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India’s most TRUSTED brands chosen by the customers volume IV
Copyright © Kalinga Digital Media
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Content PREFACE FOREWORD CATEGORIES MOST ADMIRED BRANDS IN INDIAN ICT INDUSTRY iNDIAN MARKET SCAPE ACER INDIA PVT. LTD. ADATA TECHNOLOGY INDIA AKAMAI TECHNOLOGIES ALCATEL LUCENT ENTERPRISE (ALE) AMD INDIA PVT. LTD. AMI ARRAY NETWORKS ASPECT SOFTWARE AVAYA INDIA PVT. LTD. AXIS COMMUNICATIONS INDIA BARRACUDA NETWORKS, INDIA BLACKBERRY INDIA PVT. LTD. CANON INDIA PVT. LTD. C-DOT CIENA CHECKPOINT SOFTWARE TECHNOLOGIES LTD. CISCO SYSTEMS INDIA PVT. LTD. C P PLUS INDIA CTRLS DATACENTERS LTD DDA CYBEROAM TECHNOLOGIES – A SOPHOS COMPANY DELL INDIA PVT. LTD. D-LINK INDIA LTD. EMC DATA STORAGE SYSTEMS (I) PVT. LTD. EMERSON NETWORK POWER (I) PVT. LTD. EPSON INDIA PVT. LTD. EXTREME NETWORKS FireEye FORTINET TECHNOLOGIES INDIA PVT. LTD. GAJSHIELD INFOTECH (I) PVT. LTD. GIGABYTE TECHNOLOGY INDIA PVT. LTD. GODADDY INDIA HID GLOBAL HITACHI DATA SYSTEMS HP INDIA SALES PVT. LTD. HUAWEI ENTERPRISE BUSINESS GROUP INFOR GLOBAL SOLUTIONS INDIA PVT LTD. INTEL INDIA INSPIRA ENTERPRISE INDIA PVT. LTD INTEL SECURITY( MCAFEE) IVALUE. INFO SOLUTION pVT. lTD JUNIPER NETWORKS INDIA PVT. LTD. K7 COMPUTING PVT. LTD KASPERSKY LAB INDIA KINGSTON TECHNOLOGY INDIA LENOVO INDIA PVT. LTD. LOGITECH ELECTRONIC INDIA LUMINOUS POWER TECHNOLOGIES (P) LTD MATRIX COMSEC PVT. LTD. ESCAN NCOMPUTING NETAPP INDIA
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NIELIT NVIDIA INDIA PVT. LTD. NNR IT SOLUTIONS NIXI NBCC NTPC ORACLE INDIA PVT. LTD. PALO ALTO NETWORKS PANTEL TECHNOLOGIES PANASONIC INDIA PVT. LTD. POLYCOM INDIA POWER GRID CORPORATION OF INDIA LTD. QUANTUM QUICKHEAL TECHNOLOGIES PVT. LTD. RED HAT INDIA RADWARE REIL (RAJASTHAN ELECTRONICS & INSTRUMENTS LIMITED) RAH INFOTECH PVT. LTD. RICOH INDIA LIMITED SANDISK COPORATION INDIA SOFTWARE TECHNOLOGY PARKS OF INDIA (STPI) SAP INDIA PVT. LTD. SEAGATE SMARTLINK NETWORK SYSTEMS LIMITED SPARSH CCTV SCHNEIDER ELECTRIC INDIA SOMANY CERAMICS LTD SPICE MOBILITY LTD SYMANTEC SOFTWARE SOLUTIONS PVT. LTD. SYMPHONY SUMMIT TALLY SOLUTIONS INDIA PVT. LTD. TATA TELESERVICES LTD TELECOMMUNICATIONS CONSULTANTS INDIA LIMITED TVS ELECTRONICS LIMITED TP-LINK INDIA PVT. LTD. TREND MICRO INDIA PVT. LTD. UTSTARCOM INDIA VMWARE SOFTWARE INDIA PVT. LTD. WEBEL GROUP OF COMPANIES AT WBEIDC WD XEROX INDIA LIMITED ZICOM ELECTRONICS SECURITY SYSTEMS LTD. ZYXEL TECHNOLOGY INDIA P LTD HUDCO INDUSTRY BODIES IN INDIA CIO’S VIEW POINT TELECOM SERVICE PROVIDERS IN INDIA GOVERNMENT BODIES/AUTHORITIES ICONS OF INDIA TELECOM COMPANIES IN INDIA DISTRIBUTORS & VADS IN INDIA IT ASSOCIATIONS IN INDIA VARS IN INDIA MOVERS & SHAKERS - it iNDUSTRY TOP SOLUTION PARTNERS IN INDIA MAKE IN INDIA BRANDS ADVERTISEMENT INDEX
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Preface
Weâ&#x20AC;&#x2122;re delighted to bring you the fourth issue of the Brand Book. The Brand Book, the Bible of the Indian ICT industry (critical component to achieving success), takes into account the massive impact technology has on the consumerâ&#x20AC;&#x2122;s behaviour by taking recourse to aggressive market surveys to understand the buyerâ&#x20AC;&#x2122;s behaviour. I would like to extend my heart-felt thanks to all those who voted and especially to those who participated online via the social media platform and gave their feedback on the survey. The listing in the Brand Book is considered on the parameters which are based on high recall value, brand awareness, brand image and perception, brand performance and brand association. It is a research-driven Coffee Book on the Indian ICT industry and a unique platform for the IT and telecom companies to plan out annual strategies for the organization and express their go-to-market approach. In consonance with the priorities laid out in its earlier avatars, this issue will go extra mile to reach the Indian enterprise and SME sector (the engines of growth of our economy). In this issue, we are bringing forward the market scape by providing in-depth quantitative and qualitative technology market assessments of ICT vendors for a wide range of technology markets and it spells about the comprehensive assessment of market competitors, delivered in a full-length research report, and summarized in an easy-to-read graphical depiction. In our previous editions, the brands which have participated have fortified their presence in the hearts and minds of the Indian consumers and the book served as a ready-reference tool on the leading players in the ICT sector. It can be said with certainty that there exists a strong emotional connect between the brand and the customer which results in the increase of sales volumes. It is noted that all buying cannot be done by the rational approaches and a great percentage of buying is through the emotional approaches. In addition to this, emotional connection can have a big impact on the business. It is true that people make mistakes when they try something new. But this should not deter us from treading the path which is ignored by many. Finally, a big thank to the marketing heads for taking this issue to the helm. Our thanks, as always, for the generous responses of all involved. The Book will provide you with the critical information necessary to make your most important technology investment decisions on e-commerce, hardware, software, after sales support and mobility on their evolving delivery system. With the country moving ahead with the mission of making digital India a grand success and bringing 100 smart cities in the country, there will a huge amount of requirement of technology products and solutions. And this is where the Brand Book will come handy to anyone aspiring to be a part of this Digital India initiative.
Deepak Kumar Sahu Publisher & Editor-in-Chief
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Foreword
The Brand Book is positioned as the ultimate vehicle for the corporates to position their known identity not only in terms of products and services they offer but also the essence of what the company stands for in terms of service and other emotional, non-tangible consumer concerns. The fourth edition of the Brand Book is focused on the thought leadership in ICT industry, and positioning of the brand in the end consumer segments by knowing on how the consumer-centric model works. It is a powerful media vehicle for organizations in the ICT space to promote and market their products, services and solutions and special focus on how to improve client’s top line business including promotion optimization and innovation-driven new product developments. The Brand Book is the right evidence to suggest on how consumers want ‘relationships’ with brands and commitments from the brand owners to reach out to customers on continued ways and for creating the brand loyalty. The digital version of the Brand Book will reach out to the potential segments like enterprise and SMEs in the country. Since, SMEs are the key enablers of business success, particularly small businesses have shown great resilience in the face of challenging economic conditions in recent years; the number of SMBs still continues to grow. There has been an increase in the number of start-ups who claim to be doing so out of necessity. It’s absolutely a fact that India is a powerhouse as an emerging market because of its fast growing economy and large population. More specifically, investors should pay close attention to the major shift in the size of the nation’s middle class. Finally, by understanding the buyer’s behaviour, increasing use of devices, companies now have opportunities to learn more about customers. They can take information about demographics and marry it to customer histories or other information residing in CRM, ERP systems to get a better handle on customer needs. In summary, the best way to get noticed is by grabbing attention and focus on brand salience to prime the users mind, be consistent and stay competitive. Thank you everyone for being loyal readers. Thank you also for all of your questions, suggestions, comments, criticisms, and praise. Thank you, for sharing the valuable inputs for the Brand Book. I look forward to continuously working with you with our regular edition of VARINDIA. We will be there for reaching your voice out in the market in every possible way.
S. Mohini Ratna Editor
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Categories ANTIVIRUS
AVG BIT DEFENDER ESET ESCAN F-SECURE KASPERSKY LAB K7 COMPUTING MCAFEE NORTON MAXSECURE QUICKHEAL SYMANTEC SOPHOS TREND MICRO
CLOUD SERVICES AMAZON CTRLS GO DADDY HP IBM DELL EMC GOOGLE HCL INFOSYS MICROSOFT RACKSPACE SALESFORCE SIFY TCS
DESKTOP / ALL-IN-ONE ACER DELL HP LENOVO TOSHIBA
DIGITAL CAMERA CANON FUJIFILM KODAK NIKON SONY SAMSUNG
EDUCATION SOLUTIONS CLASSMATE CORE EDUCOMP EDURITE EDUTECH EDUVISORS EVERONN HCL HP EDUCATION NIIT NEXT EDUCATION PEARSON SMART
FLASH DRIVES ADATA AMKETTE HP KINGMAX KINGSTON
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MOSER BAER OM NANO TECH SANDISK SONY STRONTIUM TRANSCEND VERBATIM
GRAPHIC CARDS (GPU) AMD ASUS GIGABYTE NVIDIA
HARD DISK
A DATA SEAGATE TRANSCEND TOSHIBA WESTERN DIGITAL
LAPTOP
ACER DELL LENOVO PANASONIC SAMSUNG TOSHIBA
MANAGED PRINT SERVICES BROTHER CANON HP KONICA MINOLTA KYOCERA PANASONIC RICOH WEP PERIPHERALS XEROX
MOBILE/SMART PHONES APPLE BLACKBERRY BPL G-FIVE GIONEE I BALL INTEX LAVA PHILIPS HTC KARBONN LENOVO LG MICROMAX MICROSOFT SAMSUNG SPICE SONY VIDEOCON WYNNCOM XIOMI XOLO ZEN
MONITOR AOC ACER DELL
HP LG SAMSUNG VIEWSONIC
MOTHER BOARD ASUS DIGILITE ECS GIGABYTE INTEL MSI
NETWORKING & WIRELESS ATI AIRTIGHT BROCADE CISCO DELL-FORCE 10 D-LINK HP HUAWEI JUNIPER MATRIX MICROTIK MOLEX MOTOROLA NETGEAR RAD DATA RUCKUS SMARTLINK TP-LINK TRENDNET RIVERBED UBIQUITI ZYXEL ZTE
OPERATING SYSTEM
ANDROID IOS FEDORA (LINUX) GOOGLE( CHROME) MICROSOFT (WINDOWS) NOVELL (NETWARE)
PASSIVE NETWORKING ADVA OPTICAL C DOT CIENA FIBCOM HUAWEI INFINERA JUNIPER SCHNEIDER SMARTLINK TEJAS TYCO VMC ZTE
PERIPHERALS AMKETTE IBALL ELECOM FRONTECH INTEX LG LOGITECH
MOSERBAER RAPO RIVOLABS ZEBRONICS
POWER SUPPLY (UPS) APC BPE CyberPower Systems DELTA EMERSON INTEX LUMINOUS MICROTEK NUMERIC SOCOMEC SU-KAM UNILINE
PRINTER
BROTHER CANON HP EPSON KONICA MINOLTA KYOCERA LEXMARK LIPI PANASONIC RICOH SAMSUNG TVS-E XEROX
PROCESSOR
AMD INTEL TEGRA QUALCOMM VIA
PROJECTORS ACER BENQ CANON CASIO DELL DELTA EPSON HITACHI LG NEC PANASONIC SAMSUNG SONY TOSHIBA VIEWSONIC
STORAGE
AMI CISCO DELL EMC FUJITSU HITACHI HP HUAWEI IBM LENOVO NETAPP NETGEAR ORACLE TP-LINK ZTE
SECURITY ALLOT
ARRAY NETWORKS BLUECOAT CHECKPOINT CISCO DELL - SONICWALL ELITECORE FIRE EYE FORTINET FORESCOUT F-SECURE GEMALTO GFI HP JUNIPER F5 NIKSUN PALO ALTO POSITIVE TECHNOLOGIES PING IDENTITY RSA RADWARE SAFENET SANOVI SOPHOS TIPPING POINT TRUSTWAVE WATCHGUARD WEBSENSE WINMAGIC
SERVICE SUPPORT ACCEL FRONTLINE AFORESERVE BRIGHT POINT DIGI-CARE HCL INTARVO MICROCLINIC NEOTERIC- F 1 REDINGTON SALORA TVS-E WIPRO SERVER DELL HP LENOVO ORACLE
SOFTWARE
ADOBE BMC BUSY CA DELL-QUEST HP IBM INFOR MICROSOFT NEWGEN ORACLE RAMCO SALESFORCE SAP TALLY
SURVEILLANCE AXIS BOSCH CANON CP PLUS GE GUNNEBO HCL HIK VISION HONEYWELL LG
NEC SAMSUNG SCHNEIDER SPARSH TYCO UTC ZICOM
TABLETS
ACER ASUS APPLE BLACKBERRY DATAWIND DELL GOOGLE NEXUS HP IBALL KARBONN LAVA LENOVO MICROMAX RELIANCE SWIPE SAMSUNG VIDEOCON
TELCO
AIRTEL AIRCEL IDEA BSNL DOCOMO MTNL MTS RELIANCE UNINOR VIDEOCON VODAFONE TELECOM ADVA OPTICAL ALCATEL LUCENT C-DOT CIENA FIBCOM HUAWEI MOTOROLA RAD DATA RADWIN STERLITE TATA TELE SERVICES TEJAS UT STARCOM VIOM NETWORKS ZTE THIN CLIENT CITRIX SYSTEM HCL WINBEE HP IBM NCOMPUTING VMWARE DELL-WYSE
VIDEO CONFERENCE AVAYA BUSINESS OCTANE CISCO INDIA CLEARONE HUAWEI LIFESIZE PANASONIC POLYCOM PEOPLELINK VIDYO
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MOST ADMIRED BRANDS IN INDIAN ICT INDUSTRY
Brandbook provides a thorough understanding on the leading brands in Indian ICT industry and what showcases the power behind the brand.These are the brands which reaches to the customers doorstep as reference guide to make the business critical decisions by bridging the gap between in the crowded technology products and solutions available in the market place and Voice of CIOs are the crucial factor in choosing as the trusted brands since they are the large consumer of the brands.
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POWER OF BRANDS
Top Ten Brands in Indian ICT Industry VARINDIA’s channel survey to find out the most admired brands in Indian ICT industry is enables you to articulate the contribution of your brand to business results being voted by the partners and customers. It bringing the results of the annual Readership Survey conducted across the country among customers and partners. The Top Brands and the most admired bands have been chosen on the basis of votes exercised by them, since most companies do agree that 80% of their products are being sold by their Partners and VARs and so it is very much significant that the partner community must have a giant say in this regard as they are the ones who sell the products to the customers. Additionally, it addresses the strength of the brands inside the organization as well as externally, we provide a more holistic assessment of your brand performance and manage brand value. Informationcommunication and telecommunications industry are the key input to productivity and growth performance in the business sector. It has made good progress in modernizing the country’s economy and has started to successfully address structural problems including low levels of human capital and poverty. We believe that a strong brand, drives improved business performance and brand positioning should be identified in such a way that on the functional and emotional level alike, it should refers to arguments and benefits of importance to the target segments. Think of Apple and the names come gushing by – iPad, iPhone, iPod, iTunes, Mac, OS X – an unrivalled legacy of products that have caught the imagination of many a gizmo freak. Year after year, Apple has managed to grab the title of bestselling smartphone. However, they do not have a marketing budget and strangely never advertise their mobile phone products anywhere. I t uses a retail strategy called “minimum advertised price” (or MAP) that prohibit resellers or dealers from advertising the manufacturer’s products below a certain minimum price. Apple’s premium pricing strategy is what places this brand apart from the rest. It attempts to increase market demand for its products through differentiation, which entails making its products unique and attractive to consumers. This is in tandem with Jobs’ vision who always wished to create a premier product and charge a premium price. Its latest phone to hit the market, iPhone 6 and iPhone 6 Plus still continue to dominate customer psyche. Products and Solutions: Mac, iPhone, iPad, iPod, Apple TV, iCloud, Apple store, iTunes Store, OS X and iOS operating systems. Microsoft which has influenced the life of each and every computer literate is synonymous with OS. Even after 4 decades of its operations, it refuses to shed off its ‘iconic brand’ tag that it is associated with. The year 2014 has been quite significant for the Redmond giant; the beginning of the year saw the third CEO in Microsoft’s history, SatyaNadella taking the helm of the company. John W. Thompson took on the role of chairman, with Bill Gates becoming more active within the company as Technology Advisor. It also completed its acquisition of the Nokia Devices and Services business, forming a new subsidiary, Microsoft Mobile Oy. In September, the company acquired the video game development company Mojang for a sum of $2.5 billion. Products and Solutions: Windows OS, MS Office suite, Office 365, Microsoft Dynamics, Mac OS, Azure Cloud Platform, Windows Live, Xbox game console, Bing, Skype, Microsoft Development Tools (Visual Studio, Silverlight), Windows Phone, Microsoft Mobile, Tablets.
Google has become a household name by now. Google’s innovative search technologies connect millions of people around the world with information every day. As of October 2014, Google has a valuation of $107.4 billion. It announced the selling of Motorola Mobility unit to China-based Lenovo in the beginning of 2014 for $2.91bn, keeping just the extensive patent used to develop Android products. Google owns and operates six Google Modular Data Centers across the U.S., Chile, Finland, Ireland, Belgium, Singapore and Taiwan. The company has also hinted at publicly launching its first Project Ara smartphones in Puerto Rico this year. Products and Solutions: Google.com, Android, Gmail, Google Chrome, Google AdWords, Google Analytics, Chrome OS, Google Drive, Google Docs, Google +, Google Apps, Nexus Tablets, Google Maps, Chromebook.
