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VOLUME 01

ISSUE 08

SEPTEMBER 2013

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WWW.ENTERPRISECHANNELS.COM

REDEFINING SERVICE EXCELLENCE

The Indian market is witnessing a growing trend and traction for IT infrastructure outsourcing as organizations more aggressively seek means to reduce costs, defer or limit future investments, and realign operating models to lower revenue levels. /18

ECSEP2013RS20 LENOVO: BETTING ON PC+ ERA

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editorial

Enough Reasons for Services Market to Grow.

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

For a country like India, where managing and maintaining on-premise infrastructure is an issue due to rising real estate price, increasing electricity bill and non- retention of quality manpower, subscription model is a natural choice. On top of this if there is constant fluctuation of dollar price; it makes the customers think positively to go for services model than acquiring any technology, upfront. The objective of implementing technology is to enable the business but if it becomes a liability then it pulls down the business performance. The CXOs, if they engage constantly in determining the technology, their influence over business outcome gets marginalised. So ideally they should sign the SLA and start concentrating on the core business. This trend has started picking up in India. We see service providers and large SIs like Airtel, Sify, Tulip, TCS, HCL, etc., have started pushing various services from infrastructure (datacentre, storage, etc.) to applications including ERP, CRM, SCM, Mail, Messaging, security, etc. So based on the growth opportunity, the industry forecast says that the IT managed services market in India is set to hit $3.8 billion this year up from $1.6 billion in 2009, growing at a CAGR of 23 percent. And it is expected to grow at a CAGR of 12.4 percent till 2018. My personal view is that applications can be availed fom various vendors to suit one’s requirements but when it comes to hosting t hese applications one needs to have a datacentre. So practically, building up a datacentre, managing and maintaining it is a tough task and requires a lot of investment. This is probably the reason why datacentre market is going to be a huge opportunity. Like the retail boom in India, datacentre will be the biggest outsourced business in India from the local and the global requirements’ perspective. Only thing is that this business segment has to develop enough trust among the customers because in the past there has been a lot many data leak incidents in India. I believe the vendors should look forward to BFSI, telecom, education, hospitality, health care and retail industries to start pushing services but a little later they should start tapping SMEs. For more perspectives on services opportunity, it is advisable to go troug our cover story of this month. ë

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s e P t e M b e r 2013

CONTENTS VOLUME 01 ISSUE 08 SEPTEMBER 2013 W W W. E N T E R P R I S E C H A N N E L S . C O M

2013

COVER STORY

REDEFINING SERVICE EXCELLENCE

MY VIEWS

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INNOVATION

“Making storage smarter”

DELL WYSE D10D THIN CLIENT

SANDEEP DUTTA COUNTRY MANAGER – STORAGE SYSTEMS AND TECHNOLOGY GROUP, IBM INDIA/SA MY VIEWS

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/30

Pioneers of cloudbased security solutions

The first dual-core thin client paired with ThinOS, the D10D gives customers a high performing hardware solution combined with secure firmware.

IMPORTANT UPDATES Analysis

/32

Limelight Network: Enabling the Future of Digital Presence

KAUSHIK THAKKAR CO-FOUNDER AND CEO, NEVALES NETWORKS

CORPORATE STORY

/14

LifeSize: Investing in the Capabilities of Smart Video

EDITORIAL ::::::::::::::::::::::::::::::::::::::::::::::::::: 03 CHANNELSTREET ::::::::::::::::::::::::::::::::::::: 06 ENTERPRISE :::::::::::::::::::::::::::::::::::::::::::::: 26 SOLUTIONS :::::::::::::::::::::::::::::::::::::::::: 28, 33 INNOVATION::::::::::::::::::::::::::::::::::::::::::::::::: 34

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CHANNEL

STREET ENTERPRISES ADOPT IBM SMARTCLOUD VSR

IBM’s cloud-based disaster recovery service has been selected by three organizations in India, -spanning across industries including manufacturing and services -- to ensure business continuity and resiliency. IBM SmartCloud Virtualized Server Recovery (VSR) will provide these organizations with a fully managed, robust server recovery solution that will ensure faster restoration, while minimizing data loss and enabling continued customer service in any disaster scenario. The organizations that have adopted the IBM SmartCloud VSR solution include: Servion Global Solutions, a Customer Interaction Management (CIM) solutions firm; Synthite Industries, a manufacturer of natural products and Luminous, a power back-up solution provider.

VMWARE CLOUD MANAGEMENT WITNESSES ROBUST ADOPTION VMware announced that VMware Cloud Management solutions are helping customers achieve the promise of the software-defined data center architecture. VMware Cloud Management solutions are resonating with customers leading to accelerating sales of the VMware vCloud Suite. VMware Cloud Management license bookings were VMware’s strongest growing product area in Q2 2013. Since the beginning of 2012, the customer installed base has tripled. Accelerating customer adoption of VMware Cloud Management solutions has drawn an ever-growing number of partners into the VMware ecosystem.

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BARUN LALA, DIRECTOR (STORAGE), HP INDIA

HP Unveils Software Defined Storage with Data Tiering HP has released new HP Converged Storage innovations that enable customers to maximize the return on investment (ROI) of their virtual infrastructure by lowering costs while increasing agility and capacity utilization. HP launched StoreVirtual Virtual Storage Appliance (VSA) software functionality. These new features include automated sub-LUN (logical unit number) storage tiering and increased VMware and Microsoft integration to improve efficiency and performance. New licensing options provide deployment flexibility to support current workload requirements and future growth needs Besides, HP introduced two software plug-ins for HP 3PAR StoreServ Storage, one for use with VMware, and the other for use with SAP. These plug-ins help customers simplify management of

complex application deployments. HP StoreVirtual VSA powered by the proven HP LeftHand operating system and introducing new Adaptive Optimization capabilities which is the industry’s first scale-out software-defined storage solution to offer data tiering. “To reduce data center investment and operational costs, budget-conscious organizations are transitioning from dedicated physical hardware to software-defined storage embedded on existing industry standard servers,” said Barun Lala, Director, Storage, HP India. “Having pioneered software-defined storage with an installed base of over 170,000 StoreVirtual VSA licenses, HP is now extending its leadership in this area with auto-tiering capability to further optimize cost and performance for small or medium-sized businesses as well as remote enterprise branches.”

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CHANNEL STREET

Religare Finvest Deploys FinnOne mCOLLECT Religare Finvest Limited (RFL) has gone live with Nucleus Software’s FinnOne mCollect, a mobility product for efficient delinquency and debt management operations. This has enabled RFL to offer a high performance, automated and anywhere-anytime accessible system to its field collectors, collection managers and sales personnel across India, the press release announced. Kavi Arora, CEO, RFL, said, “Religare Finvest Limited is committed to making financing easier for SMEs through innovative, pioneering and industry-leading solutions. With the use of this application, we have been able to

tighten our collection process and reduce our operational costs. The application has also helped us minimize human errors and expedite reconciliation. .” Vishnu R. Dusad, CEO and MD, Nucleus Software, said, “RFL has chosen our robust, functionally rich and highly scalable mobile application to serve its customers. Our team helped implement and parameterize the mobile product for more effective results and I am happy to see that our mobile product is already helping Religare Finvest derive significantly higher business value, increased operational efficiencies, reduced risks and end-customer delight.”

AVNET APPOINTED SAP DISTRIBUTOR Avnet Technology Solutions has become an SAP distributor of analytics, enterprise mobility, and database and technology solutions from SAP AG. Avnet will also offer the innovative in-memory SAP HANA platform to its channel partners in multiple countries in Asia Pacific. Countries included in the agreement are India, China, Indonesia, Malaysia and Singapore. William Chu, president (Asia Pacific region), Avnet Technology Solutions, said, “The addition of market-leading SAP technologies to our portfolio further supports our ability to help our channel partners offer the types of IT solutions that give them a competitive edge. Our integration capabilities and solutions distribution methodology ensures that we deliver additional value to each engagement and efficiently address the specific needs of those partners in our reseller, ISV and SI network.”

FIREEYE RE-IMAGINES SECURITY WITH OCULUS FireEye has launched Oculus which it claims is the industry’s first global, realtime, continuous protection platform. Oculus comprises of three components, Threat Prevention Platform, Dynamic Threat Intelligence (DTI) and Support and Services. The FireEye Threat Prevention Platform addresses today’s advanced cyber attacks. The platform features the patented Multi-Vector Virtual Execution (MVX) engine which is designed to provide scalable, accurate, and timely protection across the primary threat vectors-Web, email and files. DTI leverages big data analysis by aggregating and analyzing large volumes of attack data in near real-time. It also leverages APT Discovery Center which catalogs and analyzes current and past APT campaigns. It characterizes APT attacks by technical footprint, vertical, geography and target to help security teams, law enforcement and governments improve defenses. With support and services, FireEye protects its global customers via 24x7 worldwide supports in all major regions around the world.

Cyberoam Concludes Multi-city Channel Meet Cyberoam’s multi-city channel partner meets culminated successfully which witnessed participation from not only its existing channel partners but also hundreds of new partners from all over India took part in this channel gathering. During the event Cyberoam connected with over 500 channel partners and strengthened its strategy and vision for emerging opportunities in Enterprise and Virtual security segments. Cyberoam is ready with its innovative network security portfolio including NG series and virtual UTM appliance range

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announced the Company. The portfolio addresses top security and performance concerns of SMBs as well as Enterprise customers.

Recently voted “Channel Champion”, Cyberoam is poised for the next level of business growth. With a view to exhorting its

channel partners to seize rising opportunities in Enterprise, Virtual Network security and more, Cyberoam unveiled several attractive Sales incentive schemes: it announced first-ever rebate program for its Gold and Platinum Partners that entitles them for an additional rebate up to 5% besides their standard benefits; and sales incentives schemes giving partners plenty of exciting cash and gift rewards, wins and bumper prizes. Further, Cyberoam awarded CCNSE and CCNSP certifications to more than 350+ partner engineers across Tier 1, 2 and 3 cities.

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CHANNEL CONNECT &

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CHANNEL STREET

Sify Sets to Invest in Start ups Sify will explore avenues to invest in or partner with technology startups focusing on Cloud, Security and Managed services. These investments or partnerships will be particularly directed at those companies with synergies to Sify’s current business lines. The aim is to strengthen and differentiate Sify’s current service and product offerings both for domestic and international markets, and through strategic relationships with target companies outside of India, expand its presence in key markets outside India announced the press release. Sify had already called on August 21, 2013,

INR 30 crores of capital from its 2010 Subscription Agreement with Sify’s promoter group as initial funding for such investments. An additional INR 120 crores will remain available to Sify pursuant to the terms of that agreement, which may be called by Sify’s Board of Directors as needed. Sify’s Board has also approved the execution of an Amendment to the Subscription Agreement removing the current September 2013 deadline to call the balance of INR120 crores, leaving such funds available for draw by the Board at such time as it determines the funds are needed.

BROCADE JOIN FORCES WITH VMWARE Brocade has collaborated with VMware to develop the Brocade SAN Analytics Management Pack for the VMware vCenter Operations Management Suite, which sends SAN health and performance metrics information from Brocade SAN fabrics into vCenter Operations Management Suite. The integration leverages the behavioral learning functionality in vCenter Operations Management Suite to provide useful baseline metrics and trending information for data traffic, as well as identifying SAN bottlenecks between servers and storage to enable more proactive application performance monitoring. This further simplifies SAN operations management and lowers operational costs by reducing the time to troubleshoot issues thereby resulting in faster recovery.

RDP BRINGS RED ANT OS RDP Workstations has released its newest thin client operating system Red Ant OS. Exclusively built by RDP Red Ant OS is a powerful, thin, secure, Linux-based operating system specifically designed to provide an exceptional desktop experience for end-users and administrators alike announced the press release. RDP Red Ant Operating System, is optimized for virtual desktop infrastructure (VDI) and provides support for all major VDI technologies. These solutions include VMware with PCoIP, Citrix with HDX, Microsoft and Red Hat all within a small OS footprint. RDP Red Ant Operating System, offers users a smooth, robust VDI experience, optimized for superior high definition audio and video support with both VMware’s PCoIP and Citrix HDX, while also supporting onboard Flash Redirection in Citrix environments.

XEROX OPENS NEW R&D FACILITY IN BANGALORE Xerox’s Chairman & CEO Ursula Burns inaugurated a new research & development facility at Xerox Research Centre India (XRCI), Prestige Technology Park–II, Marathahalli, Bangalore. About hundred researchers and engineers at the new XRCI will conduct research in the areas of big data, analytics, mobile, document management services, and solutions for industries like banking, transportation, healthcare and education. There will be a special focus on the needs of emerging markets.

