Enterprise Channels August 2014

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EDITORIAL

Back to the Customers

S A N J AY M A H A PAT R A S A N J AY @ E N T E R P R I S E C H A N N E L S . C O M

Enterprise IT for last many years has undergone a lot of transformation. Any piece of technology you pick used in the enterprise premise is connected with another technology. Any piece of application you see used by the enterprise is connected to another application. So the entire IT map in the enterprise premise today is connected to each other. It means already there is a lot of complexity in place. So any upgrade or downgrade happens in the technology needs a lot of careful consideration and evaluation before snapping anything or tweaking part.

Today, the enterprise industry is at the situation where the CIOs and CTOs look really tired battling with the situation although it does not look affecting the business outcome so much but if they could fix the technology problem without any difficulty, it would really enhance the productivity hence will have a positive effect on the business outcome.

It is the principals along with their consulting partners to do the difference. They should start relooking at their partner strategy keeping customers at the centre the stage.

Although all their programmes are directed towards the benefit of the customers but now they should keep a yardstick of customer satisfaction and customer problem resolution in order to allow the partners scale up the tiers because so far revenue, training and manpower commitment have allowed the partners to climb up the programme. Somewhere the customers’ interest has been undermined, which is actually a big thing. Customers’ dissatisfaction is something which leads to the gradual deterioration of the vendors’ reputation, which the vendors come to know after the things become worse.

Mobility, social media and BI applications are something which was not giving much tangible business benefits earlier but today they are. Therefore mobility and social media remains are at the forefront of the customers’ priority while allocating budget. The partners are seen not being so proactive in their approach in suggesting the benefits of these two solutions to the customers; reason being the customers do not speak out from their side. It is correct that customer detects their requirement but if something that can enhance the productivity of the customers the partners should not hesitate to suggest bring that to the table. However before entering into any conversation of that sort the partners should acquire requisite certificate and acquire requisite IP so that they can create a dashboard of benefits. My point here is that the business is not so easy these days and one has to create difference in the offerings to bring better business opportunity. ë

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CONTENTS VOLUME 02 ISSUE 07 AUGUST 2014 W W W. E N T E R P R I S E C H A N N E L S . C O M

2014

COVER STORY

CLOUD, BIG DATA TRANSFORMING STORAGE MARKET Cloud, Big Data and BYOD are bringing in new set of challenges for enterprises but at the same time also creating opportunities for partners to deliver value added storage solutions. /20

SECURITY CORNER /17

India haunted by targeted Cyber Attacks EUGENE KASPERSKY, CHAIRMAN AND CEO KASPERSKY LAB

SECURITY CORNER /18

Making the Programme More Inclusive

INNOVATION /30

HGST ENTERPRISE SAS SSD STORAGE

HGST’s nextgeneration of Ultrastar 12Gb/s SAS solid-state drives (SSDs) with capacities up to 1.6TB.

FEATURE Rise up to a solution provider with MPS /14 In order to move away from just box selling, managed print services can help partners innovate and create new revenue streams for their business

AMITABH JACOB DIRECTOR, CHANNELS, INDIA, SYMANTEC

GUEST TALK /13

The Latest Phase in the Evolution of LAN Cabling KOBI HAGAI THE AUTHOR IS THE PRODUCT MANAGER OF RIT TECHNOLOGIES

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EDITORIAL:::::::::::::::::::::::::::::::::::::::::::::::::::: 03 CHANNELSTREET:::::::::::::::::::::::::::::::::::::: 05 PARTNER CORNER :::::::::::::::::::::::::::::::::: 24 CASE STUDY; SONICWALL : :::::::::::::::

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ADOBE CC TO BOOST MPS LIMITED’S BUSINESS

MPS Limited, a global leader in high-quality publishing solutions, has subscribed to Adobe Creative Cloud and Adobe Acrobat to enhance their capabilities in digital publishing, interactive learning and multimedia, and creative design.

This Enterprise Term Licensing Agreement will provide all MPS offices and departments in India with expanded access to the software announced the press release.

As a leading publishing company that covers every stage of the author-to-reader publishing process, MPS has implemented Adobe’s latest Acrobat solutions and products like Adobe InDesign CC to enrich existing workflows, increase productivity and leverage multi-screen platforms.

SILVER PEAK’S UNITY WAN FABRIC TO ACCELERATE EVERY SAAS APP Silver Peak has released a comprehensive solution for optimizing software-as-a-service (SaaS) applications. Unity, the new wide-areanetwork (WAN) fabric from Silver Peak, enables IT to control cloud connectivity across the enterprise and accelerate applications on any network.

Unlike traditional WAN optimization, Unity finds the best route to applications in the public cloud as well as on private networks announced the press release. It does this using sophisticated new cloud intelligence and WAN routing technology.

ANMOL NAUTIYAL, DIRECTOR, IBM SOCIAL BUSINESS AND IBM SMARTER WORKFORCE

IBM Delivers New Cloudbased Offerings IBM has introduced new cloud-based solutions and a Talent and Change consulting practice to enable organizations to use analytics and workforce science to identify top talent, deepen employee engagement and manage transformational change to provide differentiated client experiences.

The new offerings are delivered through IBM’s Smarter Workforce initiative and draw upon the company’s 25 years of workforce science expertise, a discipline that helps clients apply proven behavioral science, statistical analysis and psychological principles to improve employee engagement and organizational performance. In tandem with the new Talent and Change practice, which is backed by 1,600 change management experts, the offerings are also supported by more than 100 behavioral scientists dedicated to helping clients use social, analytics and digital experience technologies to identify top performers, evaluate workforce readiness, and guard against future talent attrition.

IBM’s new dedicated Talent and Change consult-

ing practice helps clients prepare for the transformational change required to build a smarter, more connected workforce.

It addresses four key areas – Organizational Change, Talent Analytics, Employee Experience and HR Cloud – with an overall focus on helping clients use cloud to deploy, manage and access their HR solutions and assets to drive business results.

“People being the most important differentiator, successful Indian companies are beginning to realize the potential of workforce engagement. They are looking for solutions and new ways to attract and retain top talent, adding more precision to role and team design while driving the right organizational culture and adapt to new business opportunities.

We have introduced new cloud-based offerings and a Talent and Change consulting practice with data-driven approach, designed to complement the expertise of business leaders and HR professionals,” said Anmol Nautiyal, Director, IBM Social Business and IBM Smarter Workforce.

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Novell Brings New Mobile Product Novell announced strategic updates to its mobile portfolio giving employees working from mobile devices the freedom and access to be fully productive, while providing IT the luxury of leveraging the organization’s current infrastructure. This allows IT to take full advantage of existing investments and eliminates the need to duplicate work.

Printing is a critical, yet ignored, necessity for the mobile worker. Novell iPrint 1.1 directly addresses this need as an enterprise-level print solution that simplifies mobile printing from the employee’s perspective while leveraging existing security and data governance measures so the IT department can protect its organization. As BYOD trends continue to rise and employees

work more on the go, Novell remains steadfast in improving and securing the essential printing function, regardless of where or from what device employees need to print.

“When we were looking at moving our student labs to Windows 8.1 over the summer, our old printing infrastructure was not going to hold up,” said Robert Martens, System Administrator at Martin Luther College. “We looked at alternatives and decided to move to Novell’s newest iPrint appliance because of how quickly we could get set up, its integration with existing technology for our student print billing and the features it will provide for us as we move faculty and staff to a mobile workflow.”

SYNOPSYS SHIPPED IN MORE THAN100 MLN SOCS Synopsys’ DesignWare®USB 3.0 Controller and PHYIP has shipped in more than 100 million production system-on-chips (SoCs) used in mobile computing, digital home and cloud computing applications such as smartphones, tablets, set-top boxes, digital TVs, gaming systems and servers.

More than sixty companies have successfully integrated silicon-proven DesignWare USB 3.0 IP into their products’SoCs, including SoCs in the MicrosoftXBOX One. This broad usage demonstrates the quality of the IP and howSynopsys enables rapid adoption of the standard. To help ensure interoperability and lower designers’ integration risk,the DesignWare USB 3.0 solution has been certified by the USB-IF through USB compliance testing inplugfests andby third-party labs.

BICICI SECURITIES ADVISES ZENSAR ON ITS ACQUISITION OF PROFESSIONAL ACCESS ICICI Securities have advised Zensar Technologies to acquire Professional Access, one of the leading Oracle ATG e-Commerce consulting and solutions provider in North America.

Zensar Technologies announced that the two companies have entered into a definitive agreement for Zensar to acquire Professional Access. Zensar has acquired 100% stake in the US entity and also acquired all assets from its Indian entity therefore taking control of the entire business of Professional Access. Through this acquisition Zensar has considerably strengthened its existing Oracle consulting capabilities. Professional Access’ presence in key markets and credible clientele will help Zensar in winning larger transformational deals and further its mission to consolidate its dominant position in the critical and fast growing e-Commerce space.

TE CONNECTIVITY TO ACQUIRE CHINA COMPANY TE Connectivity has signed a definitive agreement to acquire the business of Xiamen Delixing Electric Equipment Co., Ltd. (“Delixing”) and Xiamen SIBAS Connectors Co., Ltd. (“Sibas”).

Delixing/Sibas is a privately owned manufacturer of heavy duty connectors used in machinery equipment, factory automation, power management and railway applications.

Delixing/Sibas, which generated revenues in 2013 of $10 million, was established in 1998 and is located in Xiamen City in South Fujian, China.

Their heavy duty connectors expand TE’s range of solutions for harsh environment applications. When the transaction is completed – which is expected in fiscal year 2015 – the business will report in to TE’s Industrial Solutions segment.

“The acquisition of Delixing/Sibas positions TE to capitalize on revenue growth opportunities by increasing our market presence in China and by strengthening our position in harsh environment connectivity solutions,” said Thomas Schmidt, senior vice president and general manager, TE Industrial Equipment business unit. “Combining the capabilities and geographical reach of both TE and Delixing/Sibas will enable the company to offer its customers some of the most comprehensive products, technology and services within the industry.”

HGST, NEC DELIVER PERFORMANCE DRIVEN REFERENCE ARCHITECTURE Enterprise storage leader HGST, a Western Digital company, and NEC, have announced a PCIe SSD Appliance for Microsoft SQL Server – a performance-driven reference architecture built on NEC Express 5800 scalable enterprise server series and high-performance HGST FlashMAX II PCIe server-mounted flash storage.

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This appliance not only demonstrates a tremendous boost in performance, but also reduces total cost of ownership (TCO) by significantly cutting rack space and power requirements when compared to previous generation solutions.

The PCIe SSD appliance delivers more than twice the

compute power of the previous generation 4CPU platform in a single 4U server, reducing rack space requirements by 69 percent and power consumption by 27 percent. The inclusion of HGST’s FlashMAX II devices injects up to 8.8TB of high-performance flash per server, for a near doubling of logical scan rates to 8.2GBps

that tackles even the largest SQL workloads. With features once only found on mainframe or UNIX servers, this new appliance delivers significant and predicable performance, as well as scalability, to keep pace with the changing demands of today’s enterprise data center operations.