More than a hundred year old company, IBM has been working towards building a Smarter Planet for the last 5 years, with business analytics, cloud computing, growth markets forming its other growth initiatives. After selling off its x86 business to Lenovo for a fee of $2.1 billion, the company now continues to invest in its core hardware systems business as part of its transformation. As a result of this, IBM in the beginning of 2015 has launched the z13, which it bills as the first mainframe specifically designed to accommodate the booming mobile app economy. In November 2014, IBM and Twitter announced a global landmark partnership to help enterprises make better, more informed decisions. IBM’s association with India is deeprooted and long-term. That India stands high in IBM’s scheme of things has been a critical asset to Big Blue’s globally integrated enterprise model. Products and Solutions: Software, Storage Networking & Virtualization, Systems and Servers, Application Lifecycle Management, Smarter Analytics.
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Till sometime ago, Samsung was struggling to catch up in the smartphone market; but now the landscape has changed in its favour, with the company becoming one of the largest technology companies globally by revenue. Every phone that it launches in the market creates the necessary hype for users to at least have a look of what the company has launched; such is the aura that Samsung phones carry. Lately Samsung launched Z 1 powered by Tizen OS. Tizen, deployed in Samsung smart watches and cameras, is designed by Samsung along with other telecom developers by merging the former’s homegrown Bada project. Samsung is also looking to give IoT a big boost in the next five years, for which it has made few acquisitions.
Cisco has built the brand in such a way that today it has become synonymous with networking solutions. While Cisco’s plummeting sales in the emerging markets has made its going tough, it is starting to regain its lost footing with the company catching on the trends of ‘Internet of Everything’ and Software Defined Networking. In India, it is looking forward to play an active role by enabling digitization of Indian economy and developing the country as a strategic business hub. Products and Solutions: Borderless Networking products, Collaboration, Voice & Conferencing products, Security & Surveillance products, Wireless, Network Storage Systems, Data center products.
Products and Solutions: Mobile Phones (Smartphone and Feature Phones), Tablets, Wearable devices, Cameras/Camcorders, Mobile Accessories, Home Appliances, Audio Video equipment and Enterprise business.
Intel is another company which needs no introduction. Intel’s strategy for 2015 speaks of staking out a big chunk of market share in tablets by offering manufacturers subsidies to use its chips. In November 2014, the firm announced plans to merge its division that handles chips for personal computers with its group that handles chips for smartphones and tablets, fuelling huge internal changes at the organisation. In India, however Intel has crafted a different success story. Post the announcement of National Digital Literacy Mission with Intel and NASSCOM as partners, the chip vendor is really pushing hard to make Digital Literacy a reality. As part of the initiatives undertaken under the Digital Literacy Mission, Intel also announced the completion of its ‘Follow the Fiber’ program conducted in the first three villages to receive connectivity as part of NoFN roll out. Products and Solutions: Bluetooth chipsets, flash memory, microprocessors, motherboard chipsets, network interface cards
One of the world’s largest information technology companies HP operates in almost every country in the planet. HP’s commitment to global citizenship is based on a foundation of strong corporate accountability and governance, a commitment to environmental responsibility and active investment in local communities. In October, 2014, HP announced that it was planning to separate its personal-computer and printer businesses from its technology services and forming two publicly traded companies - Hewlett-Packard Enterprise and HP, Inc. The Palo Alto headquartered HP provides a whole gamut of IT solutions that the resurgent India needs at present. Products and Solutions: Printers, HP Software products, HP Converged Cloud products & Solutions, Scanners, Tablet Computers, Desktop computers, Notebooks, Thin Clients, Workstations, Servers, Enterprise storage, ProCurve Networking products.
Dell’s transition from being an industry leader in the hardware business to an end-to-end IT Solutions player is really worth mentioning. The company has its most comprehensive presence outside the United States in India. With the aim to tap more enterprise customers with its solutions portfolio, it has made several adjustments to its Channel strategy in the last few quarters. The new GTM plan is linked with the transformation that Dell has under gone over last few years, right from the time when Michael Dell took the charge as CEO in 2007, acquiring software companies, building a solutions stake to being a private company now.
SAP software has over the years come to be installed on the majority of the Fortune 500 company’s servers and data centers. In 2014, SAP changed from an AG to a European Company (SocietasEuropaea or SE). Together, they represent a $350 billion market opportunity by 2020, as projected by the top leadership at SAP. SAP HANA continues to remain an integral part of SAP’s Cloud strategy. SAP India, which is rightly named t h e “Jewel in the Crown” of SAP globally has not only established a sound footprint in the Indian market, but has also become successful in building a robust partner network and a large customer base.
Products and Solutions: Personal Computers, Workstations, All-in-Ones, Laptops, Servers, Peripherals, Tablets, Ultrabook, Storage, Networking, Converged Infrastructure Solutions, Smartphones, IT Services, Datacenter Virtualization.
Products and Solutions: Business Applications (CRM, ERP, PLM, Supply Chain Management), Analytics, SAP HANA, Database & Technology.
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POWER OF BRANDS
India’s Most Trusted Brands The Most Trusted Brands in the Indian ICT industry reflect and articulate the contribution of those brands that have displayed strong leadership in their respective areas with the global competition becomes tougher and many competitive advantages such as technology become more short-lived, Most Trusted Brands are one of the few business assets that can provide long-term competitive advantage with the capability of digital transformation and best practices with strong campaign management to ensure that CMOs initiatives are: Strategic and transformational with smooth operationally efficient and obsessively focused on revenue and cost, and lastly, continuous innovating the brand which is not only recognized by customers, but there is also an in-depth knowledge and understanding of its distinctive qualities and characteristics like brand dependability. The survey also found that the ICT industry is the key input to productivity and growth performance in the business sector by having made good progress in modernizing country’s economy. Our strong belief is that a strong brand, regardless of the market in which it operates, drives improved business performance. Adobe has aggressively transitioned its business model to be more Cloud-based, and established leadership positions in the explosive Creative Cloud category, a Software-as-a-Service offering of high-quality content that is freely accessible to Creative Cloud members and retaining many of the features of its previous Adobe Creative Suite. In June 2014, the company announced 14 new versions of the CC essential desktop tools, four new mobile apps, and the availability of creative hardware for customers. For digital marketers, it has the Adobe Marketing Cloud suite that includes a complete set of analytics, social, advertising, targeting, experience management. It has lately introduced mobile features to its Marketing Cloud, thus making smartphones and other mobile devices new targets for analytics. At the recent CES, AMD makes FreeSync a reality. FreeSync is an AMD technology designed with the promise to utilize already existing industry standards in order to bring dynamic display refresh capabilities at little to no cost to the OEMs and consumers. It announced expansion of the FreeSync ecosystem with technology partner, including BenQ, LG Electronics, Nixeus, Samsung, and Viewsonic showcasing their upcoming commercially available FreeSync1-enabled displays. As a part of its 2015 roadmap and its commitment to improving APU energy efficiency 25x by 2020, AMD has announced the addition of its first Mobile highperformance System-on-a-Chip (SoC), codenamed “Carrizo” and a mainstream SoC codenamed “Carrizo-L”. Acer Incorporated is a Taiwan-based company is devoted to designing IT products that improves usability and add value to our customer needs -- be it at work or leisure and engaged in the research, development, design, manufacture and distribution of personal computers (PCs) and notebook computers. The Company provides its products including desktop PCs, notebook computers, tablets, smartphones, monitors and projectors. It’s strong believe is innovation which is not the mere creation of new technologies and solutions, but the guarantee that users receive the benefits of these developments, and feel truly empowered.Acer distributes its products within domestic market and to overseas markets, including Europe, the Americas and the rest of Asia. Avaya is known for spearheading several path-breaking technologies in the collaboration space. Innovation is Avaya’s biggest strength and is constantly working towards meeting the collaboration and communication needs of its customers as they grow with solutions like video conferencing and managed services portfolio. It has lately started working with Google on innovative contact center solutions for businesses. The collaboration combines Avaya’s expertise in customer engagement technologies with Google’s expertise in Web applications and Chromebooks to enable greater simplicity, flexibility and cost efficiency in contact center operations. Trusted for the high level of professional utilities, BlackBerry devices have a high quotient of intricacy, security and fidelity of sensitive user data. This is the USP of BlackBerry (both Mobile Phones and Enterprise Mobility solutions) and due to this it still has a user base which the company hopes, will continue to expand at a healthy growth rate. The latest product to have been launched by the handset major in India is the Passport, while the latest Classic Smartphone is all set to set foot in the domestic market in the New Year. In the Enterprise Mobility Management space which is deemed as the future of BlackBerry, it has secured a deal with Samsung to bring its new BES12 EMM platform to Android users, with the services to be made available to companies likely on Samsung’s line of Galaxy smartphones and tablets this year. A leader in imaging technologies, Canon India has taken the Indian market by storm. The company, with its heritage in digital technology, is at the forefront of simplifying user experience with its new digital cameras launched for amateur photographers. Canon takes pride in not only bringing quality products to the market, but also serving customers. Reinforcing its commitment to customer service, Canon has launched the Asia Traveller Protection Programme (ATPP) recently, which provides customers access to professional Canon repair services for their cameras and lenses across 12 markets in Asia. It is also betting big on the commercial printing domain by expanding its colour production printer portfolio with new exciting models. It has also kicked off a repositioning campaign for its Inkjet consumer printers. Security which is the DNA of Check Point and the endeavour with continuous innovation by virtue of extensive R&D initiatives helps the company lead the industry. With BYOD becoming a common feature, Check Point has come up with the Mobile Capsule integrated solution that can provide seamless security to protect business data from threats, establish a secure business environment on mobile devices, and secure business
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documents, devices and networks. Earlier this year, it came up with Software Defined Protection, a new pragmatic security architecture that provides flexibility to cope with new threats and also incorporate new technologies. It currently monitors the networks of 900 organizations, analyzing over 100 million events from about 1,000 security gateways, and 1,20,000 hours of data. A security products manufacturer company, C P Plus brings together the passion for quality and security. The company produces CCTV cameras, digital video recorders, and special digital video recorders to network video recorders like mobile digital video recorders, compression cards and IP cameras. C P Plus has a portfolio of products and solutions that include CCTV cameras, digital video recorders, IP cameras and network video recorders. With focus on market expansion, evolving overseas customer base and improving brand credit and reputation, C P Plus constantly upgrades its products and services for customers so that they are always up-to-date with the latest technological advancements in the security and surveillance sector. With deep commitment to ensure desired consistency, traceability and readiness to augment customer experience, Channel First strategy has been the reason Cyberoam cites as its success mantra in India. While it continues to be a leading vendor in the SMB and SME space, adding Next-Generation Firewalls to its security portfolio was a clear move on its part to make its presence felt in the enterprise security market. For working closely with IT Heads / CIOs and bringing together experienced and innovative security managers, Cyberoam’s Inner Circle initiative is envisaged as the right platform for promoting best practices in security which it had recently started. There are several core values that form the foundation for D-Link’s success – Reliability, Trust, Service and nurturing a customer-focussed culture. To bolster its presence in the Smart home device space (in which it was already a leading player), D-Link has launched new home networking kits at the recent CES 2015 that are being offered in two versions, including PowerLine AV2 2000 Gigabit Starter Kit DHP-701AV and an updated PowerLine AV2 1000 Gigabit Starter Kit DHP-601AV. With the continued focus on Enterprise, Education and Home segments in 2014-15, Epson has made several path-breaking launches this year. It has strengthened its projector portfolio with several new products including a new large-scale venue projector which is Epson’s brightest projector to date and has been a key driver for its growth over competition. A 3LCD interactive projector that features finger-touch capabilities was also among its launched products. The company has witnessed success in the Indian market earlier by having introduced the revolutionary Ink Tank solutions. Otherwise best known for its office products, Epson created quite a ripple by entering the wearable tech market globally with a series of fitness products, which will be available later this year. Many would have associated Emerson to a UPS company but over time it has expanded its leadership to other solutions, the most recent being data center infrastructure management (DCIM). With the appointment of Inflow Technologies as its distributor, the company plans to address the growing demand from enterprises for superior data center management solutions including its Trellis platform. It has also appointed neoteric infomatique as a national distributor for its range of UPS products in India. Through its combined efforts of engagement, Emerson makes sure that it is a symbiotic communication with both customers and partners. Coinciding with the festive season, Emerson announced the “Avocent ACS Advantage Ascent” payback scheme for its VARs and Network Solution Partners (NSPs) in India. EMC has evolved as a company through multiple acquisitions and R&D from a pure play storage company to a technology major ever since its inception in 2000. Intending to increase its revenue from non-hardware business, the company will roll out the EMC Business Partner Programme in 2015 which will replace the existing Velocity Partner Programme and all other channel programmes across all EMC companies, including VMware. At its EMC World 2014, EMC announced the EMC ECS (Elastic Cloud Storage) Appliance, a hyperscale private cloud storage infrastructure that redefines the economic benefits of cloud storage for service providers and customers of any industry and size. Taking on Amazon’s cloud storage service, the ECS comes on top of other EMC platforms, including the EMC Atmos public cloud storage platform. eScan is a comprehensive Antivirus Solution that provides Zero-Day protection to computers from objectionable content and cyber security threats. In line with the brand’s ongoing growth in the enterprise security market, it has introduced three new lines of corporate products, all of which have cloud integration and support for hybrid networks – eScan Corporate 360, New eScan Corporate Edition (with Hybrid Network Support) and eScan Endpoint Security (with Hybrid Network Support). Having seen a huge growth in mobility adoption across enterprises, e-Scan has also introduced the Mobile Device Management module which is aimed at facilitating the administrator to remotely monitor. It has managed to enter into the SMB as well as government and education segments with prestigious clientele. Unified Threat Management (UTM) has been a sweet favourite for Fortinet, with the company vying for becoming a larger player by becoming a dominant player in the mid-market and enterprise space. However, it has come a long way from UTM as its partners today have multiple entry points with next-gen firewall space, WAN optimization, secured wireless routers, WAF, DDOS, and APT (Advanced Persistent Threat). It has recently joined the Equinix Cloud Exchange to provide enterprises and service providers scalable and reliable security solutions across multiple cloud architectures. Fortinet has also expanded its India Technical Assistance Center in Bengaluru by adding support engineers, professional services consultants and Premium Account Managers who will oversee timely deployment of local projects. F5 Networks is into application delivery services. The Company ’s core technology is a full-proxy, programmable, software platform called TMOS (Traffic Management Operating System). It helps organizations seamlessly scale cloud, data center, and software-defined networking deployments to successfully deliver applications to anyone, anywhere, at any time. It works with many technology companies to improve manageability, strengthen security, and ensure faster and more successful deployments. Its applications can remove the roadblocks in one’s network to efficiently and securely deliver applications
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POWER OF BRANDS that are available to users when and where they need them. It can also accelerate one’s application response time, minimize latency and delays, and reduce the number of data round trips necessary to complete a web request. Since launching the first Ultra Durable technology in 2006, GIGABYTE has made much significant advancement to the critical power delivery area of the motherboard by using low-temperature, highly efficient, long lifespan Graphics card. In its latest 9 Series motherboards that are based on the Intel Z97/H97 Chipset, Gigabyte has already launched over 10 Gaming Motherboard models. Very recently, it has launched its X99 motherboard series, based on the Intel X99 chipset and latest DDR4 memory support that also includes Gaming and Overclocking categories. The company has had a remarkable market share in the Indian Do-It-Yourself (DIY) PC motherboard last year. It has also unveiled the P37X notebook, a 17.3-inch gaming notebook at CES 2015 along with P37K and P37W. One of India’s original IT garage start-ups, HCL Technologies is among the five fastest companies to cross $1-billion net profit, $5-billion revenue and $15-billion market capitalization since incorporation. Over the past three years, its share price has risen by 249%. In fact, it was the only company among its peers to have recognized infrastructure management services (IMS) as a space ripe for large-scale outsourcing. Going ahead, healthcare and education are touted to be the two important verticals that HCL will focus on. The Shiv Nadar-founded company is, however, betting on engineering services outsourcing (ESO) R&D to create new revenue streams and for a broad-based growth and rely less on revenues from managing IT infrastructure. A trusted brand in the Cloud space, HDS does business in more than 100 countries and regions today. To build out its cloud services provider partner network across the globe and deliver enterprise-grade cloud technology to partners, the company has launched the Hitachi Cloud Service Provider Programme, besides introducing two new cloud services – Hitachi Cloud – Compute-as-a-Service, a private cloud IaaS and Hitachi Unified Compute Platform. Focussed on converged solutions, HDS is working with SAP and VMware to identify partners to reach out to a larger customer base. For SMB customers in India, Hitachi has roped in Redington and iValue to offer Hitachi Cloud Services Connection program (HCSC). This program is a public cloud offering built on HDS cloud infrastructure and solutions and managed by HDS for partners to resell. A private company fully owned by its employees, Huawei has presence today in over 140 countries and has partnered with the 45 out of top 50 telecom service providers of the world. Huawei has been in the news recently for having secured a three-year contract from Bharti Airtel for supply of base stations and other equipments for its 4G network in Karnataka and Tamil Nadu telecom circles. It has also partnered with Reliance Communications to offer 2GB of free 3G data on Huawei’s new 3G Wi-Fi dongles and 3G Mi-Fi devices. By the end of 2014, Huawei has targeted 6,000+ partners who are expected to contribute 70% of the total sales revenue. In India, Huawei has a network of 300+ partners. Juniper Networks always had great technology and a very well-rounded product portfolio. The Network leader has started a joint Asia-Pacific (APAC) strategy aimed at accelerating the adoption of private cloud solutions by enterprises and alignment of sales team across APAC along with VMware. It has expanded its Junos software portfolio beyond the OS, adding new capabilities to link into the application space as well as client software for mobile and personal computing devices. Together, the Junos operating system, the Junos Space network application platform and the Junos Pulse client form the Junos Platform now. Kaspersky that has been present in India for the last five years considers its channel partners as its main strength. Kaspersky always works towards a win-win situation for all three – Kaspersky Lab, Channel partners and end-users and this gets manifested in the offers and schemes it introduces for both partners and endusers. It has recently appointed VR Infotech as its national distributor for all Kaspersky retail products in India, though it will part ways with Sakri IT Solutions with whom Kaspersky has been associated for quite some. It has steadily increased its market share in India and is growing at a healthy pace with solutions that include antivirus, Internet security, end-point security. Kingston has come a long way in terms of offering thousands of memory products that support nearly every device that uses memory. In 2014, Kingston HyperX released the FURY memory line for entrylevel overclocking and gaming enthusiasts. HyperX, a high-performance product division of Kingston, launched a Cloud gaming headset. Kingston also shipped M.2 SATA SSDs for new notebook platforms, small-form-factor devices and Z97 motherboards and released the MobileLite Wireless G2, the second-generation media streamer for smartphones and tablets, besides launching the Class 10 UHS-I microSD and Class 10 UHS-I SDHC/SDXC memory cards. Konica Minolta based out of Gurgaon and a subsidiary of the Konica Minolta Business Technologies Inc., Japan – a core company of the Konica Minolta Group and being pioneers of different technologies in existence, Konika is serving clients with products and services of advanced imaging and networking technologies.Being the world leader in print technology industry, the company is acknowledged in the market for pioneering several technologies and for the environment friendly approach that it implies in its works. As leaders in the industry, Konica Minolta is also engaged in offering office equipment, centering on monochrome/color multi-function Printers and Production Printers to the clients involved in production and print works in the markets of India. We are among the leaders in U.S. and European markets for office MFPs (multifunctional products).Provide services of networking and imaging by bringing together high quality printing, as well as network integration process. We are also expert in offering client support via authorized dealers and distributors across India.
