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TRANSFORMING THE BUSINESS PROCESSES The technology vendors are taking the right strategies on product development, research, and partner enablement. They are concentrating their efforts in providing not only best-in-class enterprise solutions but also industry-specific applications for customers, thus helping them gain competitive advantage. /14
ECOCT2013RS20 D-LINK: ENHANCING THE SOLUTION-SELLING BUSINESS /28
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EDITORIAL
Need of Hosted Solutions
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
The high growth in the Indian enterprises has brought in the need of higher level of automation to the market and therefore we could see there is a huge implementation of enterprise solutions. But there is still a gap between the adoption and potential. If one compares to the global organizations vis-à-vis the Indian enterprises, there is a huge difference between the QoS. When most of the global companies strictly honour their commitments, one cannot expect the same level of service from the Indian companies. It is not the fault of the management or senior leadership but it lies with the customers’ facing people. I have often seen these people do not satisfy the customers and escape from the notice of the senior management. It happens due to the lack of appropriate automation services in India in terms of escalation whereas in advanced countries, the companies cannot escape this situation. Each and every employ’s discussions get recorded and analysed by the senior leadership of the company. The difference of services level can easily be attributed to the non-implementation of updated services and high cost of ownership is one of the key reasons or differentiators. In fact pricing is also an issue for the global enterprises but they manage to control the price by adopting subscription model heavily. Today, most of the enterprise solutions’ providers do have hosted delivery model. But in India there are not many takers. It is a mind-set issue. They believe in on-premise things. But it is high time that they started trusting cloud model. It is surely secure, faster and affordable. I cannot blame it on the markets; the vendors are also equally responsible for the poor performance of this market. It is a fact that enterprise solutions are pricy so sales cycles is bound to be longer. It requires a lot of awareness creation in the market. The vendors do not seriously focus on the marketing. They consider sales first. I have seen most of the growing markets where the principals invest a lot on marketing. Therefore, they should consider some strategy in India. However, as a responsible media, we have tried to bring out a comprehensive report on enterprise solutions. Plus, we also have a special story on BFSI market from the applications stand point. I hope you will pick some information from this and it will be of help to your decision making. ë
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CONTENTS VOLUME 01 ISSUE 09 OCTOBER 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
ENTERPRISE SOLUTIONS:
TRANSFORMING THE BUSINESS PROCESSES
In this competitive market landscape, the technology vendors are taking the right strategies on product development, research, and partner enablement. They are concentrating their efforts in providing not only best-in-class enterprise solutions but also industry-specific applications for customers, thus helping them gain competitive advantage. /14
MY VIEWS /24
“Micro-vertical focused approach” SOMA SOMASUNDARAM EXECUTIVE VICE PRESIDENT – GLOBAL PRODUCT DEVELOPMENT, INFOR
CORPORATE STORY /28
D-Link: Enhancing the Solution-Selling Business
CORPORATE STORY /32
BenQ: Leading the Projection Mart
INNOVATION /34
QNAP SAS-ENABLED TURBO NAS
IMPORTANT UPDATES News /11 Juniper Unveils Solution for SDN
The new models offer storage expansion port(s) allowing seamless capacity expansion with QNAP RAID expansion enclosures to easily fulfil mission-critical storage needs of SMBs.
EDITORIAL:::::::::::::::::::::::::::::::::::::::::::::::::::: 03 CHANNELSTREET:::::::::::::::::::::::::::::::::::::: 06 UNIFIED COMMUNICATION::::::::::::::::::::::: 23 NETWORKING TREND::::::::::::::::::::::::::::::: 26 CASE STUDY:::::::::::::::::::::::::::::::::::::::::::::::: 30 INNOVATION::::::::::::::::::::::::::::::::::::::::::::::::: 34
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STREET RAJIV GANDHI CANCER INSTITUTE LEAGUES WITH DELL
Rajiv Gandhi Cancer Institute and Research centre has deployed Dell’s technology solutions to enhance the delivery of a range of healthcare outcomes. The institute recently deployed a number of healthcare technology initiatives and invested in a highly scalable storage management system to meet the capacity demands of data-intensive medical images and records. The solution has given the Institute the ability to make an accurate roadmap of future IT needs. With plans to implement virtual desktops throughout the institute to deliver data security, it ensures that consultants and surgeons can access medical information from anywhere in the facility
FORTINET TO PROTECT NEC’S CLOUD PLATFORM Fortinet’s FortiGate network security platform has been selected by NEC as the next generation firewall for its MasterScope Virtual DataCenter Automation cloud platform software. Fortinet’s FortiGate network security platform is the first third-party next-generation firewall to be certified by NEC to protect its cloud platform. Akinori Itou, GM (System Software Division), NEC, said, “By combining our strength in cloud platform development with Fortinet’s strength in network security innovation, we believe we are perfectly positioned to offer our customers a secure software defined cloud platform that offers high levels of reliability, usability and simplified operability.”
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NINO MARAKOVIC, CEO AND MANAGING DIRECTOR, SAP VENTURES
SAP Ventures Raises US$650 Million for Fund II SAP Ventures has raised more than US$650 million for a new direct investment fund, SAP Ventures Fund II. Taken together with SAP HANA Real Time Fund, a US$405 million fund-of-funds that invests in early stage VC funds, SAP Ventures has added more than US$1 billion in new funds. Inclusive of SAP Ventures Fund I, a US$353 million direct investment fund launched in 2011, the firm’s total assets under management increased to more than US$1.4 billion. SAP Ventures also announced it is building out a dedicated 10-person business development team to enable its portfolio companies to easily access and leverage the unmatched capabilities and expertise of one of the world’s largest enterprise ecosystems through its limited partner, SAP AG. “We are in a unique position of being independent and yet having unparalleled access to one of
the world’s largest global ecosystems of enterprise customers and partners,” said Nino Marakovic, CEO and managing director, SAP Ventures. “As a result, we help entrepreneurs tap into proven approaches for customer acquisition and international expansion. They get the best of both worlds — an unmatched mix of independent funding and the relationships of an enterprise powerhouse.” To execute on its strategy, SAP Ventures is building out a dedicated, 10-person internal business development team located in the U.S., Europe and Asia — doubling the firm’s overall staff and bringing the ratio of investors to service-oriented staff to 1:1. This team will work closely with portfolio companies to connect with customers, go-to-market partners and technology and industry experts in the enterprise ecosystem that can help them accelerate growth, scale and success.
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HP Autonomy Legacy Data Cleanup Solution Launched HP Autonomy has announced a new solution designed to address the cost, compliance and control challenges confronted by organizations struggling to manage increasing volumes of legacy information. Autonomy Legacy Data Cleanup, powered by Autonomy ControlPoint4.0, helps organizations gain access to, understand, classify and defensibly dispose of outdated and unnecessary legacy information. These capabilities solve an important big data challenge for organizations of all sizes, resulting in reduced data storage costs, lower risks to the business, and greater control and leveragability of
an organization’s distributed data assets. The HP Autonomy Legacy Data Cleanup solution can be deployed in a standalone, modular fashion, or leveraged as part of HP Autonomy’s comprehensive portfolio for information governance, which consists of solutions for archiving, eDiscovery, enterprise content management, data protection, legal hold and records management. This ranges from organizations that simply seek a snapshot of their legacy data, to organizations that desire to leverage the offering as part of a larger information governance program that applies the same policy and rigor to “live” active data as well as legacy dark data.
KOENIG SOLUTIONS GETS RECOGNITION FROM EC-COUNCIL This prestigious award recognizes only a handful of EC-Council ATC’s for their commitment to cyber security training and their continued use of the industry’s best practices. This is the first time Koenig has achieved this award. Commenting on the achievement, Rohit Aggarwal, CEO and Founder, Koenig Solutions Ltd, said, “Each year the EC-Council selects only a handful of their training partners who truly exemplify information security training and who have made distinguished contributions to EC-Council certification training programs like Certified Ethical Hacker (CEH). This reinforces Koenig’s stated commitment to provide our students and customers with world class IT training and certification programmes.”
HUAWEI AMIDST TOP FIVE STORAGE VENDORS With a revenue growth of over 30 percent, Huawei has become the storage vendor with highest revenue growth, representing an outstanding potential increase of its market performance announced the press release. Goober, Head IT Solutions, Huawei Enterprise BG India, said, “Product innovation, technology research and progress; and customer centrism are pillars of Huawei’s growth. Huawei is dedicated to develop reliable and intelligent storage products. The continuous technology progress and product innovation have contributed to the momentum Huawei has gained in the global market.” “Huawei’s focus in offering an ‘intelligent and convergent storage’ has been well received in the market. With its flexible and scalable architecture, data distribution, intelligent management and scheduling and convergence in technology, lifecycle management and protocol management, Huawei has been able to develop its competitive advantages and carve its own niche in the storage market at a commendable pace”, said a Frost & Sullivan Research Analyst on the report’s research findings, specific to Huawei.
VMware Expands its Operations in Pune VMware has expanded its operations in Pune. The company has leased an additional area of 26,391 square feet at the Bajaj Brandview building in Wakdewadi, Pune, where VMware already has a presence. The expansion will allow VMware to accommodate an additional 185 employees who will contribute to VMware’s innovations in R&D. The Pune centre currently employs 200 employees who play a key role in supporting VMware’s global operations announced the press release. VMware’s India-based R&D
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T SRINIVASAN, MD, VMWARE INDIA & SAARC
and support operations are second in size and scale only to those at the company’s headquarters located in Palo Alto, California,
U.S. VMware’s R&D operations in India make a significant contribution to the company’s portfolio of virtualization and cloud computing
products, all designed to help VMware customers navigate the journey to a new era of IT. Developers in Bangalore and Pune contribute important components of VMware’s key technologies – the software-defined data center, hybrid cloud and end-user computing. T Srinivasan, MD, VMware India & SAARC, said, “Our R&D team in Pune has delivered many innovations in the areas of networking and security, key components of our Software Defined Data Center strategy, and we are pleased to grow our operations here.”
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IBM India Reveals SUR Grants for 2013 IBM has announced Shared University Research (SUR) awards 2013 for different projects related to Analytics and Cloud in collaboration with leading educational institutes in the country IIT Bombay, IIT Kharagpur, Anna University, Visvesvaraya National Institute of Technology, (VNIT) Nagpur, Cummins College of Engineering for Women and IIM Udaipur. The award will result in technical collaboration between the institutes and relevant IBM experts and also provide access to IBM software required for the successful completion of the projects. Through Shared University Research (SUR), IBM
partners with different Universities to facilitate deep research involving multiple disciplines and multiple agencies including the government bodies. Mezjan Dallas, Country Manager - University Relations, IBM India said, “This year we have sponsored an exciting range of projects from detection of diabetic retinopathy to analyzing the effects of algorithmic trading. In addition, many of this year’s research projects are collaborative in nature, between multiple universities, thereby enabling them to leverage one another’s strengths and potentially create greater impact.”
NXTGEN EXPANDS ITS ENTERPRISE CLOUD SERVICES PORTFOLIO NxtGen Datacenter & Cloud Technologies Private Limited, a data center services solution provider, has expanded its enterprise cloud services portfolio. Headquartered in Bangalore, NxtGen is delivering cloud services across multiple platforms, hosting enterprise applications, e-commerce, gaming and movie delivery. Working closely with industry leading technology partners, NxtGen is able double the performance of cloud infrastructure and reduce cost announced the press release.
NEC DELIVERS SOFTWARE BASED DISPLAY SOLUTIONS NEC India Pvt. Ltd launched innovative range of software based display solutions. The products that include Hiperwall, Display Note (NEC Edition) and NEC Live, target multiple markets across the segments. These products launched at InfoComm 2013 mark a shift in NEC India’s business strategy for its display business unit stated the press release. NEC India now intends to focus on the display needs of its consumers with its diverse portfolio of software based interactive products and also provide its customers with a comprehensive one-stop-solution for their needs.
