal, FY2011-12, Duckback is Gupta. targeting revenue of `35 crore. Having tasted success In FY2011-2012 Cache is aiming for a robust 74 in virtualization, the company plans to strengthen its percent growth to achieve a topline of `75 crore. This is because domain skill-sets and focus on targeting more customers in the the company is already sitting on a large pipeline of projects. It is area. The company is also looking at beefing up its education currently executing a `7 crore storage solutions project for telco business and building expertise in specialized software products Unitech. For Airtel it is deploying the IT infrastructure for a new for the sector. “With solutions in instrumentation, statistics, VAS platform; this will bring in `5 crore in the current fiscal. mechanical engineering and civil engineering, we expect a Cache also has several projects lined up with MTS, Aircel and revenue share of 20 percent from education institutions,” Idea. “Looking at the strong pipeline from telecom customers, said Chaudhuri. “Scientific industrial solutions targeted at we expect a surge in revenue this year,” added Gupta. “Nearly 70 manufacturing units (including automobile, cement, chemical percent of our topline will come from here. We also plan to focus and instrumentation) would add 25 percent to our revenue. on the SMB segment as well as large manufacturing units with Cloud computing is another big focus area.” our expertise in data center, networking, ERP, disaster recovery Besides extending its base in Guwahati, Duckback plans to and FMS solutions, and expect 30 percent revenue contribution penetrate deeper into the north-eastern states. The company is from these segments.” n also looking at expanding into Bangladesh. n Performance highlights

company snapshot

Performance highlights

company snapshot

H Implemented `4.6 crore project for

Company: Cache Technologies

H Bagged `3.5 crore deal from an

Company: Duckback Information

Airtel to provide IT infrastructure for revenue assurance

H Signed a multi-year FMS contract to

manage six Airtel data centers

H Provided the IT infrastructure for a

revenue assurance application at MTS and signed an FMS contract; this brought in `3 crore

H Set up IT infrastructure for the Aircel

contact centers in Gurgaon and Chennai in a project worth `2.5 crore

Computer Reseller News

CEO: Prarthana Gupta Year of inception: 1991 No. of branches: 8 Turnover FY2010-11: `43 crore Turnover FY2009-10: `32 crore Employees: 250 Certified employees: 120 Principals: HP, Cisco, IBM, Lenovo, Oracle, D-Link, Acer, EMC, Red Hat

15/09/2011 www.crn.in

insurance company to upgrade its software infrastructure. The deal included 1,000 server licenses

H Completed an RTGS implementation

project valued at `1.5 crore for the West Bengal State Cooperative Bank

H Sold 2,000 licenses of MS Exchange

Online to a Tata Group company

H Implemented a virtualization project

valued at `50 lakh for a banking organization in Dhaka, Bangladesh

Systems CEO: Asis Chaudhuri Year of inception: 1986 No. of branches: 1 Turnover FY2010-11: `25 crore Turnover FY2009-10: `20 crore Employees: 30 Certified employees: 20 Principals: IBM, Acer, EMC, Microsoft

Enterprise VAR h advanced N W

Insight Business Machines

Debraj Dam, VP, Strategic Business & Partner Alliance, SmartLink India, presenting the award to Neel Shah, CEO, Insight Business Machines

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Central Data System

Debraj Dam, VP, Strategic Business & Partner Alliance, SmartLink India, presenting the award to Suresh HR, CEO, Central Data System

umbai-based Insight Business Machines grew by 48 percent engaluru-based Central Data System (CDS) grew 26 percent in FY2010-11 to clock a topline of `67.54 crore as compared with its topline increasing to `38 crore in FY2010-11 to the previous fiscal’s revenue of `45.79 crore. from `30 crore in FY2009-10. Nearly 60 percent of the topline Highlighting the key growth drivers, Neel Shah, CEO, Insight, came from the IT & ITeS segment, while the rest was from said, “We saw increased buying from our core customers in the the government, automobile, manufacturing and healthcare BFSI and media verticals. Both verticals together contributed segments. More than 90 percent of its business came through nearly 50 percent to our topline. Additionally, to target volume virtualization and the data center. Cisco business alone deals in the SMB segment, we introduced packaged solutions accounted for around 30 percent of the revenue, HP and IBM under our own brand called Magic Box. We sold a solution that combined contributed 40 percent, the rest was provided by APC included hardware, software, networking and services in custombusiness. ized packages at under `15 lakh per box to existing and new About their growth factors, Suresh HR, CEO, CDS, said, customers. We signed up 20 such customers.” “We focused on lateral expansion and increased our breadth The company also focused on driving its services business in existing accounts. For example, we started selling Oracle with the introduction of automated managed services (AMS). It databases and applications. We also added new vendors such invested `30 lakh in setting up the new practice and converted as Fortinet, Citrix, VMware and Avaya. The addition of these 1,200 nodes across 70 existing customers into AMS nodes. gave us an overall growth of 15 percent. We did four projects Its appointment as an authorized service partner (ASP) for for Avaya in unified communications, while for Fortinet we Lenovo PCs provided further boost to its topline implemented 2-3 unified security solutions.” and bottomline. “We signed up with IBM to provide Another factor that helped CDS grow was geowarranty services for Lenovo PCs in Uttaranchal, expansion. “In Chennai our manpower was increased Bhopal and Haryana. This ASP expansion contributed significantly, and as a result we acquired 12 new an additional 5-6 percent to the topline,” said Shah. customers,” informed Suresh. Another 15 percent in topline resulted from the The company executed some big projects in data Insight Business company’s focus on the development of skill-sets in centers. Two such projects entailed the deployment of Machines virtualization, IBM software and storage management, a data center and virtualization for Cibersites and the Central Data Systems and backup solutions. SLK Group. Each was meant for approximately 1,000 During the last fiscal, Insight bagged a `15 crore users. Cibersites was on an expansion spree, and CDS project for upgrading Future Generali’s IT infrastrucset up a new data center for them. The project cost was ture across 99 offices. At roughly `15 lakh per office around `4 crore. The SLK Group project was worth the project included data center consolidation and up`2.5 crore. Apart from these, CDS also did a network grade of networking infrastructure, security, software and power consolidation project worth `1.5 crore for Intuit. solutions. For Eros International Insight executed a project worth CDS won several awards such as the IBM Advanced Level `2.5 crore that involved digitizing a library of 2,000 movie titles Membership, APC Datacenter Award for excellent performance, and creating an online repository to provide live movie streamand the Cisco Best Partner, South. ing on multiple consumer devices. Insight also bagged a `4 crore Regarding internal processes Suresh said, “We replaced project to deploy Power7 servers and storage for Tata Memorial Sage ERP with SAP Business One. “This has assisted in faster Hospital. responses and also helped us profile customers on the basis of In FY2011-12, Insight expects to reach `70 crore in turnover. their credit standing. One important result of this has been the “We are in talks with IBM to cover more regions like Patna, reduction in accounts receivables from 60 days to 45-50 days.” Ahmedabad and Chandigarh as an ASP. Next year our focus will CDS expects to grow by 35 percent in FY2011-12. “We will be on the government sector. In addition, we want to strengthen focus on newer geographies such as Hyderabad. We also want our presence in states like Bihar where the state government to broaden our portfolio with IBM SmartCloud Enterprise, and is spending significant amounts on the automation of various are currently working on the same. Apart from the cloud we will departments,” said Shah. n look to broaden our consultancy offerings,” added Suresh. n Performance highlights

company snapshot

Performance highlights

company snapshot

H Introduced Magic Box to offer

Company: Insight Business Machines

H Deployment of data center and

Company: Central Data System

affordable packaged solutions to SMBs; this included server, storage, software and services upgrading the entire IT infrastructure of Future Generali

H Executed `2.5 crore project for Eros

that involved digitizing movie titles and creating an online repository

H Bagged a server project worth `4 crore

Computer Reseller News

Year of inception: 1996 No. of branches: 11

H Executed a `15 crore project for

from Tata Memorial Hospital

CEO: Neel Shah

Turnover FY2010-11: `67.54 crore Turnover FY2009-10: `45.79 crore Employees: 165 Certified employees: 70 Principals: Cisco, IBM, HP, Lenovo, EMC

15/09/2011 www.crn.in

virtualization for Cibersites. The project was worth `4crore

H Deployment of data center and

virtualization for SLK Group. The project size was `2.5 crore

H Network consolidation project for Intuit

worth `1.5 crore

H Won several awards such as the

APC Datacenter Award for excellent performance, and the Cisco Best Partner, South

