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MOBILITY GOES ALL PERVASIVE The question around enterprise mobility is not about when, but that of how. Thanks to the myriad challenges that it comes with, partners have a strong play in this growing trend to work with customers at various stages of deployments. /20

ECMA2013RS20 “ENTERPRISE APP STORES BECOMING A REALITY” /30

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S e c u r i n g Yo u

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EDITORIAL

Changing Flavour of Opportunity

S A N J AY M A H A PAT R A EDITOR@ENTERPRISECHANNELS.COM

This is a very interesting phase as far as enterprise market is concerned, when the government projects are flip-flopping in terms of handing over the projects to various successful bidders, enterprises at the same time are trying to take very careful steps. But it is very encouraging to see that technology providers are showing great hearts by investing in their ground level activities. Some time back when Dell had its GCC partner summit, in Banagalore, they had announced huge plans for the partner ecosystem to be executed in the next three years. Similarly, VMware had its partner exchange programme in top 5 cities in India, where in they articulated programmes around the partner ecosystem. The company sees that there will be huge market for their newly introduced solution called SDDC. Similarly, they are of opinion that hybrid cloud and end-user computing will also take place massively. Today, end user computing is not much related to datacentre but going forward this market will flourish as to bring in control, security and anywhere anytime computing, the enterprises have to go to the data centre. Some time back, there was a term called flexi hours for the employees. It was more a HR related practice to retain the employee but today, to retain the employee, there has to be flexi devices. It means the employ should have access to their desired device – most preferably their own phones or tabs. This is of course a HR favour to the employees to allow the employees to access enterprise data using their own devices but it is a great productivity enhancer also as employees on the move can perform their enterprise duties. So when enterprise data comes to various platforms other than its own, it means there is a chance of data being leaked or malware entry. The repercussion could very devastating. So there would be situation of break fixing every time. So again the opportunity is for the partners to take control of the enterprise mobility and BYOD space. Since the situation is quite complex for the CIOs, they will always ask for a better skilled and trusted technical resources from the partners. Now the partners have to keep on investing seriously on capability building. By doing so, they can be closer to the CIOs, which will lead to more revenue for them. ë

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CONTENTS VOLUME 01 ISSUE 04 M AY 2 0 1 3 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

INTERVIEW /19

“Mobility is becoming multi-dimensional” RAUF ADIL OF VIRTUSA CORPORATION

INTERVIEW /26

“Enterprise App stores becoming a reality” NAVEEN CHOPRA, OF VODAFONE BUSINESS SERVICES

INNOVATION /34

CISCO PRODUCTS WITH 802.11AC NETWORKING STANDARD

Cisco new products based on the nextgeneration 802.11ac wireless networking standard that offer data transfer speeds of up to one gigabit per second

IMPORTANT UPDATES Enterprise Security /14 Information Security in Indian Banks

Enterprise Mobility /27 Mobility becomes the norm in the workplace

Virtualization /28 With SDDC and Cloud Credit, The Journey is Just Interesting

EDITORIAL:::::::::::::::::::::::::::::::::::::::::::::::::::: 03 ENTERPRISE SECURITY /14

Information Security in Indian Banks SUNIL SHARMA, OF CYBEROAM

CHANNELSTREET:::::::::::::::::::::::::::::::::::::: 06 NEW PITCH:::::::::::::::::::::::::::::::::::::::::::::: 16, 32 PARTNER CORNER::::::::::::::::::::::::::::::::::: 18 GUEST TALK::::::::::::::::::::::::::::::::::::::::::::::::: 16 INNOVATION::::::::::::::::::::::::::::::::::::::::::::::::: 34

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CHANNEL

STREET IBM MESSAGESIGHT TO CONNECT A SMARTER PLANET

As part of IBM’s Smarter Planet strategy, a new appliance IBM MessageSight has been launched, designed to help organizations manage and communicate with the billions of mobile devices and sensors found in systems such as automobiles, traffic management systems, smart buildings and household appliances. Building on the Message Queuing Telemetry Transport (MQTT) technology, IBM MessageSight delivers the performance, value and simplicity that organizations need to accommodate the growing multitude of mobile devices and sensors. IBM MessageSight is capable of supporting one million concurrent sensors or smart devices and can scale up to thirteen million messages per second.

TREND MICRO UNVEILS DEEP SECURITY 9 Trend Micro has launched Deep Security 9, the latest version of its comprehensive server security platform designed to provide server, application and data security across physical, virtual and cloud environments. Deep Security 9 is specifically designed to maximize the return on investment in virtualization and cloud technologies for large and small enterprises, as well as managed service providers with an infrastructure-as-a-service (IaaS) practice. Deep Security 9 extends the power of the Deep Security server security platform to the public and hybrid cloud.

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PRAKASH KRISHNAMOORTHY, COUNTRY MANAGER, HP NETWORKING, HP INDIA

HP Delivers Unified BYOD Networking Solution HP has unveiled new unified wired and wireless solutions that deliver a simple, scalable and secure network supporting bring-your-own-device (BYOD) initiatives while creating incremental revenue opportunities for partners. The new solutions and services, introduced at the HP Global Partner Conference, include the industry’s only complete solution that supports growing BYOD initiatives said the company official statement. This solution delivers unified wired and wireless management and switching platforms that create a single network for wired and wireless connectivity. The offerings also enable partners to leverage the HP FlexNetwork architecture to better support their clients’ BYOD essentials with new device onboarding and provisioning functionalities through a single management application and automated security with software-defined networks (SDN) technology, while being supported by mobility connectivity services.

By 2016, two-thirds of the workforce will own smartphones, and 40 percent of the workforce will be mobile. Yet, today’s legacy infrastructure requires two separate networks and management applications for wired and wireless connectivity, resulting in operational complexity. Additionally, these legacy infrastructures lack scalability to support multiple devices per user or the security to protect mission-critical information. According to Gartner, every business needs a clearly articulated position on BYOD, and formal BYOD programs are a fast-growing phenomenon. “Organizations are struggling to deploy BYOD solutions within a complex, legacy infrastructure that spans two separate networks and management applications,” said Prakash Krishnamoorthy, Country Manager, HP Networking, HP India. “HP’s complete unified BYOD solution is the first to solve this issue and—combined with HP’s comprehensive training, programs and services—will create new, profitable opportunities for partners.”

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CHANNEL STREET

Kaspersky Embarks on Aggressive B2B Training Kaspersky Lab conducted nine training programs for partners’ engineers, out of which eight were technical trainings and the remaining one was a sales training. The training program took place in four different cities: Mumbai, Nasik, Hyderabad and Bangalore. Kicked-off along with the launch of Kaspersky Endpoint Security for Business (KESB), the trainings are part of the ongoing partner enablement undertaken by Kaspersky Lab for its B2B partners informed the company. Altaf Halde, MD (South Asia), Kaspersky Lab, said, “In order to sustain our growth momentum, partner enablement is one of our key imperatives

in FY 2013. We have embarked aggressively on the B2B training front, and we believe partners will derive value from our program as the unified nature of our new KESB solution ensures training costs are reduced.” Pranav Bhayani, Technical Support Manager, Kaspersky Lab (South Asia), said, “We would like our valued partners to be able to take full advantage of the newly launched solution. We believe the technical training will help partner organizations to upgrade their skills on our newer technologies, helping them to enhance their offerings to existing and new customers.”

DASSAULT EXTENDS SIMULIA APPS WITH FE-DESIGN Dassault Systèmes has acquired FE-DESIGN Group, a provider in design optimization for early-stage product development. The acquisition of FE-DESIGN, based in Karlsruhe, Germany, expands Dassault Systèmes’ SIMULIA applications to provide the most complete design optimization solution on the market. With more than 200 global product manufacturer customers, including General Motors, BMW, SIEMENS, and Suzlon, FE-DESIGN is the technology leader for non-parametric optimization solutions in both the structural and fluids-based domains claimed the company. Bernard Charlès, President and CEO, Dassault Systèmes, said, “Design optimization is a complex way of saying ‘finding the right design’ for business, for customers, and for the world. The 3Dexperience platform is all about optimizing a company’s business and the products it offers. This is why FEDESIGN is such a good fit for Dassault Systèmes.”

SAMSUNG BRINGS DIGITAL LEARNING TO CLASSROOMS Samsung has launched “Samsung School” in partnership with Modern School, Barakhamba to improve school learning with easy to use immersive technology for the digital classroom. The Samsung School solution includes a complete digital education package consisting of Samsung devices, software and other complimentary components that enable teachers to make lessons more dynamic by incorporating interactivity and multimedia content. This initiative is first in India and has been deployed in many Korean schools as pilot, and is currently being implemented in more than 20 schools around the world from Africa, Asia to Europe and North America. Samsung has provided Modern School with a Samsung School solution package consisting of 42 Galaxy Note 10.1 units and a 65-inch interactive whiteboard. Launched this February the technology is available in 30 plus countries and the company plans to launch more of such initiative in the country with talks going on with schools for these solutions.

SAP HANA Cloud to Make Deployment Easy SAP has unveiled the SAP HANA Enterprise Cloud service. This cloud-based offering is designed to provide organizations with a new deployment option to gain immediate value from the innovation of SAP HANA, the next-generation in-memory platform. Going forward, running missioncritical SAP ERP, SAP CRM, SAP NetWeaver Business Warehouse and new and unprecedented applications powered by SAP HANA will be possible as a managed cloud service with elastic petabyte scale. SAP aims to enable organizations to realize faster time-to-value coupled

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DR. VISHAL SIKKA, MEMBER OF THE EXECUTIVE BOARD OF SAP AG

with lower total cost of ownership, and enjoy flexibility and reliability from the world’s leading enterprise application software provider

announced the official statement. Dr. Vishal Sikka, member of the Executive Board of SAP AG, Technology and Innovation, said,

“With the SAP HANA Enterprise Cloud, we are delivering HANA at scale with instant value and no compromise. We are simplifying customers’ experience and expanding their choice in how they want to adopt SAP HANA, now bringing it to a massive scale for enterprise mission critical applications – and we are doing this without disruption through the cloud.” “We see strong demand for in-memory cloud computing in Asia where our customers are eager to realize the immediate benefits of SAP HANA,” said Steve Watts, President, SAP Asia Pacific Japan.

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CHANNEL STREET

McAfee to Acquire Stonesoft informed the company. McAfee all set to acquire Stonesoft, Michael DeCesare, President, a global provider of next-generation McAfee, said, “With the pending network firewall products, for an addition of Stonesoft’s products and aggregate equity value of approxiservices, McAfee is making a signifimately $389 million in cash. cant investment in next-generation Stonesoft delivers software-based, firewall technology. These solutions dynamic, customer-driven, cyber anticipate emerging customer needs security solutions to secure inforMICHAEL DECESARE, in a continually evolving threat landmation flow and simplify security PRESIDENT, MCAFEE scape. Stonesoft is a leading innovator management. Stonesoft’s product in this important market segment. We portfolio of next-generation firewalls, plan to integrate Stonesoft’s offerings with other evasion prevention systems, and SSL VPN soluMcAfee products to realize the power of McAfee’s tions addresses businesses of all sizes. Through Security Connected strategy. .” the acquisition of Stonesoft, McAfee expects to extend its leadership position in network security

ISODA WAGED PROTEST AGAINST LBT ISODA welcomes removal of Octroi from Maharashtra. But at the same it protests the introduction of LBT. The introduction of LBT and in particular the procedures associated with it for monthly filing and the clause that allows Government employees administering LBT to visit member premises for inspection and such clauses seem quite burdensome and threatening to our members. As a strong protest against such procedures to burden our members, ISODA extends its moral support to the strike call by other industry associations in Maharashtra. Devesh Aggarwal of ISODA says, “To Support the on-going protests for introduction of LBT, ISODA has asked all its Maharashtra members to stop all order processing & deliveries (both purchase & sale order) till 10th May 2013.”