MYDLINK CLOUD GARNERS ONE MILLION USERS D-Link’s mydlink cloud service has topped one million registered users. mydlink is the cloud-based service that adds unmatched value to D-Link’s award-winning Cloud Cameras, Cloud Routers, and Cloud Storage devices by making it possible to access them and stream media remotely over the Internet using a smartphone or tablet announced the press release. New mydlink-enabled Cloud Routers offer next-generation 802.11ac Wi-Fi for video streaming, online gaming, and VoIP calls, and also allow parents to view their children’s browsing history.

IMPERATIVE TO DEFINE M2M STRATEGY SAYS IDC Asian telecom service providers must start to define how they will deliver and support the machineto-machine (M2M) solutions that drive the Internet of Things or miss out on their share of a multibillion dollar market opportunity, International Data Corporation (IDC) has warned. IDC expects Asia Pacific excluding Japan’s (APeJ) connected

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M2M market ecosystem to grow 127% from USD 3.0 billion in 2012 to USD 6.8 billion in 2017. This ecosystem includes modules, service connectivity, platforms, applications, analytics, security and professional services. In addition, the number of M2M connections that will connect to the telcos’ networks will grow 171% from 26.8 million to 72.5 million

over the same period of time, creating an unprecedented market opportunity for those telcos that can adapt to meet the challenge. As the buzz around the market opportunity for the Internet of Things gathers pace, telecom services providers in Asia need to enhance their existing internal capabilities and develop partnerships across the M2M ecosystem

to make sure they do not get left behind. “The vast majority of telcos face a future with the declining or slowing of their traditional voice and data revenues. As such, they need to identify new revenue streams and business models to drive future revenue growth,” stated Charles Reed Anderson, Head of Telecoms, IDC Asia Pacific.

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CHANNEL STREET IN PUBLIC

“We’re excited and look forward to the huge opportunity that lies ahead as more and more organizations begin to benefit from our technologies” T SRINIVASAN, MANAGING DIRECTOR, VMWARE INDIA & SAARC.

Dell Named Leader in Magic Quadrant for UTM Dell has been positioned in the Leaders quadrant of the 2013 Magic Quadrant for Unified Threat Management by Gartner. In its report, Gartner analysts Greg Young and Jeremy D’Hoinne emphasize the importance of unified threat management (UTM) devices, which provide SMB’s multiple network security functions in a single appliance. Gartner defines the UTM market as multifunction network security products used by SMBs. Dell offers two UTM product lines to the SMB markets: the SonicWALL TZ line for the smallest businesses, and the SonicWALL NSA

Series for small and midsize companies. The Gartner report notes that vendors in the Leaders quadrant “are at the forefront of making and selling UTM products that are built for midsize business requirements. Vendors in this quadrant lead the market in offering new safeguarding features, and in enabling customers to deploy them inexpensively without significantly affecting the end-user experience or increasing staffing burdens. Common characteristics include reliability, consistent throughput, and products that are intuitive to manage and administer.”

SECONDS

CRMNEXT NAMED AS ‘BEST CRM TECHNOLOGY’, ASIA 2013 CRMnext India has been awarded the ‘Best CRM technology, Asia’ Award by the World Finance. World Finance is a leading international business magazine, produced by World News Media from its global headquarters in London and recognizes companies worldwide under multiple categories. These awards are also the only such industry honors given on the basis of voter participation. And the judging panel draws over 230 years of financial journalism experience. These awards are also the only such industry honors given on the basis of voter participation.

ARRAY NETWORKS GETS US$ 2MILLION GOVERNMENT ORDER Array Networks has bagged the largest WAN optimization order from the government sector by closing a US$ 2million deal. This is the largest single deal for Array and will cover deployments across 400 locations in various parts of India announce the release. Array Networks’ aCelera WAN series of

AXIS EXPANDS BANGALORE FACILITY Axis Communications has expanded office space in Bangalore, its India headquarters. This office expansion comes as a result of Axis’ consistent growth and successful client acquisitions over the years. Axis’ sustained focus on the Indian market since 2007 has enabled the company to strengthen its footing across the country and this expansion will accommodate the company’s current requirements and future growth plans for India. The new facility is in line with the company’s global standards and includes an exclusive testing and demo center to enable superior customer and partner support. Sudhindra Holla, Country Manager, Axis Communications, India, said, “This development is a testimony to our India growth story. The new facility is part of our global expansion plans to enhance customer and partner experience significantly. We wish to thank all our business partners and vendors for their absolute support and cooperation over the years.” Along with its wide range of network video solutions, Axis also offers a whole gamut of products like video encoders, thermal cameras, video management software and accessories etc.

products comprise virtual appliances, which provide scalability, flexibility and affordability for cloud and virtualized environments, as well as hardware appliances that deliver an unbeatable combination of functionality, performance and return-on-investment. These appliances also leverage the latest in state-of-the-art multi-core processing and energy-efficient components to create an integrated purpose-built appliance for WAN optimization.

EUROTECH INTRODUCES BESTNET CHASSIS FOR CCTVS Eurotech Technologies has launched BestNet Chassis for Surveillance Cameras. Suited for Video Surveillance application, the rack-mountable chassis is equipped with Media Convertors which ensures system expandability,

SAP LABS INDIA BAGS CMO ASIA AWARD SAP Asia Pacific and Japan announced that SAP Labs India has won the CMO Asia’s ‘Best Organization for Women Talent Development’ award across Asia for its contribution to the empowerment of women in industry. The award specifically recognizes the efforts undertaken at SAP Labs India to engage women successfully and have cheered and supported the development of women professionally. Bhuvaneswar Naik, VP (Human Resources), SAP India, said, “CMO Asia’s recognition validates our commitment to the empowerment of our women employees. SAP Labs India has bagged several awards for its HR excellence and Diversity initiatives. A few of the recent wins include ‘Creating a Conducive Work Environment for Women’ from the NCR Chapter of National HRD Networks, ‘Global HR Excellence’ award by World HRD Congress, etc.

easy to install, effectively troubleshoots system performance and comes with individual power modules & hot-swappable slots, making it a seamless and manageable entity ensuring zero down-time. The agile and robust BestNet Chassis with Media Converters provides an economical solution towards extending the scope of an existing network and ideal for wide range of usage and suited for high scalability.

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CHANNEL STREET

Pegasystems to Host Developers’ Conference in India Pegasystems, provider of Business Process Management (BPM) and a leading provider of Customer Relationship Management (CRM) solutions, has launched the Pega Developers Conference, 27 and 28 October, 2013 at the Hyderabad International Convention Center. The conference is designed to meet the rising demand for knowledge sharing from the growing community of Pega designers and developers in India. The two-days will offer practical immersion in the latest and most advanced features of the

Pega Build for Change platform. Attendees can benefit from client case studies, implementation best practices, training sessions, and workshops offered by Pegasystems’ most senior technical architects and engineers. Commenting on the Pega Developers Conference, Alan Trefler, Founder and CEO, Pegasystems, said, “ We are excited and encouraged by the unprecedented momentum of interest in Pega among the developer community in India. This conference will provide an opportunity for them to connect, exchange thoughts and ideas.”

EXTREME NETWORKS TO ACQUIRE ENTERASYS Extreme Networks has entered into a definitive agreement to acquire all outstanding stock of Enterasys Networks in all cash transaction valued at $US180 million. ChuckBerger, President and CEO of Extreme Networks. “Combining Enterasys technologies and products including their Coreflow modular switches, IdentiFi™ wireless and the NetSight system management application will extend and complement our product offering which we expect will provide signicant added value to the current customers of both Extreme and Enterasys.” Enterasys Networks has approximately 900 employees and $US330 million in annual revenues.

EMERSON NETWORK POWER UNVEILS NEW MODULES OF TRELLIS Emerson Network Power has released two new modules for the Trellis platform: Trellis Power System Manager and Trellis Mobile Suite. The new modules provide a complete visualization of the power system, including utilization and dependencies, as well as secure, real-time mobile access – all via the Trellis platform. This enhanced data center infrastructure management (DCIM) functionality gives data center managers richer insights and more ways to utilize these insights to reduce the risk of downtime and improve operational efficiencies announced the press release. “Discussions with our closest customers on our advisory boards indicated they needed additional flexibility and holistic insight for power management, and that they would benefit from the ability to take Trellis anywhere, 24/7,” said Steve Hassell, President (Data Center Solutions business), Emerson Network Power.

COMMSCOPE STARTS SYSTIMAX PRODUCTION AT GOA FACILITY To meet the growing demand for network infrastructure solutions in the Asia-Pacific region, CommScope unveiled expanded production capabilities at its Goa, India facility to include high-performance Systimax cabling. Opened in 1998, the 25,800-square meter facility currently manufactures antenna and transmission cable products for CommScope’s wireless business under the Andrew brand. It also includes an integrated warehouse, distribution and customer support center.

GOVT CIO BUDGETS FLAT Despite a continuing drive to lower the cost of IT services, nearly 75 percent of government IT budgets globally were reported as flat or increasing in 2013, according to the Gartner Executive Programs 2013 CIO Agenda survey. Gartner research director Rick Howard said, “After years of being told to “do more with less,” many government CIOs report that budgets have stabilised or are increasing, placing them in a better position to deliver and manage IT services more effectively and efficiently. These CIOs are now poised to boost the business value of IT by radically restructuring their services portfolio to drive innovation and improve the performance of government.”

RIVERBED INTRODUCES SINGLE APPLIANCE FOR AANPM & APM Riverbed has announced a significant milestone in the integration of the Riverbed Cascade and OPNETproduct families with the introduction of its single appliance with integrated application aware network performance management (aaNPM) and application performance management (APM).

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This top-of-the-line solution provides end-to-end performance management from deep dive packet and network analysis through application transactions and end user experience (EUE). With this release, customers now have a single solution to help maximize the performance, availability,

and productivity of their critical applications announced the press release. Included in this announcement is Shark module for AppResponse Xpert, bringing network intelligence to application performance, and the AppResponse Xpert integration with Profiler appliance and

Pilot software, bringing application insights into overall performance management. In addition, Riverbed is introducing the new, AppResponse Xpert 6000 appliance for demanding, high-performance application infrastructures.

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7.5 million Users Faced Financial Phishing in One year According to the Kaspersky Consumer Security Risks survey carried out by B2B International with Kaspersky Lab in summer 2013, approximately 30% of users have received bogus emails claiming to come from banks. The fraudsters often use fake notifications from banks in order to trick users into handing over account credentials and giving away access to their

money. According to the survey, 30% of users have received emails allegedly coming from a bank which turned out to be bogus forgeries. 22% of respondents reported suspicious messages supposedly sent on behalf of an online store. Nearly 6% of respondents stated that they have entered financial information on dubious sites. These are all examples of the activity

of cybercriminals engaged in phishing, one of many types of malicious attacks targeting important confidential financial data: credit card numbers, logins and passwords to online banking accounts, etc. The release said that Kaspersky Labâ&#x20AC;&#x2122;s Safe Money advanced protection technology will help to keep cash away from cybercriminals.

WEB CLIPS APICAL UNVEILS THECUS NAS APP CENTER Apical has launched Thecus, provider of digital storage solutions, NAS App Center. This is a new service for users to download NAS apps. The NAS App center distributes apps and modules that are able to meet the needs of a variety of users. The release informed that as networking storage technology has evolved over the years, Thecus NAS products have been continuously refined to fill multiple roles with various advanced functionalities.

AVAYA NAMED IN MAGIC QUADRANT FOR UC Avaya has been positioned in the Leaders

FORTINET UNVEILS NEW MID-RANGE ADC & CLOUD-BASED GSLB

Quadrant in the Gartner Magic Quadrant for

Fortinet announced the first new additions to its secure application delivery product portfolio that are a direct result of the companyâ&#x20AC;&#x2122;s recent acquisitions of Coyote Point Systems and XDN. The FortiADC-300E is a high-performance application delivery controller (ADC) for midsized enterprises that combines traditional load balancing with advanced features that route traffic at the application level and offload secure HTTPS transactions from servers announced the press release. FortiDirector is a hosted Global Server Load Balancing (GSLB) service for medium and large enterprises, Application Service Providers (ASPs) and Software as a Service (SaaS) providers that bridges application traffic across multiple data centers and works with the FortiADC, FortiBalancer and Coyote Point Equalizer application delivery product lines.

the Leaders Quadrant and recognized as a key

Unified Communications* for 2013. This is the 5th consecutive year that Avaya has been placed in industry player in the unified communications (UC) and collaboration space.