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IN PUBLIC

“SUSE Cloud makes it easy and cost effective to implement a highly available, mixed-hypervisor private cloud infrastructure.

MICHAEL MILLER, VICE PRESIDENT, GLOBAL ALLIANCES AND MARKETING, SUSE

SAP Enabled BMC Bhopal Municipal Corporation (BMC), with a vision to improve quality of life through better administration and citizen services, has implemented solutions from SAP to automate and centralize public service offerings. Available in Hindi, the solutions will help BMC manage and streamline day-to-day functions, including issuing marriage certificates, birth and death registrations, city infrastructure development and open space management, including roads, parking, traffic signals, community halls and schools.

The solutions will also streamline permits, health services, water supply, lake conservation and tax collection, among other services. Bhopal’s

project is a milestone for the SAP Urban Matters program, premised on the idea that improving liveability, simplifying government and nurturing local economies are key foundations for a city’s long-term success. The announcement was made at the SAP Forum Delhi, being held on August 13 in Delhi, India.

In a first for SAP in the wider Asia-Pacific region, BMC plans to deliver citizen services through project “CityApp.” Project “CityApp” aims to develop an SAP mobile app that will provide an easy access point for city services and will help citizens navigate through city services, stay informed and engage with their neighbours.

WEB CLIPS INFOR ENHANCES LEADING HCM APPLICATIONS Infor has updated Infor HR Knowledgebase and Infor HR Case Management, two leading applications that are part of the Infor Enwisen HR Service Delivery suite of cloud solutions.

Specifically designed to support shared services organizations with advanced human capital management (HCM) capabilities, Infor Enwisen HR Service Delivery delivers tools so HR personnel can focus on strategic issues while empowering employees to take control of routine transactions in a self-service environment. Both Infor HR Case Management and Infor HR Knowledgebase are designed to support best-practice, global, multitiered HR service delivery.

SYMANTEC’S Q1 FISCAL YEAR 2015 RESULTS OUT Symantec has reported the results of its first quarter of fiscal year 2015, ended July 4, 2014.

Michael A. Brown, Symantec interim president

EATON TECHNOLOGY DAY SHOWCASED EATON SOLUTIONS

and chief executive officer, said, “We are making

Eaton hosted a Technology Day in Bangalore for the datacentre, infrastructure, construction, machine building, pharmaceutical and oil and gas industries. The event showcased Eaton’s industry leading offerings that help improve energy efficiency, increase uptime in critical operations and protect people, property and the environment.

This event in Bangalore is part of a global Eaton initiative that leverages these events to reach out to customers, influencers and end-users to enable effective market interactions across major regions and key industry segments.

Said Nitin Chalke, Managing Director – India, Eaton. “Eaton is well positioned and committed to partner with leading players in its focused segments and power their growth with its range of industry leading power management solutions that improve efficiency, streamline operations and decrease energy costs.”

Hosted at Taj Vivanta, the event showcased Eaton’s complete portfolio of offerings from its Electrical, Hydraulics and Filtration businesses which help in addressing rising demands of the datacenter, infrastructure, construction, machine building, pharmaceutical and oil and gas industries.

businesses for margin, improving efficiencies,

steady progress against the five priorities outlined last quarter including: optimizing certain attracting top talent, returning significant cash to shareholders and focusing our investments for growth in our enterprise business. These investments are focused in backup appliances, mobile, advanced threat protection, managed security services and data loss prevention.”

HUAWEI RANKED NO. 1 IN GLOBAL DC POWER SYSTEMS MARKET Frost & Sullivan has found that Huawei holds the number one position in DC power systems sales for 2013 in their latest “Analysis of the Global DC (Direct Current) Power Systems Market” report.

It states that Huawei held a 24.7% share of the market in 2013, attributed to “its robust

POLYCOM TARGETS ENT AND EDU SECTORS WITH NEW VIDEO-ENABLED CARTS Polycom’s RealPresence Utility Cart 500 and the RealPresence EduCart 500 have been released in India, designed specifically for use in the enterprise and education sectors.

These packaged solutions from Polycom are standalone units, which allow users to easily bring High Definition room-based video conferencing and content sharing to a variety of locations beyond a dedicated conference room announced the press release.

The units have been designed to provide an affordable, mobile solution for customers looking to implement video collaboration in any available space of their choice across their business or education environment. In addition, the carts can be customised with peripherals such as HD document cameras or projectors, for use in detailed inspections and presentations.

product line and its successful growth strategy in key geographies”, as well as “higher power to compete on performance due to its solid telecom background.” Furthermore, Huawei’s strengths were noted as having the “highest rectifier efficiency, flexible system, brand equity fostered by inherent presence in telecom.”

With more than 2,000 technical experts engaged in power solution research across nine global R&D centers, and with 520 energy-related patents granted, Huawei Network Energy Product Line currently leads innovation within this industry.

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CMC Receives Accreditation CMC Limited has received a certificate of accreditation for a global partner quality programme by SAP AG. The certificate was awarded by the SAP Partner Service Delivery organisation for CMC’s demonstration of clear quality standards and processes and in recognition of quality, risk and project management framework improvements in alignment with quality principles from SAP. CMC is closely aligned to the key principles of quality that SAP believes to be fundamental to the success of every implementation, designed to deliver high-quality software and support while providing the right processes, tools and services to drive successful projects.

Businesses today are continually chal-

lenged to manage risk in increasingly complex projects. As a certified member of the partner quality programme, CMC will be able to help its SAP customers to avoid escalations, maintain profits, reduce profit dilution and improve successful delivery through the programme lifecycle.

“This accreditation is a credit to our team and our commitment to provide our customers with definite and predictable results in line with business objectives,” said R Ramanan, MD & CEO, CMC Limited. He further added, “This accreditation reaffirms the work we do to enable effective implementation of business processes using SAP solutions and to fulfil requirements to the highest standard.”

HGST, NEC DELIVER PERFORMANCE DRIVEN REFERENCE ARCHITECTURE Enterprise storage leader HGST, a Western Digital company, and NEC, have announced a PCIe SSD Appliance for Microsoft SQL Server – a performance-driven reference architecture built on NEC Express 5800 scalable enterprise server series and high-performance HGST FlashMAX II PCIe servermounted flash storage.

This appliance not only demonstrates a tremendous boost in performance, but also reduces total cost of ownership (TCO) by significantly cutting rack space and power requirements when compared to previous generation solutions.

AKAMAI BAGS FROST & SULLIVAN’S CUSTOMER VALUE LEADERSHIP AWARD Akamai Technologies has been recognized by Frost & Sullivan with its Customer Value Leadership Award for Distributed Denial of Service (DDoS) Mitigation.

According to Frost & Sullivan, “Akamai offers a valuable solution for DDoS mitigation in the form of its Kona Site Defender service. Frost & Sullivan’s independent analysis of the DDoS Mitigation market clearly shows that the Kona solution reduces restrictive requirements that customers face, such as large capital expenses, lack of security expertise, and lack of resources.

Whether as part of a DDoS mitigation strategy or a broader Web security strategy, Akamai services provide a high level of value to its customers.”

CA AND WIPRO PARTNER TO DELIVER TESTING SOLUTIONS CA Technologies and Wipro Ltd. , a leading global Information Technology, Consulting and Business Process Services company, today announced that they have expanded their strategic partnership to jointly deliver next generation DevOps solutions for testing.

The partnership will enable Wipro to leverage the expanded portfolio of CA Technologies, including service virtualization, release automation/ continuous delivery, continuous validation and continuous monitoring solutions to help customers optimize their application development and delivery processes with a DevOps strategy.

“Our customers can benefit greatly from our expanded partnerships with Wipro,” said Shridhar Mittal, general manager, Application Delivery, CA Technologies. “All companies face tremendous pressure to deliver higher quality applications faster at lower cost than ever before, so they look for solutions that can address their challenges - especially testing – which has always been the biggest bottleneck for the systems development lifecycle.

Our solutions can help optimize the entire process by removing the bottlenecks.” Said Kumudha Sridharan, VP & head, Testing Services, Wipro Ltd. “Wipro’s Testing services packaged with CA’s DevOps suite will offer a comprehensive and compelling solution to customers worldwide.”

3RD PLATFORM WILLENSURE THE FUTURE OF BPM In 2013, IDC observed several high-profile management movements among the major middleware vendors as they restructured to be more relevant and alignedthemselves closer to the marketplace. Coupled with uncertainties in the macroeconomic landscape and moderate expansion rates in the two large emerging

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Asian economies, India and China, the business process management (BPM) and middleware market in Asia/Pacific excluding Japan (APEJ) grew by just 2.2% to US$1.4 billion in 2013. However, it is expected to bounce back in 2014 and grow at 6.2% to reach US$1.5 billion.

Growth projections for this market remain positive with a compound

annual growth rate (CAGR) of 7.9% and are expected to hit the US$2 billion mark by 2018.

“2013 was a year of change as the industry transforms and evolves alongside with technology advancements in the 3rd platform — cloud, mobility, Big Data, and social. The middleware layer is ever more so required to be robust, flexible,

and scalable to handle disparate workload demands in terms of velocity, volume, and variety. This ensures the future of middleware technologies: a key enabler to cope with today’s rapidly changing business environment,” says Chris Zhang, Senior Market Analyst, Application Deployment Software Research, IDC Asia/Pacific.

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Oracle Announces ‘Customer 2 Cloud’ Program in India

CISCO EXTENDS STORAGE NETWORKING PORTFOLIO

direct existing Oracle Applications Oracle has launched its Cusinvestments toward Oracle Cloud tomer 2 Cloud Program in solutions in a way that strategically India. This initiative enables makes sense. organizations to confidently Oracle Customer 2 Cloud is embrace the cloud and designed to help organizations use it to support business convert on-premise applications transformation initiatives. to the Oracle Cloud by providing Speed, simplicity and flexible financial models, rapid flexibility are the key benefits startup services and packaged that are attracting customers cloud integrations. to this new initiative. The Niraj Kaushik, Vice President program addresses common NIRAJ KAUSHIK, VICE PRESIDENT (Applications), Oracle India, financial and technical (APPLICATIONS), ORACLE INDIA said, “The Customer 2 Cloud challenges organizations program will essentially remove these barriers face in transitioning from on-premise software by paving the way to cloud with a program of environments to the newer software-as-a-service flexible financial models, rapid implementation model. services, and packaged integration services to The innovative program gives Oracle customhelp customers take advantage of its best-in-class ers the financial flexibility to determine their best cloud applications.” path to the cloud by providing the ability to re-

Addressing the ever-increasing demand for storage in today’s IT environments, driven by explosive data growth from video applications, the Internet of Everything (IoE) and Big Data, Cisco has announced nextgeneration storage area networking (SAN)additions for its Data Center portfolio.