DATAWIND PARTNERS WITH TES INDIA Datawind has signed a strategic partnership with TES India, the online community by the teachers for the teachers. Datawind would be able to offer a huge library of 500,000 ready-to-use teaching materials to its end users. The company is targeting teachers’ community via this partnership. Teachers and institutions can choose to teach their students absolutely free of cost by using this library. They can also teach their students an international syllabus, which can help them keep in sync with global standards. An application created for the purpose will have learning materials available for several courses like Bachelor of Arts, B.Com, B. Ed, general awareness, entire CBSE content, educational presentations, discussion on social topics and many more. Teaching Sanskrit online is also possible through this application. Suneet Singh Tuli, CEO and President, Datawind, said, “We aim to bring a PC Tablet for every student in India, but the hardware itself is not enough to serve the purpose of empowerment. This partnership will allow Datawind users to access high quality, interactive and engaging educational content for free. Also this partnership will strengthen teacher’s community so that they can deliver quality education which is a need of the hour by Young India.”
HP UNVEILS PROTECTION SOLUTIONS FOR EXTENDED ENTERPRISE HP Enterprise Security Services has announced new services and solutions that enable customers to manage the security of their data and infrastructure—from the device through the network and extending to third-party suppliers. The extended enterprise not only includes multiple devices and locations, but also a vast network
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SUSANTA BHATTACHARYA, DIRECTOR (INFRASTRUCTURE TECHNOLOGY OUTSOURCING PORTFOLIO), ENTERPRISE SERVICES, HP INDIA
of vendors and suppliers. As a result, organizations are faced with a dynamic and relentless threat environment spanning both internal and external risks. “Resource-strapped IT teams are seeking simple, yet comprehensive solutions to address the complex security threat landscape they are facing,” said Susanta Bhattacharya,
Director (Infrastructure Technology Outsourcing Portfolio), Enterprise Services, HP India. “Combining HP’s leading technology with expert security counsel, HP Enterprise Services is enabling organizations to manage their risks and expand protection for their extended enterprise.”
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“Bringing value to the market and consumers has been the primary goal of our relationship with Seagate and we are pleased with our partnership’s success.” OH-HYUN KWON, VICE CHAIRMAN AND CEO OF SAMSUNG ELECTRONICS
Eaton Unveils ‘Ignited Innovators of India 2013-14’ Power management company Eaton has launched Ignited Innovators of India 2013-14. The Ignited Innovators of India (I2I) is a program aimed at providing a platform to students who are keen to become social entrepreneurs and intend to bring in a small but significant change in the world around them. The program for 201314 starts on 16th of September, 2013 and Eaton continues its association for the third consecutive year by providing mentorship, funding and networking support to the participants. I2I has been instituted by the Bhau Institute of Innovation Entrepreneurship & Leadership
(BIEL) and College of Engineering Pune (COEP) in association with Eaton. This year the initiative aims to have 1500 participants from 150+ colleges spread across 30 cities of Maharashtra. Two hundred projects will be selected from Technology, Education, Environment, Agriculture, Health and Social Cause categories and two projects from each category will be declared as winners in March 2014. Twelve Eaton employees shall mentor these students whose projects will make to the first list of 200 projects. The mentors will guide and support the students at every stage of their project lifecycle.
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VIKING TECHNOLOGY ASSOCIATES WITH SUPERMICRO Viking Technology has announced that their ArxCis-NV, a DDR3 Non-Volatile DIMM is available for integration in off-the-shelf (OTS) x86 servers. This collaboration between Supermicro and Viking Technology enables enterprise Original Equipment Manufacturers (OEMs) and hyperscale computing organizations to build significantly more powerful and secure appliances for today’s data centers announced the release. The company informed that as the leading vendor of DDR3 Non-Volatile DIMMs, Viking Technology has been instrumental in driving the eco-system to support NVDIMMs. A Non-Volatile DIMM (NVDIMM) is a memory module that resides on the DDR DRAM channel and will not lose data during power failure. NVDIMMs are built with both DRAM memory (volatile) and Flash memory (non-volatile). Under normal operating conditions a NVDIMM operates exactly like regular DRAM modules. However, when a power failure or system crash occurs, the data movement engine transfers the contents of the DRAM into the Flash for persistence and vice-versa upon power being restored.
JUNIPER UNVEILS SOLUTION FOR SDN Juniper Networks has released Juniper Networks Contrail, a standardsbased and highly scalable network virtualization and intelligence solution for software-defined networks (SDN). Contrail is a production-ready SDN solution that is based on stable and proven networking standards announced the press release. Contrail creates a virtual network, enabling seamless integration between physical and virtual networks while providing service providers and enterprises with a solution that is simple, open and agile. BOB MUGLIA, The commercial version of Contrail is available through Juniper EXECUTIVE VP (SOFTWARE Software Advantage and is offered as both a perpetual and subscription SOLUTIONS DIVISION), software license. Perpetual license is priced at US$1,700 per socket and JUNIPER NETWORKS one year subscription license at US$1,000 per socket. Juniper Networks also introduced OpenContrail, an open source software platform that makes the core software powering Contrail available through an open source license.
SEAGATE REDEEMS 32.7 MILLION SHARES HELD BY SAMSUNG Seagate has announced a private share redemption transaction with Samsung Electronics Co., Ltd. in the amount of 32.7 million ordinary shares, representing approximately 9% of Seagate’s shares outstanding as of the end of the fiscal first quarter 2014. Following the transaction, Samsung will continue to own approximately 12.5 million shares of Seagate and Dr. Seh-Woong Jeong, Executive Vice President at the Systems LSI Division of Samsung Electronics will remain on the Seagate Board of Directors. Steve Luczo, Chairman, President and CEO, Seagate, said, “Returning value to shareholders is
CYBEROAM AWARDED COMMON CRITERIA EAL4 PLUS CERTIFICATE Cyberoam’s Layer-8 user-identity based Firewall has achieved Common Criteria certification at Evaluation Assurance Level 4+ (EAL4+) “With Common Criteria EAL4+, we have gone a step further in strengthening our focus and presence in enterprise and government organizations,” said Abhilash Sonwane, Cyberoam’s Sr. Vice President of Product Management.“This achievement reinforces our commitment to deliver our customers network security appliances that are evaluated against the industry’s highest security standards, thus meeting their evolving security needs. At the same time, this gives our channel partners greater confidence to take our security offerings to more customers in enterprise and government segments.”
also a top priority for Seagate and investing in our own company is one of our greatest opportunities today. Given the strength of our balance sheet and expected cash flow from operations, we remain committed to our share redemption and dividend plan. With this transaction, we are on track to meet our stated goal of returning approximately 70% of operating cash flow to shareholders this fiscal year while at the same time we continue to make strategic investments in our business to extend our leadership in cloud, mobile and open source storage technology.”
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Dell Software Integrates NetVault and DR4100 Appliance Dell Software has fully integrated NetVault Backup, its enterprise data protection solution, with the Dell DR4100, a scalable, disk backup appliance with built-in deduplication and compression capabilities. The integration is reflective of Dell Software’s ongoing effort to deliver integrated, end-to-end solutions that address today’s most salient customer challenges, including the need to transform data centers to deliver increased efficiency and scalability, and the need to protect critical data and information across the enterprise
announced the press release. Murli Mohan, GM & Director, Dell Software, India, said, “Dell Software Group has always strived to capitalize on megatrends to help organizations simplify IT, mitigate risk and accelerate results through its products and solutions. The NetVault and DR4100 product lines are a testament to this. They enable customers to back up data in a faster, more efficient manner, while ensuring the organization is protected in the event of a disaster.”
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. The combined company will be committed to continue to support the product roadmaps of both companies going forward to protect the investments of current customers and avoid any disruption to businesses. Extreme Networks advanced network operating system, will be extended to incorporate additional features that are available in the Enterasys network operating systems and fully support both hardware platforms.
TRANSCEND’S SOLUTION TO ADDRESS CHALLENGES OF SERVER MEMORY Transcend has released its 8GB DDR3L-1600 Low Voltage 1.35V RDIMM memory module. Aimed at improving high performance data mining and big data analytics, the DDR3 Low Voltage RDIMM allows enterprises to address the challenges of server memory density, performance, and power consumption announced the press release. “Server memory is the need of the hour as companies strive to better manage their virtual and cloud-based platforms, and grow their business,” said Angus Wu, Head (DRAM Research and Development), Transcend. “Transcend looked at the factors driving server memory demand and created a cost effective solution that helps maximize capacity and increase performance.” Designed specifically with the needs of cloud computing and virtualization in mind, Transcend’s DDR3 Transcend has added the 8GB DDR3L-1600 Low Voltage RDIMM to its server memory lineup to assist its customers in becoming greener as well.
3D PRINTERS TO WITNESS RAPID GROWTH Worldwide shipments of 3D printers (3DPs) priced less than US$100,000 will grow 49 percent in 2013 to reach a total of 56,507 units, according to Gartner, Inc.’s first forecast of the less than $100,000 consumer and enterprise 3D printer market. Rapid quality and performance innovations across all 3DP technologies will drive enterprise and consumer demand. Gartner said that shipments will increase further in 2014, growing 75 percent to 98,065 units, followed by a near doubling of unit shipments in 2015. “The 3D printer market has reached its inflection point,” said Pete Basiliere, research director at Gartner. “While still a nascent market, with hype outpacing the technical realities, the speed of development and rise in buyer interest are pressing hardware, software and service providers to offer easier-to-use tools and materials that produce consistently high-quality results.” In 2013, combined end-user spending on 3DPs will reach US$412 million, up 43 percent from US$288 million in 2012. Enterprise spending will total more than $325 million in 2013, while the consumer segment will reach nearly $87 million. In 2014, spending will increase 62 percent, reaching $669 million, with enterprise spending of $536 million and consumer spending of $133 million.
TATA ELXSI TO DEMONSTRATE INNOVATION SOLUTIONS AT IBC 2013 Tata Elxsi is showcasing an array of powerful and innovative solutions at IBC, 2013 from September 13-17 in Amsterdam, Netherlands. New capabilities being previewed at the show include support for the next generation solutions on RDK, Media Asset Management solutions, Operator applications and
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next generation video compression for Broadcast via HEVC. Tata Elxsi works with leading MSOs, Content Providers/Studios, Equipment manufacturers, Software and Silicon vendors, helping them to bring new and innovative products and services to market at reduced cost and time. The
company will be showcasing demos of different applications for Home Security, E-Commerce and Interactive Content Delivery at IBC. As a RDK system integration partner of Comcast , Tata Elxsi is showcasing its next generation RDK Home Gateway, integrated with our latest HTML5 Application
framework and a suite of innovative applications. Tata Elxsi’s Media Asset Management Solution that helps MSOs and broadcasters develop, manage and deploy innovative multi-platform OTT applications, is also being showcased at IBC 2013.
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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. “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. “These new modules take the most comprehensive DCIM solution to the next level by
giving the user greater insight for managing their assets on the go or on the data center floor, allowing them to reduce downtime risks, improve operational efficiency and cut costs.” The Trellis Power System Manager introduces the unique ability to view the complete power chain from the grid to the rack via a one-line diagram.
WEB CLIPS NCOMPUTING LEADS IN DESKTOP VIRTUALISATION IN INDIA NComputing has been recognised as the fastest growing vendor in the worldwide enterprise client device market in the second quarter of 2013. According to the IDC Worldwide Enterprise Client Device Tracker Q2 2013, published September 25, 2013, NComputing showed 70% QoQ growth, as well as 65% YoY growth, far stronger than Dell Wyse or HP. The impressive showing closed the market share gap between NComputing and the two traditional market leaders to just a few percentage points announced the press release.