HID SHOWCASED IP-BASED ACCESS CONTROL HID Global conducted an exclusive conclave for consultants in Bangalore and Mumbai on 19th and 25th July. Along with its partners, IDCUBE, Genetec, SoftwareWorkshop.net and AXIS Communications, HID Global featured advanced IP access solutions for multiple deployments, including remote monitoring, video surveillance,

MOVEMENTS Brocade has appointed BILL LIPSIN to the position of Vice President of Worldwide Channel and Global Systems Integrator Sales. Dell has named MURLI MOHAN as the general manager of its software business in India. Dell Services has appointed ASHUTOSH VAIDYA as vice president and global head of its Applications and Business Process Outsourcing (BPO) line of business.

3.53 NUMBER GAME

million units overall India PC shipments for Q2 2013, a substantial year-onyear growth of 24.0% over Q2 2012.

time and attendance and cashless payment.

MOLEX UNVEILS MULTI-FUNCTION FIBRE ENCLOSURE Molex Premise Networks has released the new Multi-Function Enclosure, a 1U configurable rack mount unit for storing and terminating incoming fibre cable. As per the release, designed to accommodate a wide variety of termination types, adapter configurations as well as different cassettes, the enclosure is also constructed to allow maximum flexibility in routing fibres. The heavy duty ball bearing slide mechanism incorporated into the design allows easy access to fibres, and the interchangeable front plate facilitates upgrades as required. The enclosure has an optional front locking kit and an optional front cable management to securely route patch cords.

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CORPORATE STORY

LIFESIZE

Investing in the Capabilities of Smart Video

Facilitating interactive conferencing, zero travel cost and efficient usage time is the main focus of the companies in order to get a seamless output in business and make it globalised n WORDS: NIVEDAN PRAKASH <NIVEDAN@ACCENTINFOMEDIA.COM>

ndia has seen a major spurt in adoption of cloud based services and mobile devices to enhance the business operations. According to data available video conferencing market in India is growing at 18-20%. The country is also budding market for video conferencing as the companies are taking the conferencing options as a safe method to ensure cost cutting. The fiscal year 2012 was a year of growth for video conferencing and now the current FY will surely be a popular year for both personal and enterprise uses. Since Indian market has a huge potential for business video conferencing, LifeSize Communications, a leading player in the market with its most innovative video system and introduction of Icon series in the market, has contributed to the revolution in the industry. By reinventing video communications with new solutions this year, including the Icon Series and UVC ClearSea smart video mobile and desktop conferencing solutions, the company believes that it has removed all of those barriers in one go. Deepak Braganza, Country Manager, LifeSize Communications, India and South Asia, says, “LifeSize is moving on a growth path. We launched smart video a while back and we are seeing a major traction in that area. We continue to invest in the capabilities of smart video. We are seeing a good shift in the industry right now in terms of uncertainties that was there till last FY, post-April, the scenario is looking very positive.”

DEEPAK BRAGANZA

COUNTRY MANAGER, LIFESIZE COMMUNICATIONS, INDIA AND SOUTH ASIA

“We are in no hurry to increase our partner base in the country as we want to make this relationship with our channel a memorable one”

“Today, customers are asking us how our solutions would work with their existing infrastructure. Being an open standards vendor, we are in an advantageous position, as we work with most of the solutions available in the market. And the smart video experience itself changes the way you do video. Our approach is very simplistic. Earlier, it was very cumbersome to do a video call but with our smart video, we have simplified the video and created a connected experience. Our video offering is Icon driven. It is much more interactive that entices the users to explore the system more in detail. Video consumption will happen only when they are able to make a video call in a simplistic way,” adds Braganza.

ADDRESSING MARKET DEMAND LifeSize is also seeing major uptake from the companies that have adopted video as a way of functioning in terms of their normal business practices. The whole concept of BYOD is also pushing this market. LifeSize has launched an app which is device independent, called ClearSea, available on Apple iStore and Android. In order to convince the potential customers on its innovative solutions, the company believes in demonstrating its products and solutions rather than just talking about them. Customers look at the simplicity in which LifeSize solutions can be deployed. And as far as positioning in the market is concerned, LifeSize is very optimistic of maintaining a top slot as it provides best-of-breed solutions. In fact, it has tested fiercely against the competition and won as well. Adding further, Braganza states, “Our solutions are very competitively priced wherein the customers see value for money in our offerings. Besides, we are currently present across all verticals in India. Our solutions are very flexible that caters to all types of customer requirements. When we pitch competitively, we ask the customer about his requirement and offer the solution as per the requirement. It’s not like what we want to sell in the market but offer according to customers’ requirements. Besides, we give a 30-day try and buy offer to all the customers wherein they can try our solutions and then buy. This in a way gives us a lot of up-sale opportunities and that’s value add we bring in.” Talking about the transformation that is being seen in video conferencing industry due to cloud and mobility, Braganza asserts, “These technological advancements are driving the industry to think differently now. Today, you no longer have the luxury of creating a monopoly in the market. The customers have the choice of going in for an on-premise solution, a hosted solution, or a mix

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CORPORATE STORY

LIFESIZE

Investing in the Capabilities of Smart Video

DEEPAK BRAGANZA

COUNTRY MANAGER, LIFESIZE COMMUNICATIONS, INDIA AND SOUTH ASIA

“We are in no hurry to increase our partner base in the country as we want to make this relationship with our channel a memorable one”

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CORPORATE STORY

of both. When you look at such customers who want this type of flexibility, your solution has to be open. As a vendor, you have to make sure that you adapt to different customer requirements. For example, our UVC works fantastically like an appliance or on virtualization. Otherwise, you are out of the competition in the market. “It’s going to be very tough for the big players as they are more hardware centric. We have adjusted ourselves very early to these changing market dynamics. We are trying to play very strongly on these two trends of cloud and mobility. We have completely moved our portfolio to software based and we also have the broadest portfolio of mobile device support for video calling compared to our competitors,” points out Braganza.

CHANNEL ECOSYSTEM The role played by the channel partners is very significant and huge for LifeSize. They are helping it in writing the growth story in the country and carry the message forward. It continues to invest quarter-on-quarter on partner training events. Apparently, the company has been conducting partner training programs over the past five quarters.

because if the channel loses money, then your brand suffers badly. We have a Channel Manager in place that handles this portfolio very carefully and ensures that our channel partners are well protected. But having said that, this does not mean we are not going to recruit partners in the future. We have a process that defines the prerequisites from our end and only then we move forward.” “We are very particular when it comes to taking care of our partners’ needs – be it profitability or margins. If a partner is not making money by selling our brand, then he is never going to do it again. Our channel team closely looks at this aspect and monitors it on a regular basis. Since we are distributor driven, we know about each and every deal and transaction taking place in the market. Hence, it is much easier for us to take corrective action,” highlights Braganza.

“Our partners are actually the people who become our mouthpieces in the market. It is simply not possible for us as a company to touch so many customers and this is where the role of partners comes into the picture. Our entire distribution and channel set up is working very well for us. On the other hand, partners are actually seeing the value in partnering with us. At the same time, we are also very selective in choosing the partners and not making blind investments. We also make sure that margins are healthy for them as well. Otherwise, they will not see any value in us,” says Braganza. LifeSize is a 100 % channel driven company and there is no direct business at all. It has three national distributors on board– Redington, Ingram Micro, and Green Sources. The company has three levels of partners – the highest level is Expert under which there are six partners who are of national level; then there are eight Professional Partners who again are national players; and then it has Registered Authorized Resellers which are about 400. Braganza explains, “We are in no hurry to increase this partner base as we want to make this relationship with our channel a memorable one. Having a large set of partners does not mean that it would always yield good results for the company

FINALLY... Going forward, LifeSize’s offerings would be circled around smart video, as it is continuously innovating into smart video and its applications. The company believes that video will only grow if it becomes easy to use. As it is betting big on smart video, the investments will all be on that direction itself. ë

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MY VIEWS

SANDEEP DUTTA

COUNTRY MANAGER – STORAGE SYSTEMS AND TECHNOLOGY GROUP, IBM INDIA/SA

“Making storage smarter” INDIAN ENTERPRISES HAVE STARTED REALIZING THAT SMARTER STORAGE SYSTEMS IS A PRACTICAL SOLUTION TO THE PROBLEMS FACED IN HANDLING VERY HIGH DATA VOLUMES, THE NEED FOR 24X7 AVAILABILITY, MASSIVE DATA GROWTH, AND THE NEED TO DELIVER BETTER APPLICATION PERFORMANCE. ENTERPRISE CHANNELS SPOKE TO SANDEEP DUTTA, COUNTRY MANAGER – STORAGE SYSTEMS AND TECHNOLOGY GROUP, IBM INDIA/SA TO GET AN INSIGHT INTO THE COMPANY’S STORAGE BUSINESS AND ITS ASSESSMENT OF THE BIG DATA MARKET. EXCERPTS

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Could you throw some light on the current state of storage business here in India? What are the key trends visible in the market? The market for big data in India is anticipated to grow at nearly 38% a year, from $58.4 million in 2011 to $153.1 million in 2014, according to a study by technology researcher International Data Corp. Big Data is becoming more valuable as analytics becomes more granular. Big Data will be a catalyst to drive a paradigm shift from continuous process improvement to real-time optimization of business outcomes. Some of the trends in big data would be – the growth of the Big Data Discovery Platform that would become a crucial part of big data strategy. Then, there would be an explosive Big Data Application Growth. In the future, big data will be expended by knowledge workers and applications alike. This new generation of applications, including web and mobile, will be powered by big data insights in various industries.

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MY VIEWS

Flash will be applied mostly to a wide range of workloads, from virtualized servers and desktops to online transaction processing. Organizations will incorporate flash into every area of storage architecture, from cache at the host level and in-storage arrays to all-flash arrays. Cloud services will be deployed more largely for private storage, including disaster recovery, backup, and archiving. Businesses between enterprise storage and cloud service providers will increase. The convergence of on-premises and cloud storage will be another interesting trend. Besides, software integration is expected to come to the forefront of storage trends, and implementation decision criteria will focus on both performance improvements and data management. How is IBM tapping the Big Data opportunities? IBM is unique in having developed an enterprise class big data platform that allows you to address the full spectrum of big data business challenges. The platform blends traditional technologies that are well suited for structured, repeatable tasks together with complementary new technologies that address speed and flexibility and are ideal for ad-hoc data exploration, discovery and unstructured analysis. IBM’s integrated big data platform has four core capabilities: • Hadoop-based analytics – processes and analyzes any data type across commodity server clusters. • Stream Computing – drives continuous analysis of massive volumes of streaming data with sub-millisecond response times. • Data Warehousing – delivers deep operational insight with advanced in-database analytics. • Information Integration and Governance – allows you to understand, cleanse, transform, govern and deliver trusted information to your critical business initiatives. IBM has a differentiated storage portfolio, including XIV, Scale Out NAS (SONAS), SAN Volume Controller (SVC), Tivoli Storage Manager (TSM), Tivoli Storage Productivity Center (TPC), and SmartCloud solutions. These offerings enable firms to optimize their storage systems in order to achieve their private and hosted cloud objectives. Businesses are moving to all-flash systems to boost critical application performance, gain efficiencies and strategically deploy resources for data management. IBM leads the industry with flash optimization in storage, systems and software. IBM Flash System boosts performance

without re-architecting applications. It manages IT infrastructures in more cloud like fashion. This combining with intelligent data placement software, enables a truly autonomic, flashoptimized storage infrastructure. Tell us about IBM’s Business Intelligence capabilities? How do you assess the BI software market in India? Earlier generations of BI solutions typically targeted specific, high-level roles in an organization, so few people ever had occasion to use them. Instead, they analyzed information using conventional office productivity tools such as spreadsheets and desktop databases. The impact on an organization was significant. Most managers and much of the workforce had grown adept at using the basic tools available to them, but this ad hoc strategy was not enough to satisfy their expanding information management needs. They were unable to obtain the kind of detailed reports that would truly aid them in their jobs, and often lacked timely access to critical information. They needed

strategy and adjust plans. With the wide range of IBM business intelligence capabilities right-sized to satisfy all user types and working styles, everyone in the organization can freely explore data, analyze key facts, collaborate to gain alignment with key stakeholders and act with confidence to drive business forward. IBM innovations in business intelligence can enable more people with broader analytics capabilities so that everyone has the relevant information necessary to drive business forward. IBM business intelligence products are designed to integrate with one another, so one can start addressing their most pressing BI needs almost immediately with the confidence that they can grow solution over time to meet future requirements. We have also recently acquired SPSS Inc. The acquisition has strengthened IBM’s Information Agenda initiative, which helps companies turn information into a strategic asset. What’s your software-defined storage strategy for the Indian market? How will it impact your existing storage business?