CEO: Suresh HR Year of inception: 2003 No. of branches: 2 Turnover FY2010-11: `38 crore Turnover FY2009-10: `30 crore Employees: 65 Certified employees: 11 Principals: IBM, Cisco, EMC, Avaya, Fortinet

Enterprise VAR h Emerging Markets N W

Acme Digitek Solutions

Jitendra Gupta, Regional Director, Extreme Networks, presenting the award to Ajit Mital, MD, Acme Digitek

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Sigma ESolution

Jitendra Gupta, Regional Director, Extreme Networks, presenting the award to Rishi Pandey, CEO, Sigma eSolution

inner of the CRN Xcellence Award for the fourth igma eSolution, based in Ranchi, grew 18 percent in consecutive year in the Enterprise VAR: Emerging topline—from `19.5 crore in FY2009-10 to `23 crore in Markets—North category, Lucknow-based Acme Digitek FY2010-11. Nearly 65 percent of the revenue came from the Solutions increased its revenue marginally by seven percent to government and PSU sector, while education contributed 20 `14.75 crore in FY2010-11 against `13.75 crore in FY2009-10. percent and manufacturing brought in the remaining 15 percent. The company’s gross margins increased by 40 percent. Highlighting the growth factors, Rishi Pandey, CEO, Sigma Nearly 45 percent of the total revenue came from the eSolution, said, “We bagged some large projects from the government and PSU sector, 35 percent from the education government sector and our business from the education sector segment and the remaining 20 percent from SMBs. grew at more than 50 percent. We also augmented our sales Highlighting the key growth factors in the last fiscal, Ajit team; this helped us sign a good number of new customers in Mital, Managing Director, Acme Digitek, said, “We bagged some the manufacturing and education sectors, and also created deep large projects in the government and education sectors. We selling opportunities within existing customers.” focused on automated managed services (AMS) and converted Sigma executed a `3 crore data center project for the Central nearly 30 percent of the AMC nodes to AMS nodes. This not only Mine Planning and Design Institute, Ranchi, which included gave us incremental revenue but also helped rationalize costs integrating HP blade servers and the SAN, and migrating and boost margins. Additionally, our own bouquet of software applications to an open source platform. For another large products—which includes an ERP for the education segment project, worth `2 crore, the company provided a tiered storage and automation applications for various government solution with disaster recovery and backup based on a departments—brought in 10 percent of the revenue.” 27TB unified storage system for the Central Institute of The largest project executed by Acme, worth `4 Psychiatry, Ranchi. crore, was for the State Election Commission, UP, for Sigma also executed a project worth `1.5 crore for setting up a data center at the Lucknow HQ and setting the upgrade and consolidation of the entire mail and up branch infrastructure across 72 district offices and messaging infrastructure for the Centre for Engineering Acme Digitek 350 tehsils. Another large deal, worth `3.1 crore, was & Technology (a unit of SAIL) across its eight offices. Solutions a campus project for Purvanchal University, Jaunpur. In the education vertical, Sigma bagged several Sigma eSolution This involved setting up the entire networking mid-size deals in the range of `25lakh-`50 lakh from infrastructure, as well as SAN, NAS, backup, firewall, various institutions including Ranchi University; IPS and anti-spam solutions. Nilamber-Pitamber University, Medininagar; Indian Acme also completed a campus networking project School of Mines, Dhanbad; and Kolhan University, worth `70 lakh at Kumaon Engineering College, Chaibasa (all in Jharkhand). These deals included the Dwarahat, Uttarakhand. It bagged two more large projects, setting up of computer labs with servers, clients, peripherals worth `1.3 crore each, from the city development authorities of and software. Ghaziabad and Varanasi. These involved automation of property In the current fiscal, FY2011-12, Sigma aims to achieve `25 registration, RTI, map approval, payroll and inventory. crore in revenue. The company plans to focus on infrastructure In the last fiscal Acme invested in making its own software upgrade and consolidation opportunities among its existing products Web-enabled and cloud-portable. “Pulse, our inventory customers; for new customers, it aims to offer new solutions. “In management and ERP solution, was upgraded to include features the education sector we plan to provide an end-to-end portfolio like HR and payroll and was made cloud-enabled. We now have including applications such as learning management systems plans to market it as a packaged software,” informed Mital. and education ERP. In the government sector we have aligned Acme expects to increase its revenue to `18 crore in FY2011with Pitney Bowes to provide digital franking machines to 12. Its focus areas include IP surveillance, visualization software, various revenue departments,” said Pandey. video conferencing, smart classrooms and virtual campus Sigma is planning to expand its presence to Kolkata soon. solutions. The company has identified some leading vendors to It is also in the process of implementing a CRM solution to partner with in each of these segments. n automate its sales and customer management process. n Performance highlights

company snapshot

Performance highlights

company snapshot

H Executed `4 crore project for State

Company: Acme Digitek Solutions

H Commissioned data center for the

Company: Sigma eSolutions

Election Commission, UP, for a data center and for providing infrastructure in 72 district offices and 350 tehsils

H Implemented a project worth `3.1

crore for Purvanchal University

Varanasi city development authorities worth `1.3 crore each

H Converted 30 percent of its AMC nodes

to AMS; this helped the company boost its profits by 40 percent

Computer Reseller News

Year of inception: 1998 No. of branches: 2 Turnover FY2010-11: `14.75 crore

H Bagged projects from Ghaziabad and

MD: Ajit Mital

Turnover FY2009-10: `13.75 crore Employees: 97 Certified employees: 13 Principals: Cisco, HP, Microsoft, Extreme Networks, D-Link, Oracle, Kaseya

15/09/2011 www.crn.in

Central Mine Planning and Design Institute in a project worth `3 crore

H Executed a `2 crore project providing

storage solutions with disaster recovery and backup for the Central Institute of Psychiatry

H Executed a `1.5 crore mail and

messaging solutions project for the Centre for Engineering & Technology

H Bagged several mid-size deals

(`25lakh-50 lakh)

CEO: Rishi Pandey Year of inception: 1990 No. of branches: 3 Turnover FY2010-11: `23 crore Turnover FY2009-10: `19.5 crore Employees: 32 Certified employees: 8 Principals: HP, Cisco, D-Link, Pitney Bowes, Microsoft

Enterprise VAR h Emerging Markets N W

W S

Innovative Telecom & Software

Himanshu Gupta, National Sales Manager, ESSN, HP, presenting the award to Mihir Chahwala, CEO, and Moin Shaikh, Director, Innovative

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Team Frontline

Himanshu Gupta, National Sales Manager, ESSN, HP India, presenting the award to SR Nair, MD, Team Frontline

