PLUS
Bain Capital to Acquire Blue Coat / 08 www.smechannels.com
india’s first IT magazine for sme business VOLUME 06 | ISSUE 01 | PAGES 44 | MARCH 2015 | RS. 20/-
SME Trend / 24
SME Chat / 34
SME BIZ
Canon: MAXIFY (ING)
EMC: ”VSPEX Blue will be
Microsoft: Evolves a new category of Partners
Business
unique to India market”
/ 36
ON THE STARTUP
ROAD
The recently announced Budget underscored the importance of turning the youth from job seekers to job creators. /26 1
PLUS
Cisco and Microsoft Present New Cloud Platform / 08 www.smechannels.com
india’s first IT magazine for sme business VOLUME 06 | ISSUE 01 | PAGES 44 | MARCH 2015 | RS. 20/-
SME TREND
SME BIZ
/ 33
CITRIX: Focus, Engage, and Specialize
/ 32
ACRONIS: The Forward March
SME BIZ
/ 38
CAMBIUM NETWORKS: To Connect the Unconnected
MY EXPERIENCE EDITORIAL
AHOY START-UPS! KARMA NEGI
karma@smechannels.com
START-UPS ARE ESTABLISHING their own rules of business; they are innovative, young, enthusiastic, and ready to take on risks. And the best thing is there is no dearth of funds. Investors are flocking to them and the ease of reaching out to a venture capital funding was never so easier. There are reports which suggest that on an average, there are at least two start-ups getting funded and one being acquired every day. And the story is going to get better. Budget 2015 brought a bag full of goodies for start-ups, from slashing of the royalty tax paid by Tech start-ups from 25% to 10% to propose to creating a micro units development refinance agency, Mudra Bank with a corpus of Rs 20,000 crore and credit guarantee corpus of Rs 3,000 crore. The government has also announced to launch an incubation centre in order to create opportunities for self employment and new jobs. The Centre has allocated Rs 1000 crore for this purpose. According to Nasscom, the country is home to 3,100 start-ups and this figure expected to treble to over 10,000 in another five years, employing 250,000 people. Further it’s said that in India Indian around 800 firms are set up every year. Even big technology firms are betting on these start-ups to generate more business and some like SAP, the software giant, has revealed its intention to go invest in these start-ups and even networking major Cisco has set aside a fund of $40 million to invest in start-ups. The Budget also removed customs duty on components and concessional structure of 2% without CENVAT credit which is being hailed as positive steps to encourage tablet manufacturing in India. While the Government is majorly promoting ‘Make in India’ brand there was disappointment in store for PC vendors as no initiatives announced to increase PC manufacturing and promote exports. However, as we all know the devil lies in the details. Let’s see and hope that in the coming month announcements made by the government stand true on their promises also dispelling doubts and unanswered questions.
Panasonic Wireless Video Door Phones PANASONIC’S VL-SW251BX and VLSF70BX wireless Video Intercom models fulfill the need for full-time security which has become critical in today’s environment. With a 5-inch wide screen to deliver crisp and clear images the VL-SW251BX can record up to 400 pictures at a time. Want to avoid unwanted visitors, no problem, this video phone can alter your voice with its special voice changing capability. It also enables the color display of visitors at a distance of about 50 cm at night. One can easily install the 7-inch wide monitor VL-SF70BX anywhere at home. The picture recording function allows up to 50 images to be recorded at a time. VL-SW251BX and VL-SF70BX are priced at Rs. 29,900 and Rs. 18,500 respectively.
SPECIFICATIONS VL-SW251BX has the ability of recording up to 400 pictures at a time, and picture recording function of VL-SF70BX allows up to 50 images to be recorded at a time OVERALL RATING
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SME CHANNELS MARCH 2015
contents
MAR VOLUME 06 ISSUE 01
2015
ER COV RY STO
india’s first IT magazine for sme business
Publisher: Sanjib Mohapatra Editor: Sanjay Mohapatra Associate Editor: Karma Negi Executive Editor: Smruti Chaudhury Copy Editor: Neil D’Souza Designer: Ajay Arya Web Designer: Vijay Bakshi Technical Writer: Manas Ranjan Satya Sagar Sinha Lead Visualizer: DPR Choudhary MARKETING Marketing Manager: Shivani Swaroop Marketing Executive: Rajat Kumar Circulation and Printing: Panchanan Bhoi SALES CONTACTS Delhi 6/102, Kaushalya Park, Hauz Khas New Delhi-110016 Phone: 91-11-41055458 E-mail: Shivani@smechannels.com Bangalore #28/1, 3rd Floor, Sri Lakshmi Krupa, Near Shamanna Park, Model House Street, Basavanagudi, Bangalore - 560004 Ph. No. +91 88618 21044 Mumbai Tahmeed Ansari 2, Ground Floor, Park Paradise, Kay-Bees CHS. Ltd.,Opp. Green Park, Oshiwara, Andheri (west), Mumbai - 400 053. Ph. +91 22 26338546, Fax +91 22 26395581 Mobile: +91 9967 232424 E-mail: Info@smechannels.com Kolkata S Subhendu BC-286, Laxmi Apartment, Kestopur Kolkata-700101 Phone: 9674804389
On The Startup Road
EDITORIAL OFFICE Delhi: 6/103, (GF) Kaushalya Park, New
/26
The recently announced Budget underscored the importance of turning the youth from job seekers to job creators.