“IBM IS UNIQUE IN HAVING DEVELOPED AN ENTERPRISE CLASS BIG DATA PLATFORM THAT ALLOWS YOU TO ADDRESS THE FULL SPECTRUM OF BIG DATA BUSINESS CHALLENGES”

better solutions to turn their insight into action so the benefits of their knowledge would be realized, not lost. As a result, the BI market was transformed in the early decades of the 21st century, offering BI solutions that put the right information into the right hands throughout an organization. Basically, BI solutions moved BI out of the hands of the relatively few and into the hands of nearly everyone who could benefit. These solutions scaled BI for the entire organization, aligning the tools to the day-to-day workflow of those who used them. As per Gartner estimates, the market for BI software in India is forecast to reach revenue of $81.5 million in 2012 a 15.6 percent increase over 2011. Worldwide BI software market revenue is forecast to grow 8.7 percent to reach approximately $12.7 billion in 2012. For the best business outcomes, companies need agile business intelligence capabilities that are designed to help users assess facts, reinvent

A Software Defined Environment (SDE) optimizes the entire computing infrastructure— compute, storage and network resources—so that it can adapt to the type of work required. In today’s environment, resources are assigned manually to workloads; that happens automatically in a SDE. In a SDE, workloads are dynamically assigned to IT resources based on application characteristics, best-available resources and service level policies to deliver continuous, dynamic optimization and reconfiguration to address infrastructure issues. Underlying all of this are policy-based compliance checks and updates, in a centrally managed environment. As we approach an era of machines talking to machines, the era of ‘Internet of things’, this would generate a lot of data to be analyzed. While SDE is yet to make commercial impact in storage environments, but as the trend is now shifting to storage efficiency, storage economics, etc, SDE would help customers in the same. ë

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COVER STORY

REDEFINING SERVICE EXCELLENCE

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SERVICES

he IT Services market, including the managed services as well as data center services, in India is witnessing a rapid growth. The demand for IT services is mainly encouraged by the need of organizations to modernize their businesses and scale up the IT infrastructure to align with business expansion, and as well as the appetite for improving for outsourcing services. As per the industry estimates, the IT managed services market in India is set to hit $3.8 billion this year up from $1.6 billion in 2009, growing at a CAGR of 23 %. It is expected to grow at a CAGR of 12.4 % till

are the drivers for growth. On the other hand, one of the key factors contributing to data center services market growth is the increasing need for data outsourcing. The data center services market in India has also been witnessing inclination towards green data center equipment. However, the increasing need for expertise to manage the data centers could pose a challenge to the growth of this market. Kiran Desai, VP and Business Unit Head – Managed Services, India and ME, GIS, Wipro, points out, “The pressure to reduce IT investment due to changing economic conditions, business need to implement emerging

2018. It is very much evident with these market figures that IT managed services is enjoying a steady growth and the spending will increase in the next few years. The demand for cost effective IT services and solutions has increased in the last couple of years and it is mainly coming from vertical industries like BFSI, government, education and retail sectors. Similarly, data center services market in India is expected to grow at a CAGR of 21.6 percent over the period 2010–2014. Industry experts have often stated that the Indian data center market is future-proof and is on the cusp on a tremendous growth trajectory. India is considered to be one among the fastest growing markets in APAC, which is validated by a report by McKinsey indicating that the forecasted CAGR of this market is around 32% and the current market size is around $2.2 billion, and is set to grow to $3 billion by 2016. This demand is being generated from BFSI, media and entertainment, manufacturing, telecom, and retail segments.

DEMAND GENERATORS The reasons for a boom in the IT managed services market is not just the cost savings offered by outsourcing managed IT services, it is the use of such services as a tool for growth and business optimization. Many companies which outsource their managed services are realizing the value of having a cost-effective alternative in order to provide seamless and round-the-clock services to their consumers. This delegation of non-core and yet complex IT services frees up businesses to concentrate on core-verticals which

technologies, increase in mobile traffic, data analytics, regulatory and compliance requirements, security etc., higher leverage on service providers for flexible models are the key factors fuelling this growth.” Dr. Hemant Kumar, Sales Director – Infrastructure and Cloud Computing, Dell Services, states, “We have been growing extremely fast, wherein we have doubled our revenue in past one year in the field of infrastructure and cloud services. We want to move from hardware to an end-to-end solutions provider. What we are witnessing is that there is a high proliferation of end user devices in the enterprise segment; harnessing of the Big Data information by all the vertical industries; and infrastructure and application modernization amongst others are some of the factors leading to the growth of the IT services industry. “The demand for cost effective IT services is definitely one of the reasons for increasing growth. Also the ongoing growth spree has been led by emerging enterprises in wake of deploying complex applications for process automation and operational efficiency; subsequently, posing a need for robust support system to overcome issues such as round-the-clock monitoring, security, business continuity, etc. along with support for internal as well as external users,” adds Anirudha Modak, Country Manager – India, Omnitech InfoSolutions. Mobility and social media are also playing a huge role in the way data is being managed in datacenters. Couple this with increasing demand for computing power required by newer applications is daunting IT leaders in their pursuit of robust, secure and dynamic datacenters. Driven by

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COVER STORY

KIRAN DESAI

DR. HEMANT KUMAR

VP AND BUSINESS UNIT HEAD – MANAGED SERVICES, INDIA AND ME, GIS, WIPRO

“The demand for cost effective IT services and solutions has increased in the last couple of years and it is coming from industries like BFSI, Govt., education, and retail sectors." hardware refresh, optimization and consolidation, the Indian IT infrastructure market is going through a sea change, and new datacenter buildouts initiated by service providers are adding impetus to the market. Another factor affecting the datacenter market in India is the changing regulatory requirements and the landscape in verticals such as telecom, BFSI and government.

TRENDS PREVAILING Today, enterprise customers have started measuring the business value created by the partners through IT outsourcing. Governed by cost reduction and to free-up internal resources, IT executives are increasingly outsourcing their IT application and infrastructure management services. The reason for such an increase is cost savings and business optimization. This delegation of non-core services frees up businesses to concentrate on core-verticals, which are the actual drivers for growth. There is also the tendency or rather greater openness to consider outsourcing IT services

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SALES DIRECTOR – INFRASTRUCTURE AND CLOUD COMPUTING, DELL SERVICES

“Large enterprises in India are gradually moving from in-house captive datacenters to thirdparty datacenters.”

ANIRUDHA MODAK

COUNTRY MANAGER – INDIA, OMNITECH INFOSOLUTIONS

“As we are considering few changes in our business model, cost is always going to be the factor for managed services for all CIOs.”

ACCORDING TO GARTNER, AS MUCH AS $4.2 BILLION WILL BE SPENT ON CLOUD SERVICES IN INDIA BETWEEN 2013 AND 2017. THIS MARKET WILL ENJOY AMPLE GROWTH PROSPECTS

requirements to convert fixed costs of support functions to variable, pay-on-use model, thus driving demand for managed services. Sridhar Pinnapureddy, Founder and CEO, CtrlS says, “The enterprises are expecting service providers to act more like partners to obtain a more comprehensive solution that includes software, professional services, managed services, custom application development and thoughtleadership. As part of an evolutionary process, the customers will consider integrity of service providers an important factor and draw up strong Service Level Agreements, so as to ensure compliance with operational and regulatory risk

requirements. Some firms could even shift to a more variable cost model which will result in sharing of the risks.” “We are very bullish about this market and in enterprise space, we call it more specifically as Remote Managed Services (RMS). It is certainly a very big market for us. The present kind of economic scenario means better prospects for the services business. It is because customers expect us to come up with innovations so that they are always up and running. Cisco is betting big on the services angle wherein we are expecting a CAGR of 30 percent for the next three years. We are also focusing on customer education

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to be robust as more business are increasingly leveraging IT to drive efficiency, collaboration and optimize cost. Managed services enable enterprise to focus on core activity while continuing to leverage on IT. Consolidation has been the theme in the recent past driving data center needs. Virtualization, private cloud, enterprise applications have put data center in the limelight.”

THE ‘CLOUD’ EFFECT

SRIDHAR PINNAPUREDDY

E R ASHOK KUMAR

“As part of an evolutionary process, the customers will consider integrity of service providers an important factor and draw up strong Service Level Agreements.”

“We are very bullish about this market and in enterprise space, we call it more specifically as Remote Managed Services (RMS).”

FOUNDER AND CEO, CTRLS

programs, partner training programs,” asserts E R Ashok Kumar, Manager, Cisco Services India and SAARC. Sudhir Rao, Chief Technologist, HP Enterprise Services India, highlights, “Today applications are now the face of an organization, however, the traditional or core applications layer of enterprises are designed to connect with customers and employees. Hence it’s important for these enterprises to have a platform for application transformation that is simple in nature, more engaging that offers an intuitive experience. HP’s new application transformation software and services portfolio provides end-to-end tools to enterprise for better visibility and engagement with customers” Cloud Computing is changing the way data centers are being perceived today. The adoption of these technologies is the key driver to growth of third-party datacenters in India. Many enterprises today are also looking at consolidating their datacenter resources, rather than spreading them across multiple locations and multiple

MANAGER, CISCO SERVICES INDIA AND SAARC

service providers. Hence mega-sized datacenters are expected to enjoy robust growth. Going green and usage of more innovative power saving technologies could also be looked at drivers to save costs in the near future. “We are currently witnessing a significant shift – large enterprises in India are gradually moving from in-house captive datacenters to third-party datacenters, as they are streamlining their focus specifically to their core business and these captive datacenters will not be a norm for them anymore. As a result, datacenter service providers will be forced to increase their capability and skills to provide Managed IT services to the large enterprises in order to support the mission-critical infrastructure hosted with them. Fuelled by this growth, datacenter footprint in India is poised to expand fast over the next 5 years,” opines Nitin Mishra, Senior Vice President – Products and Services, Netmagic. Adding further, Sunil Pillai, Co-Founder and MD, iValue InfoSolutions, states, “Services component of enterprise IT spending continues

According to Gartner, as much as $4.2 billion will be spent on cloud services in India between 2013 and 2017. With more and more organizations moving to cloud computing, this market will enjoy ample growth prospects. In fact, cloud platform has evolved as game changer as it offers a flexible, open component that has been lacking in traditional outsourcing contracts. It offers the ability to move IT costs which is a behemoth of the balance sheet from capital expenditures to operating expenditures. Shalendra Singh, Country Sales Manager, A10 Networks, highlights, “There is a strong prevailing trend of cloud adoption. Three key reasons for this are – firstly, smart phone usage driving network mobility and application/data access from anywhere versus application residing inside the enterprise premises- cloud is optimal solution; secondly, customers existing network infrastructure have challenges in managing the explosive data growth and the need for scaling up; and lastly, cloud provide flexible model to manage the growth using network optimization technology like Load application and Application Network delivery solution.” Giving his perspective on this trend, Venugopal Ramanathan, Sales Head – Enterprise, Trimax IT Infrastructure and Services, says, “We believe that over time, cloud will be the way individuals and enterprises use information technology. Already the idea of leveraging private and hybrid clouds is catching up rapidly within India. Besides large enterprises, there is a huge pent-up opportunity in the SMB sector for such IT utility services, which we are experiencing first-hand for some of our cloud-based offerings.” “HP Enterprise Services’ new and enhanced services help clients streamline the integration and deployment of critical applications to cloud environments, while maintaining business continuity and addressing data security. To quickly deliver new services to market, enterprises need to deploy new applications and modernize legacy applications. However, IT teams managing the migration to the cloud are struggling with limited capital, tight deadlines and increased complexity. Additionally, once the migration is completed,

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COVER STORY

PRATAP GHARGE CIO, BAJAJ ELECTRICALS

Adoption of Managed Services Model by a CIO

they must ensure the continuity of those critical applications. Part of the HP Converged Cloud, enhancements to HP Enterprise Cloud Services for Enterprise Applications offer clients choice, consistency and confidence with automated deployment when migrating to the cloud,” asserts Rao. The market is already witnessing public clouds dramatically reducing cost of innovation, thus helping entrepreneurs churn innovations faster at dramatically lower costs. Furthermore, there will be a plethora of niche offerings on supply side. The industry will also see expanded market through cloud due to enhanced affordability. However, the real challenge moving forward will be to bridge these innovations to the right customers. Aniket Patange, Director, Data Center Life Cycle Services, Schneider Electric IT Business, adds, “Even though there are talks of high adoption of concepts like cloud computing or virtualization, the dependency on IT is not going to go down. These technological advancements