According to the EMC Digital Universe Study with research and analysis by IDC, April 2014, data produced will grow 10 times by 2020, from 4.4ZB today to 44ZB; 32 billion Internet of Things devices will be connected to the Internet; 40 percent of data will be touched by cloud; and enterprises will have liability and responsibility for 85 percent of all data. To better manage the resulting performance, scale, and operational management challenges, Cisco continues to innovate multi-protocol storage networking solutions for its unified data center portfolio that merge data center networking and compute functions into one data center fabric, for more efficient business operations and end-to-end management.

Cisco introduced the first two members of its 16G fibre channel family- Cisco MDS 9710 Multilayer Director and MDS 9250i MultiServices Switch in 2013. With this announcement of the Cisco MDS 9148S Multilayer Fabric Switch, Cisco MDS 9706 Director, and the Cisco MDS 9700 FCoE module, etc.

FORTINET DELIVERS 1 TBPS FIREWALL THROUGHPUT Fortinet announced it has redefined the standard for firewall performance by being the first network security vendor to deliver a firewall – the new FortiGate 5144C – that exceeds 1 terabit per second (Tbps) throughput performance and offers 10GbE, 40GbE and 100GbE connectivity options.

This firmly positions the FortiGate 5144C as the world’s fastest firewall, making it the ideal security solution for carriers, service providers and large-scale enterprises who have the most demanding performance and scalability requirements for network security, and who want unparalleled versatility and flexibility in delivering high performance data, application and network protection to their customers and users announced the press release.

“Major market drivers, such as big data, cloud-based services and the explosion of Software as a Service translates to data centers needing exceptionally fast and secure security platforms to protect their applications and data,” said Ken Xie, founder and CEO of Fortinet.

GEMALTO BUNDLES SECURE FILE SHARING SERVICES Gemalto is expanding its CloudEntr access management service with a new feature for secure file sharing. CloudEntr is the all-in-one solution for securely managing logins and files in the Cloud.

Companies using the solution can immediately benefit from the single sign-on (SSO) and two-factor authentication capabilities applied

to file-sharing, for secure and convenient collaboration between employees, partners, and end customers.

CloudEntr offers IT managers centralized administration to control access and gain visibility into business applications and file exchanges. The new file encryption and sharing feature enables

users to easily upload and share files through their online vault.

The high-end security provided

by CloudEntr offers the industry’s most advanced encryption method2, and the added protection of separating the management of encryption keys in CloudEntr from the storage service holding the encrypted files.

“While more companies are migrating to the Cloud for its convenience and cost benefits, data breach prevention remains a major challenge to achieving the level of trust and confidence companies need to fully embrace cloud services,” said Francois Lasnier, senior vice president of Identity & Access at Gemalto.

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IBM Partners Narayana Health for Implementing Email System IBM has partnered with Narayana Health, one of the biggest medical institutions in the country, for implementing an efficient email and collaboration tool that will keep all the employees, associated professionals and other stakeholders completely connected.

This partnership will help Narayana Health administrators and employees to more easily collaborate while keeping IT expenditure for the solution at a minimum announced the press release.

The hospital now has access to business class email, a collaborative calendar and contact management that can be virtually accessed anywhere in a security rich cloud environment, lowering operational costs by at least 15 percent, while improving reliability and manageability.

Prior to the collaboration with IBM, due to the lack of a centralized email service, the hospital administration was forced to execute their daily work tasks using personal mail IDs. Using IBM iNotes’ via Cloud, email, calendar and contact management tools, Narayana Health is able to improve productivity, deepen customer relationships, generate new ideas faster and enable a more effective workforce.

Srikanth Raman, Group Head - Information Technology, at Narayana Health, said, “We were looking for a partner with an unimpeachable track record and strong industry expertise – both from the knowledge and from customer experience perspective – and the IBM team demonstrated expertise, passion and zeal in understanding our business priorities.”

AVAYA ROPES-IN JITENDRA GUPTA AS NEW SALES HEAD Avaya has expanded of its India leadership team with the appointment of Jitendra Gupta as sales head - networking, Avaya India and SAARC India. As a part of the global growth market sales theatre, India is a key contributor to the company’s transformation to a software and services company announced the press release.

Jitendra brings with him more than 21 years of professional experience in sales, product management, marketing and channel management with leading networking and security companies. He most recently served as the Director, Partner Sales at Juniper Networks for India & South Asia region with a responsibility of building & leading Juniper’s India partner sales organization. Prior to Juniper, Jitendra worked with Extreme Networks for six years as country manager for the India region. His responsibilities at Avaya will include further developing the networking business and expanding the strategic enterprise portfolio in the region.

Avaya is strengthening its Indian operation with a focus on driving networking growth.

The company is committed to deliver globally recognized networking solutions with the most advanced technologies, enabling enterprises to build dependable networks with a significant ROI.

EATON LAUNCHES ADVANCED RANGE OF 93E UPS Power management company Eaton has introduced advanced 93E uninterruptible power system (UPS) in the range of 15 – 400 kVA. This extended range of 93 E UPS from 15 – 80 kVA will deliver superior power protection and support critical operations in various industries including heavy engineering and manufacturing.

The Eaton 93E UPS has been incorporated with Eaton’s patented Hot Sync technology, which enables load sharing without any communication line, thus eliminating a single point of failure. It is around 30 percent smaller than competitive solutions and thus occupies minimal floor space announced the press release.

“Our efforts have always been to ensure efficient, reliable and safe operations for our customers,” said Syed Sajjadh Ali, managing director – India, Electrical Sector, Eaton.

Eaton’s extended range of 93E UPSs is an ideal solution for facilitating a lower total cost of ownership through a combination of energy efficiency and high reliability in extensive manufacturing and other mission-critical operations.”

With a transformer-free design and sophisticated sensing and control circuitry, the 93E is capable of achieving an efficiency rating of up to a 98.5 percent, making it one of the most energy-efficient UPSs in its class and still providing maximum load protection.

EMC ACCELERATES HYBRID CLOUD JOURNEY WITH NEW LAUNCHES EMC has launched new products across its Flash, enterprise storage and Scale-Out NAS portfolios.

The new releases of EMC XtremIO, EMC VMAX, EMC Isilon OneFS, and the availability of EMC ViPR 2.0, ViPR SRM 3.5, and the EMC ECS Appliance will help address key industry issues.

Talking about the launch,

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Abhijit Potnis, Director Technology Solutions - India and SAARC, said, “India is experiencing a shift in the way technology is consumed, transforming the Indian IT industry to be more agile and green. IT solution providers that can enable customers to leverage hybrid cloud advantages will have the competitive edge, because they will be able to manage

the complex interdependences of different IT services and delivery models in organizations.”

“Innovations from EMC will deliver customers the foundation needed to manage existing and new application estates, and driving a competitive edge in the new environment,” he further added.

Sunil Brid, Director, Sales (Isilon),

India & SAARC, said, “As per an industry study, more than half (57%) of Indian enterprises are planning to invest in BYOD (bring your own devices) and mobile technologies for their companies. This along with other trends will lead to exponential growth of unstructured data, compelling organizations to relook at their storage requirements.”

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CHANNEL STREET

HP to Support Windows Issue HP launches a new program, developed in conjunction with Microsoft, to enable channel partners to capitalize on the $10 billion opportunity presented as customers’ transition from Windows Server 2003.

As Microsoft ends support for Windows Server 2003, customers are turning to HP channel partners for help assessing, planning and implementing their migration.

With the HP Microsoft Windows Server 2003 Migration Program, partners can rapidly

NEELAM DHAWAN, VICE PRESIDENT AND GENERAL MANAGER, ENTERPRISE GROUP AND COUNTRY MANAGING DIRECTOR, HP INDIA

and safely meet customer needs with reduced risk and cost, increased return on investment, and fast implementation.

“The success of customer migrations from Windows Server 2003 depends on thorough planning, disciplined migration execution and post-migration support,” said Neelam Dhawan, vice president and general manager, Enterprise Group and Country Managing Director, HP India.“Our migration approach offers partners optimal flexibility and support, whether they are transitioning their customers’ workloads.”

WEB CLIPS INFOR IMPLEMENTATION ACCELERATOR FOR THE FASHION INDUSTRY Infor launches Infor Implementation Accelerator for Fashion. This application is ideal for organizations that want to implement an integrated solution quickly and without major modifications, yet reap long-term benefits from its flexibility and ability to execute continuous improvement in the future. Implementation Accelerators are a set of preconfigured industry solutions based on the latest version of the Infor application suites that will deliver core industry application processes, reduced implementation times, costs, and risks, and are available as a cloud or on-premise technology platform.

SHAADI.COM HOSTS OVER 30 MILLION

BROCADE ETHERNET TO ENABLE MICROMAXGROWTH

USERS WITH RACKSPACE

Micromax Informatics has deployed Brocade Ethernet fabric technology in a new virtualized data center designed to support the next several years of operational growth.

Micromax ships more than 3 million mobile handsets a month and the company wants its international revenues to increase to 50 percent in five years, which is 10 percent now. It requires a next-generation data center to support warehouse and factory operations as well as a call center—which has ballooned from 50 seats to 200 seats in the last three years.

The company selected low-latency Brocade VDX 6740 10 Gigabit Ethernet (GbE) switches as the network foundation of the new data center due to the strength of Brocade VCS Fabric technology, ease of configuration, operational automation, and cost-effective performance and scalability.

over 200 million page views per month and over

Shaadi.com is using Rackspace dedicated hosting. Based in India, Shaadi.com manages 10,000 registrations daily. Beginning with one Rackspace server in 1998, Shaadi.com has grown exponentially since its initial deployment. Sixteen years ago, Shaadi.com saw an opportunity to build the world’s largest online matrimonial site and create an online experience that would match and heighten the traditional dating experience in India.

SIFY TECHNOLOGIES AWARDED Sify Technologies has been awarded the prestigious Golden Peacock Award for the year 2014. The award was presented this evening

MOVEMENTS SAP has named DILIP KUMAR KHANDELWAL as managing director for SAP Labs India. Effective immediately, Dilipkumar will be responsible for driving customer-led innovations and operations across SAP Labs India facilities in Bangalore, Gurgaon and Pune announced the press release.

WENDY KOH has been promoted to senior vice president (SVP) of APAC Sales. Based in Singapore, KOH will be responsible for Juniper Networks’ sales and operations across the region including customer engagement, sales development, training and enablement, strategic planning and revenue growth.

in Chennai. The Golden Peacock Awards are

NUMBER GAME

14.1

%

increase

happened in UTM from $1.3 billion in 2012 to $1.54 billion in 2013: Gartner

held annually to recognize and encourage best management practices that accelerate an organization’s improvement. The applications for Golden Peacock Awards are assessed at 3 three levels by independent assessors and finally by a Grand Jury. This year, the awards jury was headed

by Justice (Dr.) Arijit Pasayat, former Judge, Supreme Court of India.

HACKING A LIVING ROOM Popular connected home entertainment devices pose a real cyber security threat due to vulnerabilities in their software, and a lack of elementary security measures such as strong default administrator passwords and encryption of Internet connection. Kaspersky Lab security analyst David Jacoby conducted a research experiment in his own living room to find out how safe his home is in terms of cyber security.