SANOVI RESHUFFLES MANAGEMENT TEAM IN INDIA SAARC REGION Sanovi has effected few changes at its senior managerial levels, with the aim of consolidating its leadership in the DR space and to focus on strategic growth areas and new businesses in the India/SAARC region. Ashis Guha, President- Global Sales, Sanovi Technologies said, “We are moving into the next phase of our growth in the India and SAARC regions. Putting a senior managerial team in place is a strategic move. Our goal is to rapidly increase our market base in India, and expand into the emerging markets, with an empowered team of functional leaders and clearly defined focus areas.” Amarjeet S. Gill, takes on the role of Vice President, Sales for India and SAARC. In another change, Sankara Krishnan has assumed the position of Vice President, Alliances and New Initiatives for India and SAARC region.
AVAYA RELEASES NEW SOFTWARE AND CLOUD-BASED SERVICES Avaya has unveiled a set of new software and cloud-based services designed to transform the way enterprises and organizations work. Avaya’s simple, intuitive solutions help employees to work more effectively, engage more easily, and make decisions faster so organizations can experience the advantages of a new age of collaboration announced the press release. Avaya has unveiled Avaya Aura Collaboration Environment, Avaya IP Office 9.0, Advances to
MOVEMENTS iGATE Corporation has named ASHOK VEMURI as its President and Chief Executive Officer, effective September 16, 2013.
A. KRISHNAKUMAR, current President and Head of Philips Healthcare Business, will be Managing Director and CEO of Philips Electronics India Limited with effect from December 2013. dataserv APAC has appointed AMIT JINDAL as the Head-Sales & Channel Development for India.
NUMBER GAME
8.6 percent
Worldwide PC decline this quarter from the same period last year.
Avaya Aura, and Avaya Messaging Service (AMS).
BROCADE ICX 6450-C SWITCH TARGETS FEDERAL MARKET Brocade has made addition to the company’s campus networking portfolio with the Brocade ICX 6450-C Switch, which delivers enterpriseclass features in a compact form, and supports the simplification and automation provided by the Brocade HyperEdge Architecture. Executing on the company’s strategy to deliver innovation for specific customer segments, the Brocade ICX 6450-C is designed for the unique and stringent requirements of US Federal agencies and public sector organizations announced the press release.
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ENTERPRISE SOLUTIONS:
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he enterprise solutions landscape in India is evolving and expected to grow rapidly in the coming years. Till few years back, enterprise solutions were marketed in the areas of ERP, CRM, HCM, and SCM applications with niche vendors providing these solutions. Even the customers didn’t have the choice, as they used to go for only best-ofthe-breed solutions. But now, most of the vendors provide pre-integrated solutions. For example, in ERP, most of the functionalities related to CRM or PLM is available today. In
value that enterprise solutions bring to them and that’s why, they are spending on these solutions. This scenario has compelled all the solution providers to come out with offerings that are not only comprehensive but also competitively priced so that they can cater to the demands from all the segments. “Over the last few years, vendors have moved from direct model to indirect model to cater to a wider segment. System Integration partners with vertical expertise in enterprise solutions have been brought on-board and channel partners
In this competitive market landscape, the technology vendors are taking the right strategies on product development, research, and partner enablement. They are concentrating their efforts in providing not only bestin-class enterprise solutions but also industry-specific applications for customers, thus helping them gain competitive advantage. n WORDS: NIVEDAN PRAKASH <NIVEDAN@ACCENTINFOMEDIA.COM> n PHOTO: ISTOCKPHOTO.COM
the current scenario, the solution providers also believe in providing enterprise process view rather than module view, which was traditionally offered by the vendors. Besides transforming the business processes, these solutions are also providing competitive advantage to all the vertical industries in terms of simplifying their operations and giving them a wider market to play around. The enterprises are fast adopting these solutions also because they want to drive differentiation via increased operational efficiencies, enhanced agility, and improved customer experiences. As per the industry estimates, the global market for enterprise applications is pegged at around $55 billion, out of which, India is estimated to be around $2 billion. The market seems to be growing in the range of 13 to 15 percent in India on business application front. From traditional inventory management systems to comprehensive Manufacturing Resource Planning; from data capturing and reporting systems to advanced analytics and forecasting systems; and now to cloud enabled SaaS service, it has been an exhilarating journey for enterprise solutions. This domain has been ever expanding by constantly including newer enterprise domains like CRM, SCM, EDM, BPM among others in the same space as ERP. If we look at the current adoption trend amongst the Indian Inc., then we will see that the demand is no longer restricted to the large enterprises, even the medium and small organizations are fast adopting the enterprise solutions. The primary reason behind this trend is that the medium and small businesses have started realizing the
have been inducted to cater to tier II and III cities. Other than on-premise licensing, vendors have also introduced SaaS offerings as the demand for cloud services gain momentum. However, applications like HCM and CRM are the most popular applications over the cloud,” says Shweta Baidya, Senior Market Analyst – Software Research, IDC India. Another visible change in the Indian market is that every organization, be it large enterprises or SMEs, is looking out for custom applications to manage their day-to-day operations like accounts, HR, inventory etc. Again this trend is mostly seen amongst the SME segment, which in turn, has also opened up a window of opportunities for the relatively small application developers whose products are easy to use and also affordable by the SME. Harsh Vardhan G, Executive Vice President – Global Marketing and Channels, Ramco Systems, adds, “The primary expectation of any decision maker today is on simplicity while the technical aspect takes up the secondary position. Considering the evolution and moving along with the customer expectations, we have now come up with our new product philosophy, which revolves around – MUSIC (Mobility, User Experience, Social, In-memory and Context-aware). This would enable the users to keep in pace with the latest trends by providing a mobile solution, with a user friendly interface and also considering the social space.” “Most of the organizations in the country, be it large ones or SMEs, have built enterprise applications in their business operations. There is a demand for both ERP and CRM
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SHWETA BAIDYA
SENIOR MARKET ANALYST – SOFTWARE RESEARCH, IDC INDIA
“System Integration partners with vertical expertise in enterprise solutions have been brought on-board and channel partners have been inducted to cater to tier II & III cities.”
solutions. And with enterprise mobility gaining prominence in the country today, the organizations are looking at having these applications on the mobile. As a system integrator, the customers do have a lot of expectations from us in terms of understanding their business environment, pain areas, and then offer a complete solution. We have to play a multiple role for the customers – be it consultants, supplier, and implementer,” points out Dharmesh Anjaria, Director of Mumbaibased SI, Dynacons Systems.
GROWTH PROPELLERS Despite challenging economic conditions, industry analysts predict a modest growth, somewhere around 13-15%, for enterprise solutions market this year. As more and more Indian companies are automating their business processes, the demand for enterprise solutions is bound to increase, which in turn, will propel the growth of this market here in India. “Fundamentally, we believe that Indian
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HARSH VARDHAN G
EXECUTIVE VICE PRESIDENT – GLOBAL MARKETING AND CHANNELS, RAMCO SYSTEMS
“Majority of customers in mid and entry level enterprise segments are first time adopters of established products.”
RAJAMANI SRINIVASAN
VP – APPLICATION SALES, SAP INDIA SUBCONTINENT
“The adoption is happening in all types of the industries, be it matured and the ones that are looking to deploy new technologies.”
LARGE ORGANIZATIONS WILL SPEND ON ENTERPRISE SOLUTIONS TO MAKE THEIR BUSINESS MORE AGILE, DRIVE IN PRODUCTIVITY AND EFFICIENCY, RETAIN THEIR CUSTOMERS AND TIGHTEN ALL THE LOOSE ENDS OF ECO-SYSTEM
market has a huge potential. There are economic challenges in way but what we have realized that technology acts as the blood to improve business. The factors that are driving this market are globalization, customers becoming more demanding and acquiring new capabilities to improve customer service, emergence of new business models like E-commerce, online retail, infrastructure projects, need for employee collaboration, etc. These factors will lead to the healthy growth of enterprise software market, in the range of 15-18 percent CAGR,” highlights Rajamani
Srinivasan, VP – Application Sales, SAP India Subcontinent. “The growth will continue despite challenges as companies look to optimize their processes and gain advantage in terms of cost and optimization of resources by bringing in relevant technologies interventions at various levels in the company as well as they prepare themselves for gaining bigger market in times to come when the growth is better,” opines Saket Setu, Co-Founder and CMO, C-Zentrix. Adding further, Sudheer Nair, CEO of Eresource Infotech, states, “We are expecting the
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SAKET SETU
SUDHEER NAIR
“Presence of too many players who might be taking up projects and then their inability to deliver it on time and with quality is one of the major challenges for this market.”
“As we are concentrating on specific industrial verticals, we have thorough knowledge of functioning method of each and every vertical.”
growth further higher with up to 20 percent this year. Despite the challenging economic situation in the country, Information Technology field is witnessing a steady growth in their business. This is because every organization from all industrial verticals irrespective of their volume of business, looking for an easy working method with little investment. Though they may not be spending huge amounts, the volume of demand for enterprise solution has increased and graph is making a steady progress.” The prospect for this market also looks upbeat as enterprises are increasingly deploying these robust solutions to improve customer service and expedite business operations. The need for creating competitive advantages such as optimization of capacity, reduction of lead time and cost as well as increased profit through IT implementation are the other major factors driving the market forward. “The ongoing tendency for greater customer service along with the continued drive for IT
cost savings, as well as the incorporation of emerging technologies into solutions, such as mobility, social, cloud and business process management will continue to be the drivers in 2013. The combination of sustainable domestic demand, presence of global vendors, entry of new small vendors and the convergence of new mobile, social, cloud and information computing environments are the key factors for high sustainable growth of the enterprise solutions market in India,” points out Anjan Thakur, Director – Channel Sales, Infor India. Diwakar Nigam, MD & CEO, Newgen Software spokesperson, adds, “Most certainly, the enterprise software market in India is poised to grow substantially over the next few years. To tap the potential of the global trade, business leaders across industries are focusing on streamlining their operations, building competitive advantage, and minimizing recurring IT costs. The solution lies in enterprise software technologies, such as BPM and ECM that not
CO-FOUNDER AND CMO, C-ZENTRIX
CEO OF ERESOURCE INFOTECH
only automate your current processes but also provide the operational agility to respond to future requirements.” In these tough economic times, enterprises are also continuing to invest in enterprise solutions to get ready for the future and offer better services to their customers and upgrading their mission critical applications to stay afloat. “Regardless of economic conditions, the pace of consumerization of technology has not abated. We are seeing social, mobile and cloud technologies revolutionize traditional CRM, enterprise applications and platforms, as businesses look for new ways to engage more deeply with customers and customers look for new ways to interact with businesses on their own time and on their own terms. In addition, we are seeing a shift from systems of record to systems of engagement. In many cases, this shift is causing a change in the procurement process,” highlights Derek Laney, Director – Product Marketing Manager, Salesforce.com. “As a CIO, I do believe that the need for enhanced business efficacy is driving enterprise applications market here in India. In any organization, the enhanced business efficiency can be achieved by driving enterprise business solutions. Today, CIOs are also planning on integration of existing enterprise application software, ERP solutions, and BI tools to derive business benefits from legacy IT investments. And with the availability of robust integration tools now a days it is becoming more popular,” opines T G Dhandapani, CIO, TVS Motor.
VERTICAL-WISE ADOPTION Today, an increasing number of organizations from the various vertical industries are embracing enterprise solutions. With the changing market dynamics, businesses are essentially asking for more choices in applications which are innovative, standardized, easily deployable, and help in quick decision making. Addressing these newer customer demands and the need to make faster decisions has further enhanced the adoption and scope of evolution of enterprise solutions across industries. “Adoption in mid segment is high while the demand is more for add-on modules in established enterprise segments. Majority of customers in mid and entry level enterprise segments are first time adopters of established products, who are looking at replacing home grown or other semi-automated systems. In the enterprise segment, adoption of processes like HCM, CRM, and EAM seem to be on a high,” points out Vardhan.