Delhi-110016, Phone: 91-11-41657670 / 46151993 editor@smechannels.com Bangalore Bindiya Jadhav #28/1, 3rd Floor, Sri Lakshmi Krupa, Near Shamanna Park, Model House Street, Basavanagudi, Bangalore - 560004
SME CHAT EMC /34
VSPEX Blue will be unique to India market”
SMB SYSTEM INTEGRATORS /40
“Witnessing the growth of VoIP and convergence market”
SME TREND Canon /24
MAXIFY (ING) Business
Citrix /33
Focus, Engage and Specialize
SME BIZ
Ph. No. +91 88618 21044 E-Mail bindiya@
Microsoft /36
accentinfomedia.com Skype ID: b1diyajadhav
Microsoft Evolves A New Category of Partners
Cambium Networks /38 To Connect the Unconnected
Printed, Published and Owned by Sanjib Mohapatra Place of Publication: 6/101-102, Kaushalya Park, Hauz Khas New Delhi-110016
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Bain Capital to Acquire Blue Coat Blue Coat Systems has entered into a definitive agreement to be acquired by funds advised by Bain Capital, one of the world’s foremost private investment firms. The
company is being acquired from Thoma Bravo, LLC in an all-cash transaction valued at approximately $2.4 billion. Over the past three years, Blue
Coat has experienced a significant increase in its market share across the globe, where 80 percent of the Fortune 500 are its customers. In India, Blue Coat has realised a year
on year growth rate of 45% and has a customer portfolio of more than 400 companies. “The world’s most trusted brands use Blue Coat, and the acquisition by Bain Capital sets us on the trajectory to further grow our portfolio, better serve our customers and help us prepare to return to the public markets,” said Gregory S. Clark, chief executive officer, Blue Coat Systems, Inc. “Bain Capital has a long history of accelerating growth, and I look forward to partnering with them in our journey to be one of the top performing security companies in the world.” “We are excited by the opportunity to work with Blue Coat’s worldclass management team to grow the business organically and through acquisitions, and to ultimately return the company to the public markets,” said David Humphrey, a managing director at Bain Capital. “We are very impressed with the profitable growth the company has demonstrated and believe strongly in the future growth of the cyber security market and Blue Coat’s position in this important sector.” Goldman, Sachs & Co. is serving as financial advisor to Blue Coat.
Cisco and Microsoft Present New Cloud Platform Cisco has extended of its cloud and data center relationship with Microsoft to include a new technology platform designed to accelerate service delivery and streamline the journey to the Intercloud for cloud providers. The Cisco Cloud Architecture for the Microsoft Cloud Plat-
8
SME CHANNELS MARCH 2015
form—an integrated solution that combines Windows Azure Pack and Cisco Application Centric Infrastructure (Cisco ACI) - to help cloud providers rapidly deliver hybrid cloud services while drastically simplifying operations and reducing costs. Additionally, 14 cloud providers
today announced they plan to join Cisco’s Intercloud partner ecosystem, bringing the number of Intercloud providers to more than 60 with a footprint of more than 350 data centers across 50 countries. The Cisco Cloud Architecture for the Microsoft Cloud Platform
will provide the building blocks for cloud providers to evolve beyond traditional infrastructure as a service (IaaS) offerings to create combined IaaS, platform as a service (PaaS), software as a service (SaaS) solutions that deliver more value to their customers.
SNIPPETS
HP, SAP Expand Reseller Agreement SAP will resell HP Fortify application security software as part of its quality assurance solutions portfolio. SAP is now offering the solution under the name SAP Fortify software by HP to help customers quickly identify and address software vulnerabilities. The threat landscape is growing more sophisticated and targeted, making it critical to identify and mitigate vulnerabilities before they can be exploited. With the recent high frequency of breaches, organizations are now realizing the
importance of proper application security testing, and the need for these solutions is continuously increasing. As an expansion to a longstanding reseller relationship, SAP Fortify by HP helps address this need by enabling SAP customers to identify, triage and fix vulnerabilities in production applications, while also helping reduce risk by enabling security to be built in during software development announced the press release.
Modi Infosol to Distribute ASUS’ Monitor and Mini PC Products In a move to further enhance its reach in India, ASUS has appointed Modi Infosol Pvt. Ltd. as the authorized distributor for its monitors and mini PC product line. Atul Modi, Director, Modi Infosol Pvt. Ltd., said, “We are very excited about the new tie-up for the ASUS monitor and mini-PC range. The range suffices needs of many industry segments, specifically gaming, lifestyle, professional (like architects, builders etc.), hospitality, designing (DTP) and others. ASUS monitors and VivoPC business will help us reach new heights.” About the strategic appointment, Vinay Shetty, Country Head (Component Business), ASUS (India), said, “We’re glad to have Modi Infosol onboard as the national distribution partner.”
Cisco India Advisory Board to Focus on Digital India Cisco has set-up an India Advisory Board comprising five industry leaders to advise the India leadership team on strategic matters and help the company tap new business opportunities in Digital India. The India Advisory Board will comprise Shobana Kamineni, Executive Vice Chairman, Apollo Hospitals; Rajiv Kumar, Former Director General of Federation of Indian Chambers of Commerce and Industry (FICCI); GK Pillai, Former Home Secretary, Commerce Secretary, Government of India; Kiran Karnik, Former President, NASSCOM; and R Seshasayee, Executive Vice Chairman, Ashok Leyland. Anil Menon, President, Smart+Connected Communities and Deputy Chief Globalisation Officer, Cisco will serve as the chairman of the India Advisory Board. The India Advisory Board will offer Cisco executives counsel on future investments for country transformation and guide the company in addressing customer business priorities. Cisco announced that a series of initiatives launched in 2014, to enable country transformation and smart cities, have progressed to the next stage of implementation.
10 SME CHANNELS MARCH 2015
MY POINT
“When mature startups are ready to pivot ... right mentoring at that stage can help them zoom to the next level.” Phanindra Sama, Co-Founder, RedBus.in PHANINDRA SAMA, CO-FOUNDER, REDBUS.IN
Adrenalin Eyeing Cloud Solution Distribution in India Adrenalin eSystems Limited, a Global Social HCM Product Company, said it plans to aggressively distribute cloud solution in India after successful addition of more than 100 customers in cloud Business alone. Balaji Ganesh, CEO & MD, Adrenalin eSystems Limited, said, “With the initial success and market acceptance of Adrenalin on Cloud, we would like to take a leadership position in the Indian market. This shall be largely achieved by making the product available through a country wide partner network, whereas, we shall continue to focus on delivering quality services through a world class infrastructure and continuous investments in product development and customer services.” Adrenalin Partner World program has been launched aggressively in all major metros and soon shall start reaching out to other cities to engage partners in this program.