urat-based Innovative Telecom & Software grew its topline by ochi-based Team Frontline grew 21 percent with revenue 83 percent to `110 crore in FY2010-11 compared to `60 crore of `16.90 crore in FY2010-11 compared to `13.96 crore in in FY2009-10. FY2009-10. Mihir Chahwala, CEO, Innovative Telecom, explained Highlighting the key growth factors, SR Nair, MD, Team the reasons for the high growth. “Geographical expansion Frontline, said, “Till 18 months ago we mostly sold hardware in Mumbai, Pune, Goa, Hyderabad, Chennai and Bengaluru boxes to the home, SOHO and SMB segments. However, in helped us acquire new customers. New lines of business—IP 2010 we revamped our focus and strategy to become solutionssurveillance and Integrated Building Management System (IBMS) centric and decided to sell only to select 200 accounts. We —increased our topline. Our entry into remote infrastructure began building the entire solutions stack around servers, storage, management services (RIMS) resulted in a 25 percent growth in security, etc. This led us to good growth.” our services revenue and also increased our bottomline.” The company signed up with Microsoft to provide the latter’s The company bagged some very large projects. It executed ERP and CRM solutions, and created affordable and customized deals for SAP projects collectively worth `24 crore for different offerings for the co-operative banking, education, stock broking companies across the Vedanta Group. These projects included and construction verticals. It also added solutions from VMware, setting up, consolidating and virtualizing SAP systems using IBM Hitachi, Hofinsoft, Tulip and Godrej to its portfolio. Power 7 blade servers, mid-range fiber channel storage systems One of the large projects Team Frontline implemented was and Tivoli backup solutions. for deploying Microsoft CRM for Geojit BNP Paribas Financial For an arm of the L&T Group, Innovative upgraded the Services. Valued at `1.5 crore, the project spanned 1,000 users entire client infrastructure; this included upgrading across 600 branches of the financial firm. the software (including Microsoft Exchange 2010 Team bagged another `1.5 crore project to deploy and Office 2007) of 6,500 desktops. It also migrated Microsoft Office and Windows OS across 1,000 other applications and data across the customer’s 10 branches of Manappuram Finance. branches. The project fetched Innovative `18 crore. Besides, the company deployed an ERP solution For another project valued at `5 crore, Innovative from Microsoft, valued at `75 lakh, at 28 offices Innovative Telecom designed and implemented the data center for (including three manufacturing units and four & Software Sahajanand Medical Technologies in Surat. It also hospitals) of Kottakkal Arya Vaidya Sala, a KeralaTeam Frontline deployed an IBMS (including IP surveillance and based ayurveda manufacturing and health services analytics solution, voice and data networking, organization. “This was indeed a complex project that detection and prevention system, access control, involved different solutions from different vendors. rodent control and power distribution system) for the Apart from MS Axapta ERP, the projected included customer’s medical manufacturing facility. applications from LS Retail, a Godrej HR solution and In addition, Innovative focused on gaining operational an Hofinsoft plant maintenance solution,” said Nair. efficiencies. “Strong finance management, strict payment Team also achieved SE 2B credit rating from SMERA, the terms with customers, and control over all undue expenses rating agency jointly owned by SIDBI and Dun & Bradstreet. helped us increase our capital efficiency. To minimize “This helped us get loans at lower interest rates and boosted internal communication costs we moved our mail messaging our financial credibility among customers and bankers,” and collaboration to the Microsoft BPOS offering using the Nair said. Communicator service,” informed Chahwala. In FY2011-12 the company expects revenue of `20 crore. It With targeted revenue of `120 crore in FY2011-12, has plans to focus on co-operative banks in Kerala. “With RBI Innovative plans to expand to New Delhi and also open an directing all banks to build data centers and fine-tune their core office in Singapore. Said Chahwala, “We are betting big on IP banking software to include compliance, security and better surveillance, cloud and managed services. We are in the process reporting features, we see huge opportunities in this sector,” said of setting up our own cloud infrastructure to offer services to Nair. The company also has plans to expand in Coimbatore and SMBs in west India. We also want to expand our RIMS.”n Bengaluru. n Performance highlights

company snapshot

Performance highlights

company snapshot

H Added branches in Mumbai, Pune,

Company: Innovative Telecom &

H Implemented 1,000 user Microsoft

Company: Team Frontline

Goa, Hyderabad, Chennai and Bengaluru

Software

H Bagged consolidation and virtualization

projects worth `24 crore for different Vedanta Group companies

H For an L&T Group company, upgraded

the client infrastructure consisting of 6,500 PCs across 10 branches

H Executed a data center and IBMS

project worth `5 crore for Sahajanand Medical Technologies

Computer Reseller News

CEO: Mihir Chahwala Year of inception: 1988 No. of branches: 10 Turnover FY2010-11: `110 crore Turnover FY2009-10: `60 crore Employees: 85 Certified employees: 52 Principals: Cisco, IBM, Microsoft

15/09/2011 www.crn.in

CRM valued at `1.5 crore at Geojit BNP Paribas Financial Services

H Implemented licenses for Microsoft

Office and Windows valued at `1.5 crore across 1,000 offices of Manappuram Finance

H Executed ERP solution project valued

at `75 lakh for Kottakkal Arya Vaidya Sala. This included deploying and integrating plant maintenance and HRM solutions from different vendors

Managing Director: SR Nair Year of inception: 1996 No. of branches: 3 Turnover FY2010-11: `16.90 crore Turnover FY2009-10: `13.96 crore Employees: 70 Certified employees: 20 Principals: HP, Hitachi, Microsoft, Symantec, Fujitsu, Cisco, Emerson, Acer

Solutions provider h networking N W

Targus Technologies

Anand Mehta, VP, Marketing Communications, Schneider Electric, presenting the award to Brig VK Pahwa, VP, Targus Technologies

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Nirmal Datacomm

Anand Mehta, VP, Marketing Communications, Schneider Electric, presenting the award to Chetan Vaidya, Head, Services, Nirmal Datacomm

umbai-based Nirmal Datacomm grew by 30 percent in elhi-based network solutions provider Targus FY2010-11, recording a turnover of `42 crore compared to Technologies grew marginally from a revenue of `125 the previous fiscal’s topline of `32 crore. Network integration and crore in FY2009-10 to `130 crore in FY2010-11. The company services contributed more than 65 percent to the overall topline. did away with the laptop/desktop business, which was purely Highlighting the growth drivers for his company, Kedar Shah, a topline business, to focus more on profitable high-end CEO, Nirmal Datacomm said, “One key driver was the major solutions. Its networking business grew to `35 crore from `20 infrastructure upgradation initiative among customers who had crore in the previous year. not spent in three years due to the slowdown. Secondly, we Targus diversified its portfolio and expanded into newer expanded our portfolio from providing network infrastructure areas and geographies. It added audio solutions from JBL, to also providing compute infrastructure. Lastly, we focused Tannoy, Speakercraft, Crown, Biamp, AKG, etc, and video on virtualization to help existing customers consolidate and conferencing solutions from Polycom and Tandberg. The Audio optimize. As a result, nearly 60 percent of our topline came from Video Integration group of Targus contributed `2 crore to last deep selling to existing customers.” year’s revenue. The company expanded its relationship with Cisco to include The company developed 39 mobile VAS applications. It also the latter’s UCS offering, and with EMC for storage and VMware introduced SAP-based mobile software solutions. The company’s for virtualization. “The addition of systems integration to our mobile software business saw rapid expansion. portfolio enabled us to go to the customer with holistic data “The focus on the mobile VAS business added `14 crore to center solutions. As a result, we bagged six server and our revenue. We plan to double these numbers this storage deals, and five deals were led by virtualization; year,” said Col Balwinder Singh, CEO, Targus. this contributed nearly 30-35 percent to our topline,” Targus also opened offices in Dubai and Singapore, informed Shah. which added around `10 crore to the topline. With an expanded portfolio the size of the deals Targus undertook a `5 crore network integration increased. For Toyo Engineering, Nirmal executed a project for Ericsson. Apart from this it deployed two Targus Technologies `1.5 crore project which included consolidating and data centers for MTS, providing mission-critical Nirmal Datacomm virtualizing the IT infrastructure. storage solutions and cloud computing solutions Shell Networks Nirmal also implemented a UC project connecting worth `10 crore. The company deployed high-end all the global offices of a leading software company. load balancers from F5 Networks for Bharti’s DNS For the same company it set up a consolidated data project. The project was worth `3.5 crore for Targus. It center. The combined size of these two deals was deployed a data center for Zee TV that was worth `2 around `2 crore. For HPCL, in a project estimated at `3 crore, and also provided a virtualization solution. crore, the company overhauled the networking infrastructure that Last fiscal Targus got the ISO 9001:2008 certification. “It connects HPCL’s petrol pumps. It executed a similar data center enhanced the company’s image and got it the preferred supplier project worth `3 crore for L&T, and also upgraded the network status. Other benefits included better control over business infrastructure of BARC in a project estimated at `1.5 crore. On operations and a foundation for continuous improvement,” said the business practices front, Nirmal achieved ISO 9001:2008 Singh. Targus won several awards and recognition from vendors, certification. It won the Outstanding Sales Achievement Award including the Best Partner for Enterprise Business from Juniper, and Partner Of The Year Award from Cisco. Platinum Partner Status from HP ESSN, and the Sales Excellence In FY2011-12 Nirmal is targeting growth of 40 percent Award from Symantec. to reach a turnover of `60 crore. The company’s focus areas Targus aims to earn revenue of `175 crore in FY2011-12. It include consolidation and virtualization of data centers, unified plans to consolidate and focus on all the new areas of business communications and collaboration, and storage solutions and started in the last fiscal. “We are a very aggressive company training. “We plan to strengthen our virtualization practice when it comes to expansion plans and increasing business. With and expand in storage solution areas such as backup, archival, more profitable business now, we are planning to consolidate the recovery and disaster management,” revealed Shah. n businesses started last year,” said Singh. n Performance highlights

company snapshot

Performance highlights

company snapshot

H Executed network integration project

Company: Targus Technologies

H Bagged a project worth `1.5

Company: Nirmal Datacomm

for Ericsson worth `5 crore

MD: Col Balwinder Singh

H Opened offices in Dubai and

Singapore, which added around `10 crore to the topline

H Deployed two data centers for MTS,

providing mission-critical storage solutions and cloud computing solutions worth `10 crore