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Lenovo entered the global PC market when Legend Holdings of China took over the personal computing division of IBM in 2005. Lenovo’s growth was phenomenal globally as well as in India, with the company ’s global strategy “protect and attack”, helping it to consolidate its Enterprise business and venture strongly into the Consumer and SMB segments, where Lenovo traditionally had lower presence. In an era when the PC is fast dying out, Lenovo is gearing up for what it calls the “P C Plus” era. Rather than refocussing its attention on to new categories like smartphones and tablets, it is continuing to innovate the traditional line of PCs. It has, indeed, put up an incredible show at CES this year by launching its ThinkPad 2015 product portfolio, the Yoga range of tablets and A6000 smartphone. Since its establishment in 1958, LG Electronics has led the way to an ever more advanced digital era. Its brand identity focusses on self-expression and a promise of satisfaction to its customers. LG is one of the first manufacturers to have started rolling out Android 5.0 Lollipop last year. The latest phone released in the Indian market is the L Fino. It has also launched the “Tone Infinim” headset that redefines the sound experience through Ergonomic Design. LG’s manufacturing unit at Greater Noida is one of the most eco-friendly units among all LG manufacturing plants in the world. With a broad portfolio of interface devices, Logitech has continued to expand its range of products. Being consistent in their vision and excellent innovation in products, it is no surprise that Logitech today is synonymous with quality. It launched the gaming mouse, Logitech G402 Hyperion Fury this year, besides launching protective case for iPad Air and iPad mini along with ultra-thin folio for Samsung Galaxy Tab 4 10.1. and a comprehensive lineup of wireless products, comprising of wireless keyboards, mice, portable speakers, headsets and Bluetooth-enabled speakers. A part of Intel Security, McAfee is focused on developing proactive, proven security solutions and services that protect systems, networks, and mobile devices for business and personal use around the world. The company which was bought by Intel in 2010, has been securing consumers and businesses of all sizes from the latest malware and emerging online threats ever since its inception in 1987. It has signed a MoU with Europol’s European Cybercrime Centre (EC3) that brings together Intel Security expertise with EC3’s law enforcement skills in the war against cybercrime. It has also joined hands with Siemens to enhance the security offerings for industrial customers and protect them against rapidly evolving global cyber threats. Luminous Power today is a leading company with a differentiated portfolio of solutions for packaged power, diversified generation, electrical control & safety and energy optimization.With over 5000 employees, 8 manufacturing units, 28 sales offices and more than 55000 channel partners; Luminous apart from its dominating position in the domestic market also has a strong foothold worldwide. AISO 50001:2011 certification and MNRE:CRISIL recognition, Luminous is passionately committed to bring uninterruptible and alternate power solutions to the customers that makes their life comfortable and efficient. The indigenous handset maker, Micromax Informatics Limited has pioneered the democratization of technology for masses by offering affordable offerings and removing barriers for large scale adoption of advanced technologies. With presence across India and global presence in Russia and SAARC markets, the Indian brand is reaching out to the global frontier with innovative products that challenge the status quo that Innovation comes with a price. Its latest Yu Yureka smartphone that went on sale right after its launch via Amazon India is said to have gone out of stock in just 3 seconds. Today Micromax is not just another smartphone brand but has become a household name sponsoring Cricket tournaments, movie titles, F1 racing and football, to name a few. NETGEAR is known to convert ideas into innovative networking products that connect people, power businesses and advance the way we live. For consumers, the company makes high performance, dependable and easy to use home networking, storage and digital media products to connect people with the Internet and their content and devices. For businesses, NETGEAR provides networking, storage and security solutions without the cost and complexity of big IT. It has also launched its JR6150 dual-band gigabit Wi-Fi router that runs 2.4 and 5 GHz bands concurrently. For delivering innovative products, Netgear announced the new NETGEAR AC750 Wi-Fi Range Extender (EX6100) which supports older a/b/g/n Wi-Fi devices. Netgear is increasing its focus on solution-selling in the SMB space while focusing on mid- and high-end products in retail. NetApp is an innovator in storage and data management solutions that deliver outstanding cost efficiency and accelerate business breakthroughs. It continues to work together with VMware to accelerate hybrid cloud deployment and enable customers to better manage data across any cloud. At NetApp Insight North America 2014, the company announced a powerful new version of the NetApp clustered Data ONTAP operating system, Cloud ONTAP, OnCommand Cloud Manager and NetApp Private Storage for Cloud that enable customers to embrace the hybrid cloud. It has also partnered with SAP, BMMsoft, HP and Red Hat to create the World’s Largest Data Warehouse with a size greater than 12PB based on NetApp E5460 storage systems. Novell has always been known for creating high value offerings at competitive price points with solutions ranging from open source Linux from SUSE to mailing solution from Novell like GroupWise and modular solutions from NetIQ, which clearly demonstrate the belief. It offers customers solutions that are easily scalable and also the best of product features that cater to the growing needs of enterprises. To serve its customers Novell has a dedicated team of consultants who have a specific charter of post sales and post product implementation after a customer comes on board. They work one on one with the customer and create a complete post sales strategy. It leverages its stakeholders (partners, customers, employees) to create brand awareness at various forums and programs.
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POWER OF BRANDS From the time of its inception in the year 1993, NVIDIA has focused on innovations. The drive to innovate and reinvent itself is there at the core of each of NVIDIA’s product ranging from Tesla, Quadro, GeForce Graphics cards to Tegra mobile processors. The main driving force of the company is however the GPU — the engine of modern visual computing. The company is also fast getting into the automotive field. The company otherwise best-known for its desktop computing power is now coming to be at the helm of transportation technologies. It has high hopes with its newly launched Tegra X1 mobile processor, which it claims will be as fast as the world’s fastest supercomputer in 2000 with a teraflop of computing power. Oracle is among the first few multinational software companies to set up operation in India. Oracle’s extensive and sophisticated network of channel partners is integral to the company ’s success globally and also in India. At the recently held India Partner Forum (IPF 2015) being held in Bangkok, Oracle India provided partners with the strategies, insights and resources they need to succeed and profit with Oracle. It has also signed anMoU with ICT Academy of Kerala (ICTAK) to implement Oracle Academy ’s computer science programs across 60 institutes in the state of Kerala over the next two years. Despite facing steep competition, the Japan based electronic company, Panasonic has managed to craft a market share in many product categories. Localization or Indovation (India + Innovation) has been the key driver for the company ’s business growth in India. To strengthen its position in emerging markets like Asia, Middle Eastern and Western economies, Panasonic has recently designated India as a regional hub. India is the sixth strategic region which will take care of SAARC nations, Middle East Asia and Africa. The company is also aggressively trying to position itself as a Smartphone major brand in the country. For over 20 years, Polycom has led the industry in setting the standard for enterprise class communications. From its immersive telepresence systems to its video desktops to its conference phones and accessories, Polycom technology is an integral part of the way businesses is done around the world. Recently Havells India has upgraded their existing Polycom video infrastructure with new video and content collaboration solutions that includes Polycom Real Presence Group 500. Most significantly, North Atlantic Treaty Organisation (NATO) has selected Polycom Open Telepresence Experience (OTX) for its Communications and Information Agency (NCI Agency). Founded in 1993, Quick Heal Technologies has designed its products to simplify IT security management across the length and depth of devices and on multiple platforms. It has announced the opening of its two new branches in Africa (Kenya) and Middle East (Dubai). Besides its own offices, Quick Heal Technologies carries its global operations through registered distributors and channel partners across 60 countries and is keen to increase the number further in all parts of the world. It has a well-connected network of 15000 plus channel partners in more than 112 countries worldwide. Ricoh caters to ever-evolving and diverse needs of customers under a holistic umbrella. From having diversified its business from its core businesses of printing and imaging to communication and IT services, Ricoh as a brand has come a long way. In the last three years, Ricoh has grown from Rs.300 crore to Rs.1, 042 crore. For 2015, Ricoh has taken a strategic decision to focus on certain key industry verticals such as education, manufacturing, healthcare and BFSI. Department of Posts has selected Ricoh as System Integrator for “Rural Information & Communication Technology (ICT) – Hardware (RH)” Solution which will enable the Department to modernize approximately 129,000 Post Offices through automation. For the last 25 years, SanDisk has been a leader in the flash storage industry. With such a strong foundation offered to consumers, trust is what SanDisk tries to give to its customers through its products and flash technology. Over the past two decades, SanDisk has also increased the capacity of flash memory by 30,000 times while decreasing costs by 50,000 times, thus driving the wide adoption of flash memory. At this year’s CES, the company has introduced two new SSDs and a USB flash drive for Android products. SanDisk also celebrated the receipt of its 5,000th patent in 2014. A known name in the storage industry, Seagate has developed amazing products that enable people and businesses around the world to create, share and preserve their most critical memories and business data. To strengthen its flash storage range, Seagate has recently acquired LSI’s Accelerated Solutions Division (“ASD”) and Flash Components Division (“FCD”). It has also unveiled a dramatic and contemporary rebranding of the company that underscores Seagate’s extensive data storage product portfolio. The “Living Logo” will showcase data as a living, vibrant thing that powers human invention and advances. The global specialist in energy managementcompany Schneider helping people make the most of their energy andfrom 1836 to today, Schneider Electric has transformed itself into the global specialist in energy management. Starting from its roots in the iron and steel industry, heavy machinery, and ship building, it moved into electricity and automation management. After 170 years of history, Schneider Electric has become today the solution provider that will help you make the most of your energy. Schneider Electric India headquartered in Gurgaon, has its presence across India through its Sales Offices, Manufacturing plants, LogisticsCenters and Resident Engineers .Schneider Electric completes the acquisition of various companies to have the strong presence in India and abroad, includes Invensys, Luminous, Digilink, APW President andZicom, with this Schneider creates a unique leadership in various segment includes Industry Automation ,Indian inverter and secured power market ,structured cabling systems and electronic security systems integration business in India. The brand ‘Sparsh’ stands for Trust, Reliability and Innovativeness. Sparsh has always been focused on developing and manufacturing video surveillance products which have given it the first mover advantage and an opportunity to work with the technology leaders in this domain. Sparsh has revolutionized the security market in India by being India’s first firm to focus on indigenous design and manufacture of technologically advanced electronic security devices. It is a result of its focus on innovation and quality control that Sony Singapore picked Sparsh to design and manufacture CCD Board Cameras for first time in Indian market. The vision is to put India on the global map for designing and manufacturing high quality and technologically advanced electronic security equipments.
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Symantec’s products and services protect people and information in any environment – from the smallest mobile device to the enterprise data center, to cloud-based products, end point protection. In a statement issued by the company a Symantec announced plans to separate into two publicly traded companies, one focused on security, the other on information management, as both these areas require distinct strategies, focused investments and go-to market innovation. The company has also joined the OpenStack Foundation as a corporate-level sponsor that will allow it to leverage expertise in building and operating its own cloud infrastructure. Tally has a power of simplicity is very much true in true sense amongst business houses in India that commands exceptional respect and loyalty. Tally has a channel partner base of more than 25,000 spread across the length and the breadth of the continent and beyond. With a 400+ strong R&D team, Tally strives to deliver unmatched innovations and continues unchallenged as the industry leader in enterprise resource planning software for medium and small businesses. Tally has the best interests of its customers and partners in mind when it creates products, service models or policies. TE Connectivity is a $14 billion world leader in connectivity. TE has over 18,000 patents granted or pending, 7,500 engineers and invests nearly five percent of sales in research, development and engineering. ‘EVERY CONNECTION COUNTS’ is what the company believes in. Recently TE Connectivity and Alcatel-Lucent have together developed a solution allowing mobile operators to reduce time and power required to connect customers in high-capacity locations. It is also set to acquire the business of China’s Xiamen Delixing Electric Equipment (‘Delixing’) and Xiamen SIBAS Connectors (‘Sibas’). Toshiba for the past several years has been one of the most consistent brands sharing the centre stage. Toshiba’s excellence in technology, products, systems and services and the quality and reliability - all derive from the passion and determination that the people of Toshiba bring to the pursuit of innovation and progress. Toshiba hopes to capitalize on the trend of stylus/ digital pen with its latest portables that include the Portege Z20t Ultrabook and a pair of Encore 2 Write tablets. It has also unveiled the much awaited Windows 8.1 Tablet ‘WT-8’ and the world’s first Ultra HD 4K laptop – the Satellite L series laptops along with Satellite P and S range of laptops. UTStarcom delivers cutting-edge packet optical transport and broadband access solutions coupled with a carrier grade Software Defined Networking platform to give telecommunications carriers the power to efficiently serve the rapidly growing demand for bandwidth from cloud-based services, mobile, streaming and other applications.The Product line in broadband category includes the TNseries family of packet optical transport products based on Multi Protocol Label Switch Transport Profile (MPLS-TP) and Carrier Ethernet (CE) technologies, fixed line and wireless broadband access solutions including Multi Services Access Network (MSAN), Ethernet Access Devices (EAD), Fiber To The X (FTTx) and Wi-Fi solutions, coupled with the Software Defined Networking (SDN) platform to support the network evolution. UTStarcom has capability of next generation video platforms and put us on the forefront of the most sought-after features in consumer entertainment technology.
A leader in virtualization and cloud infrastructure solutions, VMware enables businesses to thrive in the Cloud Era. 2014 started off really well for the company with VMware having completed the acquisition of AirWatch, provider of enterprise mobile management and security solutions. With 2013 revenues of $5.21 billion, VMware has more than 500,000 customers and 75,000 partners. Recently, VMware and Brocade has joined hands to advance solutions that support the New IP by allowing enterprises to more easily transition to software-defined data centers (SDDCs) and adopt network virtualization. It also announced the general availability of new cloud management offerings including a significant update to VMware vRealize Suite 6 built for the hybrid cloud. A prominent name in the storage space, WD works with the leading channel partners to ensure that products and solutions are available in metros and even smaller cities. The company organizes partner and customer meets in all these cities and educate them on products and solutions. It applies an integrated marketing, communications and social media approach to reach out to channel partners as well as prosumers and end-consumers. It also announced that its WD My Cloud mobile apps have been downloaded more than four million times. Xerox, over the years has established itself as the world’s leading enterprise for business process and document management. Xerox’s technology expertise, solutions and services enable clients – from small businesses to large global enterprises – to operate more efficiently and effectively. Xerox effectively works with its network of partners to deliver this seamlessly across India, freeing their customers to focus on what matter most ‘their real business.’ Today, Xerox is well positioned to leverage the rapid growth in the Indian print industry and the graphic arts segment. It gained a lot of momentum in this business in the recent years and aims to carry this forward in the future with a range of newly launched products and further strengthen its leadership position in this segment. One of the largest SIs of embedded electronic security in India, Zicom Electronic Security is on its way to become synonymous with electronic security, thanks to its focus on brand building and marketing through the years of its existence. “Feel Safe” drives Zicom’s ethos across all customer segments and that is exactly what the company provides the customer through the selling cycle. Zicom has introduced the HDTVI technology on an open platform in the surveillance space and offers customers different types of HDTVI Cameras. Zicom enjoys a healthy order book position for ‘e-surveillance’ of ATMs from both existing and prospective Banks and NBFCs in the country and has launched a unique service model to monitor ATMs 24x7 remotely.
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eCommerce in India: Growth unlimited yet no profits Driven by smartphones and internet penetration, India’s eCommerce market is growing at 60 - 70 % a year. But where are the profits? eCommerce market in India has witnessed a phenomenal growth in last few years, giving a strong indication of how Indians are moving up the value chain. The birth and rise of many eCommerce players in a matter of few years is a proof of the growing market size and great business opportunity. Given the trends which are cropping up in all parts, it looks that the eCommerce mania will continue to further and cover more areas. What has added to the growth of eCommerce in India is the significant improvement in the Internet connectivity. Experts are of the opinion that the market will see more disruptive changes as it improves further. A sizable portion of population is still waiting to be touched. Experts and analysts do point to the growing market and untapped opportunity. Most of the experts are of the opinion that Indian market has started to see the momentum. According to Forrester Research, only 16% of India’s total population was online in 2013. Of the online users only 14% or 28 million were online buyers. The research further says that India was still in a nascent or immature stage of evolution of online retail spending. China was in ascending stage at 50%, whereas Japan (69%), Australia (57%) and South Korea (70%) were in mature stage.