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ANJAN THAKUR
DIWAKAR NIGAM
“..the incorporation of emerging technologies into solutions, such as mobility, social, cloud and business process management will continue to be the drivers in 2013”
“To tap the potential of the global trade, business leaders across industries are focusing on streamlining their operations.”
“eXensys ERP offers complete end to end enterprise solutions to micro, small, medium, and large enterprises. Our range of products includes on-cloud as well as on-premise solutions, which cater to over 40 micro-verticals. Today, business application has found huge potential in SMBs. We believe that about 80 percent of our revenue will come from this sector alone in the next few years,” asserts Sanjeev Sharma, Senior Manager – Channel Sales, eXensys Software Solutions. While both large enterprises as well as SME segment are spending money on deploying enterprise solutions, industry verticals that have been in the forefront of the adoption are BFSI, telecom, manufacturing, retail, healthcare, education, travel, and e-Commerce websites. For instance, the Indian market is adopting mainstream BPM for process automation, and at the same time is open to smart process applications that cater to vertical specific business needs. Several Indian banks are using Newgen’s Cheque Truncation solution (built on BPM platform) to comply with RBI’s CTS mandate. ICICI bank is using Newgen’s ZapIn – the company’s
mobile capture application, to equip its field executives to capture customer information at the point of origination. “Currently, we are using the following applications at TVS Motors viz. ERP, CRM, SCM, HCM, ECM, MDM, FM, BPM, DMS and EAM. The usage of these solutions or applications at our organization has brought in quite significant changes in terms of improving customer service and expediting business operations. Today business executives perform their actions using these business solutions,” says Dhandapani. Chetan Naik, Director and Regional Executive - West, IBM India/South Asia, says, “Telecom and CPG is showing increasing signs of adoption. Though enterprise solutions are being adopted by all companies in various verticals, the keyword this year is going to be mobility. The trend of BYOD will accelerate enterprise adoption especially by mid-sized and moderately large companies as it will help employees access data from their own device, giving them agility and seamless operation. Use will also increase in vertical sectors such as healthcare and education.”
DIRECTOR – CHANNEL SALES, INFOR INDIA
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MD & CEO, NEWGEN SOFTWARE
DEREK LANEY
DIRECTOR – PRODUCT MARKETING MANAGER, SALESFORCE.COM
“We are seeing social, mobile and cloud technologies revolutionize traditional CRM, enterprise applications and platforms.”
Srinivasan says, “The adoption is happening in all types of the industries, be it matured and the ones that are looking to deploy new technologies. We are seeing a lot of traction amongst those segments that has not been traditional adopters, including public sector units like Air India and India Post, and defense sector like Indian Navy. Hence, government sector is becoming the fastest adopters of SAP solutions. Utilities across government and private sector like healthcare, education, dairies, and E-commerce are making huge investments in enterprise solutions today. The other segments like CPG, retail, metals and mining, pharma, chemical, and automotive sectors fall into the matured industries category that have always gone for enterprise solutions.” According to IDC, with new banking licenses expected to be rolled out soon, approval of 100 percent FDI in the telecom sector, and government investments to push the National Manufacturing Policy reforms, the IT investment from these sectors will stay strong, and so will the investments in enterprise solutions. The government’s investment in automation and modernization of processes and e-governance projects is also
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NEW CONCEPTS DRIVING THE MARKET
SANJEEV SHARMA SENIOR MANAGER – CHANNEL SALES, EXENSYS SOFTWARE SOLUTIONS
“eXensys ERP offers complete end to end enterprise solutions to micro, small, medium, and large enterprises.”
pushing the investments in enterprise solutions. “In recent times, the ERP scenario in India is witnessing a rapid growth. A number of manufacturing firms, automotive, steel, oil, textile and pharmaceutical companies embracing ERP implementations as they have helped in the growth of their business by helping them gain operational excellence at an optimized cost. Going beyond a one-size fits all model ERP solutions both in India and globally, enterprise software solutions have now evolved to tailormade and specialised versions by industry type,” highlights Thakur. Adding further, Rajkumar Jain, Director of Indore-based Business Automation, one of the leading system integrators, states, “We are witnessing a rise in the adoption of enterprise solutions be it ERP, CRM, SCM, or HCM. Though the demand for these applications is increasing from all the vertical industries, the traction is high from manufacturing and government verticals. We have deployed Microsoft Dynamics in the e-district project in Madhya Pradesh. Besides, we have also implemented SAP applications.”
With the rise of concepts like cloud computing, mobility, big data analytics, and social engagements, the whole enterprise solutions market is witnessing a definite push. The emergence of these technological trends have given rise to new market demands for smart and simple plug and play solutions. Growth-focused business organizations are looking at reaping the benefits offered by these technologies to achieve operational excellence and impact their bottom lines. While some of the important applications like CRM or HCM are already being put on the cloud by most of the enterprises, other critical solution areas are being gradually moved. The cloud technology allows shared use of software, hardware, data center and all necessary IT resources, presenting an opportunity for the enterprises to enjoy the benefits of enterprise solutions in a cost-effective manner. Vardhan explains, “The combination of sustainable domestic demand, presence of global vendors, entry of new small vendors and the Nexus of Forces (as Gartner defines it as the convergence of new mobile, social, cloud and information computing environments) are the key drivers for high sustainable growth in India. To keep in pace with the technological trends, SMB’s today are evaluating smarter solutions that would give them a real time business view and enable them to take decisions on the move. Ramco ERP on Cloud best fits these aspects with its offerings revolving around MUSIC, ensuring users benefit from features like Mobility, User Interface, Social, In-memory and Context-aware.” With enterprise mobility also gaining momentum, organizations are not averse in pushing the enterprise applications into the mobile devices. However, mobility is seen as a contributing factor and driver for businesses moving to newer and more mobile device agnostic enterprise software. Adding to the benefit is the growing trend of data being transferred onto the cloud / third-party server, which removes the hassle of data management on the premise and provides impetus of the growing trend of enterprise mobility as well. “Indian companies have been showing interest around integration of big data analytics with the ERP, CRM, and SCM applications to analyze the demand and supply patterns, use the customer data analysis for sales and marketing campaigns and also reduce point of errors. Social media is another key pillar which is driving adoption among verticals such as BFSI, telecom and retail segment. These industries need to continuously invest on solutions which enable them to
VENDORS’ FOCUS ON PARTNER ENABLEMENT • Eresource Infotech provides its partners with superior value and sustainable revenue opportunities through several programs that reward for their total contributions. The company’s authorized partner business model is focused on selling the complete ERP solution to customers. It always strive to look for established IT companies with good technical manpower and sales team as its authorized partners who will be able to sell and support its product line. • eXensys believes in channelled go-to-market strategy, as partners are the lifeline of its business contributing about 80 percent of the overall revenue. To make this network stronger and to reach out to maximum number of partners, the company has taken many new initiatives for partner enablement and engagement. • Infor ensures that there is investment in partner education series, recognition and ongoing engagement so that technology solutions are no more limited to a select customer portfolio. Infor Partner Network (IPN) is a global program and includes a select group of channel partners that re-sell and service its leading business application software. • Newgen is aggressively strengthening its channel partner network. The channels team, comprising of 30 professionals, works rigorously to build a complete eco-system of partners. • Ramco’s partners are involved in all aspects of business development, sales, delivery, development or personalization and support. The partners are categorized as business partners and system integration partners who play dual roles in selling and/or implementing its solutions.
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KAVITA BHADAURIA MANAGER – SOFTWARE AND SERVICES RESEARCH, IDC INDIA
“Indian companies have been showing interest around integration of big data analytics with the ERP, CRM, and SCM applications.”
understand the psyche of their customers and social media is becoming one of the driving forces to help them reach to the target segment,” points out Kavita Bhadauria, Manager – Software and Services Research, IDC India. Meanwhile, SaaS model is going to drive this market specifically in the SMB market due to its subscription / pay-per-use model. Generally, SME organizations work with a limited capital and by adopting SaaS model, they don’t have to worry about making any upfront investments on IT infrastructure and applications. It also gives them the flexibility to scale up or down depending on business equipments and number of users within the company. Nigam says, “SMBs are constrained by the cost and complexity of deploying on-premise enterprise IT solutions. Limited time, budgets, and human resources, combined with the need to drive growth and profitability, make it difficult for SMBs to choose the right technology tools. The SaaS model allows SMBs to reap the benefits of mission-critical enterprise IT solutions instantly, without committing to huge initial investments
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VENUGOPAL RAMANATHAN
SALES HEAD – ENTERPRISE, TRIMAX IT INFRASTRUCTURE AND SERVICES
“SaaS based APM can be deployed within an organization in no time while experiencing full benefits of APM”
RAJKUMAR JAIN DIRECTOR, BUSINESS AUTOMATION
“Though the demand for these applications is increasing from all the vertical industries, the traction is high from manufacturing and government verticals.”
THE EMERGENCE OF TECHNOLOGIES LIKE CLOUD COMPUTING, MOBILITY, BIG DATA ANALYTICS, AND SOCIAL ENGAGEMENTS IS GIVING RISE TO NEW MARKET DEMANDS FOR SMART AND SIMPLE PLUG AND PLAY SOLUTIONS
on hardware and licenses associated with onpremise installations.” This model is also very helpful for SMBs as it gives them freedom of investment, wherein they can choose the applications required and pay only for it. The SMB companies are also free from hurdles of managing and maintaining a server that runs the applications. “Software as a Service is an option that lets customers evaluate a product by using it for a couple of months and then come out with actual requirements or customizations to be deployed on on-premise depending on their budgets and willingness. This not only helps the vendor to decrease the time of deployment but also helps
a customer identify his own needs over wants. eXensys has taken SaaS to its next level with its MBAS (Managed Business Application Services) offering. eXensys MBAS hosts both business specific and industry specific and is hence called ‘Managed Business Application Services’ and it can be delivered to any required business segment – small, medium and large,” adds Sharma. Venugopal Ramanathan, Sales Head – Enterprise, Trimax IT Infrastructure and Services, further states, “With cloud computing gaining momentum, you are likely to see SaaS APM (Application Performance Management) adoption increase significantly as more applications are deployed to the cloud. SaaS based APM
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T G DHANDAPANI CIO, TVS MOTOR
“Currently, we are using the following applications at TVS Motors viz. ERP, CRM, SCM, HCM, ECM, MDM, FM, BPM, DMS and EAM.”
can be deployed within an organization in no time while experiencing full benefits of APM. Companies can also save on cost of licenses, maintenance, administration, and hardware.”