H Deployed a data center for Zee TV that

was worth `2 crore

H Developed 39 mobile VAS applications

Computer Reseller News

Year of inception: 1997 No. of branches: 9 Turnover FY2010-11: `130 crore Turnover FY2009-10: `125 crore Employees: 416 Certified employees: 200 Principals: HP, Juniper, Oracle, Systimax, Tyco, Cisco, VMware, EMC

15/09/2011 www.crn.in

crore from Toyo Engineering for consolidating and virtualizing its data center and overhauling its networking infrastructure

H In a project worth `2 crore, set up

a data center and deployed unified communications for a software firm

H In a project estimated at `3

crore, overhauled the networking infrastructure that connects HPCL’s petrol pumps

CEO: Kedar Shah Year of inception: 1996 No. of branches: 9 Turnover FY2010-11: `42 crore Turnover FY2009-10: `32 crore Employees: 220 Certified employees: 150 Principals: Cisco, EMC, VMware, Acer, Microsoft, Fortinet

Solutions provider h networking N W

Shell Networks

Grow your Business...

Anand Mehta, VP, Marketing Communications, Schneider Electric, presenting the award to AL Srinath, CEO, Shell Networks

yderabad-based Shell Networks grew marginally to `15.50 crore in FY2010-11 over the `15 crore of FY2009-10. Explaining the reasons for the low growth, AL Srinath, CEO, Shell Networks, said, “Some of the large projects we had signed got postponed due to the political turmoil in Telangana. We held on to our revenue numbers due to our expansion into the western region during the last fiscal. We signed 12 new customers, including Essar, Vodafone and Cap Gemini. In addition, our foray into new opportunities like VoIP, digital media systems (DMS), desktop conferencing and virtual classroom solutions helped sustain the topline and boost our bottomline.” In the western region, Shell won two prestigious projects for deploying digital media systems along with digital signage, from Vodafone and Essar Innovation Center. Both these projects contributed total revenue of `3 crore. For TCS, the company provided structured cabling worth `75 lakh for 28,000 nodes for the software major’s new Hyderabad development center. For Rajiv Gandhi University in Andhra Pradesh, Shell bagged an order to create smart classrooms and virtual campuses. “The classrooms have smart boards and each lecture gets recorded so that the students staying in the hostel can access it anytime they want. The architecture currently supports 2,000 students in the Hyderabad campus. The project is slated to be rolled out in two other campuses in Telangana and Rayalseema very soon,” informed Srinath. Toward the end of the last fiscal Shell expanded to Bengaluru and Chennai. “In Bengaluru we closed deals worth `40 lakh. We are targeting the financial services and manufacturing companies in Chennai,” Srinath said. Shell deployed a customized HR solution in 2011. It also relocated employees to other places for a better understanding of different markets. The company obtained ISO certification and is on its way to be incorporated as a private limited firm. Shell also revamped its website and made it more interactive. In FY2010-11, Shell expects to achieve a topline of `25 crore. “We are focused on strengthening our play in DMS and unified communications. For DMS we are running pilots for many companies,” said Srinath. The company is also looking at venturing into an integrated building management system over IP. “We plan to penetrate further in the manufacturing and healthcare segments, and deep sell within the BFSI. We will also train the application building team to integrate a building management system on the IP platform,” he said. n Performance highlights

company snapshot

H Integrated digital media suite with

Company: Shell Networks

the building management system for Vodafone

H Integrated digital media suite for the

innovation center at Essar Group

H Provided structured cabling worth

`75 lakh for 28,000 network nodes for TCS’s new development center

H Provided digital classroom solution

for the Hyderabad campus of the Rajiv Gandhi University of Knowledge Technologies

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CEO: AL Srinath Year of inception: 1997 No. of branches: 4 Turnover 2010-11: `15.50 crore Turnover 2009-10: `15 crore Number of employees: 125

POWER Partner Programme

Certified employees: 45 Principals: Cisco, CommScope, Emerson

Computer Reseller News

15/09/2011

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Solutions provider h software N W

Path Infotech

N W

W S

Softcell Technologies

Ganesan Arumugam, Director, Channels, VMware, presenting the award to P Rajaraman, National Sales Head, Softcell Technologies

Pankaj Ratra, CEO, Path Infotech

une-based Softcell Technologies clocked a turnover of `143 ath Infotech grew by 13 percent in FY2010-11 with a turnover crore in FY2010-11, a 30 percent rise over the previous of `84 crore vis-à-vis `74.61 crore in FY2009-10. Revenue year’s `110 crore. Infrastructure software contributed 35 percent from infrastructure software was 50 percent, while business to the company’s revenue, followed by security and services applications contributed 30 percent and 20 percent came from at 20 percent each. The balance came from a mix of PCs, consulting, software customization and managed application networking, server, storage and peripherals. Softcell increased services. its focus on services and new business areas like engineering Oracle continued to be the biggest revenue contributor and IT infrastructure services. “Offering engineering solutions adding 65 percent to the topline. Path is one of the largest tier-2 like mechanical CAD and product lifecycle management along partners for Oracle with specialization in BI, databases, managed with security and compliance solutions to manufacturing units services and learning services. enabled us to increase our topline. Focusing on the SMBs in this Explaining the growth factors, Pankaj Ratra, CEO, Path vertical generated 35 percent of our revenue. For the Infotech, said, “Our managed and cloud services BFSI vertical, we offered solutions in security, storage portfolio around Oracle CRM grew by 18 percent. and compliance, garnering a revenue share of 15 We strengthened our BI offerings by signing up with percent,” said Sunil Dalal, MD, Softcell Technologies. QlikTech which offers in-memory database BI. In “We appointed specific teams to drive renewals addition, we signed up with Quest for its database and and new business. Expert training sessions in sales application management, and with Google for apps. Path Infotech processes, key account management, sales team We focused on deep selling BI to existing customers, Softcell Technologies management and soft skills from Mercuri Goldman and this strategy paid off.” Veeras Infotek also helped us in retaining existing customers and The expansion in portfolio and skill-sets enabled acquiring new ones,” he added. Path to engage with customers directly and execute During the last fiscal, Softcell implemented Quest large projects. “Earlier, many large enterprise projects MessageStats and Quest Reporter software for the came to us through our principals, and we were Essar Group in Mumbai to strengthen the latter’s compliance and only the deployment partner. However, last fiscal we executed reporting standards. At Tech Mahindra in Mumbai, the company more projects directly (nearly 20) which increased the average executed a Landesk enterprise asset management solution. It also deal size and also contributed significantly to the bottomline,” implemented the Symantec Foundation solution for Weblogic, informed Ratra. and Oracle database at Deutsche Bank, Mumbai. One of the large projects implemented by Path involved The ISO 27001 certification Softcell obtained in 2010 deploying Oracle e-Business Suite R12 for sports channel ESPN. strengthened its managed Internet hosting business. “The “Earlier, the channel was using 11.5.9 base release with backend company’s intention is to move steadily ahead and tie in the 9.2.0.6 database on Solaris 10. The Oracle Metalink support did information security framework into COBIT/ITIL frameworks of not provide support/fix since the backend database version was best practices. We intend to streamline and strengthen the areas de-supported,” said Ratra. “We upgraded the entire e-business of service delivery and SLA,” Dalal said. suite and database to 11g. We managed the project end-to-end.” Softcell intends to continue its focus on the manufacturing, For a leading glass manufacturer Path implemented Oracle BFSI, IT/ITeS and services verticals in FY2011-12. Targeting a e-Business Suite R12, consulted with the company for integrating revenue of `180 crore, the company plans to enhance its credit and consolidating its various processes, and created customized bureau connectivity applications which enable banks and report templates for them. financial institutions to get the credit rating of any individual or It also helped a BPO to implement a forex management firm. Dalal explained: “Customers can use these applications to application. Path automated the computation of the financial submit a query to all the three credit bureaus simultaneously.” statements at budgeted and actual forex rates, thereby increasing The solution is expected to add 3-5 percent to the company’s data accuracy and process scalability. revenue. Softcell expects to generate 5 percent of its revenue Internally, in the last fiscal, Path deployed ERP and also from its reselling partnership with Apple Computer. n implemented an HRMS for better employee management. n Performance highlights

company snapshot

Performance highlights

company snapshot

H Focused more on direct projects rather

Company: Path Infotech

H Implemented Quest MessageStats

Company: Softcell Technologies

than Oracle-led deployments

H Deployed Oracle e-Business Suite R12

for sports channel ESPN

H Implemented Oracle e-Business Suite

R12 for a leading glass manufacturer

H Helped a BPO to automate its forex

management application and added a BI and analytics layer

H Deployed ERP internally and also

implemented an HRMS for better employee management

Computer Reseller News

CEO: Pankaj Ratra Year of inception: 1991 Number of branches: 3 Turnover FY2010-11: `84 crore Turnover FY2009-10: `74.61 crore Employees: 400 Certified employees: 100 Principals: Oracle, Microsoft, Google, Quest, QlikTech