Billion dollar opportunity A plethora of reports validates the growth opportunity in the eCommerce space in India. According to Gartner, India is one of the fastestgrowing eCommerce markets in Asia/Pacific. The research firm estimates that India represents a $3.5 bn market, growing at approximately 60-
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70% a year. With large global players like Amazon entering the fray, and local eCommerce players like Flipkart and Snapdeal intensely competing, the competition has become truly fierce. Almost all the players are showering discounts and offering big deals to win over customers. We witnessed the battle royal last year close to the festive season when Flipkart and Snapdeal fought for consumer interest through their big billion day sale. In its report ‘eCommerce in India: Accelerating Growth’, PwC identifies significant growth in this area. The report says. “Since the eCommerce industry is fast rising, changes can be seen over a year. The sector in India has grown by 34% (CAGR) since 2009 to touch 16.4 billion USD in 2014. The sector is expected to be in the range of 22 billion USD in 2015.” The study further outlines that online travel comprises 70% of the total eCommerce market. But PwC sees substantial growth in e-tailing. In the report it outlines that e-tailing, which comprises of online retail and online marketplaces, has become the fastest-growing segment in the larger market having grown at a CAGR of around 56% over 2009-2014. The size of the e-tail market is estimated to be at 6 billion USD in 2015. E-tailing has been successful in its mission to create the first wave of buying because of the popular products in the categories such as books, apparel and accessories and electronics which are the largest selling products, constituting around 80% of product distribution. The increasing use of smartphones, tablets and internet broadband and 3G has helped in creating a strong consumer base which is further
expected to spike. The market is hot as everyone wants to reap the opportunity. Today, the market consists of homegrown companies coupled with a strong flow of investment from foreign investors as well as entry of giants such as Amazon and Alibaba. These are strong indications and will strengthen the environment in the market. The entry of global players has made the competition intense. While the players such as Flipkarts are vary of foreign players, their entry will help the market to mature and bring more professionalism. While the eCommerce boom is Asia-wide phenomenon, India market reserves the greatest chance to expand and grow manifold. India because of the late adopter of the trend will be able to use the learnings in these markets. According to an estimate, “In 2013, Asia-Pacific emerged as the strongest business-to-consumer (B2C) eCommerce region in the world with sales of around 567.3 billion USD, a growth of 45% over 2012, ranking ahead of Europe (482.3 billion USD) and North America (452.4 billion USD).”
Key Factors that will fuel growth “A significantly low (19%) but fast-growing internet population of 243 million in 2014 is an indicator of the sector’s huge growth potential in India,” underlines the PwC report. China is far ahead when it comes to eCommerce that is because of the internet-connected population. India is fast catching up as the internet is becoming accessible in India at low rates on different devices. Beyond this, eCommerce is expected to witness a lot of growth avenues if the industry and the government are able to look at a
Indian Market Scape few things quite seriously. Internet penetration: As stated, India has on 243 million internet users which is a low number if we compare to the size of the population. However, the growth in the internet users in India has seen significant spike in last couple of year. It is because of the new class of users that eCommerce has moved further. In addition, there is a lot of business opportunity in the sector. The government’s Digital India plan is focused on laying the base infrastructure that will boost eCommerce significantly since the biggest beneficiaries will be the end users who will have access to the fast broadband even in remote areas. Localization of content on eCommerce: The Internet in India is dominated by English language. It is noticeable that even eCommerce companies are using English as their primary language. Whether it is Flipkart, Snapdeal or Amazon, all of them have their web content available mainly in English language. Why localization becomes important is because there is a strong demand for local content on the Internet. Google India recently stated that web content search in Hindi has grown a whopping 155 % in the last year, which is significantly higher than the growth of content search in English. Google further underlines that Hindi content searched through mobile Internet grew at even higher rate of 300 per cent in the same period. Growth in traffic in other languages, too, was impressive. Although Snapdeal, Makemytrip and others have begun to realize the importance of localization, it would be critical for them to strengthen their localization strategy. At present their moves are only cosmetic. Snapdeal has launched versions in Hindi and Tamil languages whereas MakeMyTrip has launched its Hindi app and also plans to add more languages such as Gujarati, Tamil, Telugu and Malayalam. The local content is going to be new growth driver for the eCommerce companies in 2015 and coming years. It will help subscribers to understand the worth of the product in their preferred and local language. But for localization, eCommerce players have to innovate. It is much more than the translation of everything into the local language. Targeting cities beyond metros: Metropolitan cities are good to start as the internet users in these cities are gullible and try many websites for buying. But this was the case earlier. Today, most of these users are pretty much the same. Plus, the market has barely any growth left as every player is targeting these markets. So, the only growth avenue, which is the largest, is beyond metros. A sizeable chunk of population lives in cities beyond metros which are potential consumers for the eCommerce players. There is a growing demand for products in tier 2, tier 3 and even tier 4 towns. These towns and cities are critical for playing the volume game. A 2012 Nielsen report says: “While metros will remain a staple for marketers and increasing a rural footprint will be critical for volumes in the long run, there is a growth opportunity that is vastly under-rated by many marketers today, which could emerge as a key growth engine for the next 10 years. Middle India, a region made up of approximately 400 towns each with a population
of 1-10 lakh, are home to 100 million Indians.” Snapdeal has admitted recently that its over 60 % of the sales happen in small towns and cities beyond metros. Other eCommerce players do also admit the same trend. eCommerce players such as Jabong, Zivame, Pepperfry and Lenskart, etc which are focusing on a segment within eCommerce do also witness the similar trends. Growth of mobile commerce: eCommerce players’ growing reach in non-metro cities is because of the rise in usage of mobile internet in the country. If the Internet and Mobile Association of India (IMAI) is to be believed, the number of mobile internet users in the country was at 173 million in December 2014 which is set to grow manifold by 2020. A Confederation of Indian Industry (CII) report predicts that in the next six years, the number of people accessing the internet through mobile is set to reach 600 million. This is a whopping number. In short, the growth of mobile internet is the real reason behind the growing interest in eCommerce in small cities and towns. As the smartphone adoption is set to touch 50 per cent by 2020, it will impact the eCommerce market in a big way. Even eCommerce players believe that it is one of the drivers for their growth. eCommerce players such as Snapdeal and Flipkart recently launched discounts and deals only for their mobile app users.
needs of eCommerce stakeholders. But in India eCommerce is not regulated as there is no law in place that helps the stakeholders and players. It is neither regulated by any dedicated eCommerce law nor contributing towards the economic and social growth of the country. Though there are legal provisions pertaining to foreign direct investment (FDI), foreign exchange management act (FEMA), national taxation laws, cyber law due diligence, cyber security due diligence and e-commerce due diligence, etc. But they are openly ignored in India. However, we have seen the Enforcement Directorate (ED) initiating investigation against big eCommerce players such as Myntra, Flipkart and many others for indulging into unfair trade practices and predatory pricing. Flipkart’s Big Billion Day is one of the biggest examples which is under scrutiny. The Indian government needs to come out with an eCommerce Law or make provisions into the Information Technology Act 2000 to address eCommerce related issues. The government has to formulate a strong law around this growing area as there are instances of mistrust, cheating and other issues growing in this space. The presence of a legal framework will help the industry develop a strong ecosystem for managing their business. In addition, consumers will have more trust. They will be sure that their money will not be lost if they transact through their credit or debit card. Right now, there is heavy dependence on the cash on delivery (CoD) system which is a pricy affair.
Profits are still to come
What boosts this trend further is the fact that consumers are willing to spend more through their debit cards. According to an estimate, the debit card usage has grown nearly by 140 million in the country in the last two years. Even the use of debit cards at PoS terminals has gone many steps up by 86 per cent. In simple words, the consumers are now adopting a cashless approach which is a healthy sign for eCommerce companies. It will reduce their dependence on the CoD (cash on delivery) model which is a costly affair and constitutes nearly 70 % of all transactions. Growing investment in logistics and warehouses: Most online retailers claim to have their reach to “12,500-15,000 pin codes” out of nearly 100,000 pin codes in the country. The online retailers are also entering into tie ups with India Post and petrol pump stations to extend their reach to other parts of the country. This calls for a huge investment in logistics and warehouses. eCommerce players will be able to tap a larger mass if there is significant investment of about $2 billion in logistics and warehousing by 2020. It will help them to reach the remotest parts of the country.
Regulatory eCommerce
framework
around
As a concept eCommerce has originated in foreign jurisdictions especially in developed countries like United States where there are adequate laws and infrastructure to cater to the
Flikarts and Snapdeals of India are growing at a rapid pace but only as brands. Their sales are also growing annually at unimaginable numbers. However, none of them is making any profits. They are spending too much on their brand value and reaching customers. Most of the players have garnered fundings from foreign and domestic investors. One of the biggest reason of not making profits is that a lot goes in supporting the ecosystem. For every Rs 100 spent on eCommerce, Rs 35 is spent on supporting services like warehousing, payment gateways, and logistics, among others. According to an estimate, delivery costs a platform owner 8-10% implying significant burn. Most of the eCommerce companies are trying to get rid of this burden as they are adopting a different model. They are engaging players in the retail business to offer products. Flipkart, Snapdeal, Infibeam, Homeshop18 and others have begun to do this. Presently, aggressive pricing in India is eating profits. eCommerce players are in huge losses. For a Rs 100 sale of a book, the online retailer incurs a loss of Rs 24, a loss of Rs 13 in mobiles, and Rs 8 in apparel. Experts believe that the market will mature and consolidate in next two to five years. Then there would be focus on creating value through other things rather than predatory pricing. Once it happens only specialized and established players will survive in the market. India is still far away in the eCommerce space when it comes to competing with China. But China’s strength has been its internet connectivity. India has now begun its move recently for a strong digital infrastructure. As the number is growing, the eCommerce market is growing. The smartphone users have driven the market.
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India’s Software, Services and ITeS Exports Market From ‘Destination India’ to ‘Brand India’, Indian software export industry developed strong brand equity in the global market. Today it employs millions of individuals and professionals thereby contributing significantly in India’s job market and GDP. supremacy in the software India has claimed now grown into a broad based comprehensive service delivery market globally because of industry. India’s software exports have a which it is now known as the ‘Back Office of the significant contribution to India’s economy as it World’. Software development and information employs millions of individuals thereby playing a technology enabled services (ITeS) including key role in India’s growth. business process outsourcing (BPO)/ knowledge At present India’s software exports account services (KPO) industry process outsourcing for about 6 per cent of India’s GDP which is in India overtime emerged as one of the most a whopping number. India’s software market vibrant and exciting sectors in India’s economy. witnessed a steep rise in the last decade because With a small beginning in early 80s, it has of the growth displayed by companies such as
Infosys, Wipro, TCS, HCL and Tech Mahindra, among others. “Today, India’s competence in IT, more significantly in computer software and information technology enabled services recognized globally. India today is the global leader in the outsourcing industry with half of the world’s back office being located here,” outlines a study conducted by ECS. While the US remains the cornerstone of India’s software export story, of late Indian companies have realized the potential of moving to markets such as Europe, Middle East and Africa, etc. Despite challenges in the software exports market, Indian IT companies continue to outsmart global counterparts. They have gone up the value chain in terms of improving their software delivery and addressing clients’ needs in the wake of emerging trends such as cloud computing, social media, big data, Software defined everything, analytics and Internet of Things (IoT), among others. In this interesting shift, there has been downfall and rise of giants in the Indian software market. While the citadel of Infosys – once known as bellwether of Indian IT – faced challenges of its own, especially when all the founding members moved out of the company, TCS strongly registered its global footprint and became the new face of Indian IT. However, the market is still confused on who will lead India’s
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Indian Market Scape and positive as the IT-BPM industry has begun to evolve dramatically in terms of scale and complexity. The industry has begun to prioritize domain based on potential size, market readiness and the
growing significance of policy evolution. Some of the players have begun to serve customers with specifically tailored models for each specialized domain in the IT-Business Process Management (BPM) sector.
From Destination India to Brand India
Indian IT-enabled services and software services market is no longer the same. It has achieved many milestones over the years. First it went ahead from mere body-shopping. Secondly, it attracted a whole lot of global software giants to set up delivery centres in India. India’s talent was in huge demand and is still in demand. To compete with Infosys, Wipro, TCS, HCL, Mindtree, Tech Mahindra and others, IT in the future since TCS has had a rough ride cheers in the services market. with its profits coming down in last two quarters. “A gradual revival in consumer confidence, global players in the same domain chose India But this is much needed for the market like India. leading to a return of discretionary spending and as their destination. Global players including The basis on which Indian export story stood increased demand from the U.S. and Europe, is Accenture, Capgemini and IBM, etc heavily on was the labor arbitrage. But eventually this expected to see Indian IT exports grow 13-15 invested in India on R&D and offshore product advantage waned. Companies in the global per cent in 2014-15 to reach $97-99 billion,” development. Today, the Indian software export industry market faced problems, especially the financial reveals NASSCOM in its recent report. has come much ahead. It has moved beyond sector which accounted for more than 40 Figures released by National Association ‘destination India’ to ‘brand India’. Indian percent of Indian IT revenues was in soup. Other of Software & Service companies (Nasscom) software services are considered to be the best challenge that contributed to the crises of Indian underline overall Indian software and that the in the world. companies was their BPO industry add revenues of $13-14 billion inability to graduate to the India In short, has established its brand equity next level. to existing industry revenues of $118 billion. in the global IT market. Indian IT software and Business models, on which TCS and Infosys, The industry body further says that domestic services firms are capable of offering unmatched are for including others, worked for years, today revenues the period will grow at 9-12 per software product/packages; a wide spectrum challenged by new players either from the sub- cent and reach Rs. 1250-1280 billion during of IT services such as system management continent or outside. It is a positive move. The this year. The industry has successfully journeyed and maintenance, mobile applications, Cloud challenge has forced the traditional IT exporters from hardware to enterprise software to digital Computing, Next generation user interfaces, to relook at their ways of doing business. This solutions in the recent years. was the reason when Vishal Sikka, the new In the whole process, the revival in India- GPU computing, consultancy services, system face of Infosys, allowed Infosys’ employees US relations after the visits of Narendra Modi integration, chip design, E-Governance, E-Commerce, IT enabled services covering to use Facebook and also gifted iPhone6 to and Barack Obama each other’s countries into banking/financial/insurance sector. Their IT many of them. Perhaps, the Indian IT exporters has yielded the industry with new confidence. enabled services also include CAD/CAM have realized the need to practice what they Measures announced by both countries have animation work, BPO (Business Multimedia, preach. Thus, traditional software kings are now seen the exchangeof talent thereby boosting learning from startups and mid-size companies the prospects of growth of IT services. Since Process Outsourcing) assignments, Call centre to graduate to the next level. Several new players the US is still the biggest base for Indian IT, the related assignments, as well as Knowledge Process Outsourcing (KPO) / Legal process the have cropped up in the market in last few years. improved relations have animated market. Outsourcing (LPO), medical lab, diagnostic and Many of these companies are offshoots of existing Experts believe that the future looks exciting players. One such example is Happiest Minds, which is an offshoot of Mindtree. Similarly, former top executives from these IT majors gave birth to new players. Most of them tried to play their cards with new business models. And customers in the US, UK, Europe and other places liked it.
Market scenario All said and done, Indian IT firms and IT professionals have won world-wide recognition in terms of their technical competence, domain knowledge, experience and expertise for offering quality IT services, and their exposure to working on various platforms and systems. The shift in power centers and evolving technology added new dimensions to the market. Despite the slowdown, the growth in the IT exports market remained upbeat and constant. Notwithstanding, many of the IT companies revoked their IT hiring plans during the recession. This trend was fleeting as the recent consumer confidence in the global market has once again brought
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major IT players in the world which have set up subsidiaries or collaborations in India.
Domestic software services market
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Book
Bran
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dental services, medical transcription services, different countries. e-publishing data conversion or digitization, Since it is a knowledge driven industry, it type-setting, copy editing, content and design, requires team of highly skilled individuals to a graphics etc. make it a success. India’s focus on producing skilled individuals through its worldclass including the IITs has paid off. Strengths of Indian IT services institutions The software industry is not only growing Even today it has a huge focus on producing exponentially, it is moving up the value chain. skilled engineering talent. Government of It is evolving, from the initial staffing to software India has played a key role in driving the talent development - where it is currently the world’s through its focus on increasing the IITs and major supplier of engineers - to integration and seats at the graduate level. If the current base IT business consulting. of engineering and management colleges in It has a several crowns to wear. It provides India is to be believed, India have 16 Indian today one of the largest pool of technically Institute of Technologies (IITs), 13 IIMs, 30 qualified high class IT manpower. It can National Institute of Technology, 12 Indian boast of enormous skilled human resource Institute of Technology. In total there are 5672 compared to developed countries leading Engineering Institutes in India in 27 States and to lower manpower cost nearly one tenth of Union Territories. Approximately, 1.5 million those in developed nations, thus giving India a Engineering Graduates pass out every year in comparative advantage. It offers a wide range India of services from support / data processing to The credit goes to the vast educational sophisticated software systems etc. In addition, and institutional infrastructure for producing it has rich experience of working with large the skilled professionals. Today, the Indian global companies and enjoys high credibility. IT Services and ITES sector employs over 3 It has expertise on a wide variety of platforms. million knowledge professionals. According to Indian workforce is able to accommodate in an estimate, the industry indirectly employees any work culture. It is visible from thousands of 9 million people, which is huge number. The engineering people working on the client sites in biggest proof lies in the presence of almost all
Domestic market accounts really small for software services. If the industry numbers are to believed, during the year 2013-14 India’s domestic computer software and services market was accounted Rs. 114779 crore (US$ 19 billion) registering a growth of 21.86 percent (8.32 percent in US$ terms) over the year 201213 when the domestic software / services industry was estimated at Rs. 104700 crore (US$ 19.39 billion).
Export of Software and services including ITeS / BPO. Indian IT is primarily dependant on software and services exports which is 81.55 percent of the total production of software and services. Only 18.45 percent is consumed by the domestic market. According to a study, export of computer software and services (including ITES / BPO) witnessed a growth of 25.31 percent (12.01 percent in dollar terms) during the year 2013-14 over the year 2012-13. The study further outlines that “in value terms, export of this sector during 2013-14 is estimated to be Rs. 507500 crore (US$ 84009 million) up from Rs. 405000 crore (US$ 75000 million) estimated in the year 2012-13.
India’s share in the global market During the year 2013-2014, the global software market was accounted for US$ 407 billion. India’s share in the world market during the year 2013-14 was estimated to be 15.64 percent. It is a considerable number, yet it calls for further penetration. However, the preference of India as a preferred IT destination for outsourcing and ITES / BPO is apparent from the total number of countries to which India is exporting its software and services. On an average India has been exporting software / services to more than 151 countries. It is a whopping number. Name any IT software company you can think of, it has presence in India. It not only brings vast talent pool but the expertise and experience of handling the operations for almost all kind of enterprises in the world.