Samsung Launches the CLX-9200 & SCX8100 Series A3MFP Samsung Electronics launches CLX-9200 Series A3 color MFP & SCX-8100 Series Mono MFP, combining cutting-edge compact design with powerful performance to deliver super-fast, robust solutions for businesses. These cutting-edge A3 devices separate the printer interface from the system unit for exceptional convenience and management. The smallest A3 MFP in its class, the CLX-9200 Series has been specifically designed to enhance the efficiency of small and medium size businesses. The MFP come equipped with 1 GHz Dual Core CPU for more processing power and greater print speed. “These new MFP are the one stop printing solution to the ever changing needs of the small and medium businesses in India. We want to enhance our customers’ user experience by developing products with superior performance in the most compact form.” Said Vipin Tuteja, Vice President, Enterprise Business Division, Samsung India Electronics. “With the new range of MFP we wish to continue our tradition of offering best in class products to our customers, “he added
SNIPPETS
Microsoft Dynamics CRM Available under Open Licensing Program Microsoft India has simplified cloud adoption for small and medium businesses (SMBs) further with the addition of Dynamics CRM Online under the Open Licensing program. The availability of Dynamics CRM Online along with Office 365 and Azure through Open Licensing gives SMBs the opportunity to secure the benefits of cloud solutions with the help of a trusted local partner. With this announcement, all three large-scale public cloud offerings from Microsoft are now available under open licensing. SMBs will now have the ability to manage their customer relationships better using MS’ enterprise-grade Dynamics CRM Online solution on a pay-per-use model. The solution provides SMBs with simple but powerful customer relationship management tools over the Internet.
GIGABYTE CHALKS-OUT 2015 STRATEGY In 2015 Gigabyte plans to embark on a multi-faceted strategy that is expected to further help strengthen its ties with, and commitment towards, its channel partners operating in the PC DIY market. The plan involves setting up an exclusive, world-class post-sales service network across India. In addition to its recently established state-of-the-art service centers in the heart of IT markets in both Mumbai and New Sunil Grewal, Director (Sales & Delhi, new centers will be opened in additional major MarCom), GIGABYTE cities including Kolkata and Chennai. These will be in addition to the existing ones in Kochi and Ahmedabad. The centers will operate as service hubs for their respective zones. “Today, we are clearly seeing a vibrant emerging DIY market in India, especially in Tier 2 and Tier 3 cities where the number of knowledgeable, tech-savvy users continues to grow at a rapid pace,” commented Sunil Grewal, Director – Sales & MarCom, GIGABYTE Technology (India) Pvt. Ltd. “In order to deliver the best possible products and services to cater to this new group of customers, GIGABYTE is providing its partners with the support and tools necessary to meet the needs of this growing user segment, and with it, the ability of our partners to continue to grow their businesses.”
Trend Micro Honored at VMware Partner Exchange 2015 Trend Micro said it has received the Asia Pacific Region VMware Partner Network Award in the Technical Partner of the Year category. Trend Micro was recognized at VMware Partner Exchange 2015, VMware’s annual partner event, held in San Francisco. “We are pleased to recognize the achievements made in 2014 by our partners,” said Sharat Sinha, vice president, GTM and General Business, APJ, VMware. “VMware is dedicated to educating and equipping our partners with the resources they need to thrive, while providing more agile delivery of IT services – for organizations of all sizes. We congratulate Trend Micro on winning a VMware Partner Network Award and look forward to our continued mutual success in 2015.” “Our partnership with VMware provides our customers with the agility, performance and security to scale and automate their transition to the cloud,” said Partha Panda, vice president, global channel and strategic alliances, Trend Micro. “We are proud of this recognition from VMware that validates the success of our joint commitment to security innovation.”
Konica Minolta Certified by Limca Book of World Records 2015 Limca Book of Records has recognised and certified Konica Minolta for the largest media display created on glass facade ever announced the press release. This has been done on Dhaula Kuan Metro station in New Delhi. Konica Minolta marked its successful culmination of marketing campaign by gaining entry to the Limca Book of Records for the largest display on the glass facade. The display was installed byJC Decaux Advertising India Pvt. Ltd. on April 15, 2014 which measures 100.58m (330ft) wide and 12.8m (42ft) high. Similar to the Guinness Book of World Records, the LimcaBook of Records emphasises the unique achievements of Indians at home and abroad. “To be recognised by the Limca Book of Records is an honour. We at Konica Minolta believe in doing things differently and we strive to create new value for our users,” said V. Balakrishnan, Executive GM, Konica Minolta India.
12 SME CHANNELS MARCH 2015
ViewSonic Unveils LightStream Projector Line ViewSonic has launched the LightStream Line of Projectors in Philippines. It features a tactile keypad, instructional icons, and non-slip foot pads. The LightStream Projectors are powered by SonicExpert technology; the resigned built-in speaker surpasses competing products in sound clarity and volume performance, as well as comfort announced the press release. All LightStream projectors include ViewSonic’s SuperColor color wheel design and deliver fullrange sound 20Hz – 20KHz for presentations or off-the-clock home entertainment. The release further claimed that the 2-watt (10/16-watt) speakers are powerful enough to fill you meeting room with wall-to-wall sound – an improvement over the speakers of competing products in the same class. The LightStream Line features Cable Management Hood, an intuitive interface to connect onto the back of the projector and eliminates unsightly cable clutter. The seamless design gives the projector a clean look without wires and I/O ports exposed in the rear, and provides additional storage space for the remote control to avoid misplacement.
SNIPPETS
Exacq Technologies Integrates with CEM AC2000 SMS Exacq Technologies, part of the Security Products business unit of Tyco, has announced an integration with CEM AC2000 security management system (SMS). AC2000 is a powerful, fully integrated access control, alarm processing and photo badging system. AC2000 receives video alarms, such as video loss, motion and recorder offline, generated from the exacqVision system. These alarms are centrally displayed through the AC2000 system. Users can view up to 16 cameras on their exacqVision recorders in the DVR viewer application. With this integration, end users can utilize one control center to quickly view access control events with the related video and update camera presets. “Our unified integration provides our customers with an opportunity to conduct video security from a single, intuitive interface,” said Scott Dennison, Director of Marketing. “Combining our exacqVision VMS functionality into CEM further unifies Tyco Security Products as an all-in-one video surveillance solution.”