15/09/2011 www.crn.in

and Quest Reporter software at Essar Group, Mumbai

H For managing software and hardware

inventory, implemented the Landesk enterprise asset management solution for Tech Mahindra in Mumbai

H Implemented the Symantec Foundation

solution for Weblogic, Oracle RAC and database replication at Deutsche Bank, Mumbai

H Obtained the ISO 27001 certification

MD: Sunil Dalal Year of inception: 1989 No. of branches: 6 Turnover FY2010-11: `143 crore Turnover FY2009-10: `110 crore Employees: 390 Certified employees: 70 Principals: HP, Cisco, IBM, Lenovo, EMC, PTC, Symantec, McAfee, Dell, Apple

Solutions provider h software N W

Veeras Infotek

Jitendra Ghughal, National Channel Manager, Fortinet, presenting the award to Sudarsan Ranganathan, CEO, Veeras Infotek

eeras Infotek grew 39 percent to record a topline of `69.33 crore in FY2010-11 compared to `49.92 crore in FY2009-10. Revenue contribution from software solutions and services accounted for nearly 40 percent of the topline while security solutions and services constituted 22 percent and storage management solutions contributed another 22 percent. Sudarsan Ranganathan, CEO, Veeras, detailed their key growth drivers. “Over the past two years we realigned our software business into the following vertical teams—operating systems and client software, mail and messaging systems, collaboration software, identity access management and data

management tools. This rationalization of operations helped us focus on new and emerging opportunities.” Last year the company—one of the leading Microsoft partners—added VMware to its portfolio as well as data management tools like de-dupe, and storage backup and management from EMC and Symantec. “We concentrated on deals purely for providing virtualization software without the element of hardware. We executed a total of 57 such projects in the last fiscal ranging from `10 lakh to `1 crore in value. In addition, we also did some large storage virtualization projects with de-dupe and backup solutions,” informed Ranganathan. For Sankara Nethralaya, in a project valued at `90 lakh, Veeras put all the servers of the healthcare provider on the VMware platform. Veeras also implemented Active Directory services, Exchange, UCS and SharePoint for 350 users at Napier, another healthcare company in Hyderabad, for `2.5 crore. On the security licensing and solutions front the company signed on 100 new customers. One of its largest end-point licensing projects was for an IT MNC for 75,000 nodes. In H1FY2010-2011 Veeras introduced its own brand of managed services called Veeras Information Systems Management with stringent and measurable SLAs. “Using a third-party

Performance highlights H Virtualized servers for Sankara Nethralaya on VMware H Implemented Active Directory services, Exchange,

UCS and SharePoint for 350 users at Napier

H Introduced its own brand of managed services called

Veeras Information Systems Management with stringent and measurable SLAs

H Acquired 57 customers in virtualization

company snapshot Company: Veeras Infotek CEO: Sudarsan Ranganathan Year of inception: 1992 Number of branches: 3 Turnover for FY2010-11: `69.33 crore Turnover for FY2009-10: `49.92 crore Number of employees: 129 Number of certified employees: 59 Principals: Microsoft, Oracle, Adobe, VMware

automated managed services platform, we have built our own customized service offerings. Since its launch we have signed up a total of 1,700 nodes and plan to have 5,700 nodes by the end of this year,” informed Ranganathan. Veeras won the Citrix Best Partner South 2011, NetApp Best Partner South 2010 and VMware Best National Solution Partner awards. The fiscal also saw Veeras deploying inhouse Microsoft CRM Online which helped in its goal of improving sales, support and deep selling. n

Solutions provider h security N W

Associated Business Computers

Sanjay Sehgal (L), VP, Cyberoam, presenting the award to Sujeet Narula, CEO, Associated Business Computers

N W

MIEL e-Security

Amit Vyas, Head, Sales, MIEL e-Security, receiving the award from the Cyberoam team

elhi-based Associated Business Computers (ABC) recorded IEL e-Security grew 22 percent in FY2010-11 recording a year-on-year growth of 12.5 percent with a turnover of `45 a topline of `61 crore against `50.10 crore in FY2009-10. crore in FY2010-11 against `40 crore in FY2009-10. Enterprise Enterprise security solutions contributed 38 percent of the security contributed 38 percent to the company’s overall revenue. revenue, closely followed by storage at 36 percent and services Explaining the key growth factors, Sujeet Narula, CEO, at 21 percent. ABC, said, “We enhanced our offerings which provided more Regarding their key growth factors, MN Kutty Nair, CMD, opportunities within existing customers and bigger projects from MIEL, said, “We improved our topline and bottomline perfornew customers. Also, we bagged some good projects that boosted mance because we focused on more complex solution design the topline.” and implementation projects, and leveraged our expertise from One of the projects, worth `80 lakh, was for designing different lines of business within the organization. The moveand implementing the security infrastructure for a DRDO lab. ment of several lines of support from onsite to the MIEL Security The project involved perimeter security, firewalls, antivirus, Operations Center was another factor. The launch of MEDS, our bandwidth management and data loss prevention for 400 nodes. own white-label managed end-point security and compliance As a result of its success, the company is currently doing similar services, was another major initiative. Our training arm also did projects at two more DRDO labs. well by launching several new courses with international affiliaFor the Mayar Group, which runs spas and wellness centers tions and also launching a new academy in Pune.” across many 5-star hotels, ABC deployed a comprehensive Some of the large and complex projects implemented by security solution across 300 nodes. Deployed across MIEL included a desktop virtualization project worth five sites, the project fetched ABC `30 lakh. The com`2.5 crore for a leading legal process outsourcing pany bagged a data security project worth `22 lakh company. Another project was for a multinational for a SAP application at JMitra, a Delhi-based pharma company that was facing challenges to protect its company. “Since the company is R&D-oriented, data decentralized and distributed networks coupled with security is of paramount importance. They wanted to an increasing mobile workforce. At a project value of Associated Business Computers secure their SAP application at the server and access `2.35 crore, MIEL deployed Websense Security Suite, MIEL e-Security level. They could not afford to allow employees to DLP and Seclore IRM. send confidential SAP data as an attachment over MIEL also virtualized and secured an inter-airline Kinfotech email or copy it on external storage devices,” said billing system for a large travel company. Valued at Narula. ABC secured not only the email system but `1 crore, the project involved storage from NetApp, a also the chats on instant messengers. virtualization platform from VMware, Radware’s load ABC also won a `25 lakh storage and data security balancer, and Web backup from Symantec. project for a distance-learning institute. “The project was for In the last fiscal the company deployed a CRM solution 1,100 users in a government education institute. It was for inhouse in order to streamline support functions. It also consolidation of data and internal storage, and for providing data implemented the Information Security Management System and access security,” said Narula. based on ISO 27001:2005. In the current fiscal ABC expects to achieve a turnover The company aims to achieve a turnover of `90 crore in of `55 crore. The company recently tied up with Ctrl S to the current fiscal. Besides MEDS, the company has rolled out provide infrastructure-as-a-service solutions. In addition, new remote security services based on its own Helios platform. it forayed into data center solutions by signing up with HP MIEL sees significant growth from the expansion of its training ESSN. According to Narula, “We are currently offering vanilla business; it will introduce more courses and add more training cloud services to customers who want to store data on the centers in the current fiscal. “For the products business we want Ctrl S cloud. We are also planning to get into CRM, document to expand to more regions within India, and for the services management and cloud security solutions.” In terms of and education businesses expand to more global locations. The geographic reach, the company is planning to expand its Middle East and APAC are on the immediate horizon, while the presence to south and west India. n US and Europe would follow,” said Nair. n Performance highlights

company snapshot

Performance highlights

company snapshot

H Bagged a project worth `80 lakh

Company: Associated Business

H Launched MEDS, its own white-label

Company: MIEL e-Security

for designing and implementing the security infrastructure for a DRDO lab

H For the Mayar Group deployed a

comprehensive security solution across 300 nodes

H Executed a project worth `22 lakh for

securing the SAP application at JMitra, a pharma company in Delhi

H Undertook a `25 lakh storage and data

security project for a distance-learning government institute

Computer Reseller News

Computers CEO: Sujeet Narula Year of inception: 1986 No. of branches: 3 Turnover FY2010-11: `45 crore Turnover FY2009-10: `40 crore Employees: 100 Certified employees: 62 Principals: Gajshield, McAfee, HP