HONEYWELL INTEGRATES AND CERTIFIES FMC SUBSEA AUTOMATION PROTOCOL Honeywell has announced the integration and certification of the FMC722 subsea automation protocol with its Experion Process Knowledge System (PKS) C300 controller as a native interface. A global provider of technology solutions for the energy industry, FMC Technologies supplies the automation platform as part of subsea production systems for control and monitoring of offshore oil and gas fields. Within Honeywell’s Experion PKS solution, the Experion C300 controller executes control strategies, interfaces to various types of input/output (I/O) devices, and directly hosts custom programmable applications. The FMC722 subsea automation interface provides integration of the FMC protocol on the controller, enabling seamless peer-to-peer communication between topside and subsea control assets.

6WIND, ALTEN PARTNERS FOR SDN, NFV 6WIND, the gold standard for data plane processing in software-defined networks, and ALTEN Group have announced partnership to deliver Network Functions Virtualization (NFV) and Software-Defined Networking (SDN) solutions to network equipment manufacturers (NEMs) and telecom operators worldwide. Through this partnership, the ALTEN group will offer technology consulting and implementation services around the 6WINDGate networking software to NEMs and telecom operators working to virtualize network functions as part of an SDN-based architecture.

AT&T EXPANDS RELATIONSHIP WITH WIPRO AT&T has announced its expansion of relationship with Wipro at the Axeda Connexion conference. The two companies will work together to offer M2M development services and systems integration across all major industries. The company informed that AT&T and Wipro are combining efforts to provide customers with the expertise and technical support they need to get machines “talking,” using the AT&T M2M Application Platform Powered by Axeda, which can dramatically speed the delivery time and lower the cost of application development and maintenance for M2M applications.

MANAGEENGINE ADDS ‘ENTERPRISE SEARCH’ TO IT360 ManageEngine has added ‘enterprise search’ to its integrated IT management solution, IT360. The industry-first move introduces a unified search console that is capable of searching databases of any third-party IT management and business applications without requiring the user to understand

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the underlying database architectures or write SQL queries. The company informed that with IT360, a technician troubleshooting a server problem could use enterprise search to look for all data related to that server name. IT360 enterprise search features a Googlelike interface that enables users to

simply click and view results without requiring users to program SQL queries or understand database schemas or structures. Shailesh Kumar Davey, VP (Engineering), ManageEngine, said, “As companies attempt to mine the ever growing amount of data they generate, to make better decisions,

Big Data became the industry buzzword. However, we at ManageEngine, believe there are ‘Little Data’ opportunities too. Enterprise search in IT360 is one of the examples of ‘Little Data,’ which recognizes that valuable information is stored in structured or relational databases.”

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CHANNEL STREET IN PUBLIC

“As a former CIO I understand both the demands of the job and the critical role the CIO can play in supporting and shaping business strategy.” STEVE HASSELL, PRESIDENT, EMERSON NETWORK POWER (AVOCENT BUSINESS)

SECONDS

RUSSIAN BANKS OFFER OPPORTUNITIES FOR IT The current year appears to be challenging for

Brocade Delivers HyperEdge to Simplify Campus Network To provide the agile, application and servicescentric campus network organizations need today, Brocade has delivered the Brocade HyperEdge Architecture to campus network design. By automating and simplifying the campus network, and creating a holistic wired and wireless infrastructure, the Brocade HyperEdge Architecture enables organizations to harness the productivity gains and competitive edge that mobility, cloud-enabled services and new applications can offer announced the company’s press release. The company also announced the general availability of the Brocade HyperEdge features announced in 2012, including Distrib-

uted Services and Consolidated Management, along with additions and enhancements to the Brocade wired and wireless campus product portfolio. The new HyperEdge features include Centralized Access Point (AP) management, Distributed AP Forwarding, Self-healing Brocade Mobility APs and Active-Active links within individual and scaled HyperEdge Domains. In addition, it has also enhanceed its extensive campus networking portfolio with new switches, wireless AP models and a new wireless controller. All these new platforms are designed to scale and support new standards such as 802.11ac.

the Russian market, and the majority of large IT services providers are very dynamic in developing new capabilities to target new trends, such as cloud computing, mobility, and big data. In this market context, Pierre Audoin Consultants (PAC), , observes interesting performances and opportunities in the Russian IT market for the banking industry. Despite the tough year, interesting possibilities and performances can be observed in the banking industry. One of the characteristics of this segment in terms of IT use is that the market is very local; the main banks deploy core-banking solutions from local software providers, such as CFT, R-Style Softlab, Diasoft, Fors and others. NOVELL RELEASES FILE SHARING SOLUTION FOR ENTERPRISES Novell has released Novell Filr, a file sharing solution that provides seamless, anywhere, any-device access to corporate files, while giving IT complete control of all shared files announced the company. Novell Filr is the result of Novell’s history as

HP’S PURPOSE-BUILT SERVER FOR BIG DATA HP has unveiled, which it says is the industry’s first server built to help clients operationalize Big Data, drive new business opportunities and save up to $1 million over three years. The new HP ProLiant SL4500 server series is the only solution purpose built for Big Data environments announced the official statement. It provides maximum performance, productivity and cost-effectiveness in an ultradense solution required by these workloads. Built on HP Converged Infrastructure, the new server offers a highly efficient design that consumes up to 50 percent less space, 61 percent less power and 31 percent lower cost while using 63 percent fewer cables claimed the company. Modular architecture optimizes results for workload specific applications. The modular design of the HP ProLiant SL4500 server series offers varied compute and storage configurations that enable clients to optimize their infrastructure for a workload-specific application, removing the need to piece together incongruent hardware for the supporting infrastructure. With a single, cost-effective architecture, the HP ProLiant SL4500 server series also supports multiple Apache Hadoop vendors including Cloudera and Hortonworks, as well as additional software including OpenStack Cloud Software and MongoDB.

the pioneer of networked file and print services and, unlike cloud-based file sharing solutions like Dropbox, Skydrive or Google Drive, it is built specifically for the enterprise informed the company’s press release. Novell Filr leverages an organization’s existing on-premise infrastructure, eliminating the need to manage third-party services, rebuild access controls, or regulate the use of unapproved file sharing applications. INDIA OPENS LARGE OPPORTUNITY FOR M2M “Machine to machine” (M2M) is proving to be as transformative as any technology innovation since the beginning of the Internet age. Survey findings released today from a study conducted by Harris Interactive on behalf of SAP AG highlight that almost 30 percent of IT decision makers (ITDMs) agree that smart cities would be the most benefi-

VMWARE TO ENABLE MAHAGOV CLOUD VMware’s virtualization and cloud infrastructure technology has been selected by the Government of Maharashtra for its MahaGov Cloud. MahaGov Cloud is an initiative by the Directorate of Information Technology (DIT), Government of Maharashtra to provide Infrastructure as a Service (IaaS), Platform as a service (PaaS) and Software as a Service (SaaS) to various state departments for their e-governance initiatives. The Government of Maharashtra has deployed VMware vSphere and VMware vCloud Director to virtualize the state datacenter, which hosts the MahaGov Cloud. VMware was chosen after an extensive evaluation conducted by the Government of Maharashtra.

cial outcome of deployment of M2M technologies. This would include highly intelligent cities capable of collecting and analyzing large amounts of data from smart, connected devices and citizens’ social media activity in real time to vastly improve urban life. Additionally, the clear majority of respondents expect M2M to provide businesses and employees with greater insight, including the ability to respond to real world events, as well as increased efficiency, productivity and collaboration.

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NetApp Connect Released for Easy Mobile Access NetApp is expanding its portfolio by announcing a new product, NetApp Connect, for secure, instant, and easy mobile access to data stored on NetApp storage systems. The product, based on technology NetApp acquired from ionGrid, can integrate seamlessly into a NetApp environment without requiring complex VPN setup or separate authentication tools. Additionally, all data remains completely on-premise while delivering consumer-class simplicity and ease of use to the enterprise. NetApp Connect complements the strong

and growing base of NetApp’s partner-delivered mobility solutions such as Citrix ShareFile and VMware Horizon Suite, helping NetApp deliver a more complete range of capabilities to enterprise customers. These partner solutions, integrated with the data management capabilities of NetApp storage (or the clustered Data ONTAP architecture), provide efficient and secure collaboration, data sharing, and mobile device access solutions. Further, it’s currently available for download as an app from the Apple App Store and soon to be released for other mobile devices.

TCS EARNED A TOP-RANKING TCS has successfully earned Platinum Big Tick status in Business in the Community’s (BITC) 2013 Corporate Responsibility Index (CR Index). The award, the highest ranking within the index, represents TCS’ commitment to improving its corporate responsibility throughout its business operations. The CR Index is the UK’s leading and most in-depth voluntary benchmark of corporate responsibility. Run by BITC for over a decade, the annual index enables companies to accurately manage and measure all aspects of their social and environmental performance, as well as benchmark themselves against competitors. The Platinum Big Tick status is a new banding introduced for this year’s index and is designed to acknowledge companies that have displayed a clear, long-term business strategy.

TELIT STRENGTHENS POSITION IN INDIA’S M2M SPACE Telit Wireless Solutions has introduced five products for the Indian market at Telematics Update India 2013 to strengthen the company’s position in India’s M2M space targeting segments which include Automotive, Energy, Telematics, and POS & Telemetry. In India, Telit plans to continue expanding the value it brings to the various vertical segments with new products and services in the machine-to-machine communication space and the Internet of Things. The company plans to collaborate with OEM/Design partners and collectively participate in implementation of government initiated M2M based projects. Apart from that, the company aims to increase penetration in the small-to-medium enterprise customer base securing growing number of new M2M applications.

AVNET TO DISTRIBUTE HDS IN INDIA AND SAARC Avnet Technology and Hitachi Data Systems have announced a pan-India and South Asian Association for Regional Cooperation (SAARC) distribution partnership. This extension of a successful 13-year relationship between Hitachi Data Systems and Avnet in the U.S. and EMEA regions marks a focus for both companies on empowering the channel to deliver enterprise-class infrastructure solutions to customers across India and SAARC. The agreement allows Avnet to provide the entire portfolio of Hitachi Data Systems’ best-in-class technologies to customers through its strong network of value-added resellers and system integration channel partners. As a key strategic India distribution partner of Hitachi Data Systems, Avnet will benefit from a strengthened storage offering. “Businesses of all sizes are facing challenges when it comes to dealing with ever-growing amounts of mission-critical data and demanding compliance and regulatory requirements related to content storage,” said Naresh Desai, country general manager of Avnet Technology Solutions India. “Customers are looking for storage solutions that allow them to quickly access the right data at the right time. With the addition of Hitachi Data Systems to our portfolio, Avnet will be able to help our partners develop and implement innovative infrastructure solutions for effective data management strategies to meet their customers’ long-term needs.”

CISCO ROPES IN APALYA TO IMPROVE VIDEO CAPABILITIES Cisco has added live TV and mobile video capabilities to its Cisco Videoscape architecture by integrating the Video Delivery Platform from Apalya Technologies Private Limited, a managed service provider of video streaming to telecom operators, handset manufacturers and content owners.

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To demonstrate Cisco’s commitment to delivering best-of-breed solutions to multi-system operators (MSOs) in India, who operate multiple cable or direct-broadcast satellite television systems, Cisco has also made an investment in Apalya. This investment was done along with existing investors

IDGVI (IDG Ventures India), IUVP (Indo US Venture Partners) and Qualcomm. “Video is a key priority for Cisco. With capabilities across cloud, networks and clients, the integrated Cisco Videoscape and Apalya solution will enable MSOs to efficiently manage over-the-top content by

taking advantage of their existing one/two way HFC infrastructure to deliver an improved video on demand services to consumers. This will help them monetize their infrastructure and generate new revenue streams in the post digitisation era,” said Vish Iyer, Director (SP Video Architecture, APJChina), Cisco.

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Accenture to Enable BMW Accenture has been selected by car manufacturer BMW to manage the rollout of a custom-built web platform to BMW’s major markets by 2014. In a second agreement, Accenture will manage the roll-out of BMW’s global digital marketing campaigns and work with each local market to maintain the content. Under the first agreement, Accenture will manage the rollout of BMW’s new platform to 100 BMW markets. Accenture is managing all aspects of the

rollout, including the agencies involved, scoping digital requirements, training local content managers and agencies on the new platform and coordinating testing and post go-live support. The rollout of the new web platform allows for enhanced digital customer interaction using customer relationship management (CRM) technologies and web analytics. Under a second agreement, Accenture will be responsible for taking BMW’s centrally-

created online marketing campaigns and overseeing the implementation and content distribution to each major local market through country sites. Accenture will manage content localization for each market, including deployment to social media channels, starting with Facebook, as well as deployment to mobile versions of the site. The agreement also covers CRM campaign support. Finally, Accenture will provide related training to BMW’s local market teams.