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VMware Brings New Hyper-Converged Infrastructure line the purchase and deployment of At VMworld 2014, VMware this hyper-converged infrastructure introduced EVO: RAIL, a appliance. VMware EVO: RAIL will hyper-converged infrastructure be offered by partners as a single SKU appliance that helps customers covering hardware, software, and supstreamline the deployment and port and services costs with partners scale-out of Software-Defined offering single point-of-contact IT infrastructure at the speed support. of business.

RAGHURAM, EVP “Customers expect IT solutions VMware EVO: RAIL is the RAGHU SDDC DIVISION, VMWARE to deliver immediate value – not in first solution in a family of days, weeks or months,” said Raghu Raghuram, hyper-converged infrastructure offerings from executive vice president, Software-Defined VMware.

Data Center Division, VMware, Inc. “VMware Featuring an integrated 100 percent VMware EVO: RAIL is a new building block for softwaresoftware stack, VMware EVO: RAIL will accelerdefined data center environments, taking the ate customer time to value by enabling them guesswork out of building, deploying, scaling to produce virtual machines within minutes of and managing software-defined infrastructure powering on the appliance announced the press services. With the help of our partners, we are release. bringing the simplicity of consumer appliances to In conjunction with Dell, EMC, Fujitsu, Inspur, the world of enterprise infrastructure.”

NetOne and Supermicro, VMware will stream-

CA TECHNOLOGIES AND WIPRO PARTNER TO DELIVER TESTING SOLUTIONS CA Technologies and Wipro have expanded their strategic partnership to jointly deliver next generation DevOps solutions for testing.

The partnership will enable Wipro to leverage the expanded portfolio of CA Technologies, including service virtualization, release automation/continuous delivery, continuous validation and continuous monitoring solutions to help customers optimize their application development and delivery processes with a DevOps strategy.

“Our customers can benefit greatly from our expanded partnerships with Wipro,” said Shridhar Mittal, general manager, Application Delivery, CA Technologies. “All companies face tremendous pressure to deliver higher quality applications faster at lower cost than ever before, so they look for solutions that can address their challenges - especially testing – which has always been the biggest bottleneck for the systems development lifecycle. Our solutions can help optimize the entire process by removing the bottlenecks.”

NOVELL CONTINUES TO IMPROVE PRODUCTIVITY OF MOBILE WORKERS Novell brings updates to its mobile portfolio giving employees working from mobile devices the freedom and access to be fully productive, while providing IT the luxury of leveraging the organization’s current infrastructure. This allows IT to take full advantage of existing investments and eliminates the need to duplicate work.

Printing is a critical, yet ignored, necessity for the mobile worker.

Novell iPrint 1.1 directly addresses this need as an enterprise-level print solution that simplifies mobile printing from the employee’s perspective while leveraging existing security and data governance measures so the IT department can protect its organization. As BYOD trends continue to rise and employees work more on the go, Novell remains steadfast in improving and securing the essential printing function, regardless of where or from what device employees need to print.

“While desktop printing has been efficient for some time now, the proliferation of mobile devices has created a complex, modern computing environment, reintroducing many printing challenges,” said Sam Morris, Director of Product Marketing for Novell. “Novell iPrint offers a single solution to centrally manage printing across multiple platforms, all devices and even multiple office locations.”

FORTINET ENHANCES RETAIL OFFERING WITH PRESENCE ANALYTICS AS PART OF CONNECT AND SECURE SOLUTION Fortinet unveiled six new products aimed at further connecting and integrating Fortinet’s security and wireless platforms for retail, branch offices and distributed enterprises.

As part of Fortinet’s broad Connect and Secure solution, Fortinet’s new FortiGate Unified Threat Management (UTM), FortiWiFi and FortiPresence analytics products

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combine unparalleled threat protection, analytics, wireless connectivity and centralized management capabilities. This allows distributed organizations to better adhere to compliance regulations and analyze customer behavior to compete more effectively in the marketplace.

“The launch of Fortinet’s new UTM appliances accelerates the

company’s long-term vision for a secure and connected environment for retailers, and other distributed enterprises,” said Rajesh Maurya, Country Manager, India & SAARC for Fortinet. “With increased integration between Fortinet’s UTM features, wireless access points and analytics software, distributed enterprises with limited resources

can streamline complex network management tasks, improve security, and better understand customer behavior, enabling greater profitability for their businesses.”

Retail organizations, with up to thousands of branch locations and fewer than 100 users per location, face a myriad of security and networking challenges.

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GUEST TALK

RIT

The Latest Phase in the Evolution of LAN Cabling

As 10 Gbps Ethernet becomes more widespread to address bandwidth hungry applications, demand for high throughput cables is set to grow. n B Y: S A N J AY M O H A PAT R A < S A N J AY @ E N T E R P R I S E C H A N N E L S . C O M >

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/FTP Category 6A cables represent the latest stage in the evolution of copper cabling and have been designed to address the requirements of high speed and advanced Ethernet network. Shielded cables are gaining popularity in LAN deployments since screened cabling brings valuable and improved performance compared with unscreened cabling types and support the highest bandwidth Ethernet ie.10 Gbps and above.

MERGING TWO STAGES IN THE EVOLUTION OF LAN CABLING S/FTP cabling merges two stages in the evolution of LAN cabling: the twisted-pair cable structure that serves to protect mainly against low frequency interference, and the foiling outer shielding cable structure that protects against high frequency interference. With advanced grounding capabilities, shielded cables use electromagnetic shielding to add another layer of protection against electromagnetic interference.

The shielding is designed to attract any outside interference and then run that interference into a ground cable thus protecting the data-carrying conductors from external noise. The shielded cabling considerably improves noise immunity at all frequencies, especially above 30 MHz when cable balance starts to significantly degrade. The ground installation practice and bonding system for S/FTP normally varies depending upon the size of the network, capacity and location.

However, specific standards and the basic methodology remain the same.

CATEGORY 6A S/FTP CABLES Category 6A S/FTP has evolved to be a preferred cabling infrastructure in markets across many verticals due to reasonable pricing and this is gaining acceptance in markets where unshielded twisted-pair (UTP) cabling has traditionally been the most common solution.

In addition, the growing demand in data centres for high bandwidth to support multiple applications and the shift towards IP-based solutions is also driving Category 6A S/FTP cable installations. As enhanced applications such as VoIP, IP security and wireless LAN are increasingly used, the demand for cabling infrastructure that can support them also grows and the option to power them over structured cabling (PoE) becomes highly desirable.

Category 6A S/FTP cabling brings numerous and valuable performance benefits compared to unscreened types, especially in case of Ethernet running at 10G or above.

The screened construction of cabling enhances signal quality where multiple cables run together and there is an increased tendency of electromagnetic interference; also when cables are laid close to electrical power cables because screening reduces pair-to-pair crosstalk and alien cross talk. Shielded cables prevent alien-crosstalk, which may potentially expose sensitive data.

Category 6A S/FTP cables allow fast transmis-

KOBI HAGAI

THE AUTHOR IS THE PRODUCT MANAGER OF RIT TECHNOLOGIES

“With many functional, cost-savings advantages and unparalleled performance associated with CAT 6A S/FTP cabling solution, the need to deploy them in premise is becoming more visible.” sion while ensuring maximum protection from eavesdropping.

Category 6A S/FTP cabling systems reduce the size and cost of pathway spaces due to their smaller diameters in comparison to UTP Category 6A cables, allowing greater pathway utilization.

CONCLUSION: With many functional, cost-savings advantages and unparalleled performance associated with CAT 6A S/FTP cabling solution, the need to deploy them in premise is becoming more visible.

As 10 Gbps Ethernet becomes more widespread to address bandwidth hungry applications, demand for high throughput cables is set to grow.

Enterprises are increasingly consolidating their network infrastructure and looking at comprehensive solutions like Category 6A S/FTP that are robust and provide advanced benefits for high bandwidth environments. ë

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FEATURE

MPS

Rise up to a solution provider with MPS In order to move away from just box selling, managed print services can help partners innovate and create new revenue streams for their business n B Y: S A N J AY M O H A PAT R A < S A N J AY @ E N T E R P R I S E C H A N N E L S . C O M >

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rinting in India can be broadly classified into two segments consumer – which is largely driven by home printing needs and commercial – which is largely driven by business printing needs. On the consumer front, the printing market is largely propelled by customer needs of affordable and convenient home printing which is leading to a surge in demand for affordable, cloud enabled printing devices.

Finally, on the enterprise side, it is the managed print services that is giving an opportunity to innovate to partners. Each of the segments is evolving rapidly and presents enough opportunities for partners to grow.

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CONSUMER PRINTING The printing market in India is constantly growing and some of the most recent trends include a shift in consumer preference towards printers which primarily support new technologies such as Wi-Fi, duplex printing and touch-screen interface. Also, consumers want to print remotely and wirelessly with comfort and ease. Another emerging trend in the market is towards duplex printing.

“This was an option available only on professional printers, but now it is offered to household users too, as it helps to save paper by printing on both sides of a sheet. Touch-screen interfaces are

also taking the place of buttons that control the advanced functions on high-end printers,” said Ajay Madan - Product Head, Digital Imaging System, Panasonic India.

Many of HP home printers today are ePrint enabled which offers consumers the flexibility of anytime, anywhere printing. Responding to the mobility needs, HP has also introduced a range of Ink Advantage home printers, which give affordable home prints and allows users to print from their smartphones and other web-connected devices.

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FEATURE

COMMERCIAL PRINTING As per a recent research report, the hardcopy peripherals (HCP) market in India grew at 1.5% in the first quarter 2014 from the previous quarter even though the consumer segment witnessed a slowdown. The Printing industry in India is reaching the next level in terms of technology and market share as vendors are targeting accounts and industries which are quantity driven with the solutions and services approach.

The growth in this quarter was largely driven by the government’s buying in the laser segment, which recorded a significant sequential growth of 12.8%.

“Indian organizations are still dependent on paper printing technology, yet there is an increase in the awareness and usage of digitization and the need to access information instantaneously. This represents an opportunity for printer providers to expand their services into optimizing the document workflows that support business processes,” said Madan.

Business customers are today experiencing an explosion of content which creates challenges and forces organizations to rethink how they interact and manage the proliferation of data. “HP is equipped to addresses this challenge with a ‘New Style of IT,’ which includes delivering business printing technologies that accelerate productivity in a hybrid paper-and-digital world. The ‘New Style of IT’ is driven by the interrelated trends of cloud, security, mobility and big data along with a transformational shift that blends the consumer and enterprise experiences,” Gurpreet Singh Brar, Director - Com-

mercial Channel Sales, PPS, HP India said.

Our digital worlds are growing with tremendous speed. This creates business challenges and forces organizations to rethink how they interact and manage the proliferation of data.

HP is helping businesses address their digitization needs with innovations such as HP Flow MFPs. These devices are smarter than the average printer, providing both an on-and-off-ramp to and from the cloud to help organizations store, manage and organize their information.