D-LINK INDIA CLOCKS 34.43 PERCENT GROWTH IN Q3, 2014-15 D-Link India said it has again exhibited remarkable success with extraordinary growth rate & brand positioning. In Q3, FY 2014-15, the company has grown 34.43% to touch net sales of Rs. 16,040.87 Lakhs as against Rs. 11,932.21 Lakhs during same quarter previous year. Similarly the Net profit during Q3, 2014-15 grew by 41.24% at Rs. 523.86 Lakhs while Q3, 2013-14 stood at Rs. 370.90 Lakhs. Net Sales during Q3, 2014-15 jumped high by 7% at Rs. 16,040.87 Lakhs in comparison to Rs. 15,006.89 Lakhs recorded in the previous quarter (Q2, 2014-15) The Net Sales for year ending 31st December 2014 stood at Rs. 45,119.07 Lakhs with 21.66% YoY growth vis-a-vis Rs. 35,345.50 Lakhs. And YoY Profit After Tax (PAT) for the same period was up by 35.20% at Rs. 1602.10 Lakhs vis-a-vis Rs. 1038.21 Lakhs Commenting on the astounding results for FY 2014-15 Tushar Sighat, CEO – D-Link (India) Limited said, “Our success in recent times has been a collaborative effort of extensive business strategy, impeccable execution, and solid team work along with relentless support extended by our partners. QoQ we have managed to exhibit outstanding performance with our Net Sales growing steadily & reaching new pinnacles of success.” “Today broadband penetration in India has extended even to smaller towns & cities, thereby generating huge demand for networking equipment’s. D-Link continues to be a front-runner in enabling better wireless connectivity with its innovative & future ready solutions. At D-Link we are already geared up for new age tech revolution & will soon be bringing out our new range based on Internet of Things for the Indian customer,” Sighat further added.
PC MARKET SHOWS SIGNS OF RECOVERY WHILE Q1 RECORDED A NEW LOW, Q4 RESULTS TURNED OUT TO BE VERY POSITIVE BEATING IDC’S FORECASTS SUBSTANTIALLY
EXECUTIVE MOVEMENT Polycom has appointed Shirish Joshi as APAC Channel Sales Director.
SHIPMENT SHARE BY SEGMENT (%), INDIA PC MARKET CY 2014
Meera Raman, a marketing expert and leader in B2B and B2C business, has joined Quick Heal.
Consumer Notebook
29.1%
Consumer Desktop
12.9%
Commercial Notebook
32.1%
18.9%
Commercial Desktop
26.0%
30.0%
2013
2014
Source: IDC’s Asia Pacific Quarterly PC Tracker, Feb 2014
14 SME CHANNELS MARCH 2015
35.0% 16.1%
Wipro has appointed Abid Ali Neemuchwala as the Group President and chief operating officer of the company, effective April 1, 2015. Strengthening the country leadership team AMD has named Pancham Kumar as country head of Consumer Business and Prabhat Sharma as country head of the Enterprise Business.
SNIPPETS
Delta Unveils New Rewards Program for Partners Delta has released two Channel incentive schemes - “Royal Scheme” for Elite Partners and “Spring Bonanza” for Special Partners. The scheme is on Delta’s advanced technology UPS products from 1 to 40kVA. Delta UPS are online, double-conversion UPS housed in a compact Rack/ tower for applications in the server, network, workstations, POS, ATM, home appliance, medical, education, retail, banking segments and many more. “Schemes not only boost sales of Channel Partners, they are also excellent motivational tools. The final objective of channel schemes is to promote end products & help partners sell more,” said Suhas Joshi, VP, Delta Power Solutions. As per the scheme, partners who achieve 100% or more than 100% of their total target revenue will be rewarded with lucrative gifts like Apple iPhone 6, Apple iPAD, Samsung Galaxy Grand and great holidays. The scheme is based on six months and valid up to August 31, 2015.
HP’s New Line of Switches Launched
TOP NOTCH ENTERS SURVEILLANCE MARKET Top Notch Infotronix, the brand owner of Zebronics, today announced its foray into the surveillance and security equipment business. As per Rajesh Doshi, Founder and Director, Top Notch, there will be 15 new products in the categories of cameras, DVRs and video door phones. The surveillance business will operate as an independent Rajesh Doshi, Founder and Director, business with its own sales force. The company will take Top Notch advantage of the government call for make in India to manufacture the products in India. Doshi is hopeful that by the end of this year, security products will contribute 15% of their overall revenue. These products will be targeted at the SMB, retail and commercial establishments and the home segment but the same time the company will also focus on the government, transportation, banking and finance market. Today the company has created 106 support centres and 31 branch offices to support these products. Along with this, the company has established a 24/7 online technical support facility. As per Doshi, Zebronics as a brand has a mass appeal. This will help them to push these new products in the market and as such India as a market has a huge potential for surveillance products. This will help them to establish these products in the market. Along with the surveillance products, the company has also launched LED products and tablets. Although these two markets are different to the existing business line that Top Notch is into but Doshi is confident that he would find ways and means to establish these products as the market is really hungry for affordable products.
HP has unveiled a new line of open network switches for the data center that will provide Web scale organizations and service providers more flexibility and control of their data center networks to power cloud, mobile, social media and big data workloads. HP’s new line of switches provides web scale customers with increased choice in open network environments and the ability to tune their data center networks to their requirements. The new network switches address customer needs with dedicated sales teams, choice of hardware and software, and branded switches that are backed by worldwide local support and services through HP Technology Services, enabling customers to streamline operations and reduce supply chain risk announced the press release.
NETGEAR Unveils Wireless Con- Smartlink to do Large Scale IT Manufacturing troller for SMBs NETGEAR has launched the ProSAFE WC9500 Premium Wireless Controller which it says supports the complete range of NETGEAR businessgrade ProSAFE Managed Access Points. It’s a scalable, centralized solution for dense environments, supporting up to 200 access points per controller in a stacked arrangement announced the press release. The ProSAFE WC9500 Wireless Controller manages the complete NETGEAR line of eight (8) ProSAFE Managed Access Points, including single-band and dual-band further stated the release. The WC9500 is a scalable, secure mobile access solution that can support a growing organization with dozens of users, with up to several thousand concurrent clients across 600 access points in a stacked arrangement of three controllers.
16 SME CHANNELS MARCH 2015
Smartlink Network Systems Ltd. has launched the next generation DG-HR3400 wireless router at its manufacturing plant in Goa. Smartlink has revamped its strategies which are now more customized to the ‘Make in India’ campaign which is reflected in the packaging of its products. “Smartlink was set up with a vision to manufacture IT products in India for India. We at Smartlink welcome the initiative of ‘Make in India’ campaign by the government and we want to extend our support by all means that we can. All our products are crafted and designed to bring convenience along with the best technologies for India and abroad. Even the branding campaigns have been designed in conjunction with government’s initiative,”said K. R. Naik, Founder & Chairman, Smartlink Network Systems Ltd.