EXPANSION OF PORTFOLIO Today, customers are looking for faster deployment of applications and less customization. This has compelled the software vendors to expand their portfolio in order to offer a comprehensive end to end enterprise solution to the end customers. C-Zentrix has started offering Contact Center Suite along with various pluggable enterprise applications like Complaint Management system and Lead management system to its E-Commerce and Insurance and other BFSI customers. The company provides a comprehensive end to end customer engagement solution along with email, SMS, chat and social media as plug-ins to this solution. “As the implementation of ERP system is somewhat a long and complex procedure, it takes
months of thorough study and development before the system can be deployed for testing and operations. Every company is different in terms of their working procedures. Therefore an ERP vendor has to scrutinize many areas before the final design mode is decided. But in our case, once the study is done, the configuration and implementation is very quick. As we are concentrating on specific industrial verticals, we have thorough knowledge of functioning method of each and every vertical. It helps us to minimize the customization as the base application for every industrial vertical solution are incorporated with all the modules and functionalities and what required is some cosmetic changes as per each company’s requirement,” highlights Nair. In order to address the concern of customers for faster deployment, as a strategy eXensys has laid down a solution architecture that would maximize the configurable items (customer business processes), thereby reducing the deployment time and customizations. The company follows compliances like APICS, AST&L and SOA which allow end-users to configure most of their needs, thereby reducing their dependency on the vendor. “There is increasing need to streamline processes across procurement, manufacturing, service, sales, finance, or HR, and an ERP solution from IBM and alliance partners can help transform businesses. IBM Global Business Services is helping businesses manage ERP initiatives on a global basis with extensive business process knowledge, offering integrated, innovative strategy, change, and business advisory solutions in four key areas i.e. business strategy consulting, operations strategy, technology strategy, and organization change strategy,” asserts Naik. Similarly, Newgen Software’s constant endeavor has been to align its offerings with the evolving needs of the customers. The company has a comprehensive suite of solutions based on its proven ECM and BPM platforms, which enable end-to-end automation of key business processes across industry verticals. Newgen has enabled leading global enterprises to transform their business models by leveraging the power of innovative technologies such as social, mobile, cloud, and big data analytics. Talking about Infor’s product portfolio, Thakur says, “We are delivering purpose built microvertical solutions for an ever growing number of industries. Our ION technology provides the loosely coupled environment which enables companies to upgrade their applications without breaking the IT environment. It is the ultimate flexibility that companies need today. One of our pioneering products include Infor LN, which is
the only full-featured manufacturing solution that completely and simultaneously supports all of the production processes commonly found in modern manufacturing—from engineer-toorder to repetitive. Then, we have Infor Ming. le, which is a comprehensive platform for social collaboration, business process improvement, and contextual analytics.” Ramco System’s cutting edge tools like Extension Development Kit (EDK) and Partner Development Kit (PDK) help address customization or personalization comprehensively. This is made further compelling since it offers this on the cloud model, without affecting the core product. The company has recently launched WorkSpaces, a role based and a user based interface, which is a combination of transaction and analytics, giving the user a chance to manage routine task. Adding to these initiatives, Ramco is also extending linguistic interfaces without tampering the core product, this feature will help customers use the same product across various geographies and yet provide local lingua for their users. “Over the last past 14 years, Salesforce.com has expanded its portfolio to include sales, service, marketing and platform. Today, we are the only company delivering a next generation customer platform that gives companies the power to transform into customer companies by connecting with their customers, employees, partners and products in entirely new ways,” says Laney.
STUMBLING BLOCKS IN THE WAY By now, it is very much evident that the enterprise solutions market in India is witnessing a healthy growth with software vendors coming out with innovative as well as customized offerings to cater to the increasing demands from the enterprise customers. While there is a heavy demand from all the vertical industries that is again enforcing vendors to work out various go-to-market strategies, there are a few stumbling blocks for this market that are hindering the wide scale adoption of these enterprise solutions here in the country. According to IDC, some of the pertinent challenges that the market faces include complexity of deployment, price points, and change management. Companies are looking for solutions which are not only easy to deploy, but can also readily talk/ integrate with other vendor solutions. The enterprises are demanding solutions which are ‘wrap and embrace’ rather than ‘rip and replace’ as they cannot replace their existing infrastructure completely. Further vendors need to hand hold the SMBs with their technology transformation/
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COVER STORY
upgrades as they do not have the requisite expertise to upgrade their systems. The vendors have started taking initiatives towards SMBs , however, there is scope for more effort in this regard. Setu points out, “Presence of too many players who might be taking up projects and then their inability to deliver it on time and with quality is one of the major challenges for this market. It will take time before market matures and consolidations happen at the service provider level.” Besides, there is a misconception about ERP system is that its implementation will make many jobs redundant (because of the automation) and hence, many employees will lose their jobs. Though implementation of an ERP system will automate many tasks in the organization, it does not mean that the ERP system will make people redundant. Another stumbling block has been the end user acceptance of the product. The top management’s vision in investing in a business application fails when the ground staff is not able to effectively use the business application. The other challenge is to overcome the concerns of organizations about data security and privacy, owing to which cloud technology is still strug-
gling to reach its maximum potential. “Power shortage, connectivity and bandwidth issues, and need for local language support are some of the key concerns that need to be addressed, to ensure wide-scale adoption of enterprise software in India. Concerted efforts from governments as well as technology players in India can address these issues, by ensuring internet accessibility, addressing power shortage, and empowering masses by providing local language support and requisite training,” adds Nigam.
market will also see software vendors coming up with new product lines as well as smarter solutions. As per IDC estimates, large organizations will spend on these solutions to make their business more agile, drive in productivity and efficiency, retain their customers and tighten all the loose ends of business eco-system. Small and medium businesses will also move at fast speed to adopt these solutions, albeit cautiously. The opportunities are vast and ripe. However vendors will need to think about flexible pricing model, better service levels and the intersection of emerging technologies like analytics and mobility with enterprise solutions. Vendors will also need to work in collaboration to offer end to end solutions and services to the customers thereby erasing the interoperability concerns. In the foreseeable future, pure play CRM and SCM solutions are likely to pick up traction as companies expand. The IT/ITeS vertical is expected to contribute significantly to the growth of this market. The end users are likely to become value sensitive and price will not be a strong differentiating factor, as mainstream vendors are also offering solutions at competitive price points. ë
WHAT THE FUTURE BEHOLDS In the coming years, the enterprise solutions will continue on its growth trajectory here in India as there is a huge market still to be tapped with businesses across verticals and levels realizing that these solutions are the backbone of their IT ecosystem. There will be more focus on the integration between various applications that would give valuable insights so that it would help organizations with increased business efficiency and productivity. Apparently, the SMB sector would propel the growth of enterprise applications domain. This
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Cover Story-Enterprise Solutions.indd 22
1800 200 2444
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UNIFIED COMMUNICATION
HEAD – CLOUD CENTER OF EXCELLENCE, MARLABS
are prone to latency, compliance and security concerns.” An assessment process is crucial to determining the level of readiness for cloud solutions and the right service provider. The assessment should examine several factors, including technology readiness and risk of migration; business goals and objectives; total cost of ownership, hardware depreciation/software licensing; internet bandwidth and redundant connectivity; application compatibility and service levels. Breaking down the decision by these factors can point in the direction of one of the three main steps of cloud readiness: quick wins, customized solutions and infrastructure, and full cloud adoption. Marlabs aids customers in cloud migration through holistic approach in assessing the technical readiness, business viability and the risk associated. Marlabs offers end-to-end application infrastructure, managed cloud services such as monitoring, maintenance, availability etc. Marlabs has well established ITIL based support framework to manage the cloud workloads. Auxiliary Marlabs assists customers to establish their DR environments in cloud, leveraging some of the public cloud storage services. Marlabs helped many customers to eliminate the costly “Tape operations” by moving their disk to disk to tape model to disk to disk to cloud. Marlabs ease customers to implement storage optimization solutions using on-premise storage gateway appliances to integrate on-premise storage to cloud storage, thereby eliminating the high Capex for buying internal storage boxes. Marlabs also abets customers to implement private cloud solutions using VMware, Microsoft or open source technologies. Sreejith proclaims that Marlabs stands apart from the competitive market as they bid with developed intellectual properties or tools which encourages organizations to move to cloud faster, thereby saving time and money.
“Marlabs stands apart from the competitive market as they bid with developed intellectual properties or tools which encourages organizations to move to cloud faster, thereby saving time and money.”
While the digital publishing, education, government etc. verticals are driving Marlabs’ business; the company persists on inbound & outbound marketing activities. Bottom line: While cloud based applications offer compelling value proposition, the return on investment is tightly linked to the implementation approach and the underlying business objectives. Enterprises can score big with their cloud based solution by keeping things simple, beginning with the end in mind and managing scope vigorously. ë
MARLABS
Contemplation of Migrating to the Cloud Marlabs alleviates the progression of transit from a traditional platform to a cloud-based platform 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 >
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arious analyses on the adoption of cloud in the Indian market envisages at an infancy stage with an approximate growth rate of 30% CAGR between 2011 and 2015, with a projected market size of $1Bn in 2014. The major threats cloud model carries are the issues of shared technologies, security in cloud hosted data, fear of loss of data, denial of service and data breaches. Sreejith Gireesan, Head – Cloud Center of Excellence at Marlabs says the rationale for the sluggish acceptance or push back in cloud computing are security & privacy concerns, lack of local Cloud Data centers by the providers, fear of loss of control, bandwidth requirements and so on; however, that resistance might be coming to an end, given the cloud’s upward trajectory. Although the migration to cloud-based platforms is slow compared to the hype, what has changed pretty quickly is the trust that global 2000 companies have placed in the cloud. Data has resided in the cloud for years without huge security breaches. Outages occur from time to time, but no recurring patterns are emerging that suggest systemic issues. Indeed, the cloud beats the uptime records of internal IT systems by a large margin. Businesses have figured that out. Sreejith says . “From IT prospective, infact all verticals are apt potential to adopt cloud model expecting cheaper and more agile IT resources to support the growth of the business. Apart financial & healthcare industry adoption rate is low as they carry sensitive data detailings and
SREEJITH GIREESAN
FINALLY…
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MY VIEWS
SOMA SOMASUNDARAM
EXECUTIVE VICE PRESIDENT – GLOBAL PRODUCT DEVELOPMENT, INFOR
“Micro-vertical focused approach” INDIA IS SET TO BECOME ONE OF THE LARGEST ENTERPRISE SOFTWARE MARKETS IN APAC REGION. THE TECHNOLOGY VENDORS ARE RECOGNIZING THE POTENTIAL AND SCOPE FOR ENTERPRISE APPLICATIONS AND COMING OUT WITH INNOVATIVE OFFERINGS TO MEET THE DEMANDS OF DIFFERENT VERTICAL INDUSTRIES. ENTERPRISE CHANNELS SPOKE TO SOMA SOMASUNDARAM, EXECUTIVE VICE PRESIDENT – GLOBAL PRODUCT DEVELOPMENT, INFOR TO GET AN
What’s your assessment of the enterprise application and services market here in vis-à-vis globally? The enterprise application market really went down during the financial crisis between the years 2008-10. But now, the enterprise applications and software market is coming back upt with demands increasing. Globally, while we see the growth in the North American region as well as emerging markets like Asia Pacific and South America, the Europe market is struggling as it is still coming out of the economic downturn. In terms of application adoption, customers are looking to buy edge applications like asset management, compliant maintenance, supply chain optimization, or human capital management. These edge applications expand ERP footprint and that is why, we are seeing significant growth in this area.
INSIGHT INTO THE COMPANY’S TECHNOLOGY STRATEGIES AND KEY MICROVERTICAL FOCUS AREAS. EXCERPTS
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India has emerged as the largest enterprise software market globally.