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FEATURE

V. BALAKRISHNAN

EXECUTIVE GENERAL MANAGER KONICA MINOLTA BUSINESS SOLUTIONS SAID

“Significant advantage of embracing MDS is that digitization, enables organizations to take advantage of big data as it helps streamline data storage retrieval, information flow.”

MANAGED PRINT SERVICES Managed print services are evolving in India and have given the printer market a big boost. These services have given printer vendors more space for innovation. Most noticeable attraction for MPS users is the initial cost savings that comes with it.

“MDS improves digitization and workflow process within the organization, another significant advantage of embracing MDS is that digitization, enables organizations to take advantage of big data as it helps streamline data storage retrieval, information flow and decision making processes,” V. Balakrishnan, Executive General Manager Konica Minolta Business Solutions said.

India is one of the fastest growing markets in the MPS segment globally; it is expected to grow at a CAGR of 10.75% over the period 2013-16.

Escalating demand for cloud service offerings and cost reduction is providing the necessary momentum to the growth.

MPS is gathering significant interest among medium-sized businesses and enterprises as they seek new ways to get more out of their printing infrastructure and simultaneously reduce costs, Brar said. “Also, as businesses grow increasingly

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AJAY MADAN

GURPREET SINGH BRAR

“Indian organizations are still dependent on paper printing technology, yet there is an increase in the awareness and usage of digitization and the need to access information instantaneously.”

“The ‘New Style of IT’ is driven by the interrelated trends of cloud, security, mobility and big data along with a transformational shift that blends the consumer and enterprise experiences.”

conscious of their environmental impact, they are looking at reducing printing wastage by better optimizing their workflows. MPS helps them accomplish these goals by creating a secure, centrally managed print environment that streamlines workflows, optimizes document output and related business processes and also reduces the overall cash outflow and print related costs.”

HP recently launched a new tool – the HP Express Decision Portal – for channel partners who are part of the HP Managed Print Specialist program.

The program offers a suite of tools and resources that allows partners to focus on the MPS sales process and customer relationships, without needing to make a substantial investment in new infrastructure. The cloud-based application comes with pricing, business proposal and opportunity management features, making it simpler and faster for partners to capture MPS business opportunities.

devises. The infrastructure set up with an investment in excess of $1.5 million, the DIS centre acts as a technology demonstrator and a lab for the industry and channel partners to innovate and create new applications through converging technologies.

HP on the other hand is running programs designed to enable partners emerge as solution providers and not mere box pushers.

For instance, programs like HP Partner MPS program allow qualified partners to control the MPS selling process for SMBs and retain direct contract ownership without making a substantial investment in new infrastructure. The program also enables partners to leverage proven HP managed print tools and services that have won the company high marks in customer satisfaction and gives them the flexibility to deliver services, maintain account control, and achieve higher margins for growth.

While, innovative solutions in the home and office space give an opportunity to partners to offer exciting products to end customers, it is the managed services space which can really take them to the next level. And vendors are constantly looking out for partners who are willing to rise up to the opportunity. ë

PRODUCT HEAD, DIGITAL IMAGING SYSTEM, PANASONIC INDIA

CREATING OPPORTUNITIES FOR PARTNERS Konica Minolta has established Digital Image Square that represents an ecosystem wherein competing technologies are hosted on our

DIRECTOR - COMMERCIAL CHANNEL SALES, PPS, HP INDIA

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SECURITY CORNER

KASPERSKY

India haunted by targeted Cyber Attacks Indian organizations are being bombarded with spearphishing and webserver attacks on multiple levels – and there is no end in sight n B Y: S A N J AY M O H A PAT R A < S A N J AY @ E N T E R P R I S E C H A N N E L S . C O M >

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aspersky Lab has reported an increase in aggressive activity against Indian organizations involved in environmental, economic and government policy. The attackers have been targeting organizations for a few years now by abusing a Windows service - Windows Management Instrumentation (WMI) - to get access to sensitive information. The malicious operations have been executed with the help of WMIGhost/Shadow Trojan.

Kaspersky Lab Chairman and CEO Eugene Kaspersky said during his recent visit to Mumbai: “Over the past couple of years APTs have intensely targeted organizations and individuals across India. India’s developing technology base, its geographical location and size, its inclusive and riotous political energy, and its growing economic weight makes it a special place of interest for ill-intentioned cyber attackers. Unfortunately there is quite a long list of APT groups targeting Indian organizations”.

To establish a foothold in target organizations within the Ghost malicious campaign, the attackers generally re-use current headline news for spearphishing attacks. For example, in a March 2014 attack, this actor used an upcoming meeting between national energy labs and the Departments of Energy as their spearphishing lure, sending out a mis-spelled spoof file called

“India US strategic dialouge press release.doc”. In another recent WMIGhost campaign this year, a spoofed unclassified military document was sent simultaneously to several Indian targets with the consistent WMIGhost toolchain, “united states air force unmanned aircraft systems flight plan 2009-2047.doc”.

Kaspersky Lab detects the WMIGhost family as “Trojan.Win32.Gupd.

“We are seeing more of these current attacks occurring throughout the country, targeting government and military agencies, NGOs, subcontractors and technology developers. The scope of these attacks is getting broader all the time. Meanwhile, other actors are currently working to exfiltrate more data from India.

Indian organizations are being bombarded with spearphishing and webserver attacks on multiple levels – and there is no end in sight,” said Eugene Kaspersky.

The list of advanced persistent threat groups targeting Indian organizations is long. Among the malicious campaigns interested in Indian targets we find the infamous Gh0stNet, Shadownet, an Enfal, Red October, NetTraveler, the LuckyCat, the Turla APT, a Mirage, and the Naikon. In some cases, Kaspersky Lab has seen unusual new techniques, some for infiltrating mobile devices by the Chuli attackers, the Sabpub attackers’ focus on Apple’s OS X devices, and various effective watering holes. ë

EUGENE

KASPERSKY, CHAIRMAN AND CEO KASPERSKY LAB

“Over the past couple of years APTs have intensely targeted organizations and individuals across India. India’s developing technology base, its geographical location and size, its inclusive and riotous political energy, and its growing economic weight makes it a special place of interest for ill-intentioned cyber attackers. Unfortunately there is quite a long list of APT groups targeting Indian organizations”.

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SECURITY CORNER

SYMANTEC

Making the Programme More Inclusive As the dynamics of the industry has changed, it has demanded the service industry to change their solutions and services in order to adapt to the evolving situation. Symantec being a leader in the security and storage solutions has not only been enhancing its products but also tweaking its partner programme.

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ndustry has gone through a lot of changes from security perspective or management of information perspective as the customers have to deal with a lot of complexity today.

Due to the explosion of data volume, internet of things and mobility, security landscape is more and more complex. Plus, a lot of virtualization and cloud is getting into the premises. So the complexity around securing information and managing information has gone up and these challenges cannot be solved in the traditional old way. The old way of looking at the point products and specific issues does not prevail anymore because today each product is connected and

SUNIL DALAL

MANAGING DIRECTOR, SOFTCELL TECHNOLOGIES LTD

For how many years has Softcell been associated with Symantec?

Softcell has been in a long-standing relationship with Symantec as a partner for more than 15 years.

What is your observation about the evolution of Symantec?

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each problem is linked with other one, which is much larger for a company. There are certain compliance and regulations that the company has to deal with. So in this situation either the vendor or their partner should solve the larger issue, not the point issues.

Keeping this situation as a perspective, Symantec looked at its channel programme and found that they need to bring more flexibility to their programme so that that can address each of their partner category.

As a leading security vendor, Symantec is globally and in India a partner led company.

90% of its business comes through the partners

Our association with Symantec dates back to the late ‘90s when the key products in the Symantec portfolio were consumer antivirus and data management solutions. Since then, Symantec has evolved into a full-fledged, endto-end information protection expert, with an extensive portfolio of products and solutions to solve customers’ information security and management challenges better. Symantec has constantly innovated to align with the emerging technologies and trends in the current enterprise landscape and as a result created solutions that enable us to solve customer jobs effectively.

AMITABH JACOB

DIRECTOR, CHANNELS, INDIA, SYMANTEC

“As we went on developing different version of the programme till we finally launched it, we had consulted the partners throughout the journey and taken the feedback to make it more adapting and accommodative. So in a way the programme that has come out today is created by the partners.”

How has been your growth with Symantec?

Softcell has grown steadily with Symantec.

We started as a Value Added Reseller and are currently at the top-tier of the partner program (Platinum Partner) of Symantec in India.

With the redesigned Partner Program, it is heartening to see that Symantec is building a channel-passionate culture that understands, appreciates, and supports its partners’ growth and success- rewarding partners on their capability, performance and commitment.

With the evolving technology landscape, our role as a partner is also evolving. The introduc-

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SECURITY CORNER

in India. From the future growth stand point, the company believes that the partners will play a big role. Obviously both the vendor’s and its partners’ objective is to solve the problems of the customers. So when their customers now have a whole set of new challenges this year, which are different from the last year, it prompted both the organizational setups have a fresh mechanism to solve those issues.

Amitabh Jacob- Director, Channels, India, Symantec, said, “We looked at from the solutions’ stand point that what we can create on our table in Symantec, that can address the customers’ problems better. Then we realised at we need to have the right vehicle to take that to the customers through the partners. We looked at a programme which can allow us to not only work with such partners but also allow the partners to develop capability to address such problems on ground.”

So the company created a programme with different flavour for different type of partners. It is very simple and at the same time, unlike a lot of programme in the industry, it is not one size fit for all in nature. So the programme has a flavour which is relevant for the resellers, another flavour relevant for the SIs and another for the distributors.

Another beauty of the programme is that it allows the partners differentiate from others in terms of the way they buy the solutions, the way they invest on resources, etc. On top of that, the programme also takes care of the profitability of the partners.

So every parameter of the programme is based on how it can help customers solve their problems.

Therefore it fundamentally focuses on competency. Competency is not only about acquiring the skills but investing in growing the skill, which is not a point in time investment, it is rather continued investment for continued growth.

That is the fundamental framework of the programme. It defines three types of competencies depending on the work that the partners put on the ground. These include Leaders’ competency,

integrate competency and managed competency.

Symantec has divided all its products as per these competencies. And, the company kept other products which are plug-n-play and requires less scope of integration out of these competencies.

There are certain product, which the company puts in integrate competency because of those require certain amount of service and delivery capability, these products included mobility, data security and archive, etc. Third one is called managed services.

In the three partners’ competency types, the company defined two competency levels such as principal and expert depending on the skills that they have or levels of revenue that they have or even the level of work they are doing on ground in terms of customers’ satisfaction and references.

Depending on their level, the company certify the partners as principal competency partner and expert competency partner. As they keep gaining the competency level and keep climbing the competency chart, the company enlists them as silver, gold and platinum.

Compared to the previous partner programme, this new partner programme brings a lot of clarity and benefits to the partners.

“The partners are extremely excited about it because their earning capability is double now.