SNIPPETS
Kaspersky Lab Unveils Enhanced B2B Partner Program Kaspersky Lab announced significant enhancements to its B2B Partner Program across the Asia Pacific region (APAC). With businesses facing ever-growing security threats, the Kaspersky Lab APAC B2B Partner Program is specifically designed to support partners across the region in increasing their presence and expertise in the IT security sector. The program serves as a platform for collaboration between Kaspersky Lab and its partners, offering a wide range of benefits that provide partners with a competitive edge; including a focus on training, certifications, marketing support and rewards to ensure mutual growth. Garry Kondakov, Chief Business Officer, Kaspersky Lab, said, “Enrolling in our Partner Program will provide partners with access to a wide range of resources needed to develop expertise, drive business growth, increase customer satisfaction, and ensure visibility across the market.”
Matrix’s Ganesh Jivani Wins India’s Top 30 Innovative CEOs Award Matrix said it has been recognized for its constant endeavor in bringing about smart innovations in its products at the ‘Innovative 100’ Awards 2014 hosted by reputed USA based INC. magazine. The magazine also awarded Matrix’s CEO Ganesh Jivani with the award of India’s top 30 innovative CEOs. This comes as recognition for his ability to lead the organization and employees by crafting a unique leadership style that has brought employee fulfillment and growth in business announced the press release. Inc. India Innovative 100 award is first of its kind initiative to recognize 100 pioneer mid-sized companies whose ideas, approaches, and tools are unique. Main objective of Inc. India was to identify and bring forward innovative mid-sized organizations in India who through their innovative actions have introduced breakthrough changes in the Indian context and can become role models for others to emulate.
Neoteric to Distribute Corsair Products Corsair said it has given exclusive distribution rights to neoteric in India for all CX and RM series PSUs and Carbide series cabinet (100R, 100R silent and 400R). Neoteric has its reach in over 500 cities in India with 50+ distribution hubs around the nation. With the increasing popularity of CX, RM and the Carbide series, it needed a robust distribution network to tackle the dynamics of demand and supply announced the press release. Even tier 2 and 3 cities have seen growth in demands for PC components recently. There was a need of a new strategy to push Corsair products in smaller cities of India. Corsair has hence placed their trust on Neoteric to do the job regardless of other prospects in play.
Dell Roped-in as Tech Partner to Gujarat’s eKranti project Dell has announced its support as the technology partner for the eKranti initiative launched in Gujarat. The project was recently launched by the Gujarat State Co-operative Credit Societies Federation Ltd., in an effort to facilitate the delivery of all government services electronically to citizens. In this regard, a Memorandum of Understanding (MoU) was signed between the Gujarat State Co-operative Credit Societies Federation Ltd. and Dell’s channel partner – Earth Syscom and Project Central Partner - Jintech Solutions Limited for the implementation of the project. eKranti is an initiative under the ambit of the government’s defining ‘Digital India’ plan. Launched in Gujarat, the project helps in making computers available to citizens through societies registered with the Federation, via a loan at 0% interest and 12 monthly installments. 18 SME CHANNELS MARCH 2015
DIGEST HYPERX CLOUD II HEADSET HyperX, a division of Kingston Technology, has launched HyperX Cloud II headset. HyperX Cloud II features a newly designed USB sound card audio control box featuring 7.1 virtual surround sound, in addition to the great features and benefits of the previous award-winning HyperX Cloud headset announced the press release. Fully designed by HyperX sound engineers, the LED backlit audio control box delivers hardwarebased (no drivers needed) 7.1 virtual surround sound with independent audio and microphone volume control. Gamers can easily toggle on 7.1 virtual Surround Sound with a push of a button to emulate having seven positional speakers for enhanced gaming.
TRANSCEND JETFLASH 880 USB 3.0 FLASH DRIVE Transcend Information launches the JetFlash 880 OTG (On-The-Go) Flash Drive. Designed to transform the way Android users carry, transfer and exchange personal digital content, the JetFlash 880 features a USB 3.0 interface for even faster transfer speeds between computers to boost efficiency. Besides a Superspeed USB 3.0 interface which provides 10 times the bandwidth of USB 2.0, the dual access JetFlash 880 also features a micro USB 2.0 interface for Android devices that support USB On-The-Go. This allows users to move or copy files to and from their device’s memory card via a steady USB connection that is faster and more reliable than Wi-Fi, Bluetooth and mobile internet 3G/4G.
WD THUNDERBOLT-POWERED DUAL-DRIVE SOLUTION WD, a Western Digital company, recently introduced My Passport Pro, the first portable, Thunderbolt-powered dual-drive solution. For Mac systems, My Passport Pro has user-selectable RAID functionality to deliver high performance for the most demanding applications in the field. The drive is buspowered without the need for power adapters or extra cables. My Passport Pro is available in 2 TB and 4 TB capacities. Directly powered via the integrated Thunderbolt cable — a design unique to WD — performance of My Passport Pro clocks in at speeds up to 233 MB/s. Another key feature of My Passport Pro is its user-selectable RAID function, which lets users choose data striping (RAID 0) for high performance or mirroring (RAID 1) for data redundancy.
TP-LINK TOUCH P5 TP-LINK has released its Touch P5 Router, the first in a line of routers which support Touch Screen technology. The Touch P5 represents another in the family of high bandwidth router solutions, after the successful launch of the Archer C9, this time sporting a Touch Screen control system that is simply captured in two words, powerfully elegant announced the press release. Other than the Touch Screen itself, the Touch P5 supports a variety of functions that make it an extremely impressive router in its own right.
SNIPPETS
WD UNVEILS PROMOTION ON My Cloud range of Products WD, a Western Digital company and digital storage leader, has introduced “My Cloud Mania,” a limited-time promotion available with the purchase of the My Cloud range of products. Applicable on purchases made between 23rd February and 10th April 2015, the promotion offers assured cashback of INR 200, INR 300 and INR 400 with the purchase of My Cloud in capacities of 2 TB, 3 TB and 4 TB, respectively. Participants will also be presented with an option to participate in a slogan-writing contest, giving them a chance to win prizes like a My Passport Wireless (1TB) drive, an iPad Mini (16GB), an LED TV and 10 participants winning 100% cashback on their My Cloud devices.