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My Views-Soma Somasundaram of Infor.indd 24
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MY VIEWS
What does it entail to Infor in terms of opportunities and what kind of technology strategy do you follow to tap the underlying opportunities? For Infor, out of the top 5 vertical industries that we target, the biggest opportunity vertical is manufacturing sector, followed by healthcare segment. We are just shy of $3 billion in terms of revenue and around 55 percent of the revenue comes from manufacturing and healthcare. In the manufacturing segment, we have a fairly strong customer base here in India who is upgrading to the latest of the technologies and that’s how it is giving us the momentum in terms of new business opportunities. If we talk about the SMB market, it used to lag behind in adopting applications. But lately, this market has started to show signs of growth. We really have a good portfolio of products to cater to the demand of this market. But we won’t go directly to the SMB market in terms of sales. As most of these manufacturing units are located in tier II and III cities, we are aggressively expanding our channel footprint. Also, these customers typically buy at the local level and hence, it becomes imperative for us to have a local presence with partners. Since we can’t be present at each and every corner of the country, we have to appoint partners to cater to those local demands. We also believe that the SMB customers have the higher propensity to go to the cloud. So, this will be one of our focus areas that we will be pushing aggressively in the coming days in order to take advantage of the underlying opportunities. Also, these companies lack IT skill sets and therefore, it is much easier to take them to cloud rather than looking at on-premise. How easy or difficult is it for you to convince the SMB customers to go for Infor offerings? I believe that SMB customers require the same level of sophistication and depth of functionality in a product that a large enterprise would require. It’s just that the SMB customers don’t have deep pockets. One of our key strategies is that we go to market as micro vertical solution provider. And this is also one of our main differentiators. We are building deep micro vertical functionalities in our solution offerings. In terms of price, we look at total cost of ownership, which is just not about license. It’s actually about how much fit for purpose that product is that will deliver the ROI. We believe that by having a micro vertical focus solution, we have got the depth. From the pricing standpoint, we know that the SMB market is very much price-conscious and hence, our products are very competitively
priced. Our strategy is to penetrate and grab a bigger market share. For example, in the SMB space around the globe, we have had 3,700 brand new customers last year. And our competition cannot beat us in this area. This shows that we are very good in transactional volume business and we will be able to take advantage of this position here in India as well. What’s the current share of India market in the global pie? We cannot break India into a separate market because there are many multinational companies having operations in India as well. I can say here that our current revenue is around $2.8 billion and about 11 percent of this revenue comes from the Asia Pacific market. And our goal for the next 24 to 36 months is to increase the revenue share of APAC region to 15-16 percent. We believe that this is disproportionally higher amount of growth compared to mature markets. And that is why Asia Pacific region and particularly India is highly important to us. Talking about the large accounts,
of functionality tends to go with us because we really have that depth of functionality. How about the penetration in the Indian large enterprise segment? One of the largest ERP sales that happened in the last 12 months in India was of Godrej & Boyce, wherein we were competing with SAP. The reason we won the deal was that we offered a much better functionality than the competitor. In another example, Larsen & Tubro chose to deploy our latest software. Besides manufacturing, what are the other key verticals that you are closely looking at? After manufacturing, healthcare comes second into our radar. In North America, 70 percent of the hospitals that have 100 beds or more, like The Children’s Hospital of Philadelphia, Mayo Clinic, etc., run Infor software. This shows that we have a very strong footprint in healthcare sector. As far as Indian market is concerned, we believe that there is an ample opportunity for us to grow in the healthcare segment as well.
“CHANNEL PARTNERS CHOOSE TO GO WITH US BECAUSE THEY SEE VALUE IN OUR MICRO VERTICAL STRATEGY, DIFFERENTIATED USER EXPERIENCE AND INFRASTRUCTURE”
how much of your focus is towards this segment? Though our strategy is more micro vertical focused, even the large enterprises which in many cases have gone to the bigger competitors have found that the solution has to be fit for purpose in the manufacturing area. For instance, Ferrari, which is part of Fiat group that runs on SAP, has a unique car manufacturing scenario that offers thousands of options to choose from. It went against its parent company and deployed our solution. In another instance, British Aerospace’s manufacturing unit is using our software as against its corporate office that is again an SAP shop. Even Boeing is using our software. If you look at the fashion industry, Gucci is running our software. To cut the long story short, at the higher end of the market, we really excel in those micro verticals. In the large enterprise case, the area where we excel is aerospace and defense, and specialty vehicle manufacturing amongst others. Customers which care about that micro level
The third vertical industry is the distribution and warehouse management where we are very dominant in India. We have customers like Birla retail, Future retail, and a whole lot of other retail companies run our software. Hospitality sector is another strong area for us. Here in India, the Taj hotels run our software. We are also concentrating our efforts to tap opportunities in the public sector, wherein we have a best-in-class solution, called Sun Systems, which is a tier-II financial system used by many of the government organizations in India. Going forwards, what will be your growth strategies? One of the ways by which we can penetrate the market is the movement to the cloud. Customers are still skeptical of moving ERP to the cloud. If we get applications that are micro vertical focused, deliver the quick ROI, and take them to cloud, then we will surely be able to grab more market share in the market. ë
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NETWORKING TREND
A10 NETWORKS
Driving the IPv6 migration ADC solutions are no longer just about load balancing; they also plug security holes, offload server processes, and compress content for optimized delivery. Choosing the right ADC solution will increase the efficiency and satisfaction of end users while maintaining security without a massive burden on IT. Also, vendors need to continuously innovate as user expectation of applications is ever increasing n WORDS: NIVEDAN PRAKASH <NIVEDAN@ACCENTINFOMEDIA.COM>
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ith growing concerns and emphasis on user experiences among enterprises, the adoption of application delivery controllers (ADC) is continuing to progress at a healthy rate. One of the key factors contributing to this market growth is increasing popularity of next-generation data centers by enterprises across the globe. With the drive towards cloud computing in the Asia-Pacific region, enterprises recognized the value that ADCs were able to bring to cloud setups. As virtualization continues to proliferate, paving the way for private, hybrid, and public cloud, network and security services will become both more important and also more closely aligned with application workloads than ever before. This is definitely true for ADCs, which traditionally have provided Layer 4–7 switching for key business applications and will provide even greater support for both established and emerging applications as the migration to cloud computing continues during the next several years. For that reason, IDC forecasts that the ADC market will be worth more than $2.1 billion in 2017. “The visible trend today is that customers are looking for complete Layer 4 to Layer 7 network optimization solution to handle scalability and high availability. Besides, social media, increased smart phone adoption, and migration of applica-
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tion to the cloud are some of the other key trends that driving customer to adopt a scalable 64-bit ADC platform,” states Hayato Koeda, President and CEO, K.K and VP of South APAC, A10 Networks. A10 Networks, one of the leading providers of the innovative networking and security solutions, is leading the charter in developing the eco-system while working closely with service provider data center and cloud solution provider. Traditionally, the company has been the pioneers in making high-performance products that help organizations accelerate, optimize, and secure their applications. In terms of the value proposition provided by A10 to both its customers as well as partners, Koeda, says, “A10 provides true 64-bit platform that is industry’s best price/performance ADC. A10’s value proposition of ‘zero licensing’ is very appealing for new customers and those looking to migrate or consolidate from legacy ADC, which significantly reduces TCO. A10 continues to invest in training partners and providing 24x7 technical support hotlines for Indian customers.” The company also has a long history of customer-driven innovation. Some of the recent innovation that has been embedded in the company’s product offerings includes A10 Thunder Unified Application Service Gateways (UASGs), which are the next evolution in Application Networking taking the ADC and Server Load
Balancer (SLB) to the next level. “The Thunder UASGs have the power to consolidate multiple premium application services into an efficient 1 RU appliance. These services encompass ADCs and Server Load Balancers, or Security modules such as DDoS Protection, Web Application Firewall (WAF), as well as next generation networking solutions such as Carrier Grade NAT (CGNAT), IPv6 migration solutions such as NAT64/DNS64, and SDN integration,” highlights Koeda.
INDIA FOCUS A10 Networks sees India as a key player in the global economy and tapping its growing potential would be the company’s key priorities. Besides, the focus is also on recruiting the right channel and their enablement. Currently, the majority of its business in India, which is about 80 percent, comes from ADC and the rest from IPv6 migration and host of solutions. While it caters to both large enterprises as well as SMBs in the country, 65 percent of the business comes from the large accounts and the rest from medium and small enterprises. The key vertical industries on the radar are telecom service providers, data center hosting service providers, BFSI sector, government sector, and IT/ITeS segment amongst others. And some of the key customers in the country are Dainik Jagran group, National Payment Corp India, Bhaskar Media Group, Jaypee Group, a large
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Networking trend-Hayato Koeda of A10 Networks.indd 26
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NETWORKING TREND
HAYATO KOEDA
PRESIDENT AND CEO, K.K AND VP OF SOUTH APAC, A10 NETWORKS
“A10’s value proposition of ‘zero licensing’ is very appealing for new customers and those looking to migrate or consolidate from legacy ADC, which significantly reduces TCO” Indian retailer, and India’s largest e-commerce site (flipkart). “The two significant growth drivers in the country are the rapid adoption of cloud as well as mobility. We are seeing tremendous opportunities with the increasing adoption of mobility that has increased the mobile application usage. Also, the increased adoption of cloud services and virtualization provides us with significant potential for growth. We are heavily banking on these two technology areas, as we believe that it will turn the fortune of the company here in this
country,” opines Koeda. Meanwhile, the company is gearing up for India’s IPv6 revolution. In this endeavor, it has already become a part of government of India’s Department of Telecom IPv6 Task Force Committee. The company is working on multiple initiatives with DoT including seminar and workshop to increase the adoption of IPv6 across government and public sector that leverages upon A10 IPv6 gateway solution. “A10 solution portfolio is uniquely positioned for the service provider segment, where we are providing IPv4 preservation (CGN ) and multiple IPv6 migration ( DS-Lite , NAT 64/ DNS64, 6rd) on the same technology platform,” adds Koeda. The company also has a CGNAT feature to preserve IPv4 addresses so that customers can continue to run existing services before migrating to IPv6. A10’s Thunder Series Unified Application Service Gateways support all the IPv6 migration and IPv4 prevention technologies The company is able to provide them at the same time without any additional license fees, so companies can deploy the system flexibly.
CHANNEL-CENTRIC APPROACH As far as the company’s channel ecosystem in India is concerned, it does business across the country through 2-tier partnership model in which there are 2 national VADs and 15 channels
partners, including national as well as regional SIs. While the two VADs are iValue InfoSolutions and RAH Infotech, national system integrators include Wipro Infotech, IBM , Dimension Data and HCL Comnet and regional system integrators - VfM Systems, Embee Software , Versatile, and CCS Computers. A10 continues to invest in the channel through seminars, workshop, and technical trainings. The aim is to enrich the partners with next-generation technologies so that they can address the new trends that are evolving in the application networking space. For instance, the company recently conducted a channel meet in Delhi, which was well attended by partners from networking and security markets across the city. A10 believes that this is a great response to its commitment to the Indian market. Seeing the success, it is now planning to conduct partner trainings in more tier I cities soon. The company also believes that these initiatives will help them forge meaningful relationships with the partners so that both the parties can start working together to provide networking solutions that are future proof and offer maximum value to the customers. “A10 is also looking to increase its footprint in the Indian market. Though we are a late entrant in the global market, we have still managed to grab the top slot in many countries. Similarly, as we speak, we are enjoying a good mindshare here in India as well and we will certainly put all our efforts to take the current engagements to the next level. We are in the midst of working out the strategies to tap the underlying opportunities in this country,” adds Koeda. Going ahead, the company is planning to make significant investment in the development of its channel as well as partners. It has also planned a global channel workshop which will be hosted in South Asia and will see participation from Indian partners as well.
FINALLY… A10 Networks is looking to replicate its worldwide success here in India as well. The company wants to do so by providing the leading ADC platform with the highest price/performance ratio, zero licensing cost at a price point appealing to Indian customers; continuous training and certification of channel partners; and world class local support for the Indian customer through web and 24x7 telephone technical support hotline. For A10, India is certainly one of the most priority markets, where it is not only looking at growing the topline but also double its growth in the next three years. ë
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CORPORATE STORY
D-LINK
Enhancing the SolutionSelling Business In a bid to maintain a steady growth in these tough economic times, the technology vendors have to work with focused growth strategies. The need of the hour is to foray into the market with renewed business approach, strengthen the product portfolio, and forge a strong relationship with partners. n WORDS: NIVEDAN PRAKASH <NIVEDAN@ACCENTINFOMEDIA.COM>
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he enterprise networking market is growing rapidly in India and according to industry estimates, it is slated to reach somewhere around $3 billion by 2015. These figures suggest that there is tremendous scope for vendors to explore opportunities in the enterprise segment – be it small, medium, or large. This market scenario has compelled D-Link, one of the global leaders in networking and connectivity solutions, to enhance its focus on enterprise business. In a bid to capture maximum market share in this domain, the company has come out with multi-pronged strategies to reach out to its business associates and customers present all across the country, and also focus on key business verticals and product lines. Though D-Link had outlined strategies for enterprise business somewhere in the middle of last year, the actual implementation started happening at the beginning of 2013 and so far, it has yielded good results for the company. Sanjay Sehgal, Vice President – Enterprise Business, D-Link (India), says, “We have seen good growth in the enterprise business with respect to the offerings that we have given to the customers as well as the acceptance and ultimately, the sales of our enterprise products.”