Their ability to co-invest with us has gone up and the market opportunity has enhanced multi fold,” said Amitabh. “We have brought in the level of competency which has got to measure beyond the certification. It is going to be measured in how they continue to invest and how they translate into solving the customers’ problems. Secondly their opportunity of earning has enhanced multiple times. The third thing is that we have multiple flavours of the programme to address multiple partners.”

The developing of this programme has easily taken 6-9 months. While the company was developing the programme, the company was talking to the partners and the analysts globally

tion of the new Competency-based model would help us align our core strengths with Symantec’s business and deliver great value to customers.

We are delighted to be partnering with them and look forward to strengthen our relationship for many more years to come.

tion path that allows us to stay ahead of the curve, gain competitive advantage and solve customer jobs better.

How many customers you have for Symantec?

We have over a 1,000 corporate customers in India to whom we have sold Symantec products over the years. Being associated with the front-runner in the information security and management has enabled us to embark an evolu-

What benefits are your customers are deriving out of Symantec solutions?

Typically, customers have to choose from different point solutions for their various IT security needs. With Symantec, there is an extensive portfolio of products and solutions that eliminates the need for customers to invest in various point solutions. By investing in Symantec products, customers get the benefit

including the people in India. Adds Amitabh, “As we went on developing this programme created version 1-2 till we finally launched it, we had consulted the partners throughout the journey and taken the feedback to integrate the elements to make it a real differentiator for them. So the programme that has come out today is in many ways created by the partners. The feedback what we got is extremely exciting.”

The programme offers such flexibility that today if a system integrator of Symantec for a particular opportunity wants to play a resell role then he has a different programme with different rebates and benefits from Symantec. Similarly, for a reseller if he has a chance to integrate and wants add his service, he has an opportunity to take the benefits and rebates as an integrator as well. So the new programme has brought in the necessary flexibility to the partners to adapt to the situation and earn more margins. In addition to this the biggest change the programme has brought into the market is that it has looked at the ultimate customers’ benefits. Amitab maintains, “Apart from the certification and revenue, we also have a level which looks at the customers’ satisfaction and customers’ reference as one of the criteria to climb up the tiers.”

So the underlying message is that the partners cannot continue to grow unless they have satisfied customers with them. The programme has mandated the partners to submit a minimum number of customer satisfaction endorsement or reference to climb the tier.

FINALLY… With such a dynamic partner programme in place, Symantec is sure to grow higher than the industry standard. Only thing is to see in the market that how many partners do care about their future in the real sense. The partners have one year to prove their mettle before Symantec does some tweaking to the programme. ë

of an integrated approach towards security management which eases the overall cost of management and administration of the security infrastructure. This integrated approach also reduces cost of hiring and maintaining a skilled IT team to manage the infrastructure, thereby offering a faster and measurable ROI to customers.

The Symantec Partner Program is helping us take these solutions to customers through the competency-based framework. We are building our competencies to solve customer problems across information security and management more effectively.

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COVER STORY

CLOUD, BIG DATA TRANSFORMING STORAGE MARKET

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COVER STORY

T

he digital universe is India is nearly doubling in size every two years and will multiply 9-fold between 2013 and 2020 – from 326 exabytes to 2.8 zetabytes. This explosion is majorly caused by proliferation of devices such as PCs and smartphones due to decline in the cost of technology and an increase in Internet access and uptake of services such as social media; and developments like city wise video surveillance and digitization of TV among others. Within enterprises, it is driven by BYOD, use of technologies like Web 2.0, virtualization etc. and applications like CRM, ERP and database analytics etc. The responsibility or liability for 84% of this Digital Universe rests with enterprises.

“Data growth is outstripping the ability of traditional storage systems to cost-effectively accommodate it, driving the need

will grow from a third in 2012 to a ninth by 2020. Also India spent $0.87 per GB to manage data; which is much lower than other markets like China, US and Western Europe.

Security is the next biggest challenge for enterprises. Due to the rapid growth of unstructured data, the fundamental differences between structured and unstructured data have begun to impact the IT environment in significant ways. In response, organizations have deployed specialized technologies to support the vast quantity of data that is being generated. “To address this demand, organizations are adopting cloud storage to reduce cost and ease the scale of operations. However, the loss of control over these data sets due to low security parameters in the cloud is a concern,” said, Yogesh Sawant, Director, Partner Sales and Field Alliance Organization, India, Hitachi Data Systems.

Cloud, Big Data and BYOD are bringing in new set of challenges for enterprises but at the same time also creating opportunities for partners to deliver value added storage solutions. n W O R D S : S A N J AY M O H A PAT R A < S A N J AY @ A C C E N T I N F O M E D I A . C O M > n P H O T O : S H U T T E R S T O C K . C O M

for a new breed of solutions that can strike a balance between the elasticity and economics of the public cloud and the reliability and control provided by traditional enterprise offerings,” Praveen Sahai, Vice President, Channels, India & SAARC, EMC said.

The storage industry globally, as well as in India has been majorly impacted by the megatrends in social, mobility, analytics and cloud (SMAC) and is evolving rapidly.

“We are seeing increased adoption of technologies such as Flash; Unified/Converged, Scale out capabilities (Scale out NAS); preferred journey to the Cloud – either through best of breed or customised or converged ready to use; and finally early signs of the Software defined Storage movement,” Sahai said.

ENTERPRISE CHALLENGES Big Data and Cloud Storage are transforming the dynamics of enterprise storage, feels Neeraj Matiyani, Director- Storage Solutions, Dell India. “On one hand developments in these two fields have enabled organisations to manage their data better, reduce storage costs, cope up with multiplying data volumes, use their data pool for valuable and useful insights and find new business opportunities. On the other hand, these have led to added complexities of security, loss of control and unstable cost structure and integration problems. As a result of this, from a large enterprise perspective, organisations though well aware of the benefits of cloud storage, are vary about moving towards the cloud,” says Neeraj.

As per the EMC IDC Digital Universe study, gap between Digital Information generated and available storage capacity

The third and one of the biggest challenges is on the skills front. There will be demand for 1,00,000 private cloud professionals alone and around 18,000-20,000 Big Data professionals in the next few years according to studies done by Nasscom and Zinnov. “This is unlikely to be met and in a recent CIO survey we did across 309 enterprises, confirmed that skills keep pace with the rate of IT innovation will be a challenge for their organisations over the next three years,” Sahai said.

PARTNER ENABLEMENT Vendors are focusing on training channel partners in order to equip them with the changing enterprise storage demands.

Over the last 6 months, Dell has increased its focus on channel and distribution to ensure greater coverage of its enterprise products and solutions in tier 2 and tier 3 locations. In April it announced partnership with Redington for the distribution of its storage and server products on a national distribution framework across 33 locations.

EMC, which runs over 90% of its business in India through channel partners, believes skilling and enabling partners is paramount and a key priority. “In order to equip our partners with latest opportunities, we have designed a new Business Partner Program to address the key technology trends driving the IT industry: significant opportunity in the existing “2nd Platform” of IT, coupled with the rapid growth of the new “3rd Platform” characterized by mobile, cloud, big data and social,” said Sahai.

Hitachi Data Systems, a 100% channel organization, similarly lays a lot of emphasis on partner training. “Hitachi

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COVER STORY

PRAVEEN SAHAI

VICE PRESIDENT, CHANNELS, INDIA & SAARC, EMC

YOGESH SAWANT

DIRECTOR, PARTNER SALES AND FIELD ALLIANCE ORGANIZATION, INDIA, HITACHI DATA SYSTEMS

NEERAJ MATIYANI DIRECTOR- STORAGE SOLUTIONS, DELL INDIA.

“Data growth is “The third is the “Due to the outstripping the ability automation of storage rapid growth of of traditional storage and retrieval of data systems to cost-effectively unstructured data, to the maximum the fundamental accommodate it, driving extent possible. differences between the need for a new In this light, flash structured and breed of solutions that storage, converged unstructured data can strike a balance infrastructure and between the elasticity and have begun to impact SDS will in increase the IT environment economics.” in importance.” in significant ways.”

TODAY, ORGANIZATIONS ARE LOOKING FOR AGILE TECHNOLOGIES WHICH ENABLE FLEXIBILITY IN OPERATIONS AND COLLABORATION AMONGST EMPLOYEES AS WELL AS WITH THE.

Data Systems is a 100% channel driven company and our go to market strategy is focused on delivering value through our channel partners across geographies. We are focused on empowering and enabling our partners through innovative technology, training and support to help them grow their businesses and become preferred partners to their customers,” Sawant said.

THE WAY AHEAD According to IDC, we are in the midst of a once-every-25 years shift to a new technology

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platform for growth and innovation. This trend is being called the third platform and is built on mobile devices and apps, cloud services, mobile broadband networks, big data analytics and social media. This shift is expected to drive 80% growth for information and communication technologies. In this always on world and frenetic climate, business and IT leaders are always looking for ways to survive and thrive.

From lines of business to the data centre, many of these professionals are overwhelmed by mandates to do more. They face issues such

as customer demand real-time expectations and the desire for competitive advantage that are driving new business hurdles. Applications must be deployed faster. Resources must be added and scaled quicker. And risks and costs must be monitored with razor sharp attention.

“We see organisations looking for technologies as cloud computing and big data analytics as well as capabilities such as scalability and availability to provide answers,” said Sawant.

The future of storage will be governed by the growing importance of high performance storage at low costs and the low maintenance and easy deployment and management of storage that is seen in cases where there is a single vendor across all aspects of the datacenter, believes Dell. “The third is the automation of storage and retrieval of data to the maximum extent possible. In this light, flash storage, converged infrastructure and software defined storage will in increase in importance,” Neeraj said. ë

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COVER STORY

TOP 10 STRATEGIC TECHNOLOGY TRENDS FOR 2014 TO INFLUENCE THE STORAGE INDUSTRY: GARTNER Mobile Device Diversity and Management Through 2018, the growing variety of devices, computing styles, user contexts and interaction paradigms will make “everything everywhere” strategies unachievable.

Mobile Apps and Applications Gartner predicts that through 2014, improved JavaScript performance will begin to push HTML5 and the browser as a mainstream enterprise application development environment.

The Internet of Everything The Internet is expanding beyond PCs and mobile devices into enterpris¬e assets such as field equipment, and consumer items such as cars and televisions.

Hybrid Cloud and IT as Service Broker Bringing together personal clouds and external private cloud services is an imperative.

Enterprises should design private cloud services with a hybrid future in mind and make sure future integration/ interoperability is possible.

Cloud/Client Architecture Cloud/client computing models are shifting. In the cloud/client architecture, the client is a rich application running on an Internetconnected device, and the server is a set of application services hosted in an increasingly elastically scalable cloud computing platform.

The Era of Personal Cloud The personal cloud era will mark a power shift away from devices toward services. In

this new world, the specifics of devices will become less important for the organization to worry about, although the devices will still be necessary.

cloud services providers such as Amazon, Google, Facebook, etc., are reinventing the way IT in which IT services can be delivered.