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will certainly push the managed services market in the country. Virtualization and movement to cloud-based technologies will help in moving towards higher power densities in racks which leads to higher efficiencies in power utilization; creating a more focused cooling approach as compared to perimeter cooling which again is more efficient; and cutting operational costs by removing underutilized servers.” “Today technology companies are making revolutionary changes in the way solutions are designed, built, delivered, sourced, managed and priced. These along with elasticity and scalability are the primary reasons that enterprise data centers are looking to hybrid clouds which again needs specific, expertise skills to redeem the benefits of a hybrid cloud. Hybrid cloud today has gone beyond data storage and offers on demand scalability, security, accessibility. This too needs skills set which generally an enterprise won’t have in-house,” explains Amit Bishnoi, VP – Sales (Services), AGC Networks. Mahesh Tomar, Director, Team Computers,

IT budgets have been shrinking year on year but the deliverables from CIO have been increasing. It is the CIO’s role to bridge this widening gap and yet meet business requirements. CIOs are required to adopt technologies which cost less and deliver more out of the existing IT infrastructure. This has also made Managed IT Services lucrative option for CIOs today. This is what Pratap Gharge, CIO of Bajaj Electricals has to say: As a CIO, what all challenges you face in the IT services, including managed services as well as data centre services? IT services including managed services are becoming the way of getting efficient services and also to reduce the overall cost of service delivery by reducing on-site service engineers. Challenges which CIO’s are facing about such services is to keep measuring SLA’s and deliver services effectively without getting dragged into nitty-gritty’s. Most of the time if there are more than one vendor involved in delivering different components of the services then issue becomes further complex to make one accountable for delivering end results. Such managed services are normally offered remotely and sometimes are having limitation that problem cannot be solved unless physical hands and feet support is provided. Hence they need to be complimented by

asserts, “Cloud offerings are a key component of our offerings, we offer infrastructure like compute, storage, networking, applications, portals and business/ HR applications on cloud by partnering with the likes of AWS, Google and Microsoft. We have carefully calibrated cloud solutions in our GTM to address the needs of growing organisations including start-ups, project based and large enterprises across all major verticals.” Hence, it can easily stated here that with more organizations moving to cloud, there is a tremendous growth potential for service providers hosting cloud services. Besides large enterprises, more and more of SMEs will be benefitted.

CHALLENGES ON THE ANVIL The current market is deluged with a large number of managed service providers and channel partners, offering a wide range of services encompassing infrastructure and applications/ software. In this competitive environment, the

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physical on call service to make them complete. The IT services market will enjoy ample growth prospects with more and more organizations moving to cloud computing. What has been your approach and how far have you leveraged cloud concept? Cloud computing will surely increase the requirements of such remote services. But at the same time, cloud based software will also have proper metering services for the usage, uptime delivery and other parameters, which should help users to know in automated manner the services they have used from cloud. CIOs tend to gravitate towards a managed services model because it offers them high-quality IT services at optimal prices—without the hassle of maintaining internal resources. Please justify this statement. Yes, CIO’s would like to optimise costs for delivering such services and hence they favour to deliver quality support services with optimum cost. Improvement in response time, proper tracking of the calls, remote service delivery in most of the cases can resolve most of the problems in fast way and still can cost less, as engineers don’t have to be stationed, or travelling to attend such calls. And most of the time support required is in software,

vendors are refurbishing their market strategies invariably to attain better market share and position. This entails solutions driven with the increasing demand for cost effective and scalable services, which subsequently led the industry buzzed with cloud computing. Ramanathan asserts, “When economic pressures rise, spending budgets are the first to be under pressure, especially those focused no support operations. Discretionary spending that can be postponed is usually deferred. IT decisions are not being taken in isolation and are part of overall business planning, which completely changes the sales focus as compared to the past. Also, Indian enterprises are generally more price sensitive than those in mature markets. Trimax offers flexible engagement models including BOOT and OPEX that help enterprises variablize their IT spending to ‘keep the lights on’ in the tough times while preparing for rapid scalability when the tide turns.” Dr. Kumar points out, “India has an oversupply of managed service providers. This has led to a

which can be handled remotely hence this model is becoming more popular and effective also. The data centre remains a particular area of interest for CIOs as cloud computing and virtualization continue to shake up traditional infrastructure strategies. Has your business kept up with the emerging trends pertaining to data centre strategies and virtualization? Please explain Data centre consolidation with compact, electricity efficient hardware for servers and storage and also virtualizing both of them has helped most of the CIO’s to reduce carbon footprint, reduce the overall maintenance cost and also introducing high availability features has become possible on commodity hardware using virtualization layers. And most of the CIO’s including us has taken the advantages of virtualizations at server as well as storage level. Now we all are talking about Software defined networking to take virtualization at Network layer. We have also done Desktop virtualization for about 950 desktops and hence our data centre hosts all these 950 desktops, all the servers and storage in virtual environment. We were certainly able to take advantage of reducing carbon footprint, increasing availability, reducing overall cost of maintenance, improve our agility for provisioning servers, storage and desktops to hours instead of weeks etc. ë

very competitive scenario in the services market. And with so many players of different size and scale, it has become a very challenging and fragmented market. In this scenario, we have to be very careful in terms of what kind of service are we providing to our customers and what all value, we are bringing to them.” “Perceived challenge is the loss of control and security risk if applications are being moved to the data center or cloud. Most of the data center and cloud service providers’ are extremely at granular level of security mechanism through applications/network firewall solutions with complete isolation,” adds Singh. “Stable and regular power supply continues to be a major challenge today even in metros which house almost 70-80% of the datacenters (both captive and third-party) in India. As a result, datacenter players have to implement strategies that are oriented towards conservation of power. One major strategy is to build green datacenters such Netmagic’s Gold LEED Certified data center at Chennai that utilize less power with more

efficiency,” says Mishra. The other major challenge is the current commoditization of services like dedicated hosting and collocation which result in margin pressures. Players like Netmagic have addressed this over the last decade by building a comprehensive services portfolio that can address the growing IT infrastructure management needs of enterprises viz. cloud, IMS, managed security, disaster recovery and Disaster Recovery-as-a-Service (DRaaS).

TRANSFORMING BUSINESS MODEL As the IT Services market is witnessing a rapid growth, the service providers are transforming their business models according to these changing market dynamics. Today, the enterprise customers want the service providers to understand the businesses in terms of deep diving into the industry specific processes and taking ownership of those. Also, the IT services contracts have started going beyond vanilla SLAs, as the CIOs want to concentrate on business and revenue innovation activities rather than spending time on IT. The leading IT managed service provider, Wipro has adopted flexible business models, including variable cost, revenue sharing, joint go-to-market, remote delivery, year-on-year productivity improvement and IT outsource service expenses reduction commitment in long term contracts. The company has transformed its business models using productive and cost effective service delivery models like GSMC, ServiceNXT and by offering hosting services. Kumar of Cisco points out, “Our recent acquisitions have been related to managed services or software based automation, management of data center, etc. These acquisitions made our services portfolio very much stronger and hence, provided more value to the customers. We now have a dedicated strategy to go after RMS market in collaboration with our partner ecosystem. We are also re-positioning the Cisco Consulting Services in order to create a business architecture conversation and not just technology architecture conversation with our clients in BFSI, Defense, and IT Services sectors.” The business model at Netmagic has always been geared to address the growing managed services need of enterprises. The company has only been adding more services and capabilities over the last 15 years and today are positioned as India’s only Datacenter Infrastructure Lifecycle Management company with the services and skills to plan, design, manage, support and

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COVER STORY

SUDHIR RAO

CHIEF TECHNOLOGIST, HP ENTERPRISE SERVICES INDIA

“IT teams managing the migration to the cloud are struggling with limited capital, tight deadlines and increased complexity.”

migrate IT infrastructure running missioncritical applications. Omnitech InfoSolutions has been providing its customers with customized solutions and services which suit their requirements and are the best for their businesses. “As we are considering few changes in our business model, cost is always going to be the factor for managed services for all CIOs. However, it is evident that they are willing to pay for value additions like providing the CIO with automation assistance, alert mechanisms, sharing industry best practices of peer companies as technology advisory board, asset management, increase user experience and satisfaction,” states Modak. Trimax IT Infrastructure and Services has made significant investments in building a scalable, highly reliable storage, network and computing infrastructure that is being offered to its clients on cloud. The company is also offering custom, dedicated solutions for those not comfortable with leveraging the cloud. As a company, it understands the need for its customers to align their IT investments closely with their business needs and goals and hence approach them with custom solutions specifically targeted at meeting their business goals through closely aligned IT

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NITIN MISHRA

SENIOR VICE PRESIDENT – PRODUCTS AND SERVICES, NETMAGIC

“One major strategy is to build green datacenters such Netmagic’s Gold LEED Certified data center at Chennai,”

investments. AGC Networks Services’ objective and philosophy is focused around the qualitative framework of Service Chain Management to optimize solutions, operations and profitability. This is done by collaborating ICT practices of the company to offer unique value in the most cost-effective manner and highest qualitative framework. Also AGC Networks expertise in the 4P’s - process, platform, people and partners, helps IT departments at client organizations become real business enablers. For iValue InfoSolutions, services market will continue to grow faster than product market especially in the high end enterprise segment. The company has built end to end expertise from understanding customer business and IT challenge, converting them to technical solutions, arriving at the right brand and size based on the need, conducting Proof of concept, implementation and integration, post sale technical support, etc.

REVAMPED MARKETING STRATEGIES With competition getting stiff in this market, we are seeing both technology vendors as well

SHALENDRA SINGH

COUNTRY SALES MANAGER, A10 NETWORKS

“We strongly feel that both large System Integrators and regional integrators can become the trusted advisers of the customer.” as service providers revamping their marketing strategies in order to garner a better market position. Talking about Wipro’s strategies, Desai states, “We are investing in innovation and automation. Quick adoption of new technologies within the organization to demonstrate the success stories, bringing global best practices in delivery, measure business benefit and service availability, increased focus on the governance and technical delivery are other steps. The key to evolve with the changing trends is by bringing in new transformations in IT and drive automations to change the way IT is being delivered from the traditional approach to a customer centric approach.” “As a strategy, we would prefer to focus on a few, high opportunity verticals to build visibility and traction for our brand. We work closely with our technology partners and domain alliances to build point-solutions that can offer immediate RoI to our clients. As a strategy, we are interested in reducing our involvement in cost-based competition. We prefer to enhance our market presence through focused visibility initiatives with value-conscious clients and prospects that are focused on value RoI instead of just going to the lowest cost vendor,” points out Ramanathan.

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SERVICES

AMIT BISHNOI

VP – SALES (SERVICES), AGC NETWORKS

“Today technology companies are making revolutionary changes in the way solutions are designed, built, delivered, sourced, managed and priced.”

ANIKET PATANGE

DIRECTOR, DATA CENTER LIFE CYCLE SERVICES, SCHNEIDER ELECTRIC IT BUSINESS

“Virtualization and movement to cloudbased technologies will help in moving towards higher power densities in racks.”