15/09/2011 www.crn.in

managed end-point security and compliance services

H Implemented a desktop virtualization

project worth `2.5 crore for a legal process outsourcing company

H Handled a project worth `2.35 crore

that involved Web security, IRM and network security for an MNC

H Virtualized and secured an inter-airline

billing system for a travel company in a deal valued at `1 crore

CMD: MN Kutty Nair Year of inception: 1999 No. of branches: 3 Turnover FY2010-11: `61.12 crore Turnover FY2009-10: `50.10 crore Employees: 197 Certified employees: 173 Principals: EMC, NetApp, Tandberg, IBM, Symantec, McAfee, Websense

Platinum

September 28 – 30, 2011 // Bombay Exhibition Center, Mumbai

Solutions provider h security CIO CI O Se Sess ssio ions ns N W

Kinfotech

See the Future of IT T Enterprise Security

Silver

29 SEPTEMBER | 10:00 am – 6:00 pm 30 SEPTEMBER | 10:00 am – 4:00 pm

Prabhakar Kini, CEO, Kinfotech, receiving the award from the Cyberoam team Delegate Kit Bag Sponsor

Performance highlights Silver

company snapshot

H Secured more than 300 end-points at

Company: Kinfotech

Aditya Birla Minacs with Web and mail security solutions

H Deployed DLP solutions from

Websense at Symphony Services Bronze

H Secured more than 500 nodes in the

data center at IIM Bangalore

H Migrated Mindtree to a Security as a

Service platform

H Signed with cloud security vendor

Zscaler

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CEO: Prabhakar Kini Year of inception: 1990

EXHIBITION HOURS 28 SEPTEMBER | 10:00 am – 6:00 pm

No. of branches: Nil Turnover FY2010-11: `43.81 crore Turnover FY2009-10: `39.50 crore Employees: 49 Certified employees: 40 Principals: Symantec, McAfee, Fortinet,

29 SEPTEMBER | 10:00 am – 6:00 pm 30 SEPTEMBER | 10:00 am – 4:00 pm

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infotech, which got acquired by the Acropetal Group in late 2010, recorded a year-on-year growth of 11 percent with a turnover of `43.81 crore in FY2010-11 over `39.50 crore in FY2009-10. Enterprise security contributed 65 percent to the company’s overall revenue. About the key growth drivers for the company, Prabhakar Platinum Kini, CEO, Kinfotech, said, “We focused on deep selling to 25 high-touch customers who had a billing of more than `50 lakh per annum. We aligned our pre-sales, sales and post-sales processes accordingly. As a result, our deal size in each of these customer accounts increased by almost 30 percent.” The company also carved Gold out a 5-member separate team to focus on the SMB segment, and this helped in bagging several new customers with average project size of `30 lakh-50 lakh. Kinfotech secured more than 300 end-points at Aditya Birla Minacs, with Web and mail security solutions from McAfee, for `70 lakh. It deployed DLP solutions from Websense at Symphony Silver Services, and also provided certified facility managers (for network security) for a project valued at `30 lakh. It leveraged on its relationship with Fortinet and bagged a project to secure more than 500 nodes at IIM Bangalore. Kinfotech also bagged a managed services project to manage Bronze Mindtree’s Web security. “We advised the customer to opt for a security as a service (SaaS) solution. We provided consultancy, deployment and migration to the SaaS platform; the project was valued at `35 lakh,” Kini informed. Kinfotech is expecting to double its revenue in the current fiscal. Key growth areas identified include managed security services and cloud services. “We haveDelegate created team of three Lanyard Sponsor KitaBag Sponsor Badge Insert senior people for managed security services. We have signed with cloud security vendor Zscaler. Last year SaaS contributed `2 crore to our topline, and this year we will double it.” A winner of the Microsoft Best Regional Partner Award, Kinfotech is working to tap SMB customers for cloud services. “We have created a 6-member team to drive only Microsoft cloud Platinum applications, and we are confident of this business contributing 20 percent to our overall revenue,” Kini said. Meanwhile, the company is leveraging on partnerships with Mindriver (an Acropetal Group company) to explore opportunities in the services segment. Kini explained: Gold “Mindriver has 400 facility managers across customer sites providing on-premise network security. We have started making joint pitches and are winning bids against some large tier-1 SIs.” n

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September 28 – 30, 2011 // Bombay Exhibition Center, Mumbai

Managed Services Provider CIO CI O Se Sess ssio ions ns Gold

ityy Mobi Mo billit bi Clouud Co Cl Comp mp put u in ing g

H Large

allied digital services

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Enterprise Security

Silver

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29 SEPTEMBER | 10:00 am – 6:00 pm 30 SEPTEMBER | 10:00 am – 4:00 pm

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win an iPad* *T&C Apply Please bring this passAllied along with you for umbai-based Digital Services won the Managed fastService track entryProvider to the exhibition REGISTER (Large) for the third consecutive year.TODAY The !

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Platinum

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For details, please visit company clocked a turnover of `745 crore in FY2010-11, growing You can also secure your expo pass www.interop.in at 10 percent over the `697.9 crore clocked in FY2009-10. by pre-registering on www.interop.in Revenue from managed services for FY2010-11 stood at `422 crore from `392 crore generated in the previous fiscal. Systems September 28 – 30, 2011 // integration contributed the remaining revenue. Bombay Center, Highlighting the key performance factors forExhibition the growth of Mumbai its managed services business, Nitin Shah, CMD, Allied Digital Services said, “Rather than growing the topline and adding CIO CI O Se Sess ssio ns more customers we decided toions consolidate our customerMo base ityy Mobi billit bi and offer them more managed services,Cl and on up, ing in g Clou oudalso, Comp Co mp put u signing complete IT outsourcing with key customers. We also focused on improving the efficiency of our service delivery processes and worked toward moving several customers from onsite to remote support. In addition we formed two new strategic partnerships to Your Enterprise Secu rity arena,” Shah explained. enhance our offerings in the global FREE EXPO Social Med edia i investment In September 2010, Intel Capital announced an of !! PASS `32 crore in Allied Digital. As per the agreement, Allied, through its US subsidiary, will integrate Intel’s vPro processor technology with its remote infrastructure management offerings. In February EXHIBITION HOURS 2011 the company inked a JV with e-Cop, a Singapore-based global provider of managed security | 10:00 am 28 SEPTEMBER – 6:00services. pm “Under the JV with e-Cop we will set up six Security 29 SEPTEMBER 10:00 in amUS, – 6:00 pm Operations Centers |(SOCs) India, Singapore, Malaysia, China and Thailand. Both these strategic 30 SEPTEMBER | 10:00 am – 4:00 pmpartnerships will kick Attend INTEROP and in only in the current fiscal and help us strengthen our managed get a chance to services portfolio,” said Shah. win an iPad* Allied added nearly 15 new customers and 25,000 devices *T&C Apply Please bring this pass along with you for to fast its AMS business during the fiscal, taking the count of its track entry to the exhibition REGISTER TODAY ! total number of devices under management to 2,50,000 endFor details, please visit points andalso 6,000 servers. company multi-year You can secure yourThe expo pass entered into awww.interop.in IT by outsourcing contract with Raymonds and DSP Blackrock. pre-registering on www.interop.in Digicomp, Allied’s subsidiary which provides RMA and postsales support to IT customers, enhanced its relationship with September 28 – 30, 2011 // Dell to double the number of authorized service centers it runs Bombay Exhibition Center, Mumbai for the PC maker. Allied expects a 30 percent increase in turnover as its strategic partnershipsCI shape up. It is expanding its current NOC CIO O Se Sess ssio ions ns Mobi Mo billit ityy capacity in Mumbai. Plans are on to increase its presence inbi ing in g Clou Cl o u d C Co omp mp p u ut South East Asia and Europe. “In these markets we are looking at acquisitions or strategic partnerships. With a wider managed services offerings we want to increase our realizations from existing customers,” informed Shah. n