Secrets of success of the Most Trusted Brands in the Country
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Huge Opportunity, Less Competition, More Profitability …………is what the Service & Support market is all about Service is the primary concern for a customer today while buying a product and vendors need to ensure that customers get excellent support and services from their end. It becomes even more critical in some of the product segments where businesses ideally depend on technical and customer support, especially, security, storage, server products and so on. Nowadays it is not just about designing the product, getting it manufactured and then selling it. For a rational customer of today, after sales service becomes a strong point in the decision making process. The end result for every brand is to keep the Customer happy. Backed by utility, convenience, aesthetics, and price, service acts as an extremely important aspect to ensure high customer satisfaction and thereby long-term association. Aesthetics and pricing do play an important role in making a product look more visually appealing to a customer, but this cannot be achieved at the cost of support service, which a customer understands it very well. In spite of India being a price-sensitive market, consumers are generally open to pay a little more to purchase a quality product, if it is backed by quality post-sales service support. There is always a demand from the consumers on the service delivery excellence, on how to bring unique value proposition to all stake holders in the ecosystem to vendors, partners and customers. The Manufacturing industry is driven by intense competition, complex and globalized supply networks combined with the growing number of environmentally-conscious customers. With
rapidly changing customer expectations and constant technological change, there is a need for quick product development and innovation. While global competition, price deflation and rising commodity costs have eroded productbased profit margins, shrinking product-based profit margins are spurring the need for servicebased revenue growth. The emerging markets are fuelling the revenue growth but at the cost of profitability.
Service Support in India The IT & Telecom industry continues to witness increased intelligence & complexity in new generation products. And in India, the industry is now penetrating the small towns & villages very rapidly. Taken together, these factors have made pan-India after-sales service vital, not just for the success of new product launches, but also for the sustenance of growth of brands in the Indian market. Service excellence has always been a key component for the corporates dealing in hardware products because of their huge customer base spread across the country who can expect timely, efficient and high quality services is always on demand and there has to continuous improvement of the service standards. The mobile and laptop repair market in India is Rs. 6000 Cr and is expected to grow at 20%. While Mobile phones dominate the repair market with 90% share, Out of Warranty (OOW) constitutes 60% of the market. OOW market is growing faster than the overall market and is expected to become 2.5x in five years.
Overall, the mobile and laptop repair market in India is Rs. 6000 Cr and is expected to grow at 20%
With the rapid growth of IT & Mobility firms in smaller cities, there arose a need to outsource pre-sales and post sales functions to third party Neutral Service providers (NSPs). This has enabled these firms to bridge gaps in their post-sales delivery chain in the interior regions. Companies are now increasingly looking at NSPs as one- stop- shop for pre-sales and post-sales services, within the expected budget, quality of service and reach. HCL , TVS-E , Reliance ( REsQ ), Wipro , Redington, Intarvo, Aforeserve, Bright point, RT resources, Accel Frontline, F1, Digicare, Hitachi Systems Micro Clinic are some of the players offering pre-sales and post-sales services to IT vendors. The service life cycle has to be designed to power the after sales support services by controlling cost and increased revenue in the areas of warranty, field-service, spare parts and installed base management. How customers can contact a Centralized Tech Help Desk for On-Site Warranty and RMA related support, backed by a 24x7 Network Operation Centre, enables reliable & efficient asset management, policy deployment, and proactive support, helping improve IT availability for the customers & optimizing their IT investments. The critical part is how the dedicated technical staff will provide doorstep repair & replacement services for in-warranty products. Additionally, customers can check on the status of their RMA / service requests through email, SMS, or on company webpage dedicated for the purpose. Various service support companies also offer the best services like “rendering solution design & implementing support across Server, Storage, Data, Voice, Video & Security verticals” that enables the brands & the partner community to increase reach & sales in the Enterprise & SMB space.
To Summarize… Mobile phones dominate the repair market with ~90% share
OOW repair constitutes ~60% of the market
Repair Market (Laptop & Mobiles) Rs. Cr.
% share in 2018
15,000
100 11,000 – 13,000 5-10% Laptops 9,000-11,000 8,500-9,500 5-10% ~20%
10,000
7,500-8,500 10-20%
80
15% - 20%
5,500-6,500 10-20% 80-90%
80-90%
50% - 55%
60
10-20% 5,000
35% – 45%
90-95%
90-95% Mobiles
40
20
80-90%
15% - 20% 40% - 45% 25% - 30%
0
0
2014
2015
2016
2017
2018
Mobile One time repair
32
Laptop Protection plans
In warranty
Service and support becomes a very vital aspect, especially if the company happens to be a market leader and has the reputation of being a trustworthy brand. It is the key factor for technology products as it helps customers to overcome the challenges caused due to constant technical evolutions. It is a key differentiating factor that drives growth. As a result Service is more often seen as an assurance from the brand. So while aesthetic & pricing of a product do play a prominent role in making the purchase decision, it is the consistent and efficient service support offered that affirms the brand credibility in consumer mind and go a long way in influencing buying decision.
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Indiaâ&#x20AC;&#x2122;s Software Landscape: Challenges and Opportunities The software market will grow further as the key segments such as eCommerce, BFSI, Pharma and Healthcare are taking a big leap with the adoption of new technologies such as big data and cloud. Key government initiatives like Mobile Seva, Digital India, Pradhan Mantri Jan Dhan Yojana and the likes will give the software industry extra push. Software market in India witnessed a lot of changes in the last year. While the first half of the year was majorly influenced by the elections, the 2nd half of the year accelerated growth giving wings to the aspirations of the industry as the new government was in power with clearcut mandate. The mood of positivity helped the industry to grow. The adoption trend boosted their hopes as everyone was after identifying new avenues of growth. Although the growth was moderated through the year, the mood remained upbeat. The biggest reason behind the positive mood was the fact that Indian market reserves a lot of chance for growth as most of the market is underpenetrated. Except the BFSI sector which is highly regulated, there is barely any IT. Only the top players in their segments are heavy users of IT. There is a lot of opportunity in the eCommerce, retail, pharma and healthcare, among others. In addition, a growing number of mid-size enterprises is a great chance for the IT industry to expand and invest. As a result the last year fared well for the software market. The formation of a stable NDA government resulted in some amount of positivity in the market which reflected in IT investments by major verticals such as banking, financial services and insurance (BFSI), retail, manufacturing and e-commerce. The period also saw a few of the
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big vendors closing major deals which were in the pipeline since early 2013 but did not materialize owing to economic and political uncertainties. If the overall software market is to be seen, it stands somewhere at Rs 23,000 crore. Even IDC estimates half yearly software market at Rs 10,913 crore for the period January-June 2013. But this is the overall software market that includes enterprise software, vertical applications and operating systems, among other things. This is the reason that in the overall game Microsoft stands first with 31 % market share followed by Oracle at 12%, SAP at 7% and IBM at 6%. IDC points at these numbers. But the software market has many dimensions. Microsoft is still a leader in the operating system market as most of the enterprises are still running on Windows. But the major piece of the enterprise market is now enterprise applications (ERP, CRM, BI, SCM, etc). In the enterprise applications market, Microsoft is way behind Oracle, SAP and IBM.
Enterprise Applications Enterprise applications market was led by the investments by the BFSI sector and other growing verticals such as healthcare and manufacturing. Renewed interest in ramping up operations and expanding their businesses led enterprises to open up their investments on IT. Cloud computing
and big data remained the top buzzwords that forced organizations to seek futuristic solutions for their organizations. Major market research firms have also witnessed a positive growth in the market. IDC believes that India software market is set to grow at 10.3 % over five year period (2014-2018). The software market is going to be primarily driven by segments such as security software, system software, enterprise software and analytics. ERP Steadily Grows: Enterprise resource planning (ERP) is an integrated suite of solutions that helps a company to plan and manage its core business processes like production, inventory management as well as other operations like HR and accounting. The ERP market was tepid in the beginning of the last year. But later it picked as enterprises showed interest in upgrading their systems. If DQ Top 20 (by Dataquest) is to be believed, the ERP market grew at a steady rate of 12%. However, top vendors continued to play the classical game of customer poaching from each otherâ&#x20AC;&#x2122;s kitty. This is a good sign but not a positive given the size of the market. It also indicates that the ERP players are not able to create a new market and are vying on the same old customer base which loves to switch vendors. But it is not purely classical game since the new customer acquisitions were
Indian Market Scape Education, among others. The outlook continues to be positive for the CRM software segment. This is one area which continued to grow even in the downturn time. Mobile CRM has picked up as the companies are trying to give world-class services to all their customers. BI Market in India: Business Intelligence is one of the happening areas which witnessed 15 % growth (DQ Top 20) in FY 2014. The new age analytics has added a lot of heat to this area. The growing influence of big data and competition to predict trends are drivers of growth. In simple terms, BI tools are designed to retrieve, analyse and report data. However, they have gone a step further as the growth of data has gone up significantly. Most of the data management companies are jumping into the fray with their analytics suite. But businesses are still confused on the use of analytics as the training component remains unfulfilled. Healthcare is one of the leading users of analytics but most of the CIOs find it difficult to use as they are not able to use the traditional tools effectively and help their management with adequate and true insights into the business. According to Gartner, sings of the emerging importance of BI in India are hight as senior executives are increasingly exploring the different styles of analytics to resolve their business imperatives. There is increased emphasis on the metrics management and growing use of performance management and software and service providers are increasing their spend on BI. SAP leads the BI market with 27 % market share followed by IBM with 23 %. SAS and Oracle do also have a sizeable market in their kitty.
Software Market Size in India
Total
17644
done through renewed focus on the software market. Organizations switched the vendors for better, efficient and SaaS-based ERP software. An increasing number of companies, especially, small and medium businesses (SMBs), also tried to taste ERP. Most of the traders who export their goods tried to embark upon the ERP journey through service providers on the Pay-as-you=go model. It helped them to use ERP solution to gain true insights into their business. They do not have to make hefty investments in using the solution, It is like subscribing to the software just as they do for their email services. In line with global trends, end users in India and China deploy SaaS ERP because of the benefits of faster deployment and quick ROI. In addition, organizations, which are on a growth trajectory, prefer to embark upon the ERP bandwagon through the SaaS model. Last year, there were about 500 organizations that adopted SaaS-based ERP software in India and China. But in India, the SaaS-based ERP market is only 5 percent of the overall ERP deployment. This indicates at the business opportunity lying untapped. India has the biggest chunk of SMBs that do not use IT as we know it today. All said and done, on-premise ERP market is still not unfazed. It is expected to grow to $538 million by 2017 from $178 mn in 2013 at 17 %. According to Dataquest’s DQ Top 20, the ERP market has undisputed leader SAP which leads this space with 47% market share and is way ahead with considerable margin. Oracle follows at the 2nd number with merely 17 % marketshare while Microsoft claims 11% of the market. Although the market is scattered at the far end between many small players, it is majorly influenced by SAP, Oracle and Microsoft. SCM Market: Supply chain management market in India has seen significant growth in last few years as the pressure on delivery has increased. SCM is thus a critical component of several logistics-based organizations. For these organizations, the delivery is far more important. SCM software market witnessed a steady rise because of the eCommerce wave in India. eCommerce companies can not afford to lose their customers because of the poor delivery. Besides, manufacturing players are suppliers are always wary of their supply chain. If a PwC report is to be believed, the next wave of transformation is likely to happen in the logistics space as
19890
companies adopt the new success mantra of delivering superior service. Dataquest’s DQ Top 20 estimates the SCM market to be at Rs 1222 crore. It witnessed a robust growth of 20 %. Major players which dominate the space are SAP (35 %), Oracle (32%) and Infor (4%). This market is also scattered but SAP and Oracle primarily script the rules of this segment. CRM Market in India: More than anything, India’s customer relationship management software market has grown. There is a clear focus on improving customer satisfaction. In all segments, the pressure of improving and bettering services was seen. From banks to retailers, all organizations were bullish to improve their customer service. This led to the growth of this segment. Organizations went ahead with best-in-class CRM software. This is the reason that CRM was the area of intense competition as new players and startups emerged on the scene with their innovative solutions primarily focused at the mid and SMB market. Their moves even forced big players to rethink their strategy. The top five CRM providers accounted for more than 50 % of overall market. Oracle, however, leads the market with about 23 percent marketshare followed closely by Salesforce.com that claims 19% market. Other players such as Microsoft, SAP, Avaya and others did also have a palpable presence. Organizations are leveraging CRM to enhance their customer services in all segments – BFSI, Retail, eCommerce, Manufacturing, Pharma and
Systems software market Systems software market went ahead, but with moderate growth in single digits. The primary reason behind the slow growth of this segment was low adoption of PCs. The PC market did not see any growth which leads the systems software market. This segment is by and large dominated by Microsoft which has more than 65% marketshare. The PC is a large segment. Despite Microsoft doing its best to make Windows 8 successful, buyers in enterprises did not show interest in upgrading to the latest operating system. In other words, mobile devices and tablets have confused most of the enterprises these days. Instead of giving
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Indian Market Scape middleware in organizations that take advantage of the digital era’s opportunities. They are having middleware strategies since they are facing heat from customers for better services. Middleware helps them to focus on business continuity even when there is a lot of pressure and customer inflow their employees laptops, enterprises are buying in entering the new markets and get a lot of on special sales days. Traditional, feature-rich, mobile devices for their salesforce. In the mobile customers for Office 365 suite of applications. In but expensive middleware products are being space, Android and iPad are scripting new addition, Microsoft’s Azure platform was very well replaced by lightweight, low-cost technology trends. Sales-oriented enterprises are investing accepted on the cloud hype. Microsoft allowed aimed at enabling much faster time to value. in tablets and smartphones which are equipped over 10,000 channel partners to offer Azure to This is the reason that most organizations are with modern tools. These mobility devices are enterprises thereby playing its trump card in the adopting open source software middleware vendors and PaaS providers when compared to capable of handling all kinds of cloud-hosted cloud race. applications – CRM, ERP, BI and suite market, enterprise SCM, Even in the productivity Microsoft Oracle, IBM and others. In short, some of the areas which are etc. is an undisputed leader with its Office (Word, expected to witness software uptake are mobile Linux is also key system software especially Excel, etc). However, it faces stiff competition application development & mobile device in the data center market. About 14 % market is form OpenOffice and Google’s Doc offering management, security software, system software, occupied by Linux OS on the server. HP and IBM which have stolen the online piece. analytics and engineering applications, predicts also claim 3% market each. In addition there are other players that have their share across on mainframe and x86. Systems software is going to witness growth in the coming years as the enterprise buying will pick up. The trends such as cloud and big data are becoming mainstream inspiring CIOs and CDOs to upgrade to newer systems. Even Microsoft has realized this trend and has planned to launch Windows 10 which will come loaded in the systems such as Android. Perhaps this would be the last Windows which IDC. BFSI, manufacturing and communication & Microsoft will unveil. Later versions are expected Middleware market along the similar lines of Android and iOS. The middleware market is going through media have recently invested in upgrades and significant changes, though in last few years new licenses. Further, IDC believes that some Development and productivity tools organizations did not spend too much on the of the sectors to watch out for in future include middleware. Now the organizations are again entertainment, retail, e-commerce, education market Microsoft may have lost some of its territory adopting middleware since it is a critical piece of and hospitality. The software market is expected to go further on the systems software front because of the software especially in the enterprise setup. If intense competition by Google and Apple. But Dataquest is to be believed, the market witnessed because of key government initiatives like Mobile the company has realized the worth of cloud. only 5 percent growth. In the middleware piece, Seva, Digital India, Pradhan Mantri Jan Dhan Microsoft’s effort to pitch its cloud offering such IBM leads the market but is closely followed by Yojana and the likes. Launch of various schemes as Office 365 paid off recently. Compared to Oracle. Microsoft and SAP are also notable in and policies is expected to catalyse software uptake by manufacturing, retail, travel & tourism Google and other vendors, it was successful this space. Even Gartner has seen adoption of and BFSI in the coming 2-3 years.
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IT Hardware Market: Running Through Rough Waters India’s IT hardware market is facing a lot of challenges. The digitization in many sectors and the lack of innovation has triggered these challenges. The industry hopes for a better tomorrow as the new trends (cloud and big data) are forcing enterprises to upgrade to new hardware. IT Hardware market in India is going through a massive shift. The trend is no different than the global trend. All segments of IT – PCs, Printers, Servers and networking hardware, etc – have witnessed decline in sales, profits and growth. Vendors such as HP, Lenovo, Dell, Acer, Canon, Samsung and Sony, among others are trying to revive consumer sales through different ways. While PC market is facing the competition from the mobile and tablet devices, printer market is experiencing a great impact from the growth of the digital economy. MAIT, the industry body representing India’s IT hardware, training and R&D services sectors, underlines in the findings of its Annual Industry Performance Review for the financial year 201314 the installed base of IT hardware in India. MAIT estimates India’s IT hardware market to be around $12.43 billion in 2013-14, up 37 per cent from $ 9.1 billion in 2012-13. But this estimate includes Smartphones which we have not included in this article. If smartphones which take the lion’s share of the Indian IT hardware pie, with 38 per cent are excluded, it comes down to 8.2 billion. Notebooks are next with a 23 per cent share of the overall IT hardware market. Against the global trends, MAIT points out at the growth in the installed base in the country. The
report puts forth one point quite emphatically – the growth of the PCs in India. But the reality is not hidden from anyone. Vendors are crying as the profits and sales, both are on a downward trend. Experts believe that the changes are happening because of the shift which market is taking. The power centers are shifting from hardware vendors to software vendors. In addition, the revenue models are changing fast.
While PC and printer market struggle to sustain growth, over the last couple of years a new category of sever manufacturers have emerged and who are threatening to disrupt the status quo, or perhaps have already disrupted the status quo to some extent. Interestingly these are not the traditional server players. One of the biggest examples is CISCO which entered the market just a few years ago. IDC calls these
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Indian Market Scape players ODMs (Original Design Manufacturers). But the server space remained volatile because of the global disruption. As the focus remained on ramping up infrastructure for cloud readiness, buyers or enterprises continued to minimize their hardware consumption. This resulted in putting pressure on the vendors such as IBM which had to sell its server business to Lenovo. This was a major shift in the market. IBM had already shunned its PC business to Lenovo back
in 2007. The new trends have left a big impact on the IT hardware market. Enterprises are keen to embrace these trends while keeping their hardware adoption minimal. CIOs are looking at ways that help them to optimize the use of existing hardware for the adoption of new trends. In addition, many of the emerging enterprises are outsourcing their environments to the experts in the hosting space so that they do not have to spend on building data centers and maintaining them. This trend is visible in the eCommerce, education and healthcare space, among others. Most of the industry experts are of the opinion that the adoption of IT hardware market still reserves a huge scope in the SMB market which is barely using any kind of technology. Vendors are keen to tap this huge space. Out of 50 million SMBs in India only 8 per cent use a kind of technology to run their business. The rest of the businesses are still working the old way. This is a huge market waiting to be tapped. Vendors are trying different means to get this space on board. The overall IT Hardware Industry struggled to keep up with the projected growth rates. On the whole we have witnessed mixed trends in the sector with some segments reporting strong growth patterns while few reported slow or negative growth rates. The sector has immense growth potential. Vendors and experts are hopeful that the upcoming budget addresses the issue of correction in duties anomalies which is needed for the overall growth of the IT hardware market in India. It is important to look at sub-segments of the IT hardware market to understand the challenges and opportunities.