Software Defined Anything Software-defined anything (SDx) is a collective term that encapsulates the growing market momentum for improved standards for infrastructure programmability and data center interoperability driven by automation inherent to cloud computing, DevOps and fast infrastructure provisioning.

Smart Machines Through 2020, the smart machine era will blossom with a proliferation of contextually aware, intelligent personal assistants, smart advisors (such as IBM Watson), advanced global industrial systems and public availability of early examples of autonomous vehicles. The smart machine era will be the most disruptive in the history of IT.

Web-Scale IT Web-scale IT is a pattern of global-class computing that delivers the capabilities of large cloud service providers within an enterprise IT setting by rethinking positions across several dimensions. Large

3-D Printing Worldwide shipments of 3D printers are expected to grow 75 percent in 2014 followed by a near doubling of unit shipments in 2015.

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PARTNER CORNER

COMLINKS

Experience Counts

It is easy to carry the existing business but it is far more difficult to start a new business – that to for a new brand which is not known in the market and there are large competition in the market. It requires a lot of grit and a strong never to give up attitude. n B Y: S A N J AY M O H A PAT R A < S A N J AY @ E N T E R P R I S E C H A N N E L S . C O M >

MATHEW THARAKAN

CHIEF EXECUTIVE OFFICER, COMMUNICATION LINKS

A

23 year old company run by two partners – Mathew Tharakan and Naveen Singh - Commucation Links aka ComLinks is one of the large partners of Kaspersky Lab in India. Based out of Mumbai, ComLinks started focusing on the communication technologies but they realised the market potential of security solutions and started embracing security business.

Nine years back when they were doing a data communication assignment with one of the router manufacturing companies, they came to

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know about Kaspersky enterprise solution. It was a time when no one knew about Kaspersky enterprise solutions and with a lot of courage ComLinks started working with Kaspersky enterprise solutions. This is probably the reason why ComLinks is labeled today as the most experienced company over all other partners in the country in terms of handling large enterprise accounts.

“Today we are in a position where people are looking up to us with an expectation. ComLinks’ target has always been the enterprise market – right from the day one,” says Naveen

Singh Managing Partner, Communication Links.

Probably their first customer in the region was Financial Technologies followed by Geojit BNP Paribas. Since the days of their implementation of Kaspersky Lab enterprise security, they have grown their size thus have grown their business with Kaspersky. Their initial orders which was around 1500 licenses for each of the companies have now doubled or tripled - Financial Technologies buys 4500 licenses today whereas Geojit buys 3000+ licenses.”

Naveen added, “Financial Technologies and Geojit like companies are present all over India and that has also expanded our capability of servicing them all over India. Large accounts like these have always posed challenge for us and we have implemented the Kaspersky solutions successfully that is how we have created our name because the key remains to any solutions is how you implement those solutions.”

The USP of ComLinks is that they are committed to the brands that they onboard. They never bring in competition. He maintained, “Whatever brands we take up we remain exclusive to that. We do not bring competition brand to our portfolio. With the induction of Kaspersky brand, we moved into the security segment exclusively and we bagged large orders. After that we moved into web filtering space and brought in Australia brand Content Keeper similarly we brought in iSheriff, a US based Cloud Security Company. Plus we have Firewall solution from the Airbus Company called Stormshied.”

The combined capability enabled Com Links to win orders from large companies like Tata Steel, Siemens, etc. Especially Tata Steel project was a very large one but they managed to implement in 5 cities in only 3 days although the Australian company was really worried

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PARTNER CORNER

NAVEEN SINGH

MANAGING PARTNER, COMMUNICATION LINKS

“Our strength is that we are very technically strong company. We are the first ones to have certified engineers on Kaspersky.

Nobody has yet certified to the level of consultants of Kaspersky, which we have.”

about how Communication Links can manage the implementation.

With over 20 skilled headcount, which is an even and proportionate mix of support, sales and administrative staff, ComLinks is capable to executive projects in any city of India and support them remotely. Naveen added, “Our strength is that we are very technically strong company. We are the first ones to have certified engineers on Kaspersky. Nobody has yet certified to the level of consultants of Kaspersky, which we have. We are totally independent in terms of our services that is how we are highly respected by Kaspersky Lab India.”

“We have sold to Tata steel for many years but they have never seen our face and they are happy and renewing the licenses and support from us. They will swear by our support quality.

In Kanpur, the stockbroker, SIPs has not seen our face for last 7 years. Even for Air India, we have been supporting them in all locations,” he added.

Their number of customers’ can easily count to the excess of 200. Out of which 75% are for Kaspersky. It means the yield 75% of their business from Kaspersky account. Today, ComLinks is a Rs.3 crore company but is expecting to touch 5 crore this year.

All the products the company has been associated with, nobody knew about those in India. So

it used to be a very daunting task for ComLinks team to sell those brands. So when Kaspersky was new to the region and ComLinks had taken the partnership, they had to position it as the security product rather than positioning it as antivirus product. Naveen added, “Secondly, we were explaining the customers that once they install Kaspersky it sits on their system OS. But for other brands when their exes get infected, they stop detecting and nobody knows about it until the PC crashes whereas Kaspersky does not allow itself to be infected or does not allow the OS of the system to be infected. When we talked about this we started winning accounts against the competition.”

“It is a huge achievement for us as we are managing huge installations across India. The biggest satisfaction came when we managed Air India and India Airlines accounts. We knew Air India network very well but did not know at all about Indian Airlines, which had multiple security vendors and each computer had viruses.

So we had to clean up all the viruses – which was 1000s in number - from each of the computers and installed Kaspersky security. It is really satisfaction for us,” Naveen maintains.

As per Naveen Kaspersky has given them a lot of names. The company is associated with Kaspersky Lab since its 5.0 version. “We have

seen Kaspersky’s evolution till version 10.0. The company has moved with the time and they have changed their engine, which has given a lot of leverage over the competitors,” he added.

Saying about SEA Infotech, Naveen said, “Our approach is very straight in our business so when we come across the similar kind of human beings we gel easily. In fact, we were very much worried when the changeover happened from Zoom Technologies to the new set of distributors because we were already holding huge orders.

However we received very good support from Ajay Joshi. Sr. Manager- Enterprise Channels -India at Kaspersky Lab South Asia and support from SEA Infonet. They opened the dev. Server and released the licenses and thereafter our relationship flourished. SEA Infonet is the only partners who were quick to have their presence in all major cities post signing partnership with Kaspersky.”

FINALLY… ComLinks will continue being exclusive Kaspersky. Naveen sees the roadmap of the company, which is really good. They are also the largest implementing partner for Kaspersky in the country but that does not restrict the company to be optimistic to crack more large accounts in time to come. ë

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CASE STUDY / DELL

India cancer facility delivers rapid patient treatment Rajiv Gandhi Cancer Institute and Research Centre implemented a highly available storage platform for medical imaging and patient records to meet data demands for seven years n W O R D S : S A N J AY M A H A PAT R A < S A N J AY @ E N T E R P R I S E C H A N N E L S . C O M >

Business Need Rajiv Gandhi Cancer Institute and Research Centre recently deployed a number of healthcare technology initiatives and wanted to invest in a highly scalable storage management system that would meet the capacity demands of dataintensive medical images and records.

Solutions The institute deployed a Dell Compellent storage solution and Dell PowerEdge servers to deliver a stable, scalable platform for the hospital information system, PACS and electronic medical records.

Benefits Patient needs at forefront of technologyenabled healthcare

• Medical images and records are instantly available for patient visits • Meets seven years of projected data growth due to high scalability • Treatment responsiveness increases through ability to respond to urgent requirements • Ability to double storage capacity provides a compelling priceperformance ratio Solutions Featured • Data Center Virtualization • Storage Virtualization The center needed a storage management system that could scale to meet the capacity needed for dataintensive images and records.

RGCI has integrated cancer research

programs as well as state-of-the-art diagnostic and therapeutic equipment for the treatment of all types of cancer.

Established in 1996 and as one of the few hospitals globally to meet both ISO 9000 and ISO 14001 certification standards, the institute is at the forefront of enabling technology to enhance the delivery of a range of healthcare outcomes. Due to the unpredictable nature of cancer progression, patient records need to remain readily accessible to consultants, surgeons and hospital staff.

J.P. Dwivedi, CIO, Rajiv Gandhi Cancer Institute and Research Centre, says, “As a cancer hospital, a patient may visit us the next day, after a few weeks, and maybe after 10 years. This means the data containing patient medical records

CUSTOMER PROFILE COMPANY: RAJIV GANDHI CANCER INSTITUTE AND RESEARCH CENTRE INDUSTRY: HEALTHCARE COUNTRY: INDIA EMPLOYEES: 1,000 WEBSITE WWW.RGCIRC.ORG

J.P. DWIVEDI

CIO, RAJIV GANDHI CANCER INSTITUTE AND RESEARCH CENTRE

“HAVING MEDICAL IMAGES AND PATIENT RECORDS ACCESSIBLE ONLINE REASSURES OUR PATIENTS BECAUSE THEIR SURGEON IS AWARE OF ALL THEIR HISTORY BEFORE MAKING AN INFORMED DECISION. WITH OUR DELL COMPELLENT STORAGE MANAGEMENT SYSTEM WE HAVE ELIMINATED THE POTENTIAL FOR IMAGE DETERIORATION, AND PATIENT RECORDS CAN BE QUICKLY ACCESSED TO ENSURE TREATMENT BEGINS IMMEDIATELY.”

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CASE STUDY / DELLL

and images needs to remain highly available rather than becoming less accessible within archival solutions such as tape libraries.”

The implementation of the Fujifilm Synapse PACS medical imaging system to enable RGCI staff to store, view and share images electronically has provided many benefits including instant access to images to track patient history, and elimination of deterioration in image quality that can occur with film. However, PACS is a dataintensive system and the center’s current storage area network (SAN) was reaching capacity. “We wanted to deploy an integrated platform that would support HIS, electronic medical records, and PACS. During planning we realized that our current storage solution didn’t have the scalability or price-performance ratio we needed based on our predicted data demands,” says Dwivedi.

With an existing relationship with Dell in the supply of almost all server room components, RGCI evaluated storage management systems from EMC, HP, and Dell Compellent against 40 parameters. Dwivedi says, “The evaluating committee selected Dell Compellent as the most suitable storage solution for our requirements. It delivered on its competitive priceperformance ratio, and the highly scalable architecture meets the expanding data needs of our medical systems.”

RGCI deployed a Dell Compellent storage array and Dell PowerEdge R720 servers powered

by Intel® Xeon® processor E5-2600 product family to run PACS on an Oracle database, with VistA (Veteran Affairs Information System and Technology Architecture) being used for electronic health records.

Medical images and records are instantly available for patient visits In the effective treatment of cancer it is critical to track the patient’s progress over days, months and years. Now RGCI can store medical images and patient records electronically, which can be instantly compared to previous images. These images can be quickly shared between consultants and remain highly available during the course of the diagnosis and treatment. “Having medical images and patient records accessible online reassures our patients because their surgeon is aware of all their history before making an informed decision. With our Dell Compellent storage management system we have eliminated the potential for image deterioration, and patient records can be quickly accessed to ensure treatment begins immediately,” says Dwivedi.