THIRD PARTY DATA CENTERS ARE EXPECTED TO DRIVE GROWTH IN INDIAN DATA CENTER MARKET AND EXPECTED TO GROW FASTER THAN THE CAPTIVE DATA CENTERS

Taking a different approach, Omnitech believes in permission marketing over intrusion marketing. The company has deployed innovative online strategies to listen to the market and feed the data into its MIG (Market Intelligence Group). Besides, it takes feedback from its prospective customers on their business challenges and stake holders for the benefits gained from its services and share this feedback with MIG to develop value ads and then deploy it in the existing offerings. Netmagic continues to execute its strategy of being a Datacenter Infrastructure Lifecycle Management partner to its enterprise customers rather a mere co-location or hosting provider. The company has achieved this by expanding its services portfolio, along with growing the datacenter footprint. “The key to succeeding in uncertain times to

focus on addressing customer business challenges along with good understanding of his domain. This approach has helped us to consistently grow at five times the market growth rates during the last five years. We continue to engage customers directly to understand the emerging needs and accordingly manage our offering basket in the data, network and application protection and management space which has helped us enhance our relevance in the market,” highlights Pillai. Moving in the similar direction, CtrlS follows a multi-pronged sales approach. Besides having in-house sales teams, the company also has collaborations with over 100 system integrators and independent software vendors across the country. And in order to target SMBs, it operates a selfserve and easy to use portal that helps address the requirements of the SMB segment. Pinnapureddy adds, “To drive our marketing

initiatives, we have several direct marketing and content marketing initiatives in place. Apart from this, we also participate in industry events across the country. These events give us participation and visibility opportunities, and the chance to interact with CIOs from across various sectors all over the country. These interactions are highly valuable to us, as they give us fresh insights that act as a base for future product and marketing initiatives.” Bishnoi says, “AGC has placed an aggressive plan to stretch its position from global solution integrator to a service provider as well. The company has consolidated its portfolio and has deployed right skill set to deliver best in class services to its clients.” Team Computers is driving this market by ensuring that it identifies and corrects any issue even before a customer comes to know about it. The company’s managed services offerings are specially beneficial by customers who are spread across the country specially in verticals like retail, hospitality, BFSI, etc. It has been able to create a differentiation with its pan-India presence and ability to manage complete IT infrastructure from end-points to servers and mobile devices. “We continue to invest in the channel through seminars, workshop and technical training. We strongly feel that both large System Integrators and regional integrators can become the trusted advisers of the customer and strongly position to advise them on key solutions,” says Singh.

FINALLY… These market figures clearly indicate that the demand for IT managed services and data centre services has increased over the past few years and will continue to rise in the coming days as well. Undoubtedly, the third party data center services are on the cusp of unprecedented growth. The technology up-gradation is slated to influence healthy investments in systems integration and IT consulting, particularly from the banking and telecommunication sectors. The demand for managed services, especially application management, desktop, and network management, will also rise in the manufacturing, financial services, retail, and government verticals. Service providers will have to reassess their core competencies and further develop vertical- specific solutions portfolio and consulting capabilities in order to stay ahead of competition. They must define their way within the industry by scaling their infrastructure landscape to meet the demands of new customers while continuing to offer refined service to existing customers by partnering with experts, increasing their services scale and enhancing manpower skills. ë

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ENTERPRISE

LENOVO

Betting on PC+ Era

Though there has been a slump in the PC market Lenovo plans to invest in segments which make business sense and will drive success in the PC+ era. n WORDS: KARMA NEGI <KARMA@ENTERPRISECHANNELS.COM>

espite the gloomy predictions for the PC market it’s not stopping Lenovo from following their goal to continue outgrowing the market in PCs and to keep expanding its PC+ business. As per Gartner and IDC Lenovo is currently the No. 1 PC maker in the world. It expanded faster than the overall PC market for the 16th consecutive quarter, posting a 14-point growth premium in an industry that declined 13.3% year over year. Lenovo is now the market share leader in three of the seven largest PC markets – China, Japan and Germany – and reached double digit share in 39 countries. Its Protect & Attack strategy is the cornerstone of its global philosophy, where Attack refers to attacking areas of greatest potential and Protect is all about protecting areas where it enjoys a strong lead. “We will continue to drive growth by protecting our strength in the Enterprise business (current market share at 22.4% as per IDC with a #2 position) and attack the Consumer business (current market share at 12.4%) and SMB Business (market share at 7.2%),” says Rahul Agarwal, Executive Director (Commercial Business Segment), Lenovo India. He informs their goal is to continue outgrowing the market in PCs, to keep expanding its PC+

business, and deliver strong, profitable growth in every region and every segment of business. “Ultimately, we aspire to be one of the finest technology companies in the world,” Agarwal adds. Lenovo’s enterprise business is referred to as REL (short for Relationship), and is currently the largest contributor to Lenovo India, accounting for 45-50% of Lenovo’s India revenues. Lenovo’s flagship enterprise offering – ThinkPad, is recognized as the #1 commercial notebook vendor worldwide. It has also invested significantly in R&D to ensure that it’s able to innovate and offer unique and effective computing solutions like the ThinkCentre Tiny M72e and M92p Desktops and ultraportables like the X1 Carbon. “Our wide product portfolio has contributed significantly to our triumph in the Indian PC market,” informs Agarwal. Earlier this year, Lenovo reorganized its Commercial Business into five main verticals – global (Multinationals), very large enterprise (VLE) {for more than 1000 employees}, large enterprise (LE) {for between 500 – 1000 employees}, government and education. There are devoted managers and realigned partners for every vertical and according to Agarwal the results have been encouraging. To enrich its go to market strategy the Chinese company has expanded its product portfolio. Agarwal informs that it has retained its leadership

in the VLE and LE segments, and these verticals were significant growth drivers for Lenovo in the commercial segment. “Besides that, education is a booming segment in India with a lot of opportunities. The state governments are progressively working on projects that are encouraging adoption of computing devices in Tier II, III and IV cities, fuelling PC adoption in the commercial segment,” he adds. He further expects the demand for commercial PCs in India, to be driven by strong investments towards PC adoptions in the government and education vertical in 2013. Participating in key government projects related to e-governance and govt-sponsored education projects is important for Lenovo. On an average, the Government sector forms about 15% of Lenovo’s REL business. With the ELCOT deal in Q3, FY 2012, the contribution of the Government sector went up from 15% to 35-40%. “Currently, Lenovo is still one of the leaders in the Enterprise segment with a 22.4% market share. The govt. deals do provide a healthy boost to our numbers, but over a long term period, our business has been built on the back of sustainable growth strategy and we have not allowed the large deals make us go easy on the rest of the business. We have sustained the momentum since the last few quarters and we wish to do so in the future,” replies Agarwal.

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ENTERPRISE

RAHUL AGARWAL

EXECUTIVE DIRECTOR (COMMERCIAL BUSINESS SEGMENT), LENOVO INDIA.

“Ultimately, we aspire to be one of the finest technology companies in the world.”

In the government sector some of the projects that Lenovo secured in the past few years include Maharashtra eGram/ MahaOnline Project where Lenovo All-In-One PCs were installed at 27,000 villages for ensuring e-governance at the Gram Panchayats; UID: Lenovo has provided laptops for enrolment kits to several service providers for the UID enrolment scheme; NPR: Lenovo supplied about 20000 laptops to CPSUs for the National Population Registry project; Tamil Nadu Students Laptop scheme: Lenovo provided customised laptops to about 365,000 students across the state as a part of the deal with

Electronic Corporation of Tamil Nadu (ELCOT). In order to sustain this growth this fiscal year Lenovo we will attack the smartphone and tablet segment as they are the growth markets. Betting on the PC+ era, the PC vendor wants to sell one milllion smartphones, 300,000 tablets and keep its number one position in the PC business in India. “We want to be in the premium, mainstream and entry-level segment for both smartphones and tablets. We plan to add and invest in our tablet portfolio as we look to become one the PC+ leaders,” asserts Agarwal.

Tapping the high potential markets in the smaller towns across India is another focus area for Lenovo. With over 1,000 stores in smaller cities, the plan has been to penetrate into a large number of channels; and Bollywood actor Ranbir Kapoor has been chosen for their campaign. The first smartphone campaign has been launched with the IPL and will be launching the second one soon. As per the latest Gartner estimates, there has been a decline in worldwide PC shipments in Q2 of 2013 but Agarwal asserts there still is a lot of scope for growth in PCs in an emerging country like India, where the market penetration is about 10% as compared to a mature country where the market penetration is close to 70-80%. Lenovo plans to invest in segments which make business sense and will drive success in the PC+ era. There are also plans to expand reach by increasing the number of Lenovo exclusive stores in India to 2000 by the end of this financial year. In order to enable partners to make 50% more on realizing targets Lenovo has refurbished its partner program and now offers several incentive schemes on desktops, laptops and software & Peripherals (S&P) in sync with the business plans and channel implementation.

FINALLY... Innovation is the key to survive the murky waters in today’s competitive market and Lenovo prides itself on being one of the most innovative companies. To sum it up in Agarwal’s words, “Innovation will set us apart as PC+ leaders. Our main objective is to use innovation to differentiate Lenovo and become not only a leading PC+ brand, but also one of the most respected technology companies in the world.” ë

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SOLUTIONS

DELL

BYOD & VDI will go Hand in Hand Enterprise IT is going through a transition phase and very soon it will be of a different look and feel as the control will shift to datacentre and virtualization will be the greatest technology.

n W O R D S : B I N D I YA J A D H AV < B I N D I YA @ A C C E N T I N F O M E D I A . C O M >

YOD and VDI, the current buzz words in the industry, are different concepts yet related to each other. BYOD is basically a consumer driven initiative and India is witnessing the genesis of BYOD in the Gen Y who prefer to use their personal devices even at workplace. From the consumers’ stand point of BYOD, they prefer devices with iOS, Android and Windows. Similarly, from the business owners’ prospective, they look at how they can improve their productivity, build business, increase employee’s productivity and use IT as a business enabler to improve revenue growth. Pankaj Gupta, Country Manager, Solutions Marketing, Dell India, says, “But if you look at IT mangers’ perspective, their mantra is doing more with less. They look at how can I give more satisfaction to my employees and at the same time reduce my risks and the cost of managing the IT resources. So that’s wherein BYOD & VDI would come into picture.” Till 2005 IT was more about managing the requirements but now CIOs are becoming an integral part of business decision process. Consumer, IT managers or CIOs and business owners these are the three key stake holders in the BYOD scenario. Adoption of BYOD requires a lot of factors such as analysis of the scope, employee’s requirement of flexibility, data access or dash-

Solutions-Pankaj Gupta of Dell.indd 28

board requirement on move, time consumption of IT management in non-BYOD environment & so on. “Once the demand of BYOD arises at the users end, IT managers have to start defining the devices allowed to enter in the corporate environment from an approved list of devices including iOS, Android and Windows,” Gupta adds. “The second part of the definition would be which user set you would allow; would it be universal or only senior management or sales representatives.” The third aspect of BYOD is security and protection because the companies are allowing their corporate data to be accessed on personal devices. The companies need to assure that the data is protected. The security and the risk associated with losing data are the major concerns in BYOD. Lastly the most important aspect is productiv ity. It needs to be assessed that how the productivity of users can increase. Depending on the same, the investment on the project and ROI need to be calculated. It’s not necessary that every organization would have the same need of BYOD. For example, companies such as Heavy Engineering, Manufacturing, Architecture, etc. which deal with designing, heavy graphics and processing, BYOD does not make sense to such organizations. However segments like the Retail, Education, Banking, BPO,

IT & ITS are the ones which can be benefited out of BYOD environment. As BYOD is becoming popular, enterprises that had opted for smaller implementation are now taking it to another level. Gradually, they are enabling more number of employees to use VDI. From just a popular concept, BYOD has is becoming a necessity in business. IT decision makers are looking at an increased ROI, optimised level of productivity, and reduced cost by deploying such products. Gupta maintains, “65% of the population in India is below 35 and these are the guys who are born in 80’s they were born with internets, computers and now the smart devices from past few years. If you look at it, India is way up in the list of the countries where BYOD is catching up and the IT managers and customers here are definitely looking at ways to improvise the satisfaction of the employees. So they definitely are looking at things like BYOD and that’s the very Indian specific reason. There are global reasons which are also driving BYOD, they are applicable to India as well. ” As per Gartner, 90% of the organization will support corporate application on process devices and support BYOD by 2014. “As we move from desktop storage to data center and further adoption of BYOD, it increases the usage of storage at least by four times which definitely incurs an investment; thereby increases the CAPEX initially but

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SOLUTIONS

BIG QUESTIONS How does VDI aid the challenges of BYOD? BYOD carries a larger network pressure as we access corporate data on a personal device from a public premises with the Wi-Fi provided which is highly insecure. As IT guys would not be able to justify that risk, they opt to start with VDI, which provides access to your desktop in a free manner either from home, workplace or access your desktop from any desk at office. How does Dell initiate to drive VDI adoption? Dell is the only vendor in the market which provides end to end BYOD and VDI solutions; we not only have products but also have software, end to end services and capabilities in terms of deployment. As the customer initiates deployment of VDI, Dell has services teams who get engaged from the beginning of the VDI or BYOD projects. They start up with the workshop, explain the advantages, draft the scope for the company, and go through the blueprint assessment, propose the applicable terms of VDI, do the design, deployment and support.