WEB CLIPS NEW CISCO MDS STORAGE SWITCHES CERTIFIED BY HDS Hitachi Data Systems offers best-in-class information technologies, services and solutions, which combined with the Cisco networking solutions, provide customers with streamlined operations, improved reliability and optimal investment protection. Cisco’s 16-Gigabit MDS 9710 Director delivers 24 Tbps of total switching capacity, superior reliability with a fault-tolerant architectural design and fully redundant components, providing more flexibility and reduced costs. JUNIPER DELIVERS ON SDN STRATEGY WITH JUNOSV CONTRAIL Juniper Networks has introduced JunosV

FORTINET EXPANDS SECURE WLAN OFFERING

Contrail, a family of products which includes the

Fortinet has unveiled its new Secure Wireless LAN solution specifically designed for distributed enterprises.The Fortinet Secure WLAN integrates wireless and wired access, security, authentication, switching and management, in an easily managed system that allows system-wide policy enforcement. With it, administrators gain a broad, unified solution that provides unmatched protection, superior TCO and granular control through user authentication and device visibility across the entire network announced the company’s press release. As part of the solution, Fortinet unveiled new wired and wireless products: the FortiSwitch28C and FortiSwitch-348B Ethernet switches and FortiAP-14C and FortiAP-28C wireless access points. Available as part of the solution are two new wired and wireless products, which include FortiSwitch-28C and FortiSwitch-348B Ethernet switches and FortiAP-14C and FortiAP-28C wireless remote APs.

based controller for software-defined networks

JunosV Contrail Controller, an open, standards(SDN). Built on intellectual property from Juniper’s recent acquisition of Contrail Systems JunosV Contrail family of products will deliver a virtual network solution that easily integrates into existing data centers to centralize control across different client IT architectures and multiple cloud platforms. RAMCO MIGRATED ITS ERP SOLUTION TO MICROSOFT’S SQL SERVER 2012 Ramco Systems has adopted Microsoft’s SQL Server 2012. This solution will offer huge cost benefits and time savings as it is extremely

MOVEMENTS Sophos has appointed BILL LUCCHINI as general manager of Sophos Cloud, the company’s new Cloud business unit. Microsoft has named AMY HOOD as Microsoft chief financial officer, succeeding outgoing CFO PETER KLEIN who will remain at Microsoft through the end of June to ensure a smooth transition. Akamai Technologies has appointed SIDHARTH MALIK as the new vice president and managing director for Akamai India. VP SAJEEVAN, the erstwhile Director Canon India CSP division, has joined ESY Tech Resources India Pvt. Ltd. as CEO.

simple to install and businesses can transition

NUMBER GAME

from their legacy systems to full-blown ERP solu-

growth

of Indian Public Cloud Services Market in the year 2013

tions in a few weeks. Ramco’s relationship with Microsoft’s technology offering started 15 years ago when Ramco’s first full-suite ERP product was launched in 1997. ORACLE UNVEILS SPARC T5 AND M5 SERVERS Oracle has launched new Oracle SPARC T5 and M5 servers, powered by the new T5 and M5 microprocessors. Oracle’s SPARC T5 is the world’s fastest processor with up to 3x faster application performance than IBM or any other competing platform claimed the company. With this announcement, Oracle targets telecommunications, government, healthcare and financial services industry verticals for these new servers. As per a Gartner report for CY2012, Oracle was the No.1 vendor in terms of non-x86 Unix server unit shipments in India.

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ENTERPRISE SECURITY

CYBEROAM

Information Security in Indian Banks

With information technology and internet and mobility driven banking becoming a reality, banks need to demonstrate desired readiness in understanding the importance of network security and cyber defenses.

IT LED FACELIFT HELPED END MEDIAEVAL AGE IN INDIAN BANKING It would not amount to exaggeration to state that no other sector in India has benefited from IT as much as the banking sector. Having reached its tipping point, the process of bank automation and liberalization began in the 80s and 90s. Since then, constant evolution and large scale business process re-engineering has helped Indian banking services become accessible at anytime, from anywhere and any branch. The implementation of CBS made major developments possible including anywhere banking, RTGS, proliferation of ATM network and Internet banking, e-commerce, faster settlements in stock and asset trading and now mobile banking too. With this, banks have grown more efficient, while being able to reduce their dependency on human resources, resulting into better competitiveness and improved customer satisfaction and convenience. Information Technology (IT) has been not just an enabler but a real differentiator for Indian banks in an exceedingly competitive environment.

INFORMATION SECURITY IN INDIAN BANKS Management of sensitive information assets is becoming exceedingly critical core banking

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operation. Bank networks in India are increasingly being used to access and transact financial information. Growing usage of the Internet banking, ATMs and mobile banking is indeed changing the face of banking, but also adding to security concerns at the same time. Rapidly evolving threat landscape and security vulnerabilities faced by mobile devices and wireless networks add to the challenge of information security, confidentiality, availability and integrity. Making a proactive move to address these emerging challenges, Reserve Bank of India (RBI) constituted a high level committee and a working group to prepare a guideline document for banks on Information Security, Electronic Banking, Technology Risk Management and Cyber Frauds. This resulted in RBI’s Information Technology Vision Document for 2011-17 (IT Vision 201117). The guideline document positions RBI as a knowledge organization and recommends various steps and security measures to banks to harness Information Technology more effectively. In its evaluation of various IT aspects, the report provides special attention to the areas concerning information security (including electronic banking channels like internet banking, ATMs) such as IT governance, regulatory reporting, information risk management and cyber fraud.

The central bank, while observing growing instances of cyber frauds in the wake of increasing adoption of IT by banks in India has realized the need for revised security directives. Reflecting this, besides several other reforms measures for Indian banking, RBI issued directives to all banks for creating a position of Chief Information Officers (CIOs) as well as Steering Committees on Information Security at the board level at the earliest to fortify information security for banks.

MOBILE AND ONLINE BANKING SET TO REACH EVERY CORNER IN INDIA In response towards a query on the state of mobile banking raised in Lok Sabha, government of India said that as on October 2012, nearly 1.72 crore customers in the country were utilizing the Mobile Banking services. RBI aims at further accelerating this trend and uptake of mobile and online banking under its “banking the unbanked” initiative. The apex bank observes that despite several efforts, over 50%of Indian households still remain deprived of basic banking facilities such as bank accounts. On the other hand, the total mobile subscriber base in India is nearing 900 million (out of India’s total population of 1.25 billion), with over 300 million subscribers based in rural areas. Following this,

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ENTERPRISE SECURITY

several banks have tied up with telcos to augment this drive towards financial inclusion of the unbanked populace. While such initiatives augur well for inclusive growth agenda, concerns about the security of mobile banking still remain one of the key challenges. India’s banking industry is becoming more vulnerable to phishing and other similar security threats. In recent times, it’s been observed that majority of reported cyber attacks targeted internet banking applications and the ATMs and therefore network security pundits opine that IT security personnel in the BFS domain should proactively deploy enhanced security measures to thwart latest cyber attacks from compromising critical banking infrastructure and stealing sensitive financial information. Today’s banking networks are exposed to advanced threats and evolved patterns of cyber attacks. Network-based attacks are now a thing of the past. With banking infrastructure getting placed in data centers, cloud and being accessed through mobile devices, malicious hacktivists are able to exploit latent vulnerabilities in growing number of network access points. Hence, evolved attacks now target the application layer since more and more banks are deploying web and mobile applications, thereby falling prey to such cyber attacks. The year of 2012 saw leading American banks including Bank of America, JPMorgan Chase, Citigroup, U.S. Bancorp, PNC and Wells Fargo getting hit by sophisticated cyber attacks. These

SUNIL SHARMA

VP SALES & OPERATIONS – INDIA & SAARC, CYBEROAM

“Implementation of next-generation network security technologies help protects against application threats and malware attacks.” banks are among world’s leading financial institutions (also among top Fortune 500 businesses) and undeniably keep best-in-class network security. Despite this, perpetrators behind this wave of cyber crime succeeded in targeting such financial giants with internet blackouts and denial of service or DDoS attacks. Such malware and cyber attacks can also strike Indian banks and financial institutions, causing mayhem and huge financial loss.

TIME TO EMBRACE FUTURE-READY NETWORK SECURITY FOR INDIAN BANKS Banks in India are realizing that critical information infrastructure is now at heightened risk.

They are transacting and exchanging voluminous amount of sensitive information among various data centers and via online channels. Banks therefore need to adopt network and information security measures to establish desired trust with their customers while also being able to protect financial and customer information and meet regulatory compliance. Application of Information Technology is no longer just a business enabler but a business driver for banks. As a result, Information and Network Security has emerged a key function that ensures effective functioning of other business activities for banks. Recommendations and guidelines from RBI in this context have made a significant attempt in addressing the need for mitigating cyber threats and challenges arising from the increasing usage of mobility, wireless networks and internet driven service models. Banks are embarking on IT led transformation, as they shift from a controlled setting and collaborate their network with others in the financial ecosystem - where data is mainly in the hands of end-users, customers, business partners and vendors (such as insurance and other financial products companies). For effective analysis of their information networks and likely security threats, banks need to pay adequate attention to the following challenges, l Analysis of latent IT risk, possible sources of data leakage, access controls, authentication and incident response methods l Implementation of next-generation network security technologies that allow granular insights into network incidents, help achieve device and content awareness, protects against application threats and malware attacks, facilitate identitybased access and controls to avert incidents of insider threats and enable conformance to regulatory reporting and compliance l Periodic training and awareness drive for customers and employees on safe and secure ways to use internet and mobile banking l Appointment of qualified network security specialists to address information security and cyber threats as a business issue and accord strategic importance to manage these challenges With information technology and internet and mobility driven banking becoming a reality, banks need to demonstrate desired readiness in understanding the importance of network security and cyber defenses. This will not only help banks to reduce their cost of operations, but also enable them to promote more confidence among customers to adopt mobile and internet banking, thereby resulting in a differentiated service experience. ë

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NEW PITCH

KASPERSKY LAB

...Also Secures Businesses and Enterprises Apart from sophisticated attacks, growing connected devices in the enterprises have enhanced the chances of vulnerability. The growing adoption of cloud computing has also added to the uncertainty and it has opened huge opportunity for the vendors.

n W O R D S : A PA R A J I TA C H O U D H U R Y < A PA R A J I TA @ E N T E R P R I S E C H A N N E L S . C O M >

o introduction is really required for Kaspersky Lab in the Indian IT market as it is quite a popular name among the consumers but it certainly needs of introduction as far as enterprises are concerned. If one asks in a quiz competition, what you know about Kaspersky Lab, the answer pat will come – ‘it is in my PC at home and doing fantastic job’ but if a CIO is asked the same question he will say ‘I have hardly seen it in my enterprise environment’ but not anymore! Kaspersky Lab has brought out security solutions to protect your enterprise computing, including your connected devices with full management. Altaf Halde, Managing Director, Kaspersky Lab - South Asia, says, “It is true that we are a great name in the B2C market but for last two years, we have been focussing on B2B market seriously because now we have enterprise or business solutions with us. “ As per him two years ago there was a new team appointed in Kaspersky Lab to focus on the B2B market, which developed products and policy arround B2B landscape. That initiative slowly and steadily translated into creation of new products,

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which they call as Kaspersky Endpoint Security for Business and Total Security for Business. And under Endpoint security, Kasperky has different modules i.e. Core, Select and Advanced.” Core provides end point protection from Malware. Select provides the users the anti-Malware functionality and control features for devices. It also helps prevent mails being sent with classified information. Advanced has got features of Core and Select, plus it comes with full-fledged systems management utility tools for software inventory, licencing, patch management and deployment, vulnerability, etc. This module also offers mobile device management (MDM). It also offers full disk encryption, removal media encryption, file and folder encryption. So when Core and Select can be called as normal business security solution, Advanced falls in to the typical bracket of the enterprise security solution because Systems Management, MDM, Encryption are something, which CIOs ask for while evaluating any security solution. And finally the fourth one Total, which offers all the solution that Core, Select and Advanced modules offer, plus it offers gateway-level security for mail messaging and collaboration.