Desktop and Notebook market India PC and Notebook market underwent a lot of changes in the past few years. While the enterprise demand for PCs declined or stagnated, the government buying kept the mood upbeat. All in all the consumer PC market remained suppressed against the market forecast. There are several reasons. But the biggest is the growth of the smartphone and tablet segments in the country. In addition, Microsoft failed to give a convincing reason to enterprises to buy the latest operating system – Windows 8.1. Even though Microsoft pulled back support for Windows XP, barely did anyone moved to the latest operating systems. Only the banking
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space showed interest in upgrading to the latest operating systems because of security challenges. Others preferred to move to newer form factors. Google’s Android smartphones and tablets proved to be great challengers for Microsoft Windows. In several organizations, sales workforce has moved to smartphone and tablets. Organizations have realized that notebooks and PCs are not worth for the mobile workforce which does not need fully functional
PCs as their needs are minimal. IDC and Gartner shipments do already manifest challenges for the PC market in India. But MAIT estimates PC sales to be around 11.85 million units in 2013-14. MAIT, however, considers the installed base in the country. It does not pay attention the new shipments. Though it reflects partially in their report, it does not include all of it. The installed base includes even PCs purchased five years ago so this is not a convincing measure. For many experts and analysts, the Indian market is highly underpenetrated and has a great potential for the PC adoption. Most of them realize that smartphones and tablets have fast emerged on the scene giving options to rural population to access the internet. Interesting features are available on the smartphones. Users are getting smartphones for as low as Rs 3000 in rural areas whereas PCs are still an expensive bets. Their price is still around Rs 20000. Over the last year, the market has seen some instability in terms of some domestic brands
as Sony had already closed their notebook business. If global brands are not able to sustain their PC business, it is clear that the market is going through really challenging times. The PC business in India also came under undue stress as the buying for large educational projects came down. The Uttar Pradesh Government’s PC buying did not set great examples to be followed by other states. Other political parties which were making tall claims in the elections in other states did not try to adopt the UP govt’s free PC plan. If Dataquest magazine’s DQ Top 20 issue is believed, the PC market in 2014 remained at Rs 28,154 crore, down by 7 percent from Rs 30,273 crore. The degrowth shows the decline in the adoption in many segments. According to one estimate, the market is trying to seek different innovative ways to move further. Enterprises are of the opinion that it is good to wait for the market as the new trends evolve and become part of the global market. Notebook market continues to witness flat growth as vendors tried to show new products with new features. Google’s Chromebook also jumped in the fray, though it did not have many takers in the country. But experts believe that Google Chromebook will soon become mainstream as the bandwidth will become cheaper in the country. But the biggest setbacks were received by the desktop market. It did not grow. It, however, degrew as consumers are looking at devices which are slimmer and can be taken along. Desktops do not fit in the modern work space as well. Only a few segments continue to show fascination to desktops. Even sellers did not show any interest in pitching the desktops. Places such as Nehru Place and Lamington Road have witnessed low turnaround for the desktops – assembled or branded.
exiting the PC business after struggling to sustain the profits. It is visible from the silent exits of two players such as Wipro and HCL Info systems. The sudden exit of these PC vendors shattered the whole industry. Even though these vendors were big in volume but they have to compete with many multinational giants like HP, Dell, Lenovo, Acer, etc. After closing its PC operations, HCL shifted its entire focus to its original business – distribution. Indian companies are not the only ones to shut down their businesses. Global brands such
Printer market in India The printer market is one of those territories where blind growth has dried up significantly. While this market suffered setbacks during the slowdown because of the heavy focuss on digital document management by enterprises, it has witnessed partial growth in some of the categories in FY 14. Yet it is no surprise. As many vendors believed that the market was looking for better and affordable alternatives, they have tried to make printers more efficient at lower cost. As a result, vendors tried to woo customers
Indian Market Scape through their new launches that claimed better performance at lower cost of ownership and operations. The printer market in India witnessed a growth at about 8 per cent. According to Cyber Media Research (CMR) last year the printer market stood at Rs 2406 crore, whereas it jumped to Rs 2587 crore. A number of factors attributed to the growth at the printer market including the new launches by HP, Samsung, Canon, and Epson. Indian organizations are still largely paper-driven. But there is an increasing importance of digitization and the need to access information anytime, anywhere. This represents an opportunity for print providers to expand their services into optimizing the document workflows that support business processes. CMR estimates that HP is the leader in the printer market with 41 percent marketshare in the overall market followed by Epson with 17 percent, Canon 14 percent respectively. In the A4 market, the competition is very tough in the stagnating market, it is important that vendors innovate to reduce the cost and show visibility. Inkjet printer market rebound as the vendors tried to display innovation in this segment. A number of vendors including HP, Canon and Epson exploited CISS (Continuous Ink Supply Systems) technology which helps inkjet printers to perform at par with laser printers and that too, at a lower cost. The inkjet printer segment offered multi-function options to consumers in India. Single function market is no longer impressive and is declining in both laser and inkjet segments. Laser printer market did not show any signs of growth. During the recession, laser printer was the only segment growing. The trend faded of late. Digital revolution in all segments has caused this wave. But multifunction laser printer market is still experiencing the doubledigit growth. Consumers and officers are only
looking for feature-rich printers as they want to save on power, space and other things. HP rules the laser market as well followed by Canon and Samsung. The printer market also saw the entry and exits of many international players such as Pantom and others. But they did not receive any positive feedback.
Server market in India As discussed earlier, servers as a category continues to undergo a lot of challenges. While x86 is on the threshold of revival, the outlook for non-x86 remains grim. According to International Data Corporation (IDC), x86 server market in India grew by 10% in terms of unit shipments in Q3 2014 as compared to Q3 2013. The major contributors to this growth were Professional Services, Communications & Media, Banking and Retail verticals. The non x86 server market however, saw a decline of 58% in terms of revenue due to large refreshes in verticals like Banking and telecom being on hold due to various factors. IDC further underlines that this market is expected to revive in the coming quarters as these verticals battle the need for more compute due to transitioning needs of their business teams. The analysts further believe that large deals in professional services vertical that were on hold previously due to elections, are opening up now. Continued investment by Communications & Media vertical in 4G rollouts is another reason that is driving the server market. It is noteworthy that the retail vertical has seen increased investments as there is lot of funding inflow. Even though IBM has sold its server business to Lenovo, organizations plan for future growth owing to positive sentiments and favourable government policies. 4G rollouts, banking infrastructure
upgradation to support more transactions as e-commerce in India takes over, modernization of some of the government departments, long pending defence projects, ever growing services vertical and platform adoption in every walk of the life would push demand in the coming quarters as well, says IDC. Though this is an encouraging trend, it does not guarantee any immediate success. Server market depends on the growth and modernization of data center market in India. In last few years, data center market was going through transitional phase. However, in last one year the market is back on track as cloud and big data trends are driving growth.
Networking equipment market The networking equipment market in India is going through technology transformation which reflects in the market dynamics. In last few years, all the major players such as CISCO, HP, Juniper and others have been busy realigning their strategy to go along the industry trends. While almost all the IT pieces, such as servers, storage, routers and applications, have been virtualized for quite some time now, the networking players managed to resist change for long in the internet of their proprietary businesses. But this is no longer the case. All kinds of networking equipments are ready to embrace the change. All players are making products that are fit for the cloud, big data and IoT environments. In nutshell, the next wave of technology adoption is being defined by the mid and small segments as a number of startups are disrupting the market with their innovative ideas. All technology players in the hardware space are betting big on the untapped SMB market. Many vendors have begun to woo customers in the SMB space with tailor-made products for them.
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Indian Telecom Industry : The Success Story Continues India is the world’s second-largest telecommunications market, with 975 million subscribers at the end of 2014. With close to 175 million internet subscriptions, India also stood third-highest in terms of total internet users in 2013. The number of internet subscribers increased at a compound annual growth rate (CAGR) of 52 per cent to 243 million in 2014 from 8.6 million in 2006. The wireless segment (97 per cent of total telephone subscriptions) dominates the market, while the wireline segment accounts for the rest. During FY07-14, wireless subscriptions increased at a CAGR of 27.5 per cent to 904.51 million. Telecom penetration in the nation’s rural market is expected to increase from 41 per cent as of March 2013 to 70 per cent by 2017. Availability of affordable smartphones, along with a rise in the security level of mobile transactions, is expected to boost growth of transactions conducted via phones, with the overall transaction value being tripled in 2014 from last year. In addition, the mobile value added services (MVAS) industry forecast to expand at a CAGR of 30.9 per cent to US$ 9.5 billion by 2015 from US$ 1.1 billion in 2007. To boost local research and manufacturing of telecom products, the government has proposed an investment of US$ 32.2 billion in three phases during the 12th Five Year Plan.
Mobile Handset Industry
The Indian mobile phone market, one of the fastest growing in the world, saw solid growth in the just concluded financial year 204-15, despite varied challenges. A major chunk of the growth can be attributed to the phenomenal rise in the smartphone adoption by masses and
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the humongous growth in data consumption by Indians. The country added around 280 million mobile phones in the year 2014 with around 85 million smartphones contributed to the kitty. When we witnessed a phenomenal growth of smartphones, at the same time feature phone saw a decline. And there is no rocket science in this. Customers always prefer more if that fits in to their budget and entry level smartphones these days are priced at par with the erstwhile feature phones. In the services side, though there has been no steep rise in the mobile subscription in the country, data usage has grown phenomenally in the last year. Samsung, the Korean electronics giant has maintained its leadership position in the Indian mobile phone market with grabbing the top position in both the segments – smartphones as well as feature phones. It topped the list and commanded a market share of 27%. Though it’s leadership has been threatened by its closest rival Micromax, the company has been able to sustain the pressure because of its strong product portfolio. This perhaps, is the only company that has products in all categories and in all price segments. That has been working wonders in favour of the company. Though there are conflicting reports from different research agencies about Micromax and Samsung on the leadership position in Indian smartphone market, the way the former is building its empire, it appears, Micromax is certainly not cut out for the #3 slot and Samsung is not less threatened to lose its old crown. Last year’s performance of the company tells volumes about what Micromax is up to. Riding high on its mass market smartphone
sales, India’s largest homegrown mobile phone maker Micromax has clocked revenues of more than Rs 10,000 crore in the 2014-15 financial year registering a growth of close to 39% over the previous fiscal. In FY2013-14 Micromax’s revenue was was Rs 7,200 crore. The ASP (average selling price) for Micromax’s mass market phone was around Rs 4,000. He said that mass market smartphone industry is growing at double the rate of what smartphone market is growing in India. Close to 60% of the smartphones sales come from mass market category and this share is growing each passing day. In total Micromax sold 33 million mobile phones in the last fiscal year and feature phones as well as smartphones contributed equally. The company sold around 18-19 million feature phones and around 13-14 million smartphones. In the year 2014, the company carved out a new smartphone business unit called ‘YU’. This division is being led by Rahul Sharma, a co-founder of Micromax. Karbonn Mobiles, once a formidable force and second most popular Indian handset brand after Micromax, has lost the plot and was dislodged from the list of Top 5 Indian smartphone brands, a report says. Continuing its run in the Indian market space, Samsung Mobiles leads the chart with 27.4% market share in the smartphone space whereas Micromax grabbed 19.5% of the market during October-December quarter, a survey by Counterpoint Research revealed. The surprise entry was Intex Mobiles which grabbed 6.5% market share during that period and is placed at the third position. Lava and Lenovo takes the fourth and fifth position
Indian Market Scape Driven by strong adoption of Government Initiatives data consumption on handheld The government has fast-tracked reforms in devices, the total mobile services the telecom sector and plans to clear the proposal market revenue in India will reach allowing spectrum trading and sharing ahead US$ 29.8 billion in 2014 and is of the year-end deadline as it wants to lift the expected to touch US$ 37 billion business sentiment for the forthcoming airwave in 2017, registering a compound auction. Some of the other major initiatives taken annual growth rate (CAGR) of 5.2 by the government are as follows: per cent, according to research • The Government of Uttar Pradesh (UP) firm IDC. has secured investment deals valued at Rs 5,000 According to a study by crore (US$ 804.64 million) for setting up mobile GSMA, it has been expected manufacturing units in the state. that smartphones will account • The Government of India plans to roll for two out of every three mobile out free high-speed wi-fi in 2,500 cities and respectively, states the report. connections globally by 2020 Karbonn Mobiles, which used to be the and India is all set to become the fourth largest towns across the country over the next three years and the programme, involving an investment of number three player in the list for last few quarters, smartphone market. up to Rs 7,000 crore (US$ 1.12 billion), will be failed to retain its position. It was successfully had India is projected to have 213 million mobile implemented by state-owned Bharat Sanchar pushed away by much smaller brands like Intex. internet users by June 2015, a 23 per cent rise During the period Micromax’ smartphone over a six month period, according to Mobile Nigam Ltd (BSNL). • Citizens of India are expected to get a shipment grew 75% compared to last year but Internet in India 2014 report. minimum of 2 megabits per second (MBPS) Wi-Fi the report said it declined compared to the third The broadband services user-base in India speed at every government owned service point quarter or August-October quarter of 2014. is expected to grow to 250 million connections Justifying the entry of Intex into the Top 3 by 2017, according to the UK-based GSM such as railways stations, airports, bus stops, hospitals and all government departments that list, Counterpoint said that the company has Association (GSMA). deal with the public on a daily basis. raised the demands for its sub $100 smartphone India saw the fastest growth in new mobile• The Union Cabinet of India has approved category and its Aqua 3G and Y Pro are in good phone connections with 18 million net additions the largest ever telecom spectrum auction that is demand in the market. in the third quarter of 2014, followed by China targeted to fetch at least Rs 64,840 crore (US$ Lenovo, with the acquisition of Motorola, with 12 million new additions, according to a 10.43 billion). The government will sell 380.75 also entered to the Top 5 list for the first time. report by Swedish mobile network equipment megahertz (MHz) of second generation (2G) Motorola’s Moto E, Moto G and Moto X saw a maker Ericsson. bands—the premium spectrum in three 900 tremendous success in the market. The company sold more than 3 million smartphones in the last Investment 11 months. With daily increasing subscriber The report also said that though Xiaomi base, there have been a lot of smartphone shipment grew 250% during the investments and developments in quarter, the Chinese brand failed to enter to the the sector. The industry has attracted coveted list. FDI worth US$ 16,994.68 million A surprise element in the Indian mobile during the period April 2000 to phone market is Chinese smartphone maker January 2015, according to the Xiaomi. The company is just one year old in data released by Department of Indian soil but the kind of hype and brand pull Industrial Policy and Promotion the company has created here is unmatched. It (DIPP). devised a completely new strategy. Unlike other Some of the major vendors, Xiaomi created ‘online-all’ marketing developments in the recent past and distribution strategy which, so far, has been are: paying off. • Sterlite Technologies Ltd At present, the company commands a market has announced an annual seed fund of US$ MHz, 1800 MHz and 800 MHz. share of around 5%. 100,000 to strengthen India’s investments in • To speed up the national optical fibre broadband technology research, by investing network (NOFN) project, the Department of Telecom Services in Indian start-ups, working on innovative Telecommunications (DoT) has advised officials Telecom services have been acknowledged broadband deployment technologies. to use public buildings such as post offices, globally as an essential tool for the socio-economic • Maxx Mobilink plans to start production railway stations and schools. development of a nation. India is currently the of mobile handsets at its Haridwar plant, beginning • The Government of Kerala has decided world’s second-largest telecommunications with assembling devices from April 2015. Maxx to allow mobile telecom service providers to set market and has registered exceptional growth in will invest over Rs 6 crore (US$ 965,615.81) up towers on government land and buildings. the past few years. initially in setting up the R&D laboratory. This is the first time that a State Government has The Indian mobile economy is growing • Huawei Technologies has won two opened its own land, buildings and offices to rapidly and will contribute approximately US$ contracts worth a combined US$ 120 million mobile companies. 400 billion to India’s gross domestic product from Bharti Airtel and Idea Cellular to upgrade (GDP), according to report prepared by GSMA in their wireline networks. Road Ahead collaboration with BCG. • Tata Communications has invested in India will emerge as a leading player in the The rapid strides in the telecom sector acquiring capacity in Seabras-1, a submarine virtual world by having 700 million internet users have been facilitated by liberal policies of cable being developed between the US and of the 4.7 billion global users by 2025, as per a the Government of India that provide easy Brazil, seeking to increase services in the Latin Microsoft report. market access for telecom equipment and a American region. With the government’s favourable fair regulatory framework for offering telecom • Bharti Airtel and IHS Holding have regulation policies and 4G services hitting the services at affordable prices. The deregulation of signed an agreement under which latter will foreign direct investment (FDI) norms has made acquire about 1,100 telecom towers across market, rapid growth is expected in the Indian telecommunication sector in the next few years. the sector one of the fastest growing and a top Zambia and Rwanda. Also, with developments in this sector, services five employment opportunity generator in the • Ericsson has won a seven-year deal such as security and surveillance, remote country. worth more than US$ 1 billion to manage the monitoring of ATM machines, home automation, network of Reliance Communications across 11 traffic management, retail, logistics and grid Market Size service areas, making the Swedish telecom gear energy could eventually facilitate optimisation of Telecommunications is one of the prime maker the only service provider to manage the resources. support services needed for rapid growth and pan-India network of a mobile phone operator. Source : IDC. IBEF, CMR, Counter Point & modernisation of various sectors of the economy. TeleAnalysis
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BRAND BOOK 2015 | www.mybrandbook.co.in
Equipping Customers with Technologypowered Products S. Rajendran Chief Marketing Officer Acer India The X-Factor
A multinational hardware and electronics corporation, Acer is specializing in advanced electronics technology. It is committed to deliver products that are tailored to fit the consumer’s needs. The company’s brand philosophy is “Breaking Barriers between People and Technology” that gives Acer a very unique position in the consumers’ minds. Beyond that, the strategy of “progressive design” is a constantlyevolving design powered by R&D that resonates with the changing consumer’s behaviour. To deal with that challenge, Acer is planning to implement a new business model between its central eBusiness Group and the local channel partners. Acer’s eBusiness Group will partner with its local subsidiaries and operate as the main stakeholder of the solution business to ensure the necessary support through close end-to-end cooperation model between application services, national subsidiary and local partners. Acer is positioning in India to do very well in the education, government and very large business segments while catching up in the SMB space, small office (SOHO) and consumer segments. Acer foresees an opportunity to grow, especially in Mobile PC, because it is nearly 60% of the market (2014 Consumer + Small Office Total PC IDC). That is one main reason why Acer defines India as one of its focus markets for consumer business. To be in tune with the rapidly-changing market needs and consumer’s behaviour, Acer has redefined its business model and scope from being one that is purely hardware-focussed to that of a provider of Hardware + Software + Services. Acer has recently unveiled a full range of new devices designed to improve people’s lives – both work and play, namely Notebooks, Convertibles, Projectors, Desktop Monitors, Tablets and 2-in-1s by focussing on specific areas of life – productivity, education, entertainment and gaming. Acer has always harnessed valuable insights to design products with appeal to a wide spectrum of users and suitable to diverse needs.