PANKAJ GUPTA

COUNTRY MANAGER, SOLUTIONS MARKETING, DELL INDIA

“If you look at it, India is way up in the list of the countries where BYOD is catching up and the IT managers and customers here are definitely looking at ways to improvise the satisfaction of the employees.” in return reduces the OPEX,” adds, Gupta. “Auxiliary benefit is in terms of power to run a desktop you need 150 to 200 watts but in the BYOD environment or VDI, you put thin clients, which reduces the consumption to only 5 watts. From 200watts to 5 watts is a huge reduction in the consumption of power. You get the return on

investment in next 3-4 years and hereafter can stay well set in the data center and start saving after that.” There is a huge impact of BYOD on Data Centres not only from security perspective but also from computing and storage perspective. There has to be assurance that the data flowing from that data center to the personal devices has to be fully secured. Dell provides end to end products in terms of end points, server storages networking, security solutions and also services capability for VDI projects in Indian market. Security solutions from Dell SonicWall provide complete data security whether it is sitting in the data center or on the personal device or anywhere on the network. Dell’s philosophy is not to push solutions to the customers but to work with the customer to assess the requirement and then suggest a solution. Dell makes customer feel comfortable by being one point solution provider in terms of VDI or BYOD projects and aids customers from the hassles of coordination with multiple specialized vendors. BYOD forces to wrestle with three key operational challenges: Governance and Compliance;

Mobile Device Management and Security but as per Gupta Dell is the only vendor in the market which provides end-to-end BYOD solutions covering all three challenges. “In comparison with BYOD and data centre storage, personal desktop environment holds huge risk in terms of compliance & security. Moving one’s data from a user environment to data center; which is locked and highly secured, basically takes care of the security aspect of it. When we talk about MDM, Dell has solutions from acquisition like KACE & WYSE, which support device management. We not only support mobile devices but any devices - be it a notebook, a desktop, a server or a mobile we support all that from KACE & WYSE. Along with that, we have solutions to support both cloud and appliance based,” he adds.

FINALLY… The other VDI solution vendors in the market may be good at networking but may not have servers or storage solutions or end points in terms of tablets, smartphones, thin clients or desktops. Dell is a smart choice because it is a one stop solution provider which is an advantage to work with. ë

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MY VIEWS

KAUSHIK THAKKAR

CO-FOUNDER AND CEO, NEVALES NETWORKS

“Pioneers of cloudbased security solutions” THE DEMAND FOR SECURITY GATEWAY DEVICES THAT ARE DESIGNED FOR MODERN CLOUD-BASED NETWORKING REQUIREMENTS IS GRADUALLY GAINING MOMENTUM – BE IT FROM LARGE ENTERPRISES OR SMBS. AND THAT’S WHY, THE SECURITY VENDORS ARE CONCENTRATING THEIR EFFORTS IN DELIVERING INNOVATIVE SECURITY SOLUTIONS FOR THE FUTURE. ENTERPRISE CHANNELS SPOKE TO KAUSHIK THAKKAR, CO-FOUNDER AND CEO, NEVALES NETWORKS TO KNOW ABOUT THE COMPANY’S LEADERSHIP IN THIS SPACE AND ITS CHANNEL EFFORTS. EXCERPTS

It’s been three years since you started the company in 2010. How has been the journey so far? With Europe market going down and the US market becoming consumer focused, Indian market started looking very exciting. Besides, one-third of all tech start-ups in the US have Indian origin but when you look at the domestic market, it is hardly visible. So, we thought of taking this unfair advantage and built a hi-tech company based out of India. And within two and a half years i.e. October 2012, we were ready with our product. We did three iterations of the product – took the first version of the product to the customers, understood their requirements, and took their feedback. We then came out with the Generation 2 & 3 of the product. Finally, we made the product a market fit. In this journey, we had to face a few Indian market challenges like customers’ lack of confidence towards Indian products. Hence, we

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MY VIEWS

enterprise segment with your product portfolio? We have been targeting all the vertical industries and done fairly well on the customer side. Today, we have more than 350 SME customers and about 1000 units deployed across the country. Right now, we have a limited supply of boxes and not selling to everyone who needs it. As far as large enterprises are concerned, we are slowly making in-roads into various segments like automobile and education sectors. Since we also provide connectivity along with security, a lot of banks have been evaluating us for branch offices. Our direct go-to-market will be through system integrators through which we will target the large enterprises. And with the partnerships with operators, we will cater to the SMB market. Nevales enables enterprises secure their multi-location branch offices remotely from the head offices. Our cloud-based architecture allows system integrators manage its plug-and-play ready security gateway devices remotely, making the devices ideal for enterprise branch office and remote location deployments.

portfolio but at all, if they are able to achieve this, I will be happiest person. In India, people don’t have a long term view, as they are very short-sighted. And at the top of it, most of the time, they want to copy from the West. In order to come out with a unique offering and become a successful product company, you need to have patience, and spend enough time on R&D. Companies need to work on their products for at least a couple of years and then make it market-ready. They have to proceed with a product mindset. How significant is the role of channel partners in this competitive world? Channel partners won’t survive unless they adopt the cloud computing concept. They have to be more qualified now and offer value to the customers. It’s just not selling the boxes but providing quality service to the customers. And that’s the reason behind not signing up with partners in a hurry here. Customers need to experience the Nevales cloud offerings and if the company gets misrepresented in the market through non-qualified channel partners, then our

“IF YOU WANT TO SCALE UP IN THE SERVICES BUSINESS AND BECOME AN APPROVED VENDOR FOR THE ENTERPRISES, THEN YOU NEED TO WORK ALONG WITH CHANNEL PARTNERS”

worked on our strengths and built a niche market for us. What we also observed in the field of network security that no innovation has taken place in the last 20 years and at the same time, there has been a lot of activity around cloud. So, we became the cloud version of the network security appliance and made the hardware free, as we were providing security as a service. Our products are totally cloud-based and designed in India; easy plug-n-play; and support all the dongles. In the beginning, we did a lot of direct sales but recently, we became a 100 % channel driven company. In the beginning, we are looking at partnerships with system integrators and targeting the managed security services market here in India. In fact, we have already tied up with Wipro to take our offerings to the Indian market, SAARC, and Middle East. And there are three more channel partnerships in the pipe-line. How far have you been successful in making in-roads into Indian

Was it a conscious decision to become a 100 % channel driven company? If you want to scale up in the services business and become an approved vendor for the enterprises, then you need to work along with channel partners. We plan to appoint four large system integrators who will drive our business across India and will cater the security requirements for large enterprises through those SIs. Our previous model of direct sale to customers has helped us understand the pain points of our end users and optimize our solution offering accordingly. We are now ready to cater our solutions for large enterprises. It’s a conscious business decision taken to expand and increase our sales revenue in India.” In India, a lot of tier II SIs are coming out with their own cloud offerings. Is it a threat to you? I don’t think the SIs can build our kind of product

products as well as the overall brand will get a hit. Channel partners in India adopt a very complex process in their business – wherein they stock boxes, do pre-bookings, collection takes time, etc. I feel that this mindset of the distribution model has to undergo a change and channel partners should adopt innovative models to cater to the customer requirements. Since, the ecosystem of SaaS and Cloud is growing in India, partners need to adopt as well as adapt to these changing market dynamics. What’s next on your agenda for the Indian market? In India, we are soon going to have presence in Bangalore as well. Then, we will focus on some of the key verticals like banking and finance, retail, and healthcare . We already have customers in education segment. We are looking to recruit partners who have been very progressive on the cloud technology adoption, and also looking at working closely with operators. ë

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ANALYSIS

LIMELIGHT NETWORK

Enabling the Future of Digital Presence Limelight Network’s team of digital presence experts help organizations streamline processes and optimize business results across all customer interaction channels to deliver exceptional multi-screen experiences. n WORDS: NIVEDAN PRAKASH <NIVEDAN@ACCENTINFOMEDIA.COM>

imelight Networks, a leader in digital presence management, recently announced its expansion plans in the Indian market with a new point of presence in Mumbai. The company will also begin selling its Limelight Orchestrate digital presence platform in the country. India continues to emerge as an important market for Limelight’s services. According to a new report from the Internet and Mobile Association of India (IAMAI), digital media consumption continues to grow as the country increasingly expands access to mobile devices and internet connectivity. Likewise, a recent comScore report determined that the total online video audience in India has grown 74% to a total of 54 million viewers. As consumers continue to embrace these technologies, businesses, publishers and media companies increasingly recognize the importance of optimizing the delivery and performance of digital content. Released in the US and other markets earlier this year, Limelight will expand the availability of its Orchestrate v2.0 platform to the Indian market. The Limelight Orchestrate platform offers a set of services designed to enable organizations of all types and sizes to reach a level of digital presence maturity that only the largest and most sophisticated digital marketing organizations could achieve in the past. By taking an architectural approach and creating an integrated yet flexible and extensible platform, Limelight offers every organization the

NA-Andy Clark of Limelight.indd 32

ANDY CLARK

GROUP VICE PRESIDENT – APAC, LIMELIGHT NETWORKS

“We own and operate one of the world’s largest networks, ensuring our customers that their digital content is superbly delivered on any device, anywhere in the world”

opportunity to generate revenue, drive content consumption, and create affinity, loyalty, and advocacy by developing long lasting relationships with their digital audiences. Additionally, Orchestrate V2.0 offers new and enhanced capabilities designed to help organizations better engage digital audiences. The release includes a broad range of innovations that assist Limelight customers in leveraging video, rich media, Web and social content to create consistent and compelling digital experiences across channels, devices and geographies. Andy Clark, Group Vice President – APAC, Limelight Networks, says, “We help organizations more effectively engage digital audiences. Limelight Orchestrate cloud-based services aid in creating, managing, and delivering exceptional digital experiences. We own and operate one of the world’s largest networks, ensuring our customers that their digital content is superbly delivered on any device, anywhere in the world.” “Punjab Kesari Group, a leading online and offline newspaper group in India, is using Limelight’s Orchestrate platform to create a broader digital presence and monetize its digital assets by seamlessly delivering video across the world to various mobile devices, without compromising the performance or quality for readers. The company’s solutions enable the group to increase video page views to 21 million from 5 million,” adds Clark. The other leading English daily, Indian Express, also benefitted from Limelight Networks digital presence management solutions. The website traffic of Indian Express has increased over 50 percent post Limelight’s deployment. Meanwhile, as part of the expansion plans, Limelight Networks will also look for channel partners and value added resellers to expand its market presence in the country. The company is also increasing its footprint in India by adding two more point of presence to Mumbai and Delhi from the present one in Chennai. As a result, the company will begin selling its Orchestrate V 2.0 solution in the country to offer a wide array of digital presence services such as content delivery, video optimization and cloud storage. “India is an increasingly growing market for us. There is a high demand for services that improve the quality and presence of data across networks, as well as real need to reduce the latency issues that have plagued businesses here for years. With the addition of our Orchestrate platform, we will empower companies to better engage with their digital audiences and monetize their digital assets. Overall, we are excited about the growth potential and expanding our presence to these key markets in India,” points out Clark. ë

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SOLUTIONS

NUCLEUS SOFTWARE

Simplifying Lending Solutions

With the vision of making financial services access easy and enriching worldwide, Nucleus Software is all set to widen its horizon. n WORDS: MANALI MISRA <MANALI@ACCENTINFOMEDIA.COM>

ucleus Software Exports Limited has been providing software solutions to BFSI sector form last 27 years and Vishnu R. Dusad, CEO and MD of the company believes that the Indian BFSI sector is one of the strongest in the world. “The advancements in technology in Indian IT are not of any match as compared to even some of the developed countries,” he adds. IT has permeated in almost every vertical and BFSI sector is no exception. Financial institutions continue to invest in new technologies and as per Gartner, the IT spend of BFSI sector in India is expected to grow 13% this year. Field Debt collection has largely been a paper based process but with the deployment of FinnOne, the flagship product of Nucleus Software, customers are moving towards mobility. The total customers of the company across the world are over 170 with 40 of them from India including the top banks like SBI, ICICI Bank, Axis Bank, and HDFC Bank. “We can take credit of simplifying retail lending in India. Our role in the process is crucial to that extent. Most of the major players who have been pioneers in retail lending have been using our product. The banks and NBFC which are using our products have a better turnaround time than any of their competitors,” comments Vishnu. FinnOne is a comprehensive suite for Retail Banking applications comprising of modules like Customer Acquisition System, Loan Management, Delinquency and Recovery Management, Deposits and Finance against Securities. The suite includes mCAS, mServe and mCollect applications. FinnOne has been ranked as