But what is the difference between Kaspersky and other companies in the competition? “What Kasperksy has done is that it has not acquired any products. We have been developing our own technology because as per Eugene Kaspersky it is easy to acquire products, but the biggest challenge comes in while integrating it in the management console. So developing our own technologies for encryption, systems management, mobile device management, gives us a very simple solution, which we call as one platform, one console and one cost,” maintains Halde. So this makes the story complete for Kaspersky and when the company goes and talks to the corporate houses it makes more sense now. Halde adds, “Now the partners are showing confidence in talking to the customers, who earlier were not able to even pitch Kaspersky because the perception was that Kaspersky has only antivirus. Now with these modules, it takes Kaspersky to a different level. Another challenge Kaspersky used to face was that a lot of corporate houses in India give a lot of weightage to the company, which is in the Gartner’s leaders’ Quadrant. Since last two years Kaspersky has come in the leaders’ quadrant. That has now opened up a lot of doors for the Kaspersky enterprise solutions.” Some time back the company has also sent out communication that besides Gartners, Forester also did a study on end point platform protection, where Kaspersky was one of the top three security vendors. Even IDC did the similar survey, where they found Kaspersky is one of the top three security vendors. All these attributes are adding to the score of Kaspersky for enterprise. Halde says, “So we have all three large third party analysts ranking, which all customers can look up to. This ultimately is helping us to talk to large corporate houses. Earlier the large corporates were telling me that they are happy using Kaspersky at home but now with these products offering, we are changing it to our advantage.” Earlier, when Kaspersky used go to the customers, the chances of success was very marginal as the customer was using other competing solution, but now that the modules like Systems Management and MDM are available independently from Kaspersky, the chances of entering into the competitor’s account becomes higher. So today, if the customer is using a competition platform for security and needs solution around management, then he can go for the management solution from Kaspersky

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NEW PITCH

ALTAF HALDE

MANAGING DIRECTOR, KASPERSKY LAB - SOUTH ASIA

“Developing our own technologies for encryption, systems management, mobile device management, gives us a very simple solution for the customers, which we call as one platform, one console and one cost,”

and it will work perfectly being compatible with the other platforms. Another aspect of Kaspersky solutions is that it did not have virtualization feature earlier but now Kaspersky came up with its own version of virtualization with high ratings from top consulting houses. So, if an enterprise customer does not want any product from Kaspersky at all, but at least he can consider virtualization for remote device security. Halde maintains, “Now we have independent modules to sell to the customers through the resellers but the challenges are all our resellers are typical antivirus resellers. Now we are proactively identifying the resellers, who can qualify for selling to large enterprises.” “Today I might have best resellers in Delhi for example, but he may not have capability to talk to a large enterprise because he has never dealt with that customer. So we have launched a partner programme and some incentive schemes as well. We are handpicking some partners who would be selling other brands as well but my message is that pls. continue selling whatever competition brands you are selling but whatever cases you are not able to pitch, where the account is either locked for some other resellers or you do not have that solution with you, give us an opportunity to make a pitch. That is opening up doors for a lot of resellers as well,” he added. According to Halde, for last six months he has been speaking to top resellers, who are selling competing products and getting positive feedback from them. It’s been two months since Kaspersky has been selling modules like systems management and mobile device management in India. When the products were launched the company had brought in a scheme called ‘An evening with Sachin’. The resellers were told that if they are able to sell thousand licenses and above of these new products to the new customers, they will be given a chance to meet Sachin. Halde says, “It was not that every partner was keen to meet Sachin, but it was a motivator from the side of Kaspersky. Only 15 partners were there and they had spent 45 minutes asking him questions. So with the success of the scheme, we are expecting to run it in the next quarter as well.” Besides, Kaspersky is also running a partner programme called Green Team. Under this scheme, the company is identifying the partners, who are already selling competition products, giving them topmost platinum category enrolment. That entitles them direct assured margin

and access to some MDF. So they are jumping the queue. The company is trying it for three months and see what the response is. The company obviously will offer them training, certification, etc. In addition to developing partner engagement, Kaspersky is also developing customers’ awareness through various round tables and webinars, so when a partner goes to them they will at least evaluate the product. The other thing that Kaspersky is doing right to woo the customers is that it is planning to align its support service directly to them, which used to be taken care of by partners and distributors. Today, Kaspersky has engaged four national distributors to sell the enterprise class products, including, iValue, eCaps Computers, See Infonet, Tech Matrix. And from the customers’ perspective, Kaspersky will address selling products from mid-market to large enterprises and would like to restrict to an order size of 3000 licences. Already Kaspersky has strong endorsements from customer like Financial Technologies, which is using 2000-2500 licences. Also Western Railways is using large licenses. Similarly, organizations like Spice BPO, Spencers Retail, Air India, etc. are using Kaspersky enterprise solutions. The internal mandate for Kaspersky India is to get the resellers to a level in two quarters’ time. In the same period, the company wants to make sure that wherever the requirement is– whether it is for end-point, virtualization, BYOD or systems management, Kaspersky have to be there at least for evaluation. “I am not talking about that they should buy our solutions but we are so confident of our solutions that once they evaluate our solutions and see the benefits, they won’t say no to us,” added Halde. “Last year, we had 25-28 customers with 1000 users and above, this time my personal mandate is that we will tap at least 50 accounts with 1000 users and above and out of this, there should be minimum 10 accounts who are with 5000 users and above,” he maintains. “The third mandate: We should be aggressive on education segment, where we are good at right now but we have not made the most as of it yet.”

FINALLY… After a great success in consumer segment, Kaspersky is ready to replicate the same in the enterprise space and looking at the opportunity in the market, it should not be a difficult proposition for them except if they do some strategic errors in the market. ë

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PARTNER CORNER

EUROTECH

Believes in Quality and Efficiency

As the Industry is looking for technologies to enhance communications, foster collaboration, and boost revenues, role of partner becomes most important. n W O R D S : A PA R A J I TA C H O U D H U R Y < A PA R A J I TA @ E N T E R P R I S E C H A N N E L S . C O M >

ndustry trend says that the businesses would continue to see a steady migration towards cloud computing this year. Big Data, Virtualization, Open Source, Enterprise Communication & Social Media, Smart Phones and Tablets would further influence the enterprise market. Eurotech as a value based technology products distributor sees that there is a chance of increased IT deployments in Tier 2 & Tier 3 cities, which is a sizeable market and this opens a world of opportunities to Channel Partners drive complex solutions, earn more through higher sales and better incentive programmes. Anuj Jain, Managing Director, Eurotech Technologies Pvt. Ltd., says, “We see good market potential plus the business is growing at a fairly rapid pace. The CIOs are looking at considering sourcing strategies and align them with business drivers and accelerate new initiatives. The Industry will move towards reducing energy consumptions in the network that encompasses intelligent design thereby significantly reducing the carbon footprint and its impact on the environment.” He adds, “We feel that the market dynamics and technology requirements would create an ecosystem that would help channel partners engage with vendors along with their core competencies right from demand generation to post-sales support.” So Eurotech will continuously work on expanding its partner programmes and provide the partners them with necessary technical training and certification. Its reseller programme offers partners training and education that is needed to transform their customer’s environ-

Partner Corner-Eurotech.indd 18

ANUJ JAIN

MANAGING DIRECTOR, EUROTECH TECHNOLOGIES

“We see good market potential plus the business is growing at a fairly rapid pace.” ments into converged Infrastructure. From the customers’ perspective Eurotech understands how quality of products matters to the industry therefore the company emphasizes on quality and aggressive pricing. It has also received received ISO certification. Anuj adds, “We believe in quality and efficiency-driven services and our technically equipped partners strive to make the customers

experience fruitful.” Apart from the resellers, Eurotech also works with SIs in enhancing their capacity and capability. The company ensures training and leadership programs for the SIs and Service providers so that they can connect with the issues of the enterprise and the industry thereby delivering to promises consistently. Metro cities and Tier II towns offer lot of opportunity in IT consumption and SIs should focus on investing into new and innovative technologies that requires acquiring skills, investments and transparency. The company does a lot of road shows and seminars to educate and equip the technical manpower of the channel to enable them handle the BestNet product line efficiently. Anuj maintains, “Our entire range of new products and the channel programme represents a core component of our overall strategic investment in channel resources. Our programme enables and support channel partners by providing access to key marketing and sales tools.” From the products perspective, Eurotech has been focusing on ensuring a robust technology solution that is viable and suits customer’s demands and has been successful in positioning the BestNet products along with major brands. As enterprise mobility, business intelligence & analytics, cloud, security and virtualization are the areas where enterprise technology adoption would be high, CIOs would mainly focus on looking at strategies to increase productivity, enabling business transformation, newer business solutions and increased competitiveness. In this situation, BestNet’s Data Networking and Communications product lines encompass the active and passive list of offerings. And it addresses the entire spectrum of industry verticals including BFSI, Data centres, Manufacturing, Hospitality and Retail apart from the Small and mid size companies apart from Public sector undertakings like: Defence, Railways, ISRO, and DRDO to name a few. Eurotech welcomes and open to new ways of business, combining IT Innovation and adoption and works with enterprises and new generation technology companies to build new products or services and to implement prudent business and technology strategies in today’s dynamic digital environment. Anuj says, “We believe in a quality and efficiency driven services and our technically equipped partners strive to make the customers experience fruitful.”

FINALLY… By virtue of right strategy, the company is growing at a rate of 20-25 % a year and also looking at more partners. ë

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MY VIEWS

ences with the clients and reach out to potential clients who are looking for such expertise in the market. Partners can also work with platform and tools vendors who are looking for service and solutions companies to help their customers implement and integrate mobile solutions form one or more products.

RAUF ADIL

DIRECTOR –ECHNOLOGY (MOBILITY PRACTICE), VIRTUSA CORPORATION.

“Mobility is becoming multi-dimensional” IN AN EXCLUSIVE INTERACTION WITH ENTERPRISE CHANNELS, RAUF ADIL DIRECTOR – TECHNOLOGY (MOBILITY PRACTICE), VIRTUSA CORPORATION TALKS SHARES INSIGHTS INTO THE CUSTOMER EXPECTATIONS AND MARKET REALITY WHEN IT COMES TO MOBILITY

As enterprise mobility becomes more prevalent in Indian enterprises, what kind of questions are CIOs asking and are their key problems? While mobility platforms promise to deliver significant benefits, reaping benefits from mobility investments is far from straightforward, a common hurdle to kick-start mobility initiatives is a lack of education on what mobility can do, the options available, how to asses needs, identify objectives, build a business case and calculate ROI. Some of the key challenges faced by CIOs include: a. Extending the enterprise security to mobile devices and applications b. BYOD: Provisioning employee owned device for corporate data access and communications c. Mobile enablement of business services and processes so that they can be consumed by

mobile apps (example converting the SOA layer of financial application to REST & JSON) d. Managing the APIs that are written and re-engineered for mobile consumption on the back end or middleware e. Managing the distribution of apps in the enterprise f. Mobile platform and OS support: Building and maintaining versions of the apps across different mobile operating systems What opportunities do you see for channel partners in enterprise mobility? Partners can grab the opportunity by leveraging their resources (human and capital), best practices, processes, go to market solutions, frameworks, knowledge and know-how that can help the client manage the tricky path to success. Partners can educate and share their experi-

With so many mobile platforms, how does one manage the challenges of standardisation? The number of mobility platforms does not affect standardization. In fact, standardization can help to narrow down the choice of platforms and arrive at the appropriate platform which satisfies the enterprise mobility strategy and governance. Standards are for most part independent of the mobile platforms and they should be developed as such. For example, Multi Factor Authentication can be made a standard. Similarly encrypting all data stored in application cache on a device can be developed into a standard. These standards will not depend upon the type of platform used to achieve MFA or encryption. What are the key mobility trends you’re seeing among Indian enterprises? BYOD Mobile Back End as a Service (MBaaS) is being looked at and adopted as a standard for consolidating all backend services and third party services through a unified platform and gateway. Many MBaaS platforms in fact provide a way to assemble a mobile app for targeted platform (Ios, Android, HTML5) from the back end services and components identified for integration on MBaaS platform. API management has become a challenge and many organizations are looking at products such as SOA Software, WSO2, Intel and Layer7 to help address the problems of API management. Mobile Apps are becoming multi-dimensional by incorporating geo-location information, voice, video, imaging, and other capabilities of mobile devices which puts a lot of pressure on the mobile infrastructure. Customers are increasingly using voice, video, QR and bar codes, camera, and other in built device capabilities (such as gyrometer, altimeter, compass etc.). The data for many mobile apps no longer resides solely in the backend systems and services but comes from a wide variety of internal and external systems, many running over the cloud. Mobile back end as a service (MBaaS) is being used by a couple of key customers to build their next generation mobility platform. ë