Product In-sight Acer has recently unveiled a new range of over 50 products across categories, namely Notebooks, Convertibles, Projectors, Desktop Monitors, Tablets and 2-in-1s. Acer has also introduced its gaming strategy across multiple form-factors, including the curved gaming monitor featuring NVIDIA G-SYNC technology. 42
A customer-centric approach
Acer’s global mission statement is “Fresh technology enjoyed by everyone, everywhere” and the company has been widely regarded as a worldwide pioneer in delivering high-performance PCs at accessible prices. It continues to lead the industry in computing innovation by enhancing the user’s experience. There is a huge demand in the market for Acer products and the company makes sure that these products are offered at prices people would want to pay. Acer is taking concrete steps to drive sales in India which is a strategic growth market for it. Acer ensures that variants of its existing products lineup reach semi-urban towns and cities so that they get to extract true value-for-money from their investments on its products. Acer is expanding its product portfolio into strategic product segments like ultra-flexible 2-in-1 mobile PCs featuring the functionality of tablets and full-fledged Notebooks. Further, it will phase in more high-performance mobile desktop replacements for business and for the booming gaming market.
Boosting business via social media
Acer’s social media strategy is not confined to only leveraging the platform as a means of promoting a product or pushing boxes. Its digital mantra has always been, “To be in touch with our consumers”. So it covers different aspects of support, experience with the brand and also increases the potential of refining its products. Real-time marketing has today become a necessity. Social media has also been a great platform to gain valuable feedback regarding products and services. Acer already handles a sizeable percentage of consumer escalations through social media. This has provided an edge to connect with customers from the pre-purchase stage to the post-purchase stage, thus creating a 360-degree experience for the customers.
Enhancing value chain
Being a technology player, Acer has always been the first to the market with cutting-edge technology, either on its own or through strategic partners like Intel, Microsoft and AMD. Realizing the percolation of IT into smaller cities and towns, Acer has embarked on a consumerization drive in its “Go-To-Market” strategy. Along with innovative products, Acer always strives to be closer to its customers in the best possible way. Acer has constantly expanded its service delivery centres in small towns that would help the customers to have minimal downtime. Such steps and measures have ensured value additions to the customers, starting from the design blueprint of the product to the after-sales service.
BRAND BOOK 2015 | www.mybrandbook.co.in
encouraging a Life of Comfort
Richard Tan MD & Director ADATA Technology India Private Ltd
The X-Factor
ADATA has always been keeping an eye on the changing business scenario and has been adapting to it accordingly. E-commerce in terms of business and mobile computing in terms of technologies are the two key emerging and fast-growing realities in India, according to ADATA. Internally, the company has already had its mechanism to cater to the e-commerce business and today it proudly states that ADATA has been having satisfactory results so far. Its products are backed by an equally overwhelming service and, above all, marketing activities have helped its products to be placed in some of the leading e-commerce portals. On the other hand, it is equally working very strongly with channel
partners as well. To cater to both the segments, ADATA has demarcated some specific SKUs for e-commerce and channels separately that have yielded excellent results for the company. In terms of product offerings, apart from the storage segment products, ADATA is also focussing on mobile accessories, particularly the power banks. Power banks are going to play an important role in digital empowerment for millions of Indians as the next wave
of technology is definitely going to happen through mobile phones and tablet PCs. ADATA is also working very closely with its HQ team to get products developed for the Indian market giving in more power, apart from keeping the prices to a fairly competitive point.
A customer-centric approach
ADATA is a brand that allows users to live their lives in comfort, without any hassles of worrying. Its tag line says it all – Love, Life, Dreams – wherein one has to love what he does, lives a life and should have a dream for future. ADATA designs its products keeping in mind the comfort the users should have while using ADATA products. All its products are leaders in their category in terms of design, performance, product robustness, etc. Apart from that, ADATA provides 1- year, 3-year and lifetime warranty on its entire range of products that give peace of mind to the endcustomers.
Boosting business via social media
ADATA has been active on social media for the last couple of years in India and has been using this medium to reach out to end-customers. Today, it boasts of a very healthy fan following on its FB page of more than one lakh followers. Through this FB page, the company has been reaching out to end-customers to create awareness about its products and technologies. ADATA has also been creating awareness about various online offers, apart from the news and views of general interest. By giving in right information about products, technologies, product reviews, offerings, it helps ADATA to not only create brand awareness but also helps in achieving higher sales and good business opportunities.
Enhancing value system
All ADATA products are designed in-house by its research team and thus become one of the key factors for providing value chain to its customers. Most of its products are award winning in their respective categories.
Product In-sight
Milestone
ADATA has introduced waterproof and shockproof, slim External HDDs, which happen to be one of its most innovative products in 2014.
• Apart from storage in the year 2013, ADATA ventured in LED Light and is among the first few to have introduced RGB Bluetooth Bulb that can be operated through free downloadable software and can give 16 million colours.
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BRAND BOOK 2015 | www.mybrandbook.co.in
Making Internet Fast, Reliable and Secure Sidharth Malik Managing Director & Vice-President, India, Akamai Technologies The X-Factor
Akamai makes the Internet fast, reliable and secure. It is the world’s largest provider of cloud delivery services and is within one network hop of over 90 per cent of the world’s users. It will continue to build on its strength and meet customer’s expectations. As India integrates further into the world economy, Akamai expects the Internet to be an important medium to connect to the rest of the world. Akamai will partner with more organizations and governments to deliver on the promise of the digital world by leveraging Akamai’s Intelligent Platform to create an environment that delivers the best online experience for consumers and businesses alike. Akamai believes that there are three key drivers
of change in the country, which include greater cloud adoption, enhanced mobile connectivity and more public investment to foster a “Digital Nation”. Akamai is able to deliver a seamless online experience and enhance the end-user experience by making delivery of content across platforms and devices fast, reliable and secure. As more data and business processes move online, Akamai helps secure businesses to prevent data theft and downtime and will keep helping companies to boost productivity in every sector in 2015.
A customer-centric approach
Akamai continues to build and grow its network and product portfolio to deliver on the promise of a hyperconnected world, where entertainment, business, and life are enabled to reach unimagined potential. It will enable its customers to meet user’s expectations of instant, secure and reliable access to services, irrespective of the time, their location or the device they are on, which will, in turn, lead to a more productive and agile enterprise workforce and engaged customers / citizens.
Boosting business via social media
Product In-sight Some of the key innovations that Akamai has introduced last year are SaaS Provider Option, Akamai Ion and Cloudlets. The SaaS Provider Option enables SaaS Providers to rapidly onboard new customers, reduce operational costs, speed timeto-market, leverage SSL in a scalable manner, and gain deeper customer’s insights. Akamai Ion enhancements are aimed at further improving website and application performance, offering increased self-serviceability of customers’ Akamai environments and providing greater intelligence and insight in the user’s experience. Cloudlets allow customers to do more with the Akamai Intelligent Platform, in a way that is self-serviceable, alleviating the need for further infrastructure investment or the development of custom tooling.
Newer platforms that can help to further amplify research and industry observations are indeed valuable. Social media is a new avenue that has offered Akamai another interactive way to engage with customers and keep them well informed about potential threats, new technologies, network tips as well as evolution of the Internet across regional markets with the State of the Internet reports. Platforms such as Twitter have helped to raise its brand visibility along with the level of interaction with a variety of stakeholders that include partners, industry trade bodies, potential employees, etc.
Enhancing value system
Value chains are going digital, global and more socially interconnected. The suppliers, customers, employees and partners are all working together, with the Internet serving as the medium that is facilitating this. However, the Internet was never designed for business. Akamai makes the Internet business ready by providing better performance for users, securing their data and digital infrastructure, and improving the quality of life through seamless entertainment. Akamai allows businesses to monetize the Internet.
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BRAND BOOK 2015 | www.mybrandbook.co.in
Re-emphasizing on New Growth Areas Sanjay Sapru Regional Director, Enterprise – South Asia, Alcatel-Lucent Enterprise (ALE) The X-Factor 2015 is going to be a great year for the company. In 2015, AlcatelLucent Enterprise (ALE) changed its strategy and is focusing on a threepronged strategy – SMB, turf protection and data networks. With the SMB sector showing a lot of promise and growing at a fast pace, the first thing ALE has done is to re-energize the SMB vertical as it expects around 25–30-percent growth in 2015. Being a high-growth vertical, the company has recruited dedicated people for SMBs. Secondly, ALE wants to protect its revenue from traditional verticals like metro, defence, hospitality and IT/ITeS where it is pretty strong. Thirdly, its sales team was initially converged as they used to focus both on voice and data, but now the company is segregating the team and getting a separate team for data and increasing its focus on data segments. The company also believes that UC-as-a-Service will emerge as a trendsetter for the next wave and will be first deployed by SMBs and mid-market and then would be deployed by large corporates. In data networks, the focus for ALE is on direct customer engagement and on products like LAN switching, Wi-Fi and routers. In Wi-Fi, the focus is on campus Wi-Fi, Expressway Wi-Fi, railway station Wi-Fi and educational Wi-Fi.
Enhancing value system ALE intends to double its revenue in 3–5 years in the South Asia region. The three- pronged approach will help the company in doubling its revenue and also help it to prepare for this growth. Some of the big deals bagged by ALE include Powergrid, Hyderabad Metro, Delhi Metro Phase III and Jindal Shell Steel Plant in Raipur. In the next 2–3 years, ALE will be seeing a lot of traction in the metros with Navi Mumbai, Kochi and Kolkata gaining momentum. It is also seeing momentum in government projects and large enterprise customers.
Milestone ALE has done extremely well during 2014 on the revenue front, but it has done equally well on services. In 2014, ALE started with maintenance services and started charging for these services. It launched SPS (Software Protection Services) which covers the product for tax support, release update and bug. Software services contributed around 10–12 percent to its total revenue in 2014. 46
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ushering in A World of Virtual Reality Derek Reaves Channel Sales Director AMD Asia Pacific and Japan The X-Factor
AMD would be best described in a few words – Innovative, Costeffective and Performance- driven. Gaming has been AMD’s key focus in India for quite some time now. For AMD, Radeon is Gaming and its incredible innovations in graphics and sound processing – based on its revolutionary APU technology – bring games to life. AMD has also initiated steps to deliver the best possible Virtual Reality (VR) experience for developers and users through a new initiative – LiquidVR, which is a set of innovative technologies focussed on enabling exceptional VR content development for AMD hardware and facilitates performance and plug-and-play compatibility with VR headsets.
A customer-centric approach
Customers around the world swear by the technological advancements that AMD products are based on and the costeffectiveness of the same. This year, AMD is looking at taking energy efficiency to another level and has already developed a number of technologies to optimize voltage like the latest APU Carrizo. The company is also focussing on Gaming and a full-immersive experience for the enthusiasts in India with its latest GPUs and supportive technologies like FreeSync, Eyefinity, TrueAudio and LiquidVR, etc.
Product In-sight AMD has made some significant announcements like the Embedded Radeon HD 7850 GPU that accelerates medical imaging that is also an AMD technology platform architected for immersion and responsiveness in virtual reality environments. But the most innovative of all has been the high-performance, energy-efficient “Carrizo” system-on-chip that is sure to deliver leap in performance and power efficiency.
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Boosting business via social media
AMD in India is constantly on the move to provide the best solutions for its customers and consumers. The social media platforms cater to all AMD loyalists as well as gamers in India. The primary purpose of the platform is to spread the word about the latest announcements from AMD, which is growing dynamically and venturing into new horizons. AMD has just launched, “AMD Long Live The Gamers”, a social media advocacy program which aims to celebrate the love of gaming in India by creating gaming heroes out of AMD fans on social media.
Enhancing value system
AMD offers revolutionary products as per the changing technology markets of today and also presents consumers with more choices and freedom to purchase the best products for their needs at competitive prices. AMD has recently launched the world’s most energy efficient and high-performance APU (Accelerated Processing Unit), Carrizo. It has been pursuing Heterogeneous System Architecture (HSA) and proprietary power management technologies to make continued advances in performance and energy efficiency in computing. The upcoming “Carrizo” APU takes a big step toward the AMD 25x20 energy-efficiency goal and incorporates a wealth of new features that will be adopted across its full product line, going forward.
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BRAND BOOK 2015 | www.mybrandbook.co.in
Inventing A New ‘Future’ Sridharan Mani CEO & Director AMI The X-Factor
“Performance Storage. Proven Value” is AMI StorTrends caption. With over 28 years in the industry, AMI has a proven, well-established track record where customers can depend on StorTrends range of Products and Services. For SMBs that require scalable and reliable Ethernet storage solution, StorTrends 2400 series is an ideal one-stop unified storage that offers best-in-class data protection, business continuity and redundancy. AMI StorTrends is a pre-bundled full-featured solution that includes hassle-free installation and guaranteed support. Today’s businesses demand data protection & security, cost optimization operations, application performance improvement and ease of management. AMI StorTrends with its wide gamut of products and features cater to the variety of applications and performance demands of the businesses. StorTrends data storage solution range is available as All flash array (AFA), Hybrid flash array (HFA) and SAS/NLSAS spinning drive arrays. With robust features like SSD caching, data tiering, volume-based QoS, RoW technology snapshots, thin provisioning, High Availability, Snap-assisted replication, built-in WAN optimization, StorTrends ensures that it delivers the best combination of performance, data protection, capacity and price, as per the need.
Product In-sight The StorTrends 3600i dual controller all flash array that combines enterprise-level performance and functionality at an affordable cost is a product from AMI to look for. It features specialized read and write tiers in SSD along with inline deduplication and compression reducing capacity requirements. Founded on over 100 storage patents and three decades of leadership in the technology industry, the 3600i array was architected from the ground up to provide the performance that companies require at a price they can afford. Overall, the StorTrends 3600i’s unique optimization of SSD potential and rich history as a leading storage innovator makes it the ideal storage solution for companies, seeking the highest levels of performance and an unrivalled inclusive feature set. 50
A customer-centric approach
AMI’s main motto is to “Invent Future”, to provide the customers with products that they haven’t even thought would empower them. The products and solutions that the company provides would weigh more than excellence.
Boosting business via social media
AMI has been channelizing and actively participating in most of the social media platforms. Its networking has created a significant awareness of the brand and has constantly given it the privilege to be one the leading players in the industry. Being part of AMI group, customers can access a lot of information on the latest technologies and current industry trends.
Enhancing system
value
AMI is one of the leading technology providers to most of the OEMs and ODMs. AMI’s expertise is to bring out a product or a solution that will add value to the day-to-day IT life of its customers. AMI innovates technologies that will set a platform for the industry and the customers.
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BRAND BOOK 2015 | www.mybrandbook.co.in
BUILDING A Networked Society Shibu Paul Regional Sales Director – India, ME and SEA, Array Networks The X-Factor
Array Networks’ business, particularly in India, is more focussed around eGovernance which is critical part of the Digital India. There is huge opportunity here for Array. Its products being deployed in some of key projects including UADAI, Treasury, Income tax, CCTNS, State data centers and agriculture department, where technology solutions are at the core of digital India plan, there appears to be a huge opportunity for Array. Array is closely working with various ministries to ensure continued support in making digital India a huge success. It is in the process of focusing and reorganizing some of the existing government projects and implementing it in a synchronized manner. Array is always keen and focussed in connecting technologies on a global scale. Technology like SMAAC (Social, Mobility, Mobile Apps, Analytics and Cloud) are moving mainstream to benefit most enterprises and spending on social, mobile, analytics and cloud services will provide a much-needed boost for the IT sectors. Array’s products play a very important role in all of the above technologies as most of the industries urge for a secure network and application acceleration to drive better business opportunities. Furthermore, Array is investing heavily into R&D to improve and enhance the features of all products to service enterprises with innovative solutions.
A customer-centric approach
As enterprise networks are constantly making a shift to newer technologies and with technologies growing, there is always a need to build and enhance networking products which suits the customers’ portfolio. Array Networks has well entrenched products and solutions which can thrive amongst various IT industries and also amongst the competitors. Performance, reliability and localized customer support are the parameters it largely concentrates along with undeniable cost advantage. Because of its extended solution offerings, Array has not lost a single customer till date.
Product In-sight All the products of Array Networks are known for their unique offerings to IT industries. Array has launched WAN Optimization solution, specifically designed for Indian customers which have proven to be beneficial in driving good opportunities. Array has also launched the first enterprise SSL VPN solution to provide data security against unauthorized access, which comes with a token-less 2 factor authentification. 52
While its competition is globally strong with little footprint in India, Array has invested heavily into local support including a local RMA, local TAC and onsite support at a very reasonable cost.
Boosting business via social media
Array has a very active social platform where customers share their feedbacks and concerns about Array’s products and services. Promoting products and solutions via social platform is one of the most active and costeffective ways to uphold business amongst all IT industries and enterprises for Array. The platform helps to reach out to customers present globally and also provide knowledge to the customers about the products and services, thereby helping them to boost their business operations.