VISHNU R. DUSAD

the global #1 lending solution (IBS) for five consecutive years. FinnOne mCollect helps lending institutions manage various processes such as receipt recording, contact recording, receipt tracking and processing, float money tracking, receipt reconciliation and foreclosure simulation. The mobile solution can be easily adapted to the need of specific market segments by allowing lenders worldwide to achieve higher profitability, increased operational efficiency and customer satisfaction The USP of FinnOne is that it is aimed at direct delivery of business value and is offered at a competitive pricing. BankOnet and Cash@Will are the offerings from Nucleus Software in the area of Internet Banking and Cash Management respectively. Mobility is another important aspect which is going to drive the technology in BFSI sector. Vishnu sees that a high percentage of transactions will move on to mobile devices in coming years. “Within six months, Religare Finvest Ltd, one of our customers has been able to take 90% of their collection transactions on mobile. This is just an example of the fact when you start leveraging the mobile technology in the right manner in terms of usability, things move at a very fast pace,” explains Vishnu. Nucleus Software has a presence in 50 countries across the globe. The company has a vision of making financial services access easy and enriching worldwide. It is looking at expansion through channel partners and by tapping local talent in respective countries. It has started a dedicated department of channel from last six months giving it a major impetus. “Whenever you want to reach out to larger number of countries across the globe, it is not feasible to invest in direct business. More importantly to

CEO AND MD OF NUCLEUS SOFTWARE

“The banks and NBFC which are using our products have a better turnaround time than any of their competitors.” understand the local culture and to reach out to those markets, the opportunity is through channel. Hence, we are intensifying our channel strategy,” says Vishnu. In India, Nucleus Software is looking for some SIs and technology partners. It is also investing very aggressively in new technologies to add value to its customers with almost 10-12% of revenue going in R&D. Vishnu clarifies that lending and cash management are the verticals driving growth of Nucleus Software. “I see a lot of traction in both these segments. Also, a lot of existing customers are moving to the mobility platform so we visualise substantial part of growth coming from there. We also expect growth in the developed part of the world as new customers who have already seen our implementation are using our solutions,” elaborates Vishnu.

FINALLY.. Nucleus Software has plans for two acquisitions over the next one year in order to strengthen its offering for the banking and financial services. The company is leaving no stone unturned in order to expand its reach. ë

S E P T E M B E R 2 013

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INNOVATIONS

KEY CAPABILITIES n Capacities up to 480GB n Best in class SATA III (6Gb) sequential and random performance n No data loss upon power failure n MLC and SLC NAND flash supported n Data compression for industry-leading endurance n Protection against catastrophic flash sector/page/ block failures

Viking SATADIMM Solid State Drive SATADIMM from Viking Technology is the first and only enterprise class SSD designed in a DIMM form factor making it possible to deploy SSDs in unused DRAM sockets. SATADIMM is the boot drive best

suited for high-performance servers and storage appliances delivering just the right capacity without sacrificing drive bays that are meant for mass storage. SATADIMMâ&#x20AC;&#x2122;s optimized performance

and endurance makes it ideal as a cache solution to accelerate applications. In a storage array appliance, SATADIMM provides a 5x advantage in performance and capacity over using 2.5-inch SSDs. It is safely

stored away inside the server guarding against any unforeseen situation where operator might remove the boot or cache drive accidentally. PLEASE SEND YOUR FEEDBACK AT EDITOR@ ENTERPRICECHANNELS.COM

DELL WYSE D10D THIN CLIENT The first dual-core thin client paired with ThinOS, the D10D gives customers a high performing hardware solution combined with secure firmware. The D10D offers cutting edge wireless options supporting full 802.11 A/B/G/N with up to 300 MBPS connection speeds eliminating delays. The D10D can be mixed and matched with other ThinOS thin clients throughout an organization. Dell Wyse also offers simultaneous dual digital displays with dual monitor rotation, a feature invaluable for employee productivity. Taking the user experience to a new level, powerful hardware decoding in the Dell Wyse D10D supports 1080p A/V content and virtualization protocols developed by Dell Wyse allow for high-definition multimedia consumption and creation. The D10D has a long life-cycle benefiting the environment and increasing the overall value of the solution for the best virtual desktop experience and consumes only 12 watts of power. The Dell Wyse D10D thin client is as powerful a solution as is it cost-effective. ThinOS breaks new ground with iron-clad security features that eliminate vulnerabilities. ThinOS 8 offers simplicity and scalability with superb virus immunity, flexible management, and a small firmware size.

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KEY CAPABILITIES n High Performance n Brilliant Graphics n Robust and Secure n Well-connected n Easy to manage n Green

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

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CORPORATE STORY

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S E P T E M B E R 2013

Corporate Story-Deepak Braganza of LifeSize.indd 15

16/09/13 8:45 AM

MY VIEWS

SANDEEP DUTTA

COUNTRY MANAGER – STORAGE SYSTEMS AND TECHNOLOGY GROUP, IBM INDIA/SA

My Views-Sandeep Dutta of IBM.indd 16

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MY VIEWS

“IBM IS UNIQUE IN HAVING DEVELOPED AN ENTERPRISE CLASS BIG DATA PLATFORM THAT ALLOWS YOU TO ADDRESS THE FULL SPECTRUM OF BIG DATA BUSINESS CHALLENGES”

S E P T E M B E R 2013

My Views-Sandeep Dutta of IBM.indd 17

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COVER STORY

REDEFINING SERVICE EXCELLENCE

Cover Story-Servicing.indd 18

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SERVICES

n PHOTO: ISTOCKPHOTO.COM

S E P T E M B E R 2013

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COVER STORY

KIRAN DESAI

DR. HEMANT KUMAR

VP AND BUSINESS UNIT HEAD – MANAGED SERVICES, INDIA AND ME, GIS, WIPRO

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SALES DIRECTOR – INFRASTRUCTURE AND CLOUD COMPUTING, DELL SERVICES

“Large enterprises in India are gradually moving from in-house captive datacenters to thirdparty datacenters.”

ANIRUDHA MODAK

COUNTRY MANAGER – INDIA, OMNITECH INFOSOLUTIONS

“As we are considering few changes in our business model, cost is always going to be the factor for managed services for all CIOs.”

ACCORDING TO GARTNER, AS MUCH AS $4.2 BILLION WILL BE SPENT ON CLOUD SERVICES IN INDIA BETWEEN 2013 AND 2017. THIS MARKET WILL ENJOY AMPLE GROWTH PROSPECTS

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SERVICES

THE ‘CLOUD’ EFFECT

SRIDHAR PINNAPUREDDY

E R ASHOK KUMAR

“As part of an evolutionary process, the customers will consider integrity of service providers an important factor and draw up strong Service Level Agreements.”

“We are very bullish about this market and in enterprise space, we call it more specifically as Remote Managed Services (RMS).”

FOUNDER AND CEO, CTRLS

MANAGER, CISCO SERVICES INDIA AND SAARC

S E P T E M B E R 2013

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COVER STORY

PRATAP GHARGE CIO, BAJAJ ELECTRICALS

Adoption of Managed Services Model by a CIO

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SERVICES

S E P T E M B E R 2013

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COVER STORY

SUDHIR RAO

CHIEF TECHNOLOGIST, HP ENTERPRISE SERVICES INDIA

“IT teams managing the migration to the cloud are struggling with limited capital, tight deadlines and increased complexity.”

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NITIN MISHRA

SENIOR VICE PRESIDENT – PRODUCTS AND SERVICES, NETMAGIC

“One major strategy is to build green datacenters such Netmagic’s Gold LEED Certified data center at Chennai,”

REVAMPED MARKETING STRATEGIES With competition getting stiff in this market, we are seeing both technology vendors as well

SHALENDRA SINGH

COUNTRY SALES MANAGER, A10 NETWORKS

S E P T E M B E R 2013

16/09/13 8:51 AM

SERVICES

AMIT BISHNOI

VP – SALES (SERVICES), AGC NETWORKS

“Today technology companies are making revolutionary changes in the way solutions are designed, built, delivered, sourced, managed and priced.”

ANIKET PATANGE

DIRECTOR, DATA CENTER LIFE CYCLE SERVICES, SCHNEIDER ELECTRIC IT BUSINESS

“Virtualization and movement to cloudbased technologies will help in moving towards higher power densities in racks.”

THIRD PARTY DATA CENTERS ARE EXPECTED TO DRIVE GROWTH IN INDIAN DATA CENTER MARKET AND EXPECTED TO GROW FASTER THAN THE CAPTIVE DATA CENTERS

S E P T E M B E R 2013

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ENTERPRISE

LENOVO

Betting on PC+ Era

Though there has been a slump in the PC market Lenovo plans to invest in segments which make business sense and will drive success in the PC+ era. n WORDS: KARMA NEGI <KARMA@ENTERPRISECHANNELS.COM>

S E P T E M B E R 2013

Enterprise-Rahul Agarwal of Lenovo.indd 26

16/09/13 9:08 AM

ENTERPRISE

RAHUL AGARWAL

EXECUTIVE DIRECTOR (COMMERCIAL BUSINESS SEGMENT), LENOVO INDIA.

“Ultimately, we aspire to be one of the finest technology companies in the world.”

S E P T E M B E R 2013

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SOLUTIONS

DELL

n W O R D S : B I N D I YA J A D H AV < B I N D I YA @ A C C E N T I N F O M E D I A . C O M >

Solutions-Pankaj Gupta of Dell.indd 28

board requirement on move, time consumption of IT management in non-BYOD environment & so on. “Once the demand of BYOD arises at the users end, IT managers have to start defining the devices allowed to enter in the corporate environment from an approved list of devices including iOS, Android and Windows,” Gupta adds. “The second part of the definition would be which user set you would allow; would it be universal or only senior management or sales representatives.” The third aspect of BYOD is security and protection because the companies are allowing their corporate data to be accessed on personal devices. The companies need to assure that the data is protected. The security and the risk associated with losing data are the major concerns in BYOD. Lastly the most important aspect is productivity. It needs to be assessed that how the productivity of users can increase. Depending on the same, the investment on the project and ROI need to be calculated. It’s not necessary that every organization would have the same need of BYOD. For example, companies such as Heavy Engineering, Manufacturing, Architecture, etc. which deal with designing, heavy graphics and processing, BYOD does not make sense to such organizations. However segments like the Retail, Education, Banking, BPO,

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SOLUTIONS

PANKAJ GUPTA

COUNTRY MANAGER, SOLUTIONS MARKETING, DELL INDIA

S E P T E M B E R 2013

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MY VIEWS

KAUSHIK THAKKAR

CO-FOUNDER AND CEO, NEVALES NETWORKS

S E P T E M B E R 2013

My Views-Kaushik Thakkar of Nevales.indd 30

16/09/13 8:56 AM

MY VIEWS

“IF YOU WANT TO SCALE UP IN THE SERVICES BUSINESS AND BECOME AN APPROVED VENDOR FOR THE ENTERPRISES, THEN YOU NEED TO WORK ALONG WITH CHANNEL PARTNERS”

S E P T E M B E R 2013

My Views-Kaushik Thakkar of Nevales.indd 31

16/09/13 8:56 AM

ANALYSIS

LIMELIGHT NETWORK

NA-Andy Clark of Limelight.indd 32

ANDY CLARK

GROUP VICE PRESIDENT – APAC, LIMELIGHT NETWORKS

“We own and operate one of the world’s largest networks, ensuring our customers that their digital content is superbly delivered on any device, anywhere in the world”

S E P T E M B E R 2013

16/09/13 8:56 AM

SOLUTIONS

NUCLEUS SOFTWARE

Simplifying Lending Solutions

With the vision of making financial services access easy and enriching worldwide, Nucleus Software is all set to widen its horizon. n WORDS: MANALI MISRA <MANALI@ACCENTINFOMEDIA.COM>

VISHNU R. DUSAD

CEO AND MD OF NUCLEUS SOFTWARE

S E P T E M B E R 2013

Solutions-Vishnu R Dusad of Nucleus.indd 33

16/09/13 9:17 AM

INNOVATIONS

stored away inside the server guarding against any unforeseen situation where operator might remove the boot or cache drive accidentally. PLEASE SEND YOUR FEEDBACK AT EDITOR@ ENTERPRICECHANNELS.COM

Innovations.indd 34

KEY CAPABILITIES n High Performance n Brilliant Graphics n Robust and Secure n Well-connected n Easy to manage n Green

S E P T E M B E R 2013

16/09/13 9:14 AM

Advts01.indd 1

17/08/13 6:30 PM

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

17/08/13 10:30 PM