KEY GROWTH VERTICALS In terms of key business verticals that have been on the radar of D-Link, government sector comes at the top. Education sector continues to be the
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second biggest focus area, followed by the BFSI segment. Since the demand from the manufacturing segment has been sluggish, it’s certainly not at the top of the company’s agenda. “Initially, we tried to understand the requirement areas that were spread all across the market – be it BFSI, government, education, IT/ITeS, corporate, etc. Then, we identified our sweet-spot in terms of looking at customer acceptance and their willingness to go for an alternative. For example, BFSI sector has always been a little resistant is accepting new brands, as they always want to go with time and tested players. This is really not the case with the government organizations and hence, we decided to focus on this sector,” adds Sehgal. He further states, “While a majority of the players feel that there is potential in the BFSI sector, we could see that the growth opportunities are still very big in the government space. Today, each and every state has realized that IT is going to be a key differentiator for them. For example, if Maharashtra wants to compete with Gujarat, then they have to create an equally strong IT infrastructure so that the processing time that takes for an investor to come in, give an application and get it approved from the ‘babudom’ of the government - IT is going to play an important role here. And that’s where have been working very closely with government in order to streamline their IT initiatives.” The company has won some of the major deals from the government like UPCCDNS and
Tamil Nadu CCDNS. The Maharashtra ICT as well as West Bengal ICT, they are all on D-Link. ELCOT, the government body in Tamil Nadu, is completely on D-Link. Even in these projects, instead of offering its complete portfolio of products, the company decided what products to focus on depending upon the respective government requirements. It has also worked closely with Jharkhand government in setting up security and surveillance solutions at all the 28 prisons of the state. “When it comes to the government, we interact very closely and directly with them in order to understand their requirement, and then offer a solution accordingly rather than bundling all our products and selling it to them,” points out Sehgal. Similarly, in the education sector, D-Link is working very closely with one of the leading schools in the city of Mumbai, called, Utpal Sanghvi, wherein it has not only networked the school but also deployed a surveillance solution in the buses in order to monitor the students as well a bus authorities while on the move. This model has worked very well for the company, and taking a cue from this successful project, one of the state governments wants it to deploy a similar solution in all of their buses across the state.
FOCUSED STRATEGIES While focusing on the enterprise business, D-Link has also chartered out an extensive strategy and come out with its 5S Networking
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CORPORATE STORY
SANJAY SEHGAL
VICE PRESIDENT – ENTERPRISE BUSINESS, D-LINK (INDIA)
“The biggest differentiator for us is the brand value that we carry in the country today and the area where we score over others is the responsiveness that we give to the partners” Solution for Enterprises. The company’s 5S Solution incorporates Switching, Structured Cabling, Surveillance & Storage, Security, and Software. This initiative is seen as another step towards helping enterprises build a strong and reliable business network. “D-Links’ 5S Solution aims to offer streamlined integration, centralized management, simplified trouble shooting, guaranteed interoperability and ease of use. With our 5S Solution, we are confident that segments like data center, enter-
prise, education, healthcare, and retail amongst others will be able reap maximum benefit,” asserts Sehgal. Today, the company is working towards building the ecosystem, bringing people on board with a complete focus on security and storage business. It is also working very closely with partners in these two areas in order to address the market requirements so that it can come out with products specifically targeted towards the Indian environment.
CHANNEL ENABLEMENT D-Link has realized that partners are the logical extension to the customers and thus, before reaching out to any customer, the company ensures that partners are well trained. As part of the channel program that was designed at the time of initiating the focus towards enterprise business, the company provides training to the partners in all its product offerings as well as technologies that are going to be launched in the near future. “The biggest differentiator for us is the brand value that we carry in the country today and the area where we score over others is the responsiveness that we give to the partners,” states Sehgal. “Today, customers believe partners more than a particular vendor. It is the partners who service the customers whereas vendors just go and sell their products. Vendors have to put in effort
to make partners believe that their products and service levels are good, and they are going to sustain in the market for long. And this is where partners have the confidence in D-Link as a brand who knows that we have been there in the marketplace for the last 20 years and providing strong support to them. We do take confidence building initiatives and conduct road shows and proof of concepts for customers. We also have loyal customers where we go and test our products first and then launch them in the market,” highlights Sehgal. Currently, the total number of registered partners, which includes the solution providers/ system integrators, servicing enterprise customers is 2,200. In order to strengthen its association with system integrators, D-link has recently revamped its D-partner portal. The revamped D-partner website is a knowledge reservoir that aims to empower system Integrators with all the crucial information on D-Link enterprise networking solution that will assist business growth. This feature rich D-partner portal offers abundant informative resource, practical business tool and sales & technical support details. The new D-partner portal has all the required tools, right from Graphic User Interface (GUI) Emulator, to detailed information on various activities/event, marketing collaterals, scheme information, etc. “With our growing focus on large enterprise business and with system integrators being the key associates in this domain, we wanted to build a strong network on the existing D-partner platform. Hence the renewed D-partner website will act as a knowledge centre on enterprise networking solution and offer informative tools that will aide business gains. The D-partner portal is an excellent platform that will facilitate two-way communication, and ensure that the registered system integrators are updated on all the enterprise developments at D-Link,” explains Sehgal.
FINALLY… For D-Link, the current contribution of enterprise business in the overall scheme of things is somewhere around 35 percent. The company is forging ahead with a long term objective and that’s the reason why, it neither brought any changes in its business model nor increased the pricing during these tough economic times with rupee depreciation against dollar. In fact, the company continued with all the incentive programs that were running for the partners. Going forward, the company will continue to grow with this momentum and the increased focus towards storage and surveillance space. ë
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Corporate-Sanjay Sehgal of D-Link.indd 29
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3 YEARS GETGET 3 YEARS ARS Business Security Worry-Free Leading Bank implements Trend Micro antivirus solution to Business Security Worry-Free Business Security its 999/-* centralized environment RS.suit 999/-* PER USER FORFOR PER USER 99/-* PERRS. USER TM
TM
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* TRENDAfter Reward Program * * Lakshmi Vilas Bank migrated to a centralized environment, it had implemented antivirus solution eward Program TREND Reward Program TM valid from on Trend Paper licences meet its commercial and technical requirements. Micro to n Paper licences
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“Prior to implementation of Trend Micro product, we were using multiple decentralized Antivirus products including Payout per User Competition Upgrade Trend MicroTM. After that we had decided to migrate to centralized environment and implemented Trend micro since it Competition 1 year 3 years (Additional Upgrade suited ourFixed requirement both commercially and technically.” 3 years Rs/user Incentive) Rs. (AdditionalRs/user Fixed Payout per User Competition Rs/user Incentive) Rs. - B. Murali Nair, CTO Upgrade
Payout per User User Range
year Rs/user
60 1000 10-25 User Range 45 1 year 3 years (Additional Fixed 60 1000 Rs/user Rs/user Incentive) Rs. 80 1500 26-50 60 60 80 1500 .......................................................................................... .............................................................................................................................................................. 100 2000 51-100 10-25 75 45 60 1000 75 100 2000 CHALLENGE EXECUTIVE SUMMARY
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26-50 Customer Name:
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The Lakshmi Vilas Bank Limited (LVB)
51-100
75
80
1500 Lakshmi Vilas Bank has been in an aggressive expansion plan beyond the boundaries of Tamil
100
2000 currently operates through its network of 391 ATMs in all major locations across India.
Nadu. It believes in cost effective service delivery backed by appropriate technology. The bank
Lakshmi Vilas Bank wanted to implement anti-virus software with a centralized management console and protect its entire infrastructural setup from virus or malware threats. They wanted a solution that would suit their needs both technically and commercially.
CHALLENGE
Schemes Lakshmi Vilas Bank believes in cost effective serSchemesvice and delivery backed by appropriate technology. offers and offers for 10 to They wanted a solution that would suit their needs both for 10 totechnically and commercially. 100 users * 100 usersEnsuring immediate response and resolution to any only * only virus outbreaks at their organization was the need of
The IT department of Lakshmi Vilas Bank wanted to ensure immediate response and resolution to any virus outbreaks at their organization. They were primarily looking for a solution that could be compatible with its existing infrastructure. Before going for a centralized environment, they were using multiple decentralized anti virus products. Once the centralized environment was in place, it was time for Lakshmi Vilas Bank to go for a single anti virus solution that would be compatible with their existing infrastructure and serve both its long term and short term objectives.
Schemes Before going for a centralized environment, they were and offers using multiple decentralized antivirus products. for was 10in place, to it was Once the centralized environment time for Lakshmi Vilas Bank to go for a single antivirus 100 users solution that would be compatible with their existing in* short term frastructure and serve both its long term and only *Terms and Conditions apply objectives. the hour.
SOLUTION The IT department at Lakshmi Vilas Bank realized that centralizing the entire infrastructural setup and using a single anti virus solution would not only be cost effective but convenient in terms of maintaining a healthy technological setup in the organization.
*Terms and Conditions apply
more details call 011-42699015 011-42699015 dmicro.com SOLUTION
“Prior to implementation of Trend MicroTM product, we were using multiple decentralized Antivirus products including Trend MicroTM. After that we had decided to migrate to centralized environment and implemented Trend MicroTM since it suited our requirement both commercially and technically,” says Murali Nair, CTO.
Lakshmi Vilas Bank wanted to centralize its entire infrastructural setup and use a convenient, cost effective antivirus solution. The solution was implemented in 2006 and it spanned upto 6 months.
*Terms It had to cover 3000 users across 300 locations.
and
The solution was implemented in 2006 and it spanned upto 6 months. It had to cover 3000 users across 300 locations. Trend MicroTM could fulfil their requirements both technically and commercially. It ensured that there was an immediate response and resolution to any virus outbreak in the Conditions organization.apply
TM
Trend Micro could fulfil their requirements both technically and commercially.
For more details call 011-42699015 Trend Micro team also provided training required for handling the new setup. trendmicro.com TM
Three people from Lakshmi Vilas Bank were provided training in areas of Console Management and MIS Management.
The solution implemented by Trend MicroTM was compatible with the existing infrastructure and it ensured that there was zero downtime. Trend MicroTM team also provided training required for handling the new setup. Three people from Lakshmi Vilas Bank were provided training in areas of Console Management and MIS Management. The company has got aggressive growth plans and it also required a solution which would conform well with their expansion plans. “There is a provision for growth of clients in centralized management console and for any additional branch we are procuring new license. We are in the process of evaluating Trend MicroTM Deep security product,” says Murali Nair, CTO.
..................................................................................................................................................................................................................................................................................... The Lakshmi Vilas Bank Limited (LVB) | Case Study
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Trend Micro | The Lakshmi Vilas Bank Limited (LVB)
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COMPANY’S PROFILE The Lakshmi Vilas Bank Limited (LVB) was founded eight decades ago ( in 1926) by seven people of Karur under the leadership of Shri V.S.N. Ramalinga Chettiar, mainly to cater to the financial needs of varied customer segments. The bank was incorporated on November 03, 1926 under the Indian Companies Act, 1913 and obtained the certificate to commence business on November 10, 1926, The Bank obtained its license from RBI in June 1958 and in August 1958 it became a Scheduled Commercial Bank.
BUSINESS RESULTS Through Trend MicroTM antivirus solution they met their short term objective of implementing antivirus software with centralized management console and their long term objective to protect organization from virus/malware threats. Trend MicroTM could deliver other benefits like automatic updates from trend micro server, latest virus definitions and centralized management console and MIS. Now the virus definitions are getting updated automatically during non peak hours.