Enhancing Value-system
With changing technologies, new products are getting innovated to offer customers a consistent solution. Array makes sure that the best of its products and services are transferred to the targeted customer groups. Array manages operations in innovative ways to deliver greater value to their customers by increasing product and service quality along with reduced cost. It has also achieved its business goals by building the value chain across nation and delivering innovative products to customers. Array Networks consistently proves its ability to deliver worldclass, integrated security solutions to customers and has provided a valueadded channel-friendly program.
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Key to Success Our solutions-based philosophy of producing products that deliver value to our customers, together with extensive service and support, has resulted in Allied Telesis solutions being successful in the market both locally in India and around the world.
Milestones Established in 1987, Allied Telesis has been delivering innovative networking and security solutions for almost 30 years. In 2014, Allied Telesis: Q joined the Open Network Foundation (ONF) and delivered SDN enabled products to the market Q was awarded the Best Milestone Solution Partner, India Q received the iCMG Architecture Excellence Award for IT Infrastructure (datacenters, network, security) In 2015, Allied Telesis: Q became a lead partner in the Smart Cities Council Q launched the latest in security technology with the release of our Next Generation Firewall (NGFW)
Brand Vision Allied Telesis is a leading provider of networking infrastructure and flexible, interoperable network solutions. Our company provides reliable video, voice and data network solutions to clients in multiple markets including government, healthcare, defense, education, retail, hospitality, and network service providers. For almost 30 years, Allied Telesis has been committed to innovating the way in which services and applications are delivered and managed, resulting in smarter solutions, delivering increased value and lower operating costs. We are committed to providing our customers with solutions designed and built to the highest standards and quality. Our manufacturing conforms to ISO 9001 standards and all of our facilities adhere to the strict ISO 14001 standard to ensure a healthier planet. Brand Loyalty As a leading provider of networking and security solutions, Allied Telesis enables reliable and efficient delivery of a broad variety of services over a single, unified network, meeting the demands of todayâ&#x20AC;&#x2122;s organizations, both now and into the future. Delivering reliable connectivity and security for everything from enterprise organizations to complex, critical infrastructure projects is not a trivial task. In addition to products that deliver performance, reliability and security, organizations are also looking for greater value from their relationships. One of the ways Allied Telesis delivers this is through innovative technologies such as Allied Telesis Management FrameworkTM (AMF) and Virtual Chassis StackingTM (VCStack). These intelligent technologies simplify networking and reduce operational expenditure, allowing more to be done with less. Along with innovative technologies, the service and support delivered to our customers is highly regarded and results in Allied Telesis being the default standard for many organizations around the world today. Evolution with Revolution Allied Telesis has a long history of innovation. Our Allied Telesis Management Framework technology won an Industry recognised Architecture Excellence Award* and our design and deployment experience has been recognised with a partner solution award**. Our recently released SwitchBlade x8100 switch series and Next Generation Firewall products continue our long history of innovating networking and security products. Awarded the iCMG Architecture Excellence Award 2014 for IT Infrastructure (datacenters, network, security) ** Awarded Best Milestone Solution Partner, India, 2014 *
Mr Subhasish Gupta Country Manager India SAARC Allied Telesis
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alliedtelesis.com/about/varindia
Smarter Solutions for a Smarter World Allied Telesis is helping to build a prosperous society in which people everywhere have easy and secure access to information regardless of the time or place. Over our almost 30-year history, Allied Telesis has provided products and services to virtually all major vertical industries. In recent years, we have seen a shift in the way customers purchase. They are moving from a pure product and technology focus toward an emphasis on the value their network solutions provide in enabling them to achieve business goals. Customers now want to justify their network purchasing in terms of its ability to help increase revenue, decrease cost and increase productivity within their organization.
Healthcare
Transportation
Education
Video Surveillance
Allied Telesis is the industry leader in providing cost-effective, reliable, secure IP network solutions. Hospitals and medical facilities around the world use Allied Telesis networking solutions to improve patient care, enhance productivity, reduce costs, ensure data security and improve safety.
Transportation network systems from Allied Telesis provide highbandwidth real-time communication with moving vehicles, broadband access to passengers, video security of public vehicles, facilities and infrastructure, as well as monitoring of environmental conditions and traffic control.
High-bandwidth, secure networks help deliver advanced teaching and communications tools that benefit students, teachers and administrators through virtual online classrooms, remote access to teaching specialists and automated attendance programs. Our highperformance, multilayer switching solutions provide intelligent, scalable and reliable connectivity.
Video Surveillance is an integral part of modern security systems, found in premises ranging from airports to shopping malls, corporate buildings to train stations. Allied Telesis offers a diverse portfolio of products, and a suite of features, that can enhance the ability to securely and reliably transport security video footage across an IP network.
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BRAND BOOK 2015 | www.mybrandbook.co.in
makING Mobile Platform a Priority Sanjay Gupta Managing Director, Aspect Software South Asia & Middle East The X-Factor
A customer-centric approach
Aspect Software is the global leader in customer engagement solutions. Its unified interaction management, workforce optimization and backoffice solutions seamlessly orchestrate people, processes and touch points for today’s top brands in aviation, financial services, healthcare, manufacturing, telecommunications and retail. Rapid evolution in customer engagement landscape is the biggest reality enterprises are facing today. This is primarily driven by the adoption of smartphone and cloud-based services. This further strengthens Aspect Software’s belief that to remain competitive, enterprises will need to make mobile platform a priority and, if needed, overhaul their customer engagement technologies to best accommodate these devices without impacting their pockets. This means they look at cost-effective technology options like cloud.
Aspect Software believes in creating self-sufficient, best-of-breed solutions that enable its clients to engage their customers and prospects through channels. These solutions are created with a deep, comprehensive understanding of its client’s customers who is a unique individual and demands good experience. In a nutshell, by blending traditional creative skills like design, user experience, user interface design, copywriting, audio/video, animation and instructional strategy with the latest associated technologies, Aspect Software designs and develops digital solutions that are more effective and more impactful for its customers’ business. By focussing on the customer’s experience, the company completely immerses the user, and engages them in a dialogue, a message, an interface, an application or a training exercise that allows them to effectively consume and interact with the customer’s marketing information. The
Aspect Software has been a leader in workforce optimization since introducing the first workforce management solution nearly 35 years ago and continues to bring game-changing functionality and technology to the market. Now, with its aggressive move to the cloud, the company plans on investing in a truly market-differentiated user interface, combined with a very rapid move to a leadership position in Workforce Optimization.
company then takes the user’s focus and compares it against the needs of the business to find the intersection where rich experiences drive business results.
Product In-sight The Workforce Optimization solution of Aspect Software continues to see a significant market share fuelled by a highly integrated product suite, connecting front and back office business processes, with one of the most compelling user experiences in the marketplace for business software. Recently, Aspect Software made the suite available through its industryleading global network infrastructure and as a subscriptionbased service. 56
Boosting business via social media
Aspect Software believes in making sure every social interaction delivers on meeting its customers’ promise of fostering long-lasting loyalty. Its solution, Aspect Social, a SaaS-based cloud solution, gives clients the ability to take disciplined, constructive social actions based on best practices. With powerful workflow capabilities tuned to the needs of the contact centre, clients can be assured that customers receive consistent, informed responses to questions posed in the social space.
Enhancing value system
Wherever enterprises across sectors are looking to remove communication and workflow barriers or automate more productive business processes, Aspect Software solutions help build on existing customer contact, workforce optimization and enterprise technology investments by putting the contact centre squarely at the centre of the customer’s experience.
BRAND BOOK 2015 | www.mybrandbook.co.in
“Connecting Anything, Anywhere”
Priyadarshi Mohapatra Managing Director Avaya India and SAARC The X-Factor
Avaya is constantly endeavouring to lead its customers into the new era of a digitally transformed society with its cloud-enabled and mobile engagement solutions. The solutions will deliver with simplicity and at manageable cost reduction, especially for its customers in the mid-market space. Avaya aims at providing extensible and adaptable solutions for step-by-step migrations. In a developing economy like India, Avaya sees a lot of growth opportunities across almost all the sectors. Avaya believes that the Smart initiatives like the Smart city project and the Digital India transformation will change the face of India. The industry identifies the generation Y as the new and the most active contributor in bringing out the best and innovative ways of doing business. The Indian economy has been having an open gate for a lot of start-up businesses in the recent years, especially in the e-commerce space.
A customer-centric approach
Engagement drives better customer experiences and increased productivity and profitability. Avaya is adopting engagement as its driving principle. Avaya is creating engagement environments for its teams, customers and the entire ecosystem by crafting custom solutions that are unique to each customer’s specific businesses challenges and needs. Avaya engagement environments are made up of solutions, consisting of new and existing Avaya’s unified communications and collaboration, contact centre and networking products and services. The entire Avaya ecosystem allows companies to harness the power of engagement to increase customer lifetime value and drive business performance.
Boosting business via social media
With the entire industry undergoing a digital transformation, the contact centres in India are dramatically expanding their social
Product In-sight The Avaya SDN FX architecture defines a solution framework that enables customers to reap the benefits of networking simplicity, reliability and virtualization. With this technology, Avaya aims at creating a smart foundation for smart cities and Avaya SDN FX is the smart foundation for anything smart.
media services. There is an increased focus on customer support, for monitoring real-time engagement with the customers. Social media is now becoming one of the most prominent channels of communication for customers to have a better engagement with the company. Avaya solution creates a framework to elevate communications started on a public social media site to private one-to-one voice and/ or video calls, email and instant messages without the need for a phone number or e-mail address. Customers simply connect to the Social Media Widget application from the company’s web site to their social network page, such as Facebook or Twitter. These services are provided by Avaya as hosted services to the end-customers, relieving them the pains of backend integration and upgrades to various social media sites.
Enhancing value system
Avaya has now entered into a completely new era where the OEMs are just engaged in selling their products and expect system integrators to deliver the desired solution. In order to keep pace with the change in customer’s expectations and build the stickiness, Avaya offers APCS (Avaya Private Cloud Services) to its customers, delivers communication managed services across collaboration, customer experience management, networking infrastructure and more. Avaya engages actively in customer business transformation through these services and deliver best-in-class services, knowledge, technology and solutions based on its global experience and expertise.
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BRAND BOOK 2015 | www.mybrandbook.co.in
Safeguarding Citizens with SMART Solutions Sudhindra Holla Country Manager Axis Communications India & SAARC The X-Factor
The new HD standard “4K Ultra HD” will be a hot topic and a natural next step in the industry’s ongoing strive towards more image details and larger coverage from a security camera. 4K for surveillance purposes is expected to take its full effect in 2015 and beyond. Innovation in this area will be a key industry driver. The business of Axis is based on a strong focus on R&D and innovation and it always works hard to deliver the best possible quality of service and reliability. It believes in providing inputs to its partners and customers, whether this is through being open, approachable and close to its customers or through structured and highly respected learning programs. Axis is currently working on smart city projects and has deployed cameras in a few cities, besides installing its solutions in schools for remote monitoring. The other important projects that Axis has successfully undertaken in the government segment are on safeguarding the historical sites, mainly the archaeological sites. These kinds of projects are mainly executed through a nodal agency as they work with a lot of government bodies and eventually do the tendering process.
A customer-centric approach
Axis believes in its customers and it wants them to recognize Axis’ brand by the solutions that it provides to them. It also encourages its customers to connect with its services and give feedback on their experiences. It wishes to build a good rapport with its end-customers and wants their support in building an emotional connection. Axis offers intelligent security solutions that enable a smarter, safer world. As the global market leader in network video, Axis is driving the industry by continually launching innovative network products based on an open platform – delivering high value to customers through a global partner network. Axis has long-term relationships
with partners and provides them with knowledge and groundbreaking network products in existing and new markets. It offers customized and localized services with extended functionality and integration.
Boosting business via social media
Axis actively promotes its brand through social media platform. This includes products and solutions launches and invitations to its seminars and trade shows. It is also a good platform for Axis to share video clips which further illustrates its solutions offerings and benefits. Axis also connects with its customers for their feedback and enquiry.
Enhancing value system
Axis lives up to its brand promise of “Driving Intelligent Technology by coming together of human intelligence and innovative technology to create unique value”. The word “driving” reflects Axis’ energetic and motivated culture which encourages everyone in the Axis ecosystem to think big and continually push boundaries. “Intelligent technology” is about being an open- minded, sharing knowledge, working collectively and creating something that is bigger and better than the sum-total of its parts. It is about developing new technologies, collaborating with different specialists and the bringing together the best of human capital to pioneer ways of thinking and new ways of doing things.
Milestone • Axis was the first company in the world to launch a network camera in 1996, initiating the shift from analog to digital technology. • Axis has also launched the first video encoder, thermal network camera and HDTV network technology all designed on an open platform. • The famous “Mysore Palace” in Karnataka is under Axis’ surveillance system. • Axis has also deployed surveillance for Forest inner department to monitor animals slaughtering and their going out of boundaries.
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Readying a Strategy around Cloud
The X-Factor
Barracuda has become a highly visible and recognizable brand. Partners and customers alike have come to rely on Barracuda as a trusted IT partner. Barracuda invests in brand development efforts to help solidify its position as a go-to provider of powerful yet easy-to-use security and storage solutions. The principal focus of its marketing programs is to reach IT professionals and elevate their awareness of its comprehensive portfolio of security and storage solutions. As a result of its strong investment in brand and differentiated ways to reach the customer at key decision points, it believes that it has developed strong brand awareness. The momentum around adoption of cloud resources for primary workloads will continue to accelerate as companies look to optimizing IT management solutions. This has been a trend with start-ups and very small companies, but the value proposition really starts to look appealing for mid-sized and large companies in 2015. Companies that don’t have a cloud legacy will struggle to service these new use cases. IT organizations will also find it increasingly hard to support the modern workforce without deploying cloud technologies. Applications and data will rapidly migrate to the cloud and end- users will expect to be able to access anything from anywhere at any time. Security and data protection will need to be designed for the cloud, not bolted on. With the aggressively growing attacks and the deployment of cloud computing, Barracuda has set itself ready to help customers address any challenge that may arise.
Murali Urs Country Manager Barracuda Networks, India sales processes, manufacturing, delivery and customer support. This integrated model enables Barracuda to tailor the customer’s experience to deliver powerful yet easy-to-use security and storage solutions and highvalue, recurring subscriptions to IT professionals in the way that works best for their organizations. It believes this is highly differentiated from its competitors and keeps its customers coming back to Barracuda over and over again. Barracuda Networks has also recently restructured its Barracuda Partner Program, the purpose of which is to solve problems for customers as quickly and affordably as possible.
A customer-centric approach
2015 will continue to see threats across all vectors, with an increase in attacks related to mobile access and web applications. Threat vectors also include email, remote access, web-browsing and network perimeters (which includes public and private clouds). Barracuda’s approach to securing these threat vectors is in its Total Threat Protection initiative that integrates several best-of-breed solutions into a common management interface and a single point of support – all at an affordable price point.
Enhancing value system
Barracuda’s business model is built on the core values of speed and agility, which it applies to all aspects of its approach, including technology innovations, delivery and deployment of its solutions and responses to customer’s inquiries. It maintains control of the value chain across its solutions, marketing efforts,
Product In-sight Barracuda NG Firewall, Barracuda Message Archiver, Barracuda Spam Firewall and Barracuda Web Application Firewall that have achieved VMware Ready – vCloud Air status are some of the innovative products by Barracuda.
Milestone Barracuda Networks, Inc. has acquired CudaSign, a leading mobile signing and document storage platform provider. This acquisition strengthens our offering in cloud data storage and continues our focus on providing simple, yet powerful and affordable IT solutions. 59
BRAND BOOK 2015 | www.mybrandbook.co.in
Empowering Mobile Professionals with Smarter Solutions
The X-Factor
As a pioneer in mobility, BlackBerry is committed to delivering innovative, high-quality devices that help users communicate securely, collaborate seamlessly and enhance productivity. BlackBerry is more than just a smartphone manufacturer. Rather, it is a mobile solutions company that services the needs of customers looking for secure technologies that drive productivity, communications and collaboration. Security also forms one of its many core competencies for BlackBerry. Its guiding business principle is keeping data out of the hands of third parties. With the stakes so high in “The Surveillance Age”, BlackBerry’s solutions are bereft of “backdoors” or other vulnerabilities. Given the steady traction and interest seen in the automobile and healthcare sectors in India and given a huge opportunity, it is just a matter of time before IoT defines BlackBerry’s existence.
A customer-centric approach
BlackBerry is focussed on meeting the needs of mobile professionals – business users that are productivity-driven and thrive on achievement – by empowering them with mobile solutions that allow them to work smarter, collaborate better and achieve more. Security is built into every layer of its products, from software, hardware, infrastructure and network. Its recent announcements on new partnerships and solutions demonstrate that BlackBerry is delivering on its promise to design and develop enterprise solutions that drive secure communications and collaboration for its customers.
Product In-sight Newly-launched BlackBerry Passport that is a device purposebuilt for productivity-driven business professionals and BlackBerry Classic are two of the most amazing products launched by BlackBerry.
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Varghese M. Thomas Director – Corporate Communications & Social Media – India & SAARC Region, BlackBerry Enhancing value system
BlackBerry has recently announced partnerships, enterprise solutions and value-added services which will further improve productivity, communication and collaboration for enterprises and further expand BlackBerry’s enterprise portfolio. For instance, BES12: a cross-platform EMM solution by BlackBerry serves as the company’s foundation to control access, data and applications across all missioncritical endpoints and devices, supporting all major enterprise platforms. As part of the company’s strategy, it will continue to broaden its solutions and services to enable customers to fully embrace the true potential of enterprise mobility with new initiatives and acquisitions. BlackBerry is also uniquely positioned to be a leading player in the M2M and IoT space with QNX and its open mobility ecosystem approach. BlackBerry and QNX have a long history of developing solutions that can create a connected ecosystem of devices and machines. Solutions that connect and support the Internet of Things, including embedded platforms, networks and devices, are at the core of QNX offerings.
Milestone • BlackBerry has announced a strategic partnership with Samsung Electronics Co., Ltd to provide a highly secure mobility solution for Android. It is a tightly integrated, end-to-end secure solution that brings together BES12 with Samsung Galaxy smartphones and tablets that include Samsung KNOX. • BlackBerry has also partnered with interRAI to deliver Efficient Data Collection Solutions in Healthcare. • Secusmart, a BlackBerry company, in partnership with IBM, has introduced the SecuTABLET, a high-security tablet based on the Samsung Galaxy Tab S 10.5.