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COVER STORY

MOBILITY GOES ALL PERVASIVE

Cover Story.indd 20

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MOBILITY

obile innovations have accelerated the change in the relationship between IT and users. In the past, IT had the exclusive technical expertise to know which technologies were both feasible and useful, whereas users did not. IT also had the tools, time and charter to establish the necessary management and monitoring infrastructure to support those technologies. However, IT increasingly no longer has the tools, time or exclusivity that it had in the past. Unfortunately, IT is burdened by an overwhelming array of regulatory, compliance, security, privacy, expense,

perceived inefficiency, high risk, low value contribution and poor service. To evolve, IT must break the cycle and efficiently innovate and maintain while addressing the needs of the business and workforce,” he offers. Yedunandan S, Consulting Systems Engineer - Mobility, Borderless Networks Sales, Cisco India & SAARC believes, “With increased adoption of BYOD, organizations will need to add new wireless access in branch offices, stores, and other remote locations. Enterprises need to better defend, and more rapidly detect and remediate against increasingly sophisticated attacks. Cisco and our partners can help the Indian CIO and CISO community by

The question around enterprise mobility is not about when, but that of how. Thanks to the myriad challenges that it comes with, partners have a strong play in this growing trend to work with customers at various stages of deployments n WORDS: KARMA NEGI n PHOTO: ISTOCKPHOTO.COM

organizational, policy and legacy technology constraints that dramatically shapes IT’s response to these changes. Simply put, the innovation rate in mobile devices, social software and cloud computing is accelerating faster than the enterprise adaptation rate. IT organizations that fail to adapt to this new reality will lose their relevance in the era of pervasive mobility.

MOVE TOWARDS MOBILE Employees are increasingly demanding the flexibility to access corporate resources anywhere, anytime, from any device of their choice. Hence, organizations are rethinking their IT architectures—areas of focus being application availability, network readiness, security, and policy frameworks. From a policy point of view, companies will have to revisit their BYOD policies, and communicate to their employees, what they can and cannot access on their personal devices. Ganesan Arumugam, Director – Partner Channels VMware India & SAARC, says, “The end-user technologies available to IT until now failed to address these emerging business issues, because they were not built for a mobile and collaborative workforce. In the current PC-centric model, the key components (OS, applications and user persona and data) are tightly interlinked and tied to a single device. This rigid and complex architecture is difficult to manage, fragile to change and expensive.” “Meanwhile, IT must respond to pressures to meet budget, compliance and business requirements—and to satisfy end users. This leaves IT stuck in a vicious cycle of

helping them build this structure by using an architectural framework, and thereby solve this burgeoning problem. This proves to be a great opportunity for partners to help their customers approach these new deployments with a converged approach.”

CUSTOMER EXPERIENCE CIOs have different opinion on mobility depending on the maturity of the company and the industry they belong to. While, there is a general consensus on the importance of accepting mobility, there is still a lack of clarity on how to take the leap. Take for example a 1000 employee retail company, Viveks Limited. The company has a BYOD policy in place but is treading cautiously for the lack of good solutions and support for mobility. Balaji.T.K, Assistant General Manager IT at Vivek Limited says, “We allow employees to carry their own devices and we give them access to non-critical applications. Right now there are about 200 employees who can access corporate data on their mobile devices but we want to take it beyond this. We want our POS software to be on tablets but we dont see good solutions in the market for that. All we get are point products that don’t solve our problem.” On the flip side, IT major, iGate uses its in-house developed applications to serve 800 internal employees on their mobile devices. The company has even figured out ways to handle privacy issues related to remote wipe. Chella Namasivayam, CIO, iGATE, reveals,“We use wrappers for many of our enterprise applications and then make

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COVER STORY

GAUTAM ADVANI

GLOBAL HEAD, MOBILITY BUSINESS UNIT HCL INFOSYSTEMS

“Mobile connected computing PC – with a compact, robust form factor coupled with seamless connectivity, tablets are fast being adopted across various sectors.”

it available on the mobile platform and using a control mechanism through MDM as we consider mobility extremely important. We use mobile applications to improve to enhance productivity, collaboration, and to provide for instant messaging, video conferencing etc over 3G or WiFi. We started the mobility journey 2 years back and now there are 800 BYOD users globally and being managed through MDM.” Talking about how he handled the privacy concerns he says, “Due to privacy laws in certain countries, it is important to distinguish between personal and official data on a mobile device before doing a remote wipe. To resolve this issue, we took a disclaimer from the employees who asked for access on their mobile device that they should back up their personal data so that once they leave the company, the company can

Cover Story.indd 22

YEDUNANDAN S

CONSULTING SYSTEMS ENGINEER - MOBILITY, BORDERLESS NETWORKS SALES, CISCO INDIA & SAARC

“Cisco and our partners can help the Indian CIO and CISO community by helping them build this structure by using an architectural framework, and thereby solve this burgeoning problem.”

BRUNO R. GOVEAS PRODUCT LINE DIRECTOR – ASIA PACIFIC & JAPAN, AKAMAI TECHNOLOGIES

“Unreliable public Internet and mobile networks that are not designed for data traffic are the biggest challenge in delivery of mobile applications.”

FROM A POLICY POINT OF VIEW, COMPANIES WILL HAVE TO REVISIT THEIR BYOD POLICIES, AND COMMUNICATE TO THEIR EMPLOYEES.

completely wipe their mobile device.”

HURDLES IN ADOPTION While there may be myriad benefits of adopting an enterprise mobility strategy, there are many hurdles that lie ahead for the enterprises to take the plunge. Mobility has not changed the fundamental types of information security risks that enterprises must confront. Risks such as

malicious software, device theft and sensitive data loss existed prior to mobile devices. But mobility adds new twists, such as endpoint ownership, no dominant operating system, very short device life cycle, and immature management and security tools. Although sensitive data requires protection, the data must be available to authorized users. Traditionally, enterprises protect the data by

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18/05/13 10:51 AM

MOBILITY

KUMAR DAVEY VICE PRESIDENT - ENGINEERING, MANAGEENGINE.

“Customers prefer unified management across PCs, laptops and mobile devices. They want to maintain their service levels without increasing the staff in spite of increased complexity of end user devices.” placing controls on the endpoint, but it may not be possible to place controls on the endpoint in a BYOD environment. Enterprise security teams have lost control over the mobile endpoint. They increasingly do not own the hardware or control the software on the device. The variety of devices and short product introduction life cycles make it impractical for security teams to lock down every mobile device. Content-aware data loss prevention (DLP) solutions for mobile devices are at a nascent stage with little or no local native device capabilities. In addition, endpoint protection platforms (EPPs) have little, if any, support for smartphones and tablets. Although security controls such as encryption, device firewalls and application controls vary from device to device, third-party products are available to augment

the controls and to provide management of heterogeneous devices. Bruno R. Goveas, Product Line Director – Asia Pacific & Japan, Akamai Technologies, classifies these challenges in three key categories, namely challenges in delivery, challenges in security and challenges in complexity. Throwing more light on these challenges he said, “Unreliable public Internet and mobile networks that are not designed for data traffic are the biggest challenge in delivery of mobile applications. Akamai helps in removing the unreliability factor and making the Internet and mobile network medium faster and more reliable. Sensitive data now traverses through the public cloud rather than private networks. Akamai has security capabilities including (and not limited to) perimeter defense, DDoS mitigation, Application Layer protection and virtual patching to address this. In terms of complexity, the mobile environment is situational with the number of variables in each sandbox like OS, Devices, Browsers and Technologies. It is tough to design applications that address all these complexities without investing heavily. Akamai helps reduce these complexities with our front-end optimization (FEO) capabilities built at the edge.” Another major challenge that lay ahead for CIOs is that of standardization. Pankaj Gupta, Country Manager – Solutions Marketing, Dell India, explains, “Standardisation of applications across operating systems is one of the major challenges of Enterprise Mobility. Very often enterprise applications are themselves not compatible on mobile phones. One of the ways in which the challenges of standardisation can be manages is with the help of the creation of Virtual Desktops across devices. What this essentially means is that with the help of certain tools, organisations can enable employees to access their office desktop virtually on their mobile devices. Hence the issue of making these applications standardised across platforms does not occur. At Dell, we have a product line-up known as PocketCloud that enables employees to access their desktops virtually with the help of cloud and virtualisation.” According to Neeraj Dotel, Managing Director, Compuware Corporation India, with more and more mobile platform and devices upcoming, the way to go in not to really to do “forced” standardisation, but to understand your customers; their geographic, user behaviour and finally the mobile platform they use. “The combination of cloud, social computing and mobility can be used to increase geographic diversity and raise the productivity of virtual

CASE STUDY

Fernbank Natural History Museum

SOLUTION Using the mobile app that was created, visitors can explore the museum as palaeontologists, with interactive audio, video, sketchbook logs and other features tailored to the visitor’s exact location in the museum. SOLUTION PARTNERS The museum partnered with Cisco and AT&T, the network owner and service provider, as well as Meridian for the mobile application technology. BENEFITS ACHIEVED While visitors benefit from the increased interactivity touring exhibits, the museum discovers new marketing opportunities, using location data analytics to increase business efficiencies. Cisco’s partnership with Meridian helped scale this technology through the use of an SDK to the broader applications community, making it possible to implement a complex project of this magnitude in months, rather than years, and at a fraction of the cost.

teams. As per Gartner, users expect to get access to personal, work, business applications and data from any device, anytime and anywhere. Compuware India believes in understanding its users which helps in managing proactively the performance of the app they are accessing and prioritise the issues they encounter and ensure optimal user experience,” he feels. Anuj Bhalla, Vice President & Business Unit Head, SIMS, GIS, Wipro sees growing volume of diverse endpoints in the mobile environment as the biggest hurdle for enterprises. He says this leads to increasing network traffic issues and difficult authentication processes. “Enterprises need to address compatibility of diverse peripheral devices and policies with core IT infrastructure,” he offers.