RESULTS Through Trend MicroTM antivirus solution they met their short term objective of implementing antivirus software with centralized management console and their long term objective to protect organization from virus/malware threats. Apart from being compatible with the existing infrastructure, Trend MicroTM could deliver other benefits like automatic updates from Trend MicroTM server, latest virus definitions and centralized management console and MIS. Now, Lakshmi Vilas Bank has a centralized management system and now the virus definitions are getting updated automatically during non peak hours , which saves 15 minutes of time for single PC. Monitoring the PC Health in a decentralized environment was very inconvenient, expensive and time consuming. That is why, the company decided to go for a centralized management system and implement Trend MicroTM solution to combat virus issues. Now, they find it very easy, convenient and cost saving.
After the company decided to go for a centralized management system and implement Trend MicroTM solution to combat virus issues. Now, they find it very easy, convenient and cost saving.
DEPLOYMENT ENVIRONMENT Current user base is 3000 and it is spread across 300 locations. The components that are part of the security solution from Trend MicroTM - Trend MicroTM office client, Trend MicroTM console, Trend MicroTM Server.
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“
Prior to implementation of Trend MicroTM product, we were using multiple decentralized Antivirus products including Trend MicroTM. After that we had decided to migrate to centralized environment and implemented Trend micro since it suited our requirement both commercially and technically.
TREND MICROTM
- B. Murali Nair, CT
.......................................................................................
”
©2009 Trend Micro Incorporated. All rights reserved. All Trend Micro company, product and service names and slogans are trademarks or registered trademarks of Trend Micro Incorporated. Other names and marks are the property of their respective owners. CS07JINDOS10091030IN
GET 3 YEARS Worry-Free Business Securit FOR RS. 999/-* PER USER www.trendmicro.com
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.............................................................................................................................................................................................................................................................................. The Lakshmi Vilas Bank Limited (LVB) | Case Study
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TREND Reward Progra 24/10/13 8:55 AM
CORPORATE STORY
BENQ
Leading the Projection Mart
The education sector has emerged as the key demand driver for the India digital projector market with the large scale adoption of modern teaching techniques and new technologies. In this scenario, the companies in projection domain are striving to provide best-of-breed products- be it projectors, monitors, or flat-panel displays n WORDS: NIVEDAN PRAKASH <NIVEDAN@ACCENTINFOMEDIA.COM>
T
he projector industry in India till last year has been on trajectory of high growth of around 30 percent per annum. Currently it’s almost a 2.75 lacs units market with estimated revenue of Rs. 750 crores. However, over the last one year the industry growth rate has declined but despite the slowdown in India, BenQ has been able to grow its market share by about 15 per cent over the past year. Education, infrastructure and corporate information technology are the key driving growth for the company’s business here in India. The projector market in India is extremely cluttered and fragmented with 20 plus brands operating in various categories. In such a competitive scenario, BenQ has maintained its position as the number one projector brand in the country. And the large chunk of the business is coming from the education sector, which is contributing around 50 percent of its total projector business. Rajeev Singh, Country Head and GM, BenQ India, says, “Education has emerged as one of the most important vertical for BenQ in India. In the year 2012, we installed projectors in more than 55,000 class rooms which in itself tell that BenQ is the number one choice of educationists. These numbers of installations are enabling more than 20 lakh students to use the latest technology of delivering education in classrooms. BenQ is cur-
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Corporate-Rajeev Singh of BenQ.indd 32
rently enjoying market share of more than 20%, as per the Q2 FutureSource Market report.” Talking about the rationale behind the increased focus towards education segment, Singh adds, “Projectors in education are increasingly accepted as essential tool in classroom for elementary, mid, and higher educational institutes. Our education system is evolving with integration of digitized content which makes it simpler for students to learn new things with significantly high level of retention. Our market share under the projector category business in India is more that 20 percent and we are the leading projector brand of India consistently for close to 2 years. We have more than 50 percent market share and are number one player in the education segment while leaders in ShortThrow, 3D, and SVGA categories across the segments.” “At present, BenQ has 40 SKUs in the projector segment out of which 10 models are purely for education. Seeing the growth in tier II and III cities, we are working towards increasing the penetration of projectors in these markets by strengthening our partner networks from 150 direct partners to 200, and active resellers from the present 600 to 800 by 2013-end,” states Singh. With an almost entire range of projectors, which are 3D Ready and ShortThrow models, BenQ is living to nature of leader in the projector market. BenQ has also been the pioneer in
launching industry firsts like SmartEco technology, 3D feature, Interactive Solution, ShortThrow products, thus consistently raising the bar for projector industry. Besides projectors (institutional and entertainment), BenQ is also in to monitors segment (LED with 3D capabilities) focusing on specialized segments like CAD/CAM, graphic designing, color management, etc. or smart display solutions like Cloud Monitors or bigger screens whose demand is increasingly growing, thanks to the increase of high definition content availability and augmented demand of the big screen entertainment. The company is also bringing Interactive Flat Panels, Professional Displays and large screen Flicker free monitors, which are seen as a boon to any kind of corporate and educational setup. These kinds of display are ideal for education and retail environment where the requirement is of sturdy product and longer duty cycle of product. In fact, BenQ is planning to increase the foothold in the display market in India by the end of this year. The company is building up the product line which is future proof, hence making the best of the currently available technology in the products that it has launched in India. The company also participated in the recently concluded InfoComm to interact and showcase its product range to the channel and end customers.
O CTO B E R 2013
24/10/13 10:04 AM
CORPORATE STORY
RAJEEV SINGH
COUNTRY HEAD AND GM, BENQ INDIA
“BenQ provides an encouraging reward and recognition system to the channel partners, which have resulted in satisfied and motivated partnerships. The certified partners have a unique advantage on pricing and schemes over the non-certified ones” Singh asserts, “To begin with, we are in the process of having right channel partners onboard and working on making BenQ team and partner team well conversant with technologies going in the product. Currently, we are focusing on top 10 cities of India. Also, we will be focusing on channel schemes and incentive trips to generate
focus and interest for BenQ products.” As far as the current channel ecosystem of BenQ is concerned, it has categorized the channel partners in three categories - tier I, II, and III partners. In the tier I category, there are more than 100 partners and in tier II, there are about 1000 plus partners for LCD monitor business and 125 plus tier I partners for projector business. The focus is to increase the numbers in tier I and II categories. BenQ is having deep interest towards new cities to develop the numbers for channel partners; especially the B and C class towns as the growth for IT and PC market in envisaged the maximum in these cities. With regards to the company’s go-to-market, BenQ is working on a three-pronged strategy for its channel partners. Firstly, it is focusing on product expansion, wherein the efforts are being put to constantly bring new technologies in its existing product lines like SmartEco 2 that gives up to 90 percent energy saving in projector and 10000 lamp hours, which are exclusively provided by BenQ. The company is also planning to launch new product lines in the Indian market soon like LED Lighting for consumers and different industries, Interactive Flat Panel for education, and large size LCD display for retail industry. Secondly, the concentration is on extensive channel expansion, especially in tier III and IV
cities, where the company sees the real growth in India. Besides, the company is also targeting to expand the service support to 210 service locations by the end of this year. BenQ’s channel strategy focuses on identifying and training the right channel partners across geographies. And rather than following the product selling approach, the company believes in encouraging technology selling approach. “Besides the two focus areas mentioned above, we are also moving ahead with a focused marketing approach. We are doing so through regular participation in channel advertisements, trade exhibitions and shows for specific targets segments in order to strengthen our market positioning here in India. BenQ provides an encouraging reward and recognition system to the channel partners, which have resulted in satisfied and motivated channel partnerships. The certified partners have a unique advantage on pricing and schemes over the non-certified partners,” highlights Singh. Meanwhile, the company has also put great efforts in incentivizing its partners so that their profitability and margins are well taken care of. There is a complete dedication for transparent and profitable business of its channel partners, wherein it consistently comes out with different sales promotion offers for both end consumer and channel partner in order to gain their unflinching support and create excitement in the channel community. The company encourages pertinent incentive programs like Gold Schemes and Sell More Earn More among others along with right margin structure that drives profitability for the channel partners and their interest in the brand. BenQ often organizes international dealers’ meets, thus creating a platform for the global as well as the regional distributors. Adding further, Singh says, “We have come up with a unique and our most successful channel program, called, ‘BenQ Connect’, wherein we organize meetings and training for our value added resellers in different cities in India. So far, we have covered more than 35 tier I and II cities, where we have witnessed the participation of more than 2500 channel partners across these cities.” “We would be expanding our channel for servicing the corporate vertical, where we have recently introduced products like BL series monitors that are developed keeping in mind the requirement of corporate sector. For projectors, the focus would be education vertical where we are traditionally very strong, as we are at number one position in India in this domain,” concludes Singh. ë
O CTO B E R 2 013
Corporate-Rajeev Singh of BenQ.indd 33
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INNOVATIONS
QNAP SAS-Enabled Turbo NAS QNAP SAS-enabled Turbo NAS models, including TS-EC1679U-SAS-RP and TS-EC1279U-SAS-RP which support both SAS and SATA 6Gbps hard drives, and the 2.5” highdensity SS-EC2479U-SASRP, SS-EC1879U-SAS-RP and SS-EC1279U-SAS-RP
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BROCADE VCS FABRIC Brocade VCS Fabric technology and Brocade VDX switch portfolio comes with a number of advancements, including new VCS fabric capabilities that provide native multi-tenancy, storage-aware networking and 100 Gigabit Ethernet (GbE) performances for the most demanding data center environments. Brocade has also unveiled the industry’s most complete, end-to-end blue print for delivering scalable data center multitenancy, from the server to the WAN. VCS Virtual Fabric provides an alternative to overlay networks for multitenancy at scale. It offers a highly evolutionary approach to multitenancy that minimizes disruption to current operational and organizational models and supports cloud orchestration frameworks through open APIs. VCS AutoQoS is a new VCS fabric capability that automatically recognizes and prioritizes storage traffic, greatly reducing capital and operational costs. There are new top-of-rack Brocade VDX 6740 family of 10/40 GbE switches. The Brocade VDX 6740 and VDX 6740-T are available for order now. The Brocade VDX 8770 100GbE blade is planned for availability in the first half of 2014.
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Innovations.indd 34
KEY CAPABILITIES n TS-EC1679U-SAS-RP: 16-drive 3U rackmount unit, Quad-Core Intel® Xeon® 3.4 GHz Processor, 8GB DDR3 ECC RAM (expandable to 16GB), 4x Gigabit LAN ports, 10GbE ready (optional purchase), supports 3.5”/2.5” SAS/SATA 6Gbps hard drives/ SSD, hard drives hotswappable, 2x storage expansion port, 2x PCle expansion slot, 2x USB 3.0 port; n TS-EC1279U-SAS-RP: 12-drive 2U rackmount unit, Quad-Core Intel® Xeon® 3.4 GHz Processor, 8GB DDR3 RAM (expandable to 16GB), 4x Gigabit LAN ports, 10GbE ready (optional purchase), supports 3.5”/2.5” SAS/SATA 6Gbps hard drives/ SSD, hard drives hot-swappable, 2x storage expansion port, 2x PCle expansion slot, 2x USB 3.0 port; n SS-EC2479U-SAS-RP: 24-drive 2U rackmount unit, Quad-Core Intel® Xeon® 3.4 GHz Processor, 8GB DDR3 RAM (expandable to 16GB).
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KEY CAPABILITIES n VCS Virtual Fabric support in the new Brocade VDX switch ASIC. n 40GbE to 160GbE trunks offering the industry’s highest uplink capacity in a leaf switch. n 32 Flex Ports (FibreChannel/Ethernet/FCoE) providing flexibility and investment protection. n 24MB deep buffers with Dynamic Buffering. n ASIC support for OpenFlow 1.3. n Support for 10GbE and 10GBASE-T. n In addition, Brocade announced a new 100 GbE line card for the flagship Brocade VDX 8770 modular chassis.
O CTO B E R 2013
24/10/13 10:04 AM
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