See the Future of IT T

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Your E n terprise Secu rity FREE EXPO Performance highlights company snapshot Social Med ediia PASS !! H Received equity investment from Intel Company: Allied Digital Solutions

Silver

Capital of `32 crore

H Inked JV with e-Cop, where the entity

will up six SOCs

CMD: Nitin Shah Year of inception: 1994

No. of branches: 132 EXHIBITION HOURS H Added 15 new customers and Turnover FY2010-11: `745 crore 2,25,000 devices to its |AMS business 28 SEPTEMBER 10:00 am – 6:00 pm

Bronze

Turnover FY2009-10: `697.5 crore

H Entered into a multi-year IT

| 10:00 outsourcing contract with Raymonds 29 SEPTEMBER am – 6:00 pm 3,000 Employees: and DSP Blackrock Certifed | 10:00 SEPTEMBER am – 4:00 pmemployees: 400 H 30 Digicomp, its subsidiary, doubled the

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MUMBAI September 28 – 30 / Bombay Exhibition Center

CIO Sessions

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SEE ALL THE LATEST IT SOLUTIONS FROM 100+ TOP TECHNOLOGY COMPANIES

Wednesday, 28th September, 2011 09:30 am - 10:00 am

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KEY HIGHLIGHTS: P 6 Keynotes

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Wednesday, 28th September, 2011 10:00 am - 10:30 am

JOHN MCCOOL SVP & GM, Data Center, Core Technology Group, CISCO Thursday, 29th September, 2011 09:30 am - 10:00 am

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ANAND SHANKARAN Senior Vice President and Business Head - India, Middle East & Africa business of Wipro. Friday, 30th September, 2011 09:30 am - 10:00 am

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First 100 Business Visitors per day will get Interop Delegate Kit Bag and a CD of Interop Las Vegas 2011 Conference. Next 200 Business Visitors per day will get a CD of Interop Las Vegas 2011 Conference. 5 REASONS TO ATTEND INTEROP 1) Learn about topics that directly align with your IT priorities: Including virtualization, cloud computing, networking and security. 2) Become an IT expert: Return to your organization with knowledge you can implement right away to drive business value. 3) Deals: Avail special group discounts on Conference pass. 4) Exposure: At INTEROP, you get a chance to see close to 100 exhibitors and network with close to 5000 business visitors. 5) Exciting offers: Attend INTEROP and win exciting offers”

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Managed Services Provider H Mid-size

ITSource Technologies

H Emerging

Choice Solutions

B Srinivasan, National Technical Manager, Leviton India, presenting the award to Dwaraknath MJ, Director, Choice Solutions

Dinesh Nair, CEO, ITSource Technologies

umbai-based ITSource Technologies grew its topline by yderabad-based Choice Solutions grew its topline marginally nearly 40 percent, with revenues scaling from `96.84 crore from `87.7 crore in FY2009-10 to `90.3 crore in FY2010-11. in FY2009-10 to `137.84 crore in FY2010-11. The company’s gross profits grew 147 percent from `1.32 crore to The company’s gross profits grew 74 percent from `12.21 `3.27 crore year-on-year. crore to `20.92 crore year-on-year. Managed services contributed Managed services contributed `3 crore to the overall turnover `48 crore to the overall turnover, growing by 25 percent and grew by 71 percent in FY2010-11 compared to `1.75 compared to `37.5 crore in the previous fiscal. Revenue from crore in the previous year, and accounted for 35 percent of the systems integration stood at `38 crore, from solutions at `36 company’s gross profits. Software licensing of Microsoft products crore, and from educational services at `17 crore. contributed 30 percent to the overall revenue, while the rest Highlighting the key growth factors for its managed services came from data center consulting and integration. business, Dinesh Nair, CEO, ITSource Technologies, said, “We Choice had ventured into automated managed services have been a pioneer in this space, and have evangelized the (AMS) only in 2008. “Being a data center player, we had very concept of managed services and remote infrastructure services little play in the compute infrastructure space and hence we had for the past decade. Our customers range from large enterprises zero revenue from AMC. We therefore had to start from scratch. and multi-branch retail chains to small-and-medium companies. In FY2010-11 we augmented our AMS offerings in a major way Last fiscal we added 55 customers to our managed services and added 50 new customers and 6,000 managed nodes, thus clientele, taking the final tally of our customer base to over taking the total managed nodes count to 8,000 and the customer 350. We added close to 15,000 end-points and are base to 86,” said KV Jagannath, Managing Director, today managing more than 50,000 devices across all Choice Solutions. customers.” In FY2010-11 Choice introduced AMS specifically The company has deployed the RIMS platform for SMBs. “We focused on small and mid-size from various vendors and has also developed its retail chains, pharma companies and stock brokers, own tool (called imanage) for IT helpdesk, asset providing them affordable yet customized AMS Allied Digital Services management services and remote management. “We offerings. At the high end we tapped several of our ITSource Technologies presently offer support in more than 200 locations existing data center customers. Choice is probably Choice Solutions across the country. We offer essentially the hybrid the only managed services provider that supports model, wherein it’s a combination of onsite, on-call automated data center management services [ranging] and remote infrastructure management support,” from power and cooling solutions to servers, storage added Nair. and networks, and this became our USP,” said ITSource has a staff strength of 1,800 professionals Jagannath. of which 1,450 work in the services team and around 50 are The company set up a dedicated team of 150 sales and dedicated to remote infrastructure management. technical professionals for its AMS business, and over the last “Some recent large customer acquisitions include Tata two years invested `2 crore for the NOC and AMS platform. Communications and the Network18 Group for managed “We have already identified AMS as the core focus area for services. Last year we signed on Dell and Accenture for the next five years. We have also invested in a strong team of outsourcing services. We also bagged a contract worth `5 crore scriptwriters who are customizing our existing AMS platform to from a retail chain for its outlets’ operations across locations in write templates to manage all kinds of non-compute devices and Maharashtra wherein they are tracking an asset base of 15,000 components,” informed Jagannath. entities,” informed Nair. ITSource intends to raise capital In FY2011-12 Choice plans to introduce managed print from the market and is looking to double its revenue through services, security services and new data center services. Also acquisitions and investments in the managed services space. In on the cards are remote infrastructure management services addition, it wants to add through the year 120 more locations for international customers. “We plan to have close to 30,000 from where it would start offering support. There are also plans managed devices and components by the end of this fiscal, and to launch international operations targeting APAC and Europe. n will also double our AMS team,” said Jagannath. n Performance highlights

company snapshot

Performance highlights

company snapshot

H AMS business grew by 25 percent to

Company: ITSource Technologies

H Managed services grew by 71 percent

Company: Choice Solutions

reach `48.03 crore, and accounts for nearly 35 percent of the revenue

H Added 15,000 end-points to reach an

overall 50,000 end-points, and added 55 customers for managed services to take the customer base to over 350

H Signed Tata Communications and the

Network18 for managed services

H Signed multi-crore deals with

Accenture and Dell for outsourcing services

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CEO: Dinesh Nair Year of inception: 1995 No. of branches: 48 Turnover FY2010-11: `137.84 crore Turnover FY2009-10: `96.84 crore Employees: 1,800 Certified employees: 450 Principals: Wipro, PatchEasy, MSP1, HP, Safend, McAfee

15/09/2011 www.crn.in

and contributed 35 percent to the company’s overall gross profits

H Augmented its AMS business by

creating a 150-member focused team with a special focus on SMB customers

H Added 50 new AMS customers and

6,000 managed nodes

H Invested in a strong team of

scriptwriters for customizing its existing AMS platform

CEO & MD: KV Jagannath Year of inception: 1991 No. of branches: 11 Turnover FY2010-11: `90.3 crore Turnover FY2009-10: `87.7 crore Employees: 550 Certified employees: 40 Principals: APC, Kaseya, Microsoft

System Builder N W

Cloud Services Provider

Vardhaman Technology

Tushar Sighat, CEO, D-Link India, presenting the award to Nikhit Rambhia, Director, Vardhaman Technology