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18/05/13 10:51 AM

COVER STORY

NEERAJ GILL

MD, INDIA & SAARC, POLYCOM

“You can now connect and collaborate face to face over HD audio, video and content-sharing with colleagues, partners, customers, students, patients—anyone, anywhere—like never before.” EMERGING TRENDS Organizations worldwide today believe that by enabling better access to corporate information, they are significantly adding to the employee productivity and customer centricity. Many enterprises across verticals such as insurance, healthcare, pharma, retail, education, government and banking etc. are adopting mobile technologies to differentiate themselves in the market and leverage this as a tool in their go to market efforts. Richer applications, which have features, functionalities and interfaces of consumer mobile apps and social and collaboration features are on the rise. End user expectations for their mobile devices are also on the rise and 71 percent of mobile users, according to Akamai, expect their mobile app/site to perform the same as the desktop versions. Global installed base of smartphones and tablets have been projected to exceed PCs in Q2 2013. Taking this into account, 73 percent of CIOs believe that Mobile devices

Cover Story.indd 24

GANESAN ARUMUGAM

DIRECTOR – PARTNER CHANNELS VMWARE INDIA & SAARC

“IT must respond to pressures to meet budget, compliance and business requirements—and to satisfy end users.”

are a mission-critical technology for mobile workers today.” The rise of BYOD culture is making mobile device management (MDM) one of the hottest markets for enterprise IT. Dell also expects an increase in the product offering of Network Security solutions for the SMB sector. The company would increase cloud based network security solution offerings to target large enterprises. The focus would be on providing Managed Security Services (MSS) since the potential is high in Indian market. Gautam Advani, Global Head, Mobility Business Unit HCL Infosystems opines, “Mobile connected computing PC – with a compact, robust form factor coupled with seamless connectivity, tablets are fast being adopted across various sectors. Tablets are rapidly invading the enterprise space with more companies open to look at “BYOD” policies, their key USP’s being the ease of use, supreme data accessibility from anywhere, multi-tenancy and the availability

NEERAJ DOTEL

MANAGING DIRECTOR, COMPUWARE CORPORATION INDIA

“The combination of cloud, social computing and mobility can be used to increase geographic diversity and raise the productivity of virtual teams.”

of enterprise class applications and easy configuration and implementation of enterprise level security policies. All of these contribute to a collaborative, productive and an efficient workplace. Increasingly, enterprises are embracing mobility to connect better externally with business stakeholders and internally with customers. Better customer service & increased productivity are the key drivers of enterprise mobility in India. Mobility is now the top priority for enterprises, and organisations are set to increase their investments in mobile devices, applications & solutions. Enterprises are also looking to gravitate from entry-level mobility applications such as (email, calendar etc) to advanced mobility-enabled enterprise applications such as sales force automation, ERP and SCM. Customers prefer unified management across PCs, laptops and mobile devices, says Kumar Davey, Vice President - Engineering, ManageEn-

M AY 2013

18/05/13 10:52 AM

MOBILITY

CASE STUDY

SUNIJA RISHI

VP MARKETING AND BUSINESS DEVELOPMENT, NEVALES NETWORKS,

“Many of our customers have shared their security concern about mobility, when they gear up for multilocation branch offices and remote locations deployments.”

gine. “They want to maintain their service levels without increasing the staff in spite of increased complexity of end user devices. They also tend to encourage BYOD to keep device costs and user learning issues on the lower side.”

ROLE OF CLOUD Most mobile apps are hosted on the cloud, hence it is easy to deploy, and more agile to address newer markets and maintenance is hassle free. Adoption of cloud and content optimization technologies like Mobile Network Acceleration and Front End Optimization are some of the innovations customers are looking at when it comes to mobility. Moreover, enterprise mobility involves a key shift in the way applications are hosted. They are moved from private WAN infrastructure to the public Internet. This means that corporations now have to worry about multiple points of failure, attack vectors and attack patterns more than before. The opportunity to provide a

SHAFI AHAMED CEO & CO-FOUNDER, SAPPHIREIMS

“We see increased customer demands for such offerings and our partners stand to benefit as they play integral part in reaching out to customers.”

comprehensive perimeter defense against multilayered attacks is huge. “Public Cloud services will play a pivotal role in enabling Enterprise Mobility. The flexibility, cost savings and agility that cloud provides ties closely with the drivers for enterprise mobility; which are cost effectiveness, richer content, and the ability to address new markets at a faster speed,” opines Goveas. Sunija Rishi VP Marketing and Business Development, Nevales Networks said, “Many of our customers have shared their security concern about mobility, when they gear up for multilocation branch offices and remote locations deployments. Nevales’ Cloud architecture allows organizations to opt for plug and play branch deployments and provides centralized visibility and control across any number of distributed locations and multi hierarchical deployments. It ensures secure remote access of the centrally hosted web-application to all the branch offices and mobile users to perform sales, service,

eBay

SOLUTION Online marketplace, eBay, is using Compuware APM dynaTrace Deep Transaction Management to improve application performance of its business-critical, customerfacing applications SOLUTION PARTNERS Compuwware BENEFITS ACHIEVED eBay’s Global Performance Engineering Center can proactively monitor how core business systems are performing in real-time, ensuring performance issues are identified and resolved before customers are impacted. With today’s rapid and distributed development cycles, new modern approaches to application lifecycle management are required to prevent disruptions in revenue, customer loyalty and brand reputation

marketing, and finance operation in safe and protected environment. Also Nevales allows for automatically taking policies and configuration from the cloud – enabling branch deployments without on-site IT. The security gateway is managed using the Nevales webinterface, configuration; updates, upgrades can be performed remotely over the web, and doesn’t require on-site presence or IT personnel.” Bhalla believes, “Enabled by Cloud, the ability to query real-time data beyond the boundaries of the office or during live client interactions will only drive more ENTERPRISE MOBILITY adoption. And truly this has changed how mobility is driving decision making in the corporate environment.”

INDUSTRY OFFERINGS VMWare has designed VMware horizon Suite as a platform for workforce mobility. It is a solution that brings together data, applications and desktops onto a single platform to deliver a virtual

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18/05/13 10:52 AM

COVER STORY

ASHISH DHAWAN

NEERAJ ATHALYE

MANAGING DIRECTOR, ASIA, JUNIPER NETWORKS ENTERPRISE.

HEAD - SALES, SAP PLATFORM & TECHNOLOGY BUSINESS AT SAP OPINED

“Especially in India, we are scouting for opportunities on the campus and in branch networking, enterprise mobility, cloud, wireless, etc.”

“Our ultimate objective is to have 80 percent of the mobile applications available on the market coming from SAP partners.”

workspace to simplify end-user computing in the multi-device era. “VMware Horizon Suite connects end users to their data, applications, and desktops on any device while maintaining IT security and control and lowering TCO. By transforming technology silos into centralized services, IT can improve operational efficiency, security, and agility through policy-based management across the organization. Moreover, end-users get a consistent experience across devices – in the office, at home, or on the go,” Arumugam explained. Shafi Ahamed, CEO & Co-founder, SapphireIMS, sees opportunities for SapphireIMS as it finds customers looking for a single management platform, which can manage all devices and including BYOD programs as well. SapphireIMS which is an enterprise grade IT management suite supports Mobile Device Management. While currently it supports inventory collection and monitoring of mobile devices, features like provisioning and security enhancements are getting added. “We have also provided mobile interfaces to enable CIO’s and IT teams. This enables them to monitor and manage on-the-go.

Cover Story.indd 26

We see increased customer demands for such offerings and our partners stand to benefit as they play integral part in reaching out to customers. For our partners, we see opportunities where they can position SapphireIMS as a single platform to manage all assets in an enterprise, mobile or fixed and entire Service operations. With the advent of mobile devices in the enterprise, this would be a huge advantage,” he said. HCL on the other hand is focusing on enterprise mobile apps on its ME tablets. “We have developed HCL’s Enterprise Mobility Apps for tablets, such as Sales Force Automation, Service Force Automation, Product Catalogue, Form Filling etc which allow Enterprise sales and service teams to manage their day to day operations on the move. In addition, as a part of our Mobility & EAS team, we have an in-house application development team which focuses on developing apps for tablets and provide advisory services to our customers for implementing BYOD, organizational policies and data security mechanisms. There are multiple scenarios where all of these solutions are bundled with our tablets to form a unique offering. We want to position

ourselves as single point of contact for enterprises for their Mobility needs – devices, application & solutions, managed services etc,” said Advani. Juniper has rolled out its applications for iPad, and is enabling partners to market their skill-sets and solutions on LinkedIn, Twitter and Facebook. “Especially in India, we are scouting for opportunities on the campus and in branch networking, enterprise mobility, cloud, wireless, etc. We are also looking at ramp up our commercial acceleration sales activity for the sales executives at partner sites as an ongoing activity. Through this, our sales force spends half day or an entire day with the sales executives and conduct activities that create a funnel. Also in the pipeline is the Partner Satisfaction Survey, to open direct communication with our partners,” says Ashish Dhawan, Managing Director, Asia, Juniper Networks Enterprise. SAP is placing the ecosystem at the core of its mobile strategy with the intent to develop the relevant strategic relationships and leverage the multiplier effect of the ecosystem to achieve its vision towards “Unwiring the Enterprise”. SAP currently has over 70 mobile applications available to customers through SAP and its partners and there are more than 200 in the development pipeline. Neeraj Athalye, Head - Sales , SAP Platform & Technology Business at SAP opined, “Our ultimate objective is to have 80 percent of the mobile applications available on the market coming from SAP partners. Broadly I categorise the white space of mobile apps into 3 categories. Person Specific – These are role based apps to improve quality of actions in each stage of the process. Process Specific – These are business process specific apps to reduce the time take to do the process and improve data quality and accuracy and Performance Specific – These are apps developed to improve organisations performance through focus on specific KPI’s.” Polycom’s RealPresence Mobile is a software application that lets customers securely extend the use of HD video collaboration beyond the conference room to easily connect tablets and smartphones (iOS and Android) with other standards-based video systems. “The free-to-download software solution built on the Polycom RealPresence Platform provides the required provisioning, redundancy, resiliency and reliability necessary for high-scale mobile deployments. You can now connect and collaborate face to face over HD audio, video and content-sharing with colleagues, partners, customers, students, patients—anyone, anywhere—like never before,” says Neeraj Gill, MD, India & SAARC, Polycom. ë

M AY 2013

18/05/13 10:52 AM

GUEST TALK

ENTERPRISE MOBILITY

...The Norm in the Workplace The primary driver towards Enterprise Mobility would emerge from the Business perspective. It is imperative that the business would need to benefit, and would need to far outweigh the risks. n W O R D S : J Y O T I N AT H G A N G U LY, A R E S E A R C H S C H O L A R A N D I N D U S T R Y C O N S U LTA N T n PHOTO: ISTOCKPHOTO

Changes in business environments have resulted in the need for employees and business partners being geographically dispersed and at the same time needing to work from office, home and field locations. Many corporates encourage their employees to work from home or on the field, to save real estate and infrastructure costs. Moreover, the proliferation of lightweight, portable devices spanning notebooks, smartphones and tablets has resulted in these devices being used for an increasing number of work and personal usage scenarios. Hand held devices like smartphones and tablets tend to be appropriate for several classes of quick tasks by non-power users, for example, senior management needing to approve expense requests or to send out short email communications. Office workers who perform involved tasks like creating a formulae-enabled spread sheet would necessarily have to use a full function device like a desktop PC or a notebook PC. The diverse nature of today’s internal and external workforce

therefore presents opportunities to the business to keep them connected and increase their productivity. However, this trend has presented a set of challenges to management who now need to tackle the consequences of employees and partners attempting to connect to the Enterprise network from a wider range of locations. Considering the shift in business trends and employee preferences, the management of every firm would be required to assess the benefits of providing increased access to Enterprise applications and data, against the risks. The considerations may be classified across several parameters. The primary driver towards Enterprise Mobility would emerge from the Business perspective. It is imperative that the business would need to benefit, and would need to far outweigh the risks. Further, management would need to factor in new IT Investments and the ‘cost’ of phasing out previous IT investments, sometimes during the course of their active life cycles.

Jyotinath Ganguly is a research scholar and industry consultant. He is studying ways to improve healthcare delivery by leveraging Big Data and Healthcare Informatics. He has a MS degree and 25 years’ experience in the IT industry. He can be reached at ganguly. jyotinath@gmail.com.