Meets seven years of projected data growth due to high scalability Dwivedi projects that the institute has a

storage solution that can manage their growing data demands for the next seven years. “Dell Compellent provides the institute with a very stable environment that supports virtualization, which will help us save a lot of money in the long-term. We can meet our data volume forecast for the next seven years by simply adding more controllers and disk space without incurring license fees or the cost of expensive components required by other solutions,” says Dwivedi. The center has improved the ability to plan effectively due to having complete transparency into current storage utilization. “We use the management dashboard within Enterprise Manager to provide us with a clear picture of our exact storage utilization and when disks are approaching capacity. On this basis I can predict our storage requirements for the next two to five years.”

Treatment responsiveness increases through ability to respond to urgent requirements RGCI has improved business agility in responding to the needs of their consultants, technicians, and nursing staff. Because the center can project storage allocation more accurately, the IT team can be highly responsive to user requests. Where previously storage was provisioned upfront based on estimated size volume, now disk space is only used when data is written. “I no longer pre-allocate space which could be used for another urgent need because Dynamic Capacity thin provisioning software delivers a realistic picture of available space rather than provisioned disk space. Effectively this means I can support a greater number of users because I can allocate space more efficiently,” says Dwivedi.

Ability to double storage capacity provides a compelling priceperformance ratio The center keeps all patient records and images instantly accessible to consultants and physicians.

Managing the records of over 125,000 patients who have been treated since the center’s opening means data must remain highly available to ensure patient history informs accurate decisionmaking and treatment. Dwivedi says, “We are a cancer hospital and so our patients may visit us after many years, which means the data needs to remain highly available. We keep all records online, and while we have the current capacity of 50TB, we have the scalability to double this through simply adding disk space, which provides us with excellent price-performance. The Compellent solution provides me with a great deal of freedom and flexibility in the management of storage.”

TECHNOLOGY AT WORK SERVICES Dell Support Services – Dell ProSupport Dell Compellent Copilot Support

HARDWARE Dell Compellent Storage Center Dell PowerEdge R720 servers with Intel® Xeon® processor E5-2600 product family

SOFTWARE Dell Compellent Dynamic Capacity Dell Compellent Enterprise Manager

RGCI partners with third-party vendors to provide support for the institute’s IT systems. In the delivery of healthcare services powered by technology, it is critical that the center’s systems remain highly available. RGCI’s data center is protected by Dell Compellent Copilot Support and Dell ProSupport. “Support can be a challenge in India and in my experience of working with a range of vendors the responsiveness of Dell is fantastic. Like any organization there will be times when an issue appears in the data center and Dell provides a highly responsive service,” says Dwivedi.

Patient needs at forefront of technology-enabled healthcare With patient well-being improved through timely diagnosis and treatment, RGCI has plans to move to a virtual desktop infrastructure to deliver data security and business continuity in the event of a system failure. “As CIO I’m able to provide an accurate roadmap of our future IT needs due to our Dell Compellent solution. We have plans to implement virtual desktops throughout the institute to deliver data security and ensure our consultants and surgeons can access medical information from anywhere in our facilities. It’s about ensuring that our patients are comforted and reassured that we are using the latest treatment procedures and technology to prevent and treat cancer,” concludes Dwivedi. ë

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SV600, YOUR CONTACTLESS DOCUMENT SCANNER

A winner in both efficiency and style, the SV600 is sure to impress with easy, user friendly functions that allows one to scan effortlessly, with results beyond your imagination!

SCAN BEYOND YOUR IMAGINATION Pioneering new VI technology for scanning newspapers and books, magazines and all documents up to A3 in size, Fujitsu ScanSnap presents SV600. With a powerful suite of softwares embedded within a sleek and compact overhead scanner, scanning is beyond your imagination. Intelligently engineered with scanning efficiency, ScanSnap SV600 automatically corrects the distortion caused by the curve of an opened book and automatically crops multi-documents to each of their original size. Users can now digitalize a book in just one touch without hassle with the auto page detection function that facilitates book scanning like never before.

Preserve your treasured art pieces, documents, name cards, old books and more.

NEW VI TECHNOLOGY Equipped with ‘VI Technology’, the overhead ScanSnap SV600 minimizes unevenness in image quality and scans documents from a distance without contact to your valuable documents, such as oil paintings and old historic books.

QUICK MENU PRODUCTIVITY-SCAN TO CLOUD

MULTIPLE DOCUMENT DETECTION Save the hassle of scanning small documents one by one. With ScanSnap SV600, place all the small documents such as business name cards, photos and newspaper clippings at a go, let SV600 do the cropping intelligently for you.

ADVERTORIAL.indd 28

The ScanSnap Quick Menu for PC and Mac automatically pops up after scanning to provide you a variety of ways to be immediately productive with your scans. Directly scan to Cloud with hassle: Scan to Evernote, GoogleDocs™, Salesforce CRM, Salesforce Chatter, SugarSync, Dropbox and SharePoint Online (for Windows®).

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CONVERT SCANNED IMAGE INTO EDITABLE TEXT Fujitsu ScanSnap scanners are equipped with the OCR(Optical Character Recognition) software, which conveniently converts images to searchable text data. Searching and editing scanned images is now a breeze giving users the flexibility and efficiency in retrieving documents.

SPEEDILY EFFICIENT Quick & speedy, the ScanSnap SV600 is ready to use within 3 seconds of startup time. Enjoy stress free scanning in 3 seconds for your documents up to A3 size.

STYLISH & EFFECTIVE Unlike flatbed scanners, the stylish and sleek ScanSnap SV600 conveniently fits into any work spaces with its compact sized of 210 x 156 x 383mm.

EASILY CREATE YOUR OWN DIGITAL BOOKS Fujitsu ScanSnap completes your scanning solution with its premium software, With Rack2-Filer Smart and Magic Desktop software, managing and organizing all the scanned images at your convenience. Imagine a digital bookshelf, Rack2-Filer Smart allows you to scan, scan, organize and create digital books with book covers for easy reference.

SCAN WITH ONE TOUCH!

STEP

1

With the newly renowned features, SV600 allows smooth continuous page scanning: l Page Turning Detecton - SV600 detects when a page is turned and automatically begins scanning l Timed Set Mode - Set a fixed time interval and SV600 scans in real time

AUTO IMAGE CORRECTION

STEP

2

SV600 automatically corrects distortion caused by the curve of an opened book image correction. Users are able to customize and fine tune the scanned images on the preview dialog after scanning.

STEP

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Engineered with new features “Rack2-Filer Smart with Magic Desktop” & “Easy book creation”, you can now compile book pages and create book cover thumbnails for easy reference after scanning.

Carry your scanned documents with you anywhere anytime; you can conveniently browse your scanned digitalized book from your tablet or Smartphone. “Rack2Filer Smart with Magic Desktop” manages and organizes all your scanned images while providing you with the functionality to utilize data in many ways.

STEP

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INNOVATIONS

HGST Enterprise SAS SSD Storage HGST’s next-generation of Ultrastar 12Gb/s SAS solid-state drives (SSDs) with capacities up to 1.6TB. Building upon its award-winning first generation 12Gb/s SAS SSDs, the new Ultrastar SSD800MH.B, Ultrastar SSD1600MM and Ultrastar SSD1600MR are the ideal building blocks for server and storage systems running today’s performance-sensitive

enterprise applications.

The Ultrastar SAS SSDs create new price/performance points by combining HGST’s deep enterprise storage expertise developed over the last 50 years, HGST’s customerproven 12Gb/s SAS technology andIntel’s 20 nanometer (nm) high endurance enterprise-grade MLC NAND memory. As a result, HGST’s

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The new high performance Ultrastar 12Gb/s SAS SSD family supports applications requiring fast and reliable data storage, such as online transaction processing, cloud computing, online gaming, and big data analytics.

KEY CAPABILITIES n Enterprise-level write endurance –Three options to balance write endurance, write performance, and cost: Ultrastar SSD800MH.B with 25 full random drive writes per day (DW/D), for five years, Ultrastar SSD1600MM with 10 DW/D, and Ultrastar SSD1600MR for readintensive applications. n Highest level of product reliability – Continuing HGST’s industry-leading track record in enterprise storage quality with a reliability specification of 2 million hours MTBF and a five-year limited warranty. n Broad range of capacities – Available in capacities of 250GB to 1.6TB for the read-intensive Ultrastar SSD1600MR, 200GB to 1.6TB for the mainstream endurance Ultrastar SSD1600MM, and 100GB to 800GB for the high endurance Ultrastar SSD800MH.. n High performance levels – Supports throughputs of up to 1,100 MB/s along with random read and random write performance of up to 130,000 and 110,000 IOPS,

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FORTINET ON-DEMAND FIREWALLS FOR AWS FortiWeb-VM for AWS can now be utilized seamlessly on an hourly or annual subscription basis, complementing existing Bring Your Own License (BYOL) options. When procured via AWS Marketplace for on-demand delivery and integrated metering, billing, and payments, AWS customers can now consume“security-as-a-service” in the same simple and elastic manneras they would with the AWS infrastructure itself. A significant benefit of the new on-demand, pay-as-you-go model is scaling the solution to meet immediate needs, while still offering predictable cost models.

The new AWS Marketplace annual subscription options potentially allow CAPEX savings of up to 40 percent when compared to hourly pricing over the same 12 month period.

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KEY CAPABILITIES n Provides multiple protection layers against today’s threats that target Web applications, including cross-site scripting, SQL injection, buffer overflows, file inclusion, cookie poisoning, schema poisoning, denial of service (at both the application and network layer) and many others. n Protects against OWASP Top 10 Web application vulnerabilities, and the software’s IP reputation service helps protect against automated Web attacks by identifying botnet activity. n Automatically and dynamically profiles user activity to create a baseline of permissible activity. Its real-time data analysis capabilities provide an analytics interface that helps organizations understand their Web application usage and maps requests to their geographic location.

A U G U ST 2014

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www.cyberoam.com

Turning CIO into the next-generation catalyst Cyberoam NGFWs enable enterprise CIOs harness IT & network transformation with insights beyond security, helping them innovate, monetize and differentiate.

Key business benefits of Cyberoam NGFWs to CIOs: • Next-generation threat protection (also secures critical infrastructure / SCADA networks)

• Wirespeed gigabit performance • Visibility into BYOD and Virtual environments • Easy compliance • On-appliance Web Application Firewall (WAF)

Also available through

NICSI / NIC

Cyberoam Product Line : Network security appliances (Next-Generation Firewalls/UTMs)

Centralized Management (Hardware & Virtual)

Centralized Reporting

© Copyright 2014 Cyberoam Technologies Pvt. Ltd. All Rights Reserved. | For more information contact : marketing@cyberoam.com

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RNI NO: DEL ENG/2013/49006 Postal Reg. No.: DL-SW-1/4169/13-15

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Date of Publication: 18 of Every Month Date of Posting: 20 & 21 of Every Month

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