N W

Albion InfoTel

Naveen Kejriwal, Country Sales Manager, IWS, IPG, HP India, presenting the award to Sanjeev Gupta, MD, Albion Infotel

umbai-based Vardhaman Technology recorded a year-onelhi-based Albion InfoTel witnessed a whopping 93 year growth rate of 33 percent with a turnover of `24.15 percent growth with its revenue increasing from `18 crore crore for FY2010-11 against `18.13 crore in FY2009-10. in FY2009-10 to `34.76 crore in FY2010-11. Cloud services “We witnessed 300 percent growth in our small form factor contributed 15 percent to the company’s revenue. While systems (SFF) PCs sold under the Panache brand. This was aided by our integration, systems building, corporate reselling and solutions decision to sell Panache-branded SFF PCs through the channel contributed 75 percent to the revenue, the balance 10 percent in Q4FY2010-11. Our thin client business grew by 80 percent, was contributed by BPO operations. our Point of Sale (PoS) portfolio grew by 50 percent, and the “Besides systems integration that added to our topline, digital signage business grew by 40 percent, thus helping contributing `26 crore to our revenue, the additional growth us achieve strong growth,” said Nikhit Rambhia, Director, came from our increased focus on cloud services and BPO Vardhaman. “What also helped us was that we were the first in operations in 2010,” said Sanjeev Gupta, MD, Albion InfoTel. the country to launch SFF PCs with second-generation Core-i The company started its cloud services in 2008 and recorded processors. We built the Core i3 PC within a casing volume of 108 percent revenue growth from `2.5 crore in FY2009-10 to `5.2 less than four liters.” crore in FY2010-11. “We offer Albion-branded white-label serThe company bagged some large projects across its entire vices on a pay-per-use basis. In the SaaS portfolio, we offer CRM, portfolio. It supplied 1,200 thin clients to the Delhi-based email, e-fax, HRMS and document management services. Under Global Talent Track (GTT). It also helped GTT shift its existing IaaS, we offer solutions like hosted contact center, application infrastructure to open source Suse with LDAP support. hosting, co-location, managed hosting, virtual private In addition, Vardhaman won an order to supply server and so on,” said Gupta. Being a new and small 750 SFF PCs to Educomp. It deployed its PoS cloud participant, the company offers greater flexibilsolutions across all retail stores of leading jeweler ity and better ROI than larger, established players. TBZ. The project included providing thin client With its servers and applications hosted on the solutions across all 10 branches of TBZ. tier-IV data center operated by Ctrl S in Hyderabad, Albion Infotel For digital signage, Vardhaman bagged several Albion caters to about 200 small, mid-market and deals from retailers and banks. “We sold 2,100 units individual customers in the US and UK, and about 120 Vardhaman Technology of digital signage in the last fiscal. We prototyped customers in India. The company is also starting its a solution to create bus-stop kiosks that provide cloud services in Australia in October 2011. commuters with information about bus arrivals, route “In the overseas market we operate through a maps, neighborhood cafés and bookshops. By the end US subsidiary, Albion Global Inc, and through 10of the fiscal we were given the approval to deploy this odd independent consultants, while we have two solution in a phased manner in Mumbai,” Rambhia said. associates in the UK. We also plan to have some independent ISO 9001 certified, Vardhaman achieved the NSIC-Crisil consultants in Australia,” said Gupta. SE1B rating last year. “This has increased our credibility among On the solutions front, Albion completed a data center customers and bankers. Our interest cost has come down, and project, worth `6.7 crore, at 48 locations across the country for getting credit from large banks has become easier,” Rambhia All India Radio. It also executed another data center project, stated. The company also deployed a cloud-based ERP and CRM valued at `2.4 crore, for Spice Communications in Bengaluru. system in order to streamline its operational processes. Through its BPO division, Albion completed a `12 crore BPO In H1FY2011-12 Vardhaman launched its own brand of insurance project for Tele-Prospect UK. tablets called Slate, and is now in the process of firming up With `10 crore expected from cloud services, Albion aims to a retail strategy. It is also testing an SFF PC based on Core i7. achieve total revenue of `50 crore in 2011. Plans are also afoot to “Apart from product innovations, we plan to take some products introduce industry-specific applications. to emerging markets in South America. We also intend to set The company plans to increase its employee strength to about up an online store for consumers to reach a wider audience,” 400 and is also undergoing ISO 27001 certification. It plans to Rambhia informed. n open branches in Mumbai, Bengaluru and Hyderabad in 2011. n Performance highlights

company snapshot

Performance highlights

company snapshot

H Deployed 1,200 thin clients at GTT and

Company: Vardhaman Technology

H Garnered `5.2 crore from cloud

Company: Albion InfoTel

helped it migrate to open source

H Supplied 750 SFF PCs to Educomp H Deployed PoS solutions across all

retail stores of TBZ, and provided thin client solutions across all the jeweler’s branches

H Sold close to 2,100 units of digital

signage

H Achieved NSIC-Crisil SE1B credit

rating which helped reduce its interest cost by 1 percent

CEO: Amit Rambhia Year of inception: 2000 No. of branches: 3 Turnover FY2010-11: `24.15 crore Turnover FY2009-10: `18.13 crore Employees: 25 Certified employees: 8 Principals: Intel, Suse, Microsoft, Benq, Logitech, Vivitek

services business with its own whitelabel offerings such as CRM, email, HRMS and DMS

H Signed 200 customers in the US and

UK, and 120 customers in India for its various cloud offerings

H Completed a data center augmentation

project, valued at `2.4 crore, for Spice Communications in Bengaluru

H Plans to start selling cloud services in

Australia

MD: Sanjeev Gupta Year of inception: 2000 No. of branches: 2 Turnover FY2010-11: `34.76 crore Turnover FY2009-10: `18 crore Employees: 150 Certified employees: 70 Principals: HP, IBM, Cisco, Microsoft

Computer Reseller News

15/09/2011

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shadow ram Elcot tender on hold

he IT channel in Tamil Nadu can breathe a sigh of relief—at least for now. The tender floated by the Electronic Corporation of Tamil Nadu (Elcot) to procure 9.12 lakh notebooks for distribution among students for free is in limbo. While 20 vendors have already qualified for the basic technical criteria, Elcot is still negotiating to arrive at the best price. While Elcot was expecting an average price of Rs 10,000 per notebook, the lowest price bid received is Rs 13,500. As a result, Elcot has extended the deadline for tendering and issued six corrigenda in the hope that some PC OEMs will bid at Rs 10,000. But that hasn’t happened, and Elcot is now contemplating a reverse auction. However, most PC OEMs are averse to participating in the tender at anything below Rs 13,500 as that would mean selling much below cost. For the moment, Elcot has purchased 5,000 notebooks from HP and Acer at the bid price of Rs 13,500. The reason? TN chief minister J Jayalalitha wants to launch the scheme on September 15, the birth anniversary of CN Annadurai. n

GET

Personal

“I would implement the Jan Lokpal Bill” Subhashini Prabhakar, Chief Technology Manager, Dax Networks, joined the company as a service engineer immediately after graduation. She has been working with the company for 17 years, and is presently responsible for marketing, product evaluation, and vendor relationship management Subhashini Prabhakar

If not in the IT industry: I would have become a design architect.

Behind the wheels: Hyundai Accent. Gadgets I can’t live without: BlackBerry. Weekends are for: Pampering myself, watching movies, spending time with my daughter. Favorite holiday destination: Switzerland. Hate the most: Back-stabbers. Favorite movie: Departed, The Reader, Casino Royale and Robot. Favorite stars: Aamir Khan, Leonardo DiCaprio and all-time favorite Rajnikanth. Role model: My father. He played the dual role of being protective, yet encouraged me to move forward and take on challenges. Ultimate ambition: To be an entrepreneur. Wildest thing I have ever done: In my early driving days, I accidentally bumped into someone’s parked car and fled at jet speed. Thing I most want to do in life: Travel all over the world. If I became the PM: I would implement the Jan Lokpal Bill. Celebrity I would like to spend a day with: Kate Winslet. One person I would like to meet and why: NR Narayana Murthy—for his excellent leadership skills, hard work, innovation and success. Deepest and darkest fear: The day when there would be no challenges to motivate me. n — CRN Network

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RNI NO. MAH ENG/1999/635 Postal Reg. No. MH/MR/NORTH EAST/193/2010-2012 Posted at Patrika Channel Sorting Office, Mumbai Due Date 2nd, 3rd & 16th, 17th Of Every Fortnight