Sonata Software Reaches out of SMEs & Enterprises in South Sonata Software, an active participant of the “Ambition Express”, a multi-city travelling showcase initiative of SAP, successfully completed the Belgaum chapter of the innovative SAP-SME Connect platform drive. During the course of the drive, Sonata along with their Extended Business Partners and MVAR’s (Master Value Added Resellers) assisted SME’s and medium & large-sized organizations to adopt world class solutions and inspired them to compete at global standards. Sonata Software represented by an Extended Business Partner (EBM) - Bigtech Software Pvt. Ltd. reached out to participants elaborating on the imperative need for technological transformation. Speaking on the occasion, Arvind Sagar Achary - Head of Sales, Bigtech Software, said “With exposure to a cross section of industries, the platform was a great occasion to exhibit Bigtechsoft’s SAP R/3 related engagements, SAP Usage Audits/Quality Audits and SAP’s ASAP Implementation Methodology.” Ecstatic on the success of the Belgaum engagement Mohan Muthuraj, Associate VP, Technology Infrastructure Group- Sonata Software, said “We are extremely happy at the overwhelming response we received at the Ambition Express. It was a fulfilling experience to note that participants and entrepreneurs’ are keenly looking forward to receiving recommendations of the most suited technology solutions to transform their businesses at Belgaum.”
ZyXEL Unfurls 4-Bay Personal Cloud Storage ZyXEL has released a 4-Bay Personal Cloud Storage device, the NAS540. This Network Attached Storage is compatible with multiple storage devices and platforms and is equipped with up to 24 TB of storage capacity. The NAS allows users to secure files from any possible loss and to consolidate file management with greater mobility and convenience at extreme speeds announced the press release. “The emergence of mobile devices and cloud services makes daily communication instant and convenient. The files stored on computers, phones, tablets to cloud drives are the pieces that make up our life, yet managing them often feels like a challenge. Add in unanticipated device failure and you have a recipe for disaster,” explained Yogesh Singh, senior technical officer. Sales Vice President Madhukar Swayambhu also sums up the equipment quality this way, “Imagine a little box that accommodates all your life’s pieces and guards them in a secure place. Network capability allows it to sync and back-up data from all your devices, so you always have access to your personal cloud. You have it now – ZyXEL’s 4-Bay Personal Cloud Storage.”
Microsoft Ventures Unveils two new programs to help the later stage startups While unveiling its Summer 2015 batch Microsoft Ventures in India has launched two new accelerator programs– Accelerator Plus and Scale Up, which will focus on helping later stage startups in growing traction. The batch comprises of 11 new technology startups – AdPushup, Frilp, iReff, DailyRounds, Uninstall, iBot, FortunePay, CustomerXPs, FlamencoTech, WAGmob and UberLabs. Samir and Phanindra were among the jury for the shortlisting process of the Summer 2015 batch. “The Indian startup ecosystem has evolved and has new challenges now. One of the key issues we identified at the last All India Accelerators & Incubators Meet was that there was little or no help available for later stage startups in India. This concurred with similar observations made during the pilot of Accelerator Plus, where we noticed that the 10 later stage startups who went through the pilot program benefitted more from the mentoring and showed better results, faster. This prompted us to bring in new programs to help the later stage startups,” said Ravi Narayan, MD, Microsoft Ventures India.
20 SME CHANNELS MARCH 2015
Rashi to Distribute ASUS’ In-line Gaming Laptops Rashi has released the latest additions to the gaming series of ASUS notebooks, ‘The Republic Of Gamers’. The all new G751JM-T7066P and the G551JK-DM053H, armed with the 4th Gen Intel Core i7 processor and the latest gamer-grade NVIDIA GTX series graphics, the G Series is hardwired for gaming – giving you smooth, fast performance and superior visuals. The Taiwan-based company said the G Series exudes the republic of gaming DNA, sporting a premium matte-black brushed-aluminum finish, red diamond-cut edges and an illuminated ROG logo on the lid keeping with the ROG theme, the G Series has a seamless one-piece Chiclet keyboard and specially-marked WASD keys for easy navigation and gameplay. The backlit keys glow red to make it easy for gamers to read keys in dim environments, and further adds an element of Mysticism to it. The NVIDIA GeForce GTX 850M graphics along with Microsoft DirectX 11 provides sharper visuals and smoother in-game animations. To cope with the amazing power G series that feature an advanced cooling system that efficiently removes heat with minimal fan noise so as not to disrupt the gaming experience. The G551JK-DM053H costs rupees 82,990 and G751JM-T7066P is priced at Rs.1,35,000.
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Quantum’s Video Surveillance solutions Certified with Milestone Systems Quantum has released a video surveillance solution certified with Milestone Systems, provider of open platform IP video management software (VMS). Quantum’s StorNext scale-out storage is now certified for use with Milestone XProtect VMS, delivering a combined solution that stores large amounts of video files while optimizing the performance of the system announced the press release. It raises the bar for performance and scalability and provides standards-based, easy-to-use storage for video surveillance workloads. The combination enables Milestone users to capture higher quality video streams from more cameras simultaneously and have that data available for policy-driven analytics and retention.
VMWARE UNFURLS ITS EUC VISION AND STRATEGY AT PARTNER MEET VMware recently held a conference for its leading End User Computing (EUC) Partners in Bangalore on February 24th. Held over a day, the event saw participation from business heads of VMware’s top EUC partner organizations from across the country. The event provided a platform for VMware to showcase its EUC vision and strategy, product updates, partner programs, and more on how partners can win big with VMware in 2015. Arun Parameswaran, MD, VMware Senior VMware executives, including Arun India Parameswaran, MD, VMware India; Sanjay Deshmukh, Head EUC, VMware APJ; and Sundar Balasubramanian, Sr. Director for General Business, VMware India, among others, engaged with partners through the day to help them in planning their EUC business for the year ahead. “The past year has seen VMware’s EUC portfolio experience rapid innovation that has helped us leap into leadership positions across desktop, mobile and content collaboration. Today, we represent innovation to our customers, while much of the alternatives in the market represent legacy,” said Parameswaran.