Individual and Personal factors would also play a large role, comprising productivity benefits and business risks. As more businesses get connected to their suppliers, banks, distributors and other members of the business ecosystem, the IT infrastructure would need to get more complex. New generation infrastructure would need to integrate with the existing systems, based on standards of different vintage. Further, the opportunity to adopt pay-peruse SaaS model is becoming very real. In both the scenarios – traditional and emerging – Governance and related policies would play a pivotal role, requiring to be amended as frequently as business models change. Many businesses consist of several sub-businesses, each of which may even own different

applications with unique data formats, and varying levels of data sensitivity. The geographical locations may typically be spread across offices, factories and warehouses in metropolitan and rural areas. Consequently, in order to maximize business benefit and organizational profitability due to Mobility, and to minimize the risks, Management would need to assess the broad situation considering several parameters, including the ones listed above. The key areas that call for close attention i.e. Business Strategy, IT Strategy, Integration with Extranet partners, IT Budget, Wired and Wireless IT infrastructure, Identity and Security, Supported devices, Operating Systems and Applications, Management and Support, Workforce maturity, etc. In summary, Enterprise Mobility is a reality today, made possible by a combination of technology, business and usage trends. However, key policy challenges need to be addressed before Mobility becomes the norm in the workplace of the future. ë

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18/05/13 10:58 AM

VIRTUALIZATION

VMWARE

With SDDC and Cloud Credit, The Journey is Just Interesting From client server computing to data centre and from private cloud to public cloud, the enterprise computing market is changing very fast. Today the evolution has gone to the extent that the network and storage can be virtualized to justify the cost.

n WORDS: KARMA NEGI <KARMA@ENTERPRISECHANNELS.COM>

oday, VMware is the leader in the server virtualization market. But it does not end the crusade here, rather it is a stepping stone to bring more control, flexibility, agile service delivery to the enterprise computing. In order to achive the goal, the comany has added new partner programme called Cloud Credit and solutions like Software Defined Data Centre (SDDC), etc. The biggest aspect of the company’s is that it is taking every solution through channel. VMWare has just finished its annual Partner Exchange in top five cities of India, which are the miniature version of its Las Vegas event during February this year. One of the leading virtualization and Cloud Infrastructure events dedicated to supporting and enabling partners to sell and deploy VMware products successfully, these events saw the company reiterating its commitment to three – four areas i.e. SDDC, Hybrid Cloud, vSphere Operation Management, which is a stepping stone to VCloud suite to the SDDC and end-user computing. The event also saw the senior executives are talking about the concept like Cloud Credit. Toni Adams, Vice President of Global Channel and Alliances Marketing, VMware, says, “We recently had our partner exchange programme in Las Vegas, US. And we made a few announce-

Virtualization-vmware.indd 28

TONI ADAMS

VICE PRESIDENT OF GLOBAL CHANNEL AND ALLIANCES MARKETING, VMWARE

“It is not necessary that the partner that sells the most gets the most benefits, it is the partner who invests the most on the enablement that gets the most benefits.”

ments there. One of them was the concept of Cloud Credits. What cloud credits facilitates is that we have a market leadership position in the private cloud space- in virtualization. Anything we do is that is virtualizing the compute side of the house of our customers. Our resellers are primarily involved in continuing the customers on that journey of virtualization to automatically do SDDC The second piece of our approach is to build capability around public cloud through our VSPP partners. There are 40 of them here in India.“ The VMware Cloud Credits Purchasing Program enables customers to buy public/hybrid cloud services in one transaction and redeem with approved vCloud Service Providers over time. The program gives the customers budget flexibility and control while maximizing the benefits of cloud services. It means if a customer thinks that there is some more workload and he does not have budget to buy another server, he can take the service from the service provider by paying for it on a utility based service cost. Today the reseller partners are not benefited from the referral to a customer to go to a public cloud environment. With the Cloud Credit, the partner can go back to the customer and can give the customer credit, which can be used in any of the service providers for the service that he is seeking. As part of selling it to the customers, the partner gets an upfront margin from the principal for the deal. This is nicely inducing the patterns to have the first conversation with the customers around Public Cloud. The second benefit is that because they are part of the first conversation with the customer, they will now be part of the conversation of the managed services conversation in any Public Cloud implementation. In earlier time, the customer would have gone outside of the reseller’s radar, whereas now with cloud credit reseller would know everything about what is happening and they would become trusted adviser to the customers. Today, the flexibility and agility is not only restricted compute and server but also VMware is talking about bringing the same to storage and networking layer through its SDDC solution. Adams adds, “If today customer chooses to virtualize something, they get the benefits of 100 servers utility in a single virtualized server. They are getting cost benefit, agility benefit and are able to provision any one of the services in minutes, verses setting up a server over a week. And that kind of benefit we are offering in storage, networking and security, and everything in the data centre through SDDC.” “We might have server virtualization in place but in order to use a new server one has to go

M AY 2013

18/05/13 10:37 AM

VIRTUALIZATION

WALKING INTERACTION What is the relevance of VMware Partner Exchange event? VMware Partner Exchange is a five city event. The cities we cover including Mumbai, Hyderabad, Chennai, Bangalore and Delhi. We do it globally in terms of communicating with channels as to what we do, what are the new strategies we have and what are the partner programmes we have. Since most of the partners cannot travel to US, we are therefore bringing that event to India. The content is same in both the places.

GANESAN ARUMUGAM

DIRECTOR – CHANNEL & ALLIANCE, VMWARE SOFTWARE

through 158 items because it needs storage, network, security, etc. to be assigned. Even though the server is provisioned in seconds still it takes weeks for all 100s things within the datacentre to be signed in. But by virtualizing everything in data centre, it takes that provisioning time to seconds,” he maintains. So in order to go for SDDC, the customer has to buy a solution from VMware that is called VCloud Suite, which can be procured as a SKU from its distributors. Of course VMware has already implemented this solution with a few customers. As per Adams, VMware is on a very aggressive roadmap to increase feature and functionality of VCloud suite but it will all depend upon the requirement of channel partners, who are close to the customers. Adams adds, “VCloud suite today comprises 17 products and we are touching new areas like management, networking, storage, etc., which our partners might or might not be familiar with today. Our efforts at VMware is that we have architected the SDDC. We have put a solution for the market in the VCloud suite and now we will heavily focus on enablement and training of our partners in order them to be successful in selling this product. In India, if one look at the first step of SDDC, it is compute virtualization and server virtualiza-

Are you expecting partners’ number growth? We are expecting growth in our partners’ number as we are expending to tier-2 and -3 cities. Even in tier -1 cities, we are looking at partners for new products. For example, we are looking at partners who can handle end-user computing solutions. We are also looking at expanding our VSPP Programme in tier -1 cities. In fact we want to double fold the number of partners under this programme. And, on traditional partners’ space, we are talking about SDDC now, so we are looking at more SI engagements and talking about network virtualization as part of our partner programme. So there will be definitely growth in partners but we have not put any numbers to it. When I say growth in partners, it may be new partners coming in or the existing partners who are selling server and storage and ready to commit resources, we will be training them and enhance our focus on them. We are expecting high growth in India compared to our global numbers.

tion. Only fifteen per cent of the market here is virtualized and eighty five per cent of the market is up for grabs. So the partner community has a great opportunity just to virtualize – late alone SDDC. So SDDC is a journey. For the customers, the benefits are apparent. They have a lot of Capex reduction at the beginning and later Opex reduction. For the partners they get bigger deal sizes as they sell more products. Also there is a huge service margin, which allows their overall margin to be increased. This is really profit acceleration curve. One more thing VMware emphasizing is the end-user computing. VMware has recently announced Horizon suite, which is about virtualizing desktop. Horizon suite has three components i.e. Horizon View, which is for desktop virtualization, Horizon Mirage, which is targeted at migration environment and Horizon Workspace, which is for securely delivering policy-driven data and applications to end users on any device. Adams maintains, “So we have a comprehensive end-user offering. It is sold as part of the data centre. Even though it is head to head with our competition in the desktop space, the conversation typically originates from data centre, which is the reason our winning percentage is high. We have been proven and trusted on the data

centre side. End-user computing is a space, where people do not necessarily recognize VMware being the leader in, but we are leveraging our data centre side of story for end-user computing.” In order to travel on its journey confidently, VMware invests far more than its competitors - trying to develop competencies and certifications. VMware gives weightage and benefits to the partners who have invested in its technologies the most. So it is not necessary that the partner that sells the most gets the most benefits, rather it is the partners who invests the most on the enablement they get the most benefits. For example, if one partner sells a solution to a new customer and has competencies, gets upto 30% of rebate. And, the breakup could be: If it is a new customer, the partner will get 10 points, if it is a solution that the partner is giving to the customers, then he will get another 10 points and if he has competency, he will get another 10 points.

FINALLY… Last year VMware has grown 23% and this year the forecast is to grow 20% +. But it could be better as the market is quite green field for SDDC and end-user computing. In India it could be much better as 85% market is untapped from pure virtualization perspective. To make this happen, this year VMware has again pumped in another US$120 million into its R&D centre. ë

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18/05/13 10:37 AM

MY VIEWS

NAVEEN CHOPRA

DIRECTOR, VODAFONE BUSINESS SERVICES

“Enterprise App stores becoming a reality” NAVEEN CHOPRA, DIRECTOR, VODAFONE BUSINESS SERVICES TALKS TO ENTERPRISE CHANNELS ABOUT INNOVATIONS IN THE ENTERPRISE

solutions to a long-term strategic approach to Enterprise mobility. Going forward, predictive analytics and automation coupled with TEM and MDM would form the bedrock of the EMM. Enterprise App stores are already becoming a reality. It is a matter of time before we see all mobility devices – running on in-house WiFi and Operator network- being managed by the MDM solutions.

MOBILITY SPACE

What are the key trends in the enterprise mobility space? Enterprises across industries are mobilising applications in the areas of Sales Force Automation, Field Force Automation and CRM. Enterprises are realising faster ROIs especially when applications touch the front line – sales, service and field

Q&A-Naveen Chopra of Vodafone.indd 30

force. Android based devices are fast becoming top choice for mobilising of applications. Email access is now becoming common on all types of devices, which is now adding more security concerns to the IT team. Enterprises are graduating from adopting point

What opportunities do you see in this space for yourself and your partners? With increased adoption of BYOD and consumerization of IT, Enterprise mobility management as practice is adopted by enterprises to enable broad use of mobile computing in a business context. Nowadays, with the Bring Your Own Device (BYOD) concept picking up pace,

M AY 2013

18/05/13 10:34 AM

MY VIEWS

increasing number of people prefer smart phones and tablets to access the company’s data. Securing these devices, and hence the data, has now become extremely important. Looking at the need of mobile device management, last year we launched Vodafone Secure Device Manager for corporate, which allows employees to work with their mobile devices without compromising the company’s security. Vodafone Secure Device Manager serves as an important solution for Chief Information Officers (CIO’s) & Chief Information Security Officers (CISO) of India Inc. It provides them a secure management console which allows them to gain visibility to and remotely configure & secure their organisations device estate. Vodafone Secure Device Manager empowers IT administrators by allowing them to remotely manage security policies, device settings, certificates, applications, operating system etc. Vodafone’s solution can prove to be invaluable in the event of mobile device loss, it allows users to remotely lock or wipe all information from their smart device. We are looking forward to launch many more solutions in order to complete our whole mobile security portfolio. As the security and management of data becomes the focus for IT department with increased adoption of BYOD, we will see a spike in the technology evolution of the secure container. Overall, containerization will be a key mobile security technologies trend in 2013 and years to come. How can partners grab this opportunity? Since adoption of Mobile Device Management is increasing there are lot of opportunities available for everyone in this ecosystem. The MDM vendors, security vendors and handset OEMs are integral part of this ecosystem and have their roles cut out to address the opportunity and challenge. For e.g. containerization is being addressed by MDM vendors as well as Handset OEMs. Partners will bring in their complementary strengths and expertise. We want to co-create solutions from the established products and services which all of us will bring to the table. With so many mobile platforms, how does one manage the challenges of standardisation? Mobility platforms such as OS, handsets present a fragmented technology place. A good example is Android with multiple devices from multiple OEMs running heterogeneous OS versions. Lack of standardisation and emergence of new

possibilities will be a continuous challenge to enterprises. For e.g. Choosing the right mobile OS to build the mobile application on, choosing the right MDM platform to ensure security etc. A recommended approach is to adopt solutions that help manage the heterogeneity of devices, OSs, Applications. Solutions such as Vodafone Secure Device Manager help customers manage various Mobile platforms (OS) centrally without dealing with the mobile platforms separately. Vodafone Secure Device Manager empowers IT administrators by allowing them to enrol devices of various hues and OS, remotely enforce security policies, and manage device settings, certificates, applications and patches across devices. What are the security considerations that need to be made when it comes to enforcing and effective enterprise mobility strategy? An effective mobility strategy is driven through a well-defined mobility policy which is an extension of IT policy. Security considerations include choosing the right mix of device, OS and tools to manage the mobility environment. A Device management is the core to help address mobile information security challenges.

and at the same time control the information security. Ensuring compliance in an environment of proliferation of diverse mobile devices is a stiff challenge. The primary challenge of CIOs has been securing and managing individual devices to prevent data theft. The CIOs accept consumerization of IT as the need of the hour but are debating about business benefits of employee-friendly mobile work environment are worth the demand for managing it, which includes that the apps developed in-house for corporate use are compatible with various mobile operating systems. Also, from an internal perspective, the CIOs have to worry about HR implications that may arise out of allowing the enterprise to control and manage a device an employee has bought using personal finances and also from privacy aspect. Mature MDM solutions like Vodafone Secure Device Manager come with containerization options that will enable ‘Dual Persona’ helping an enterprise to separate, secure and manager corporate data, the personal data on the device is untouched and left to the individual to manage. How does emergence of cloud impact enterprise mobility?