GIGABYTE Launches New 9 series PC motherboards GIGABYTE has come out with a mid-range PC motherboard for conservative Indian PC user and the gamer. GIGABYTE GA-Z97X-UD5H-BK, a part of the company’s 9 series PC motherboards, supports the 4th Gen Haswell processors, Haswell Refresh, and the 5th Gen Broadwell processors. Along with a number of fan headers and other useful connectors; USB and TIM headers; GA-Z97XUD5H-BK features 4 x SATA 6Gbps ports and 2 x SATA Express ports. GA-Z97X-UD5H-BK features an 8-pin power connector and a standard 24-pin ATX power connector, a Killer E2200 series NIC (network interface card) partnered with Intel’s I217-V, and comes with support for multi-VGA configurations. Its key features include SATA Express and M.2 connections up to 10 Gb/s data transfer, and a Realtek ALC1150-based audio system. According to the press release GA-Z97X-UD5H-BK includes the GIGABYTE APP Center which it says gives one an easy access to a wealth of GIGABYTE Apps that help get the most from GIGABYTE motherboard.
Tally to Deepen Engagement with Partners with ‘Vriddhi’ Tally Solutions has launched its new channel partner program ‘Vriddhi’, to enable its channel partner ecosystem to deliver higher quality experience to customers, while maximizing profitability in business. The program offers opportunities to both new and existing partners to develop greater specialization in their respective domains and lines of business. The Vriddhi framework will classify partners into Certified Partners, Associate Partners, Partner Developers and Distributors. The program will institutionalize Tally Solutions’ partner enablement process through certification, ensuring partners are in specialized roles to deliver better and more streamlined services to Tally customers. “With Vriddhi, we intend to create the country’s largest, and most profitable software ecosystem that can deliver great experiences on our world-class products to the diverse customer base that we serve,” said Tejas Goenka, Executive Director, Tally Solutions Pvt. Ltd.
22 SME CHANNELS MARCH 2015
Eurotech Enters video security market with surveillance Products Eurotech Technologies has launched BestNet Analog & IP Video Surveillance product series. The BestNet Surveillance product line-up is available in 10 plus models and comprises of IR Bullet Camera’s and IR Dome Camera’s to suit a variety of applications.To take full advantage of the high-quality images offered by the 700TVL, 800TVL, 900TVL and 1200TVL cameras, these models are designed to be coupled with feature-rich and powerful DVRs announced the press release. The company also announced the launch of 4,8,16 & 32 Channel standalone HD - DVRs, equipped with HDMI port to offer adequate and advanced surveillance solution at affordable costs. These DVRs feature powerful network software, accommodates 2 SATA HDDs, supports mobile phone surveillance and consumes less power. “Elegantly designed and well suited to safeguard offices, residential premises & educational institutions and various verticals across large, small and medium enterprises,” said Anuj Jain, MD, Eurotech Technologies Pvt Ltd.
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MAXIFY (ING) BUSINESS With its newly launched MAXIFY brand of business inkjet printers Canon India wants to offer greater print speeds, versatile connectivity, high paper capacity and high page yield for SOHOs BY: KARMA NEGI
karma@smechannels.com
T
o be positioned in top 100 global companies is Canon’s vision and to achieve this it’s leaving no stone unturned to strengthen its footing in the market. Recently Canon announced its intention to buy over Swedish security camera maker Axis Communications, which is being hailed as the biggest deal in video surveillance ever. While it is already present in surveillance cameras market, this acquisition may give it a solid footing in this growing market. On the printer side Canon India recently launched its MAXIFY brand of business inkjet printers for SOHO customers. It promises to offer high-quality and economical colour networkprinting solutions to SOHO customers, featuring high speed printing, low cost per print, cloud printing capabilities and wireless connectivity to smart devices. The printers are for SOHO consumers from across sectors like healthcare, education, hospitality and other services industry. The new printers launched are MAXIFY MB5370 and MB5070 multifunctional printers, and the single-function MAXIFY iB4070. “With MAXIFY we have launched a new brand. Canon has multiple sub-brands to get maximum efficiency for SMBs and the purpose of the printers is to provide economical colour network solutions to SMBs. Some of the biggest challenges for SMBs is to get colour component in place and for start-ups it’s important to have a colour print solutions at an affordable price and with MAXIFY we can cover that gap,” says Gautam Paul, Assistant Director & Head (Con-
24 SME CHANNELS MARCH 2015
sumer Systems Group), Canon India. By offering greater print speeds, versatile connectivity, high paper capacity and high page yield these printers he says will give SOHOs a competitive edge and in turn help them increase productivity, save time and money. “The first printout comes out in seven seconds. All three printers can be connected to wifi and can also connect to smart devices as well as cloud based fabrication. It’s meant for SMBs and broadly will be addressing SOHOs, educational institutes, healthcare and government projects.” When asked if the new brand will not cannibalise on its PIXMA brand Paul explains, “In 201314 our whole effort has been on the consumer space and PIXMA has been an acceptable brand and remains at the core of our business and will remain the driver of our business while MAXIFY will help us consolidate into the business segment where Canon was not present earlier.” Canon’s imaging segment is close to 40% of its overall business, office business is 54% and the rest comes from its semiconductor business. In terms of contribution Asia contributes 18% to global revenues. Canon India has ten offices and 13 warehouses across the country and plans to maintain its double digits growth this year too. Canon wants to tap the opportunity presented by the increasing number of SOHOs in tier I and tier II markets. Paul is confident that with their new MAXIFY series they will be able to help SOHOs across different verticals get advanced security, network and cloud connectivity features, and reduced print cost. “They will get professional-quality documents and fast print speeds,
GAUTAM PAUL, ASSISTANT DIRECTOR & HEAD (CONSUMER SYSTEMS GROUP), CANON INDIA
“SOME OF THE BIGGEST CHALLENGES FOR SMBS IS TO GET COLOUR COMPONENT IN PLACE AND FOR START-UPS IT’S IMPORTANT TO HAVE A COLOUR PRINT SOLUTIONS AT AN AFFORDABLE PRICE AND WITH MAXIFY WE CAN COVER THAT GAP.” along with the ability to extend their office beyond its physical location. With MAXIFY printers, SOHOs will save up to 50% on print cost.” Canon will be working very closely with channel partners and Value Added Resellers (VARs) in all major cities to bring MAXIFY printers and its related services to SOHO consumers. Canon is also launching an innovative digital and outdoor marketing campaign to reach out to over 4 million SOHO customers across India.