“ANDROID BASED DEVICES ARE FAST BECOMING TOP CHOICE FOR MOBILISING OF APPS. EMAIL ACCESS IS NOW BECOMING COMMON ON ALL TYPES OF DEVICES, WHICH IS NOW ADDING MORE SECURITY CONCERNS.”

Vodafone Secure Device Manager provides the customers with a secure management console which allows them to gain visibility to and remotely configure different security policies and compliance policies to the organisations device estate. The security and compliance policies have to set up by the IT team within the organization as per their overall IT policy. The IT administrators can create various groups according to the company functions so that they can set security and compliance policies based on different functions. Enterprise mobility is a reality that CIOs have to deal with. What kind of challenges do CIOs face when it comes to mobility? BYOD or consumerization is driving CIOs to balance flexibility control – flexibility to allow employees to bring their choice of device to work

Enterprise mobility is all about enabling employees to access corporate data from anywhere and anytime through their mobile devices. At present the most of the enterprise mobility apps enable employees to connect to company’s database through a specific application. But in case of a problem with enterprise’s network, no employee would be able to access the services provided by the company. To combat such situation cloud technology specially if combined with a SaaStype of IT environment has helped employees to stay productive even when the organization-wide network is down. Leveraging cloud can thus help enterprises reduce downtime, while facilitating continued productivity of employees even when there is problem with enterprise’s network. Enterprises are moving towards a hybrid cloud model where the sensitive business data is stored in the private cloud space rather than the vulnerable public cloud. ë

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Q&A-Naveen Chopra of Vodafone.indd 31

18/05/13 10:34 AM

NEW PITCH

DELL

Offering Unlimited Opportunity to the Partners

From B2C to B2B and creation of Partner Direct, formation of Global Commercial Channel (GCC), Dell has evolved a lot. It is time to rise above the level. The journey is now going beyond the hardware and giving the custmers the evolved solution.

n WORDS: KARMA NEGI <KARMA@ENTERPRISECHANNELS.COM>

ver since GCC has been launched, Dell has embarked on a journey of empowering its partners and giving them very good infrastructure and transparent partner programme. The mission of the company is to offer the CIOs end to end solutions to make them agile, efficient and scalable to help their companies grow their business. Talking to Enterprise Channels, Richard Lee, Global Vice-President & General Manager of Asia-Pacific, Global Commercial Channels, Dell APAC said, “Now our strategy is very clear. This partner summit is officially the message to our partners that we want to move forward and execute our plan through next three years plan.” In the meantime, the company announced Partner Advisory Council for India. “In the next three years, we want to grow our partner business significantly by leveraging the infrastructure the company has built and leap frog to the next level,” Lee added. In the next three years, Dell wants to develop on a couple of areas from the strategy point of view. One of them is to how carry forwardswith finding the right partners in terms of its connecting and transforming technology and also protecting them from infrastructure market point of view. The company wants to bring out

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AJAY KAUL, DIRECTOR & GENERAL MANAGER, GLOBAL COMMERCIAL CHANNEL, DELL INDIA

“The bottom-line for the partners is to stay as close as possible to the data centre because everything will revolve around data centre..”

strategy as to how to focus together on various infrastructure markets because today the CIOs are in the tipping point where by they want to add value to the business. But the issue is whom should they listen to and add value. This is where Dell and its partners influence a CIO with right knowledge and right technology so that he can go to his directors or CEOs and offer the best- ofbreed technologies which can bring value to the overall business improvement. So this is one area, another area is geographic presence. Dell needs to be present pan India and the key is how to make the existing partners better in terms of offerings and how they could translate orders from the products they have out of 18-19 acquisitions Dell has over last 3-4 years. How they can enrich their offerings when they address their customers. For someone who is selling desktop, he can actually take baby step forward and transform themselves for better value solutions for example asset management, desktop management, etc. Starting from these baby steps, they can go to sell solutions like virtualization of desktops. Similarly, the data centre resellers can go beyond hardware installation to virtualized servers, hypervisor, systems management, security and Dell will give them stacks to operate. So Dell’s strategy is how to enable the partners to sell more. Richard says, “Just like any large country in APAC, the lower tier cities in India have started maturing. The use of IT becomes more prevalent from pure consumers’ use to commercial use and our objective is to how would we be part of this transition. This is our three years journey and we want to depend upon the local partners in the smaller cities than the big partners.” He maintains, “We understand the large partners adapt to the logistic needs but lack the intelligence around local needs. So while we want to reach out to the local partners in the next three years, we need to be good in end-to-end solutions that we are and we need to help our existing channel partners to grow in major cities by understanding what Dell’s offerings are.” So now Dell does not claim that the company is already there but one think they can claim that whenever they deal with the partners the company always believes in simple, transparent, and focus on the final outcome that is customers. “Too often when the vendors do the enablement they look at cost but for Dell when we do enablement we offer training free because the better trained partners are better in addressing the customers, which means they can find more new opportunities for Dell, he added. For example, in Jan 2013, Dell has started a programme called Engineers’ Club because

M AY 2013

18/05/13 10:33 AM

NEW PITCH

WALKING INTERACTION

RICHARD LEE

GLOBAL VICE-PRESIDENT & GENERAL MANAGER OF ASIAPACIFIC, GLOBAL COMMERCIAL CHANNELS, DELL APAC

Dell believes that as the company evangelise all the engineers of a partner directly, they should understand how to take Dell technology to the customers. It will also enable technical experts across the IT industry to network, exchange ideas, and share industry trends and best practices. Ajay Kaul, Director & General Manager, Global Commercial Channel, Dell India, says, “There is a clear roadmap drawn as to what we will do this year and next year. We know what exactly we are going to do and our partners know what enablers we provide in terms of partner programmes or tools we launch will help them to create value for the customers. But it is for sure the bar for this year is going to be really high because after on boarding partners from SonicWALL, Kace and Qeust, the stage is different.” Lee adds, “In my one on one interaction with channel partners, they are keen to ride the journey with us because of our long terms vision in the market. This is the year when technology will shift very fast because we moved from simple data centre, server client environment to efficient datacentre. Everybody knows that server virtualisation and hypervisor will influence the market but we are not sure how much time it will

What are your views on Cloud Computing? When we talk to the CIOs, 70% of them say that they will move to the cloud in next three years. The challenge here is that how does he relate his business outcome with cloud. Therefore I emphasize that both Dell and the channel partners to understand the business environment before we go into a conversation with the customers. Sometimes we push technologies without understanding the situations. However every journey starts with data centre. Every acquisition that we have are nicely stacked on four areas i.e. connect, transform, inform and protect. Every acquisition is relevant to the journey of the customers. Example, Boomi has been acquired two year ago. And before two years people were talking about Cloud but not many people were able to understand how to migrate. But with Boomi solution, we can bring the customer close to Cloud by having our hybrid cloud environment. Next, in coming months you will see Dell will announce full suite of converged technologies in this space – whether it is relevant to big data centres or remote sites. So what we want to do is that we want to enable our partners to really address the entire spectrum and this partner summit is one of them. It is about the celebration of their success but beyond that it is about giving them directives around our strategy. What is your opening on adoption of BYOD? It is at the early stage but consumerisation is definitely happening. The challenge in the market is how do you manage and what are the policies around security. How open are you or comfortable are you, when your IT administrator taking over your person device in terms of administration.

take in terms of conversion but we are sure that the CIOs will take decision.” In APAC, Dell started building GCC three years back. Last two years was the journey of discovery and this year is when the company think tank sits down and has put down the infrastructure in place and started partner advisory council in individual countries and now in India. Sometime last part of this year, the company plans to form APAC Partner Advisory Council and that could be very much aligned with the first Dell World to be held in China for APAC. Lee emphasizes, “So we are shifting Dell World to APAC, which is a very good thing for us in bringing channel to the next stage. The Partner Advisory Council is the most influential body or group for Dell from the perspective of the channel partners. This group will be exposed to all innovations and strategy of Dell from products and marketing stand point. These will be also heard by Dell in terms of challenges and opportunities that channel partners could have.” Although the number of the representations to the Partner Advisory Council is not decided as yet, but the company wishes to have representation of partners from many expertise areas and cities. In a sense it is different from others similar programme where they take top performing

partners only. One more vent that Dell is emphasizing on is Solutions for Success, where the company gets partners and their customers and present their solutions capabilities. That gives a lot of confidence to the partners. As per Kaul the bottom-line for the partnersis to stay as close as possible to the data centre because everything related to compute, storage or networking will revolve around data centre. So the partners should move from being only the suppliers to the consultants and Dell is committed to help them to reach there.

FINALLY… Today, there is a huge traction happening around cloud computing and virtualization, which is not about technology adoption only but also about integrating people and process. So Dell’s final objective is to take the partners together and ride together and influence the CIOs. And, Dell Partner Advisory Council is going to play a major role in influencing the company’s directions and the platforms. Secondly, Indian mid-market is the most coveted area from traction perspective, through GCC, Dell would seriously want its partners to expand Dell’s coverage in these areas as much as possible. ë

M AY 2 013

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18/05/13 10:33 AM

INNOVATIONS

KEY CAPABILITIES n Supports Wi-Fi speeds of up to 1.3Gbps n Delivers extraordinary investment protection and wireless network leadership n Allows customers to decide when and where to deploy wireless today n Cost-effectively migrate to the high capacity 802.11ac Wi-Fi standard in the future.

Cisco Products with 802.11ac Networking Standard Cisco new products based on the next-generation 802.11ac wireless networking standard that offer data transfer speeds of up to one gigabit per second – are fast enough to download significant amounts of Web

content and run streaming video simultaneously. The new products, which are already being adopted around the world by hospitals, universities, law firms and other organizations, will enable businesses

to more easily support the growing number of devices connected to their wireless networks, and to ensure the high performance of high-bandwidth applications, such as HD streaming video, Web conferencing,

and data backup and transfers announced the official statement. Operating in the 5GHz range, 802.11ac allows customers to provide end users with greater speeds and access to more bandwidth-intensive applications. Cisco’s fieldupgradeable modules help ensure high performance for connected users and also extend the battery life of mobile devices.

PLEASE SEND YOUR FEEDBACK AT EDITOR@ ENTERPRICECHANNELS.COM

ARRAY NETWORKS WAN OPTIMIZATION CONTROLLERS Array Networks new aCelera WAN optimization controller product line is comprised of both virtual appliances, which provide scalability, flexibility and affordability for cloud and virtualized environments, as well as hardware appliances that deliver an unbeatable combination of functionality, performance and return-on-investment announced the company. For cloud and virtualized environments, Array aCelera is available for the industry’s three leading hypervisors-VMware ESX or ESXi, Microsoft Hyper-V and Citrix XenServer-and is also available for Windows Server. For data centers and customer environments, aCelera is available on Array’s WanVelocity hardware. On the client side-for individual users-aCelera is available as a software package for Windows XP and Windows 7 machines, enabling acceleration in conjunction with aCelera virtual appliances or hardware in the corporate data center or on the cloud provider network. To provide scalable, end-toend control of WAN optimization deployments, central management system (CMS) software enables global policy configuration and deployment for Array’s new aCelera family of products.

Innovations.indd 34

KEY CAPABILITIES n Applications will run faster leveraging the compounding benefits of data center and WAN acceleration. n aCelera will run alongside Array’s vAPV and vxAG in the cloud n Delivered 99% performance improvements, transferring files in mere seconds as compared to hours without aCelera. n In a test of random Microsoft Office file types and sizes, file transfers that normally required 45 minutes to complete took only 11 minutes with aCelera. n Delivers unbeatable ROI for any size organization.

M AY 2013

18/05/13 10:26 AM

Advts.indd 11

22/03/13 9:59 AM

RNI NO: DEL ENG/2013/49006 Postal Reg. No.: DL-SW-1/4169/13-15 Date of Publication: 18 of Every Month Date of Posting: 20 & 23 of Every Month

Advts.indd 4

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