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18-11-2014 16:03:21
COVER STORY
ON THE STARTUP
ROAD
The recently announced Budget underscored the importance of turning the youth from job seekers to job creators. And the government proposals are expected to give a fillip to the growing startup market which is forecasted to grow to 11,500 by the end of 2020 BY KARMA NEGI
karma@smechannels.com
I
ndia has become one of the hottest startup destinations in the world. It has the distinction of being the fourth largest startup hub in the world with over 3,100 start-ups. No wonder, it got mentioned in The Economic Survey 2014-15, as the year which witnessed hyper-growth in the technology start-up and software product landscape. Startups are playing a key role in Indiaâ&#x20AC;&#x2122;s economic growth and are aiding the economy in more than one ways. They are generating significant employment opportunities many of them at the lower end of social strata. More and more people are taking to entrepreneurship which
26 SME CHANNELS MARCH 2015
essentially means that more jobs are being created by them. Startups are also tapping hitherto untouched sectors with a lot of potential, thereby giving a solid boost to the overall economy of the country. As per IDC several startups have come up in areas which are traditionally served by unorganized sector. This has helped bring these areas under the formal taxation system and increase annual tax collections. In addition, startups have helped improve service quality levels in areas where they operate. Today, the conditions are more conducive then they used to be. The business friendly policies,
government initiatives, and with the availability of more funding, guidance and mentoring there is no better time for start-ups than now. The market is ripe for launching creative, new products and services and consumers have embraced online and technology-based conveniences like never before and any company that can blend the best of online and offline features is sure to make a mark today. â&#x20AC;&#x153;Most importantly I believe Indiaâ&#x20AC;&#x2122;s favourable demographics have also helped startup boom and success. With nearly 60% of our population being Millennial, we have more receptive and experimenting customer base. This group is tech
COVER STORY
SME CHANNELS 27 MARCH 2015
COVER STORY
“2015 HAS STARTED BRILLIANTLY FOR NUMEROUS STARTUPS WITH RESPECT TO RAISING FUNDS AND SKY-ROCKETING VALUATIONS AND I SEE THE SCENE GETTING EVEN MORE EXCITING IN THE REMAINING MONTHS OF THE YEAR,” TANUJ SHORI, CEO AND CO-FOUNDER, SQUARE YARDS.
savvy and is open to using technology to consume services,” says Vivek Gautam, Research Manager, Software & Services, IDC. What is even more amazing is that these jobs run from the senior-most levels of management to something as basic as a new job for a delivery person in a small area of a tier 3 town informs Ambika Sharma, Founder & MD, Pulp Strategy Communications. “The benefits are truly remarkable,” she declares. The startups are attracting significant investment from both domestic and international shores which also reveals that the outlook for the economy is very positive overall. According to talent assessment firms, start-ups will be providing more than 3 lakh jobs by 2020 in India. “I think the startup boom strongly makes a statement that Indian software and services sector in no longer about cost arbitrage,” says Gautam. “From economic perspective it’s reassuring that India will be key contributor to the next era of IT which is characterised by cloud, mobility, big data analytics, wearable tech, internet of things and so on.” Justransact.com’s Founder & Director Bhaskar Venkatraman says, “With good strategy and planning, start-ups can overcome the initial glitches and ride towards creating a mark in the market.” “2015 has started brilliantly for numerous start-ups with respect to raising funds and skyrocketing valuations and I see the scene getting even more exciting in the remaining months of the year,” predicts Tanuj Shori, CEO and CoFounder, Square Yards.
Spurt-up The spurt in startups has been the result of confluence of several factors. Technology is play-
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ing a pivotal role the way we do business today. According to IDC we are going through an innovation wave which is fuelled by 3rd platform technologies or otherwise called SMAC. These 3rd Platform technologies, particularly cloud and mobility, have significantly reduced both the time and the cost of bringing a business idea to life. In fact, from technology perspective, it has never been this fast and inexpensive to start a new venture. Secondly, several corporates have set up incubators and accelerators providing these startups with everything, from guidance to space to funding, which was not available few years back. For instance NASSCOM is running a 10,000 startup programme; then there is the German enterprise software maker SAP which recently revealed its plans to invest in startups joining a list of global majors like Google, Cisco and Microsoft who have dedicated programs for Indian startups. Thirdly, with the government introducing several schemes and measures along with huge seed funding for the start-up’s survival, sustenance and growth, India has become one of the hottest startup destinations in the world. Venkatraman says, “The country’s vast consumer base provides ample opportunities for new business initiatives. Since the buyers’ preferences and area of interests keep changing, it opens up new vistas and opportunities for the start-up companies to meet their growing demand. More so, the economic situation is conducive with more foreign investments flowing into the Indian startup sector.” “An aspirational shift” is what Shori terms it. “Young professionals these days are looking more at freedom of expression rather than just fat pay checks; but most importantly the ambition to
“THE DIFFICULTIES OF SETTING UP THE FIRM’S OWN DISTRIBUTION NETWORK PLACES INDIAN ENTREPRENEURS AT A DISADVANTAGE WHEN COMPARED WITH COUNTERPARTS IN OTHER COUNTRIES.” AMBIKA SHARMA, FOUNDER & MD, PULP STRATEGY COMMUNICATIONS. leave a mark on the modern tech driven economy.” “The no. of reason for the startups mushrooming is because of increasing penetration of Internet usage and higher confidence amongst the users about products buying. Today, getting the funding for a new idea is extremely easy provided you have a systematic business plan and you can prove to your investor about a good return,” adds Richard Tan, MD & Director, ADATA Technology India Pvt Ltd. The evolution of the Indian digital ecosystem is also one of the greatest driving forces behind this boom in the inception and growth of start-ups. “The digital wave (which is now an emphasized component of the government’s growth plans for the country) has triggered a transformation in both, the way businesses function as well as the way consumers behave,” answers Aastha Almast, CMO, Legal & Finance, Smartican. While the number of startups being launched is definitely on the rise; the overall ecosystem is still fairly nascent. Beyond the tier I and some tier
COVER STORY
II cities; access to the right mentorship program, incubation centers, availability of seed funds, etc are still very limited. “Also, the complications of doing business in India from regulatory & formalities perspective is still very prohibitive for young companies to focus on their core. As these things improve, the failure rates should come down drastically,” says Ashish Mehta, Co-founder & CEO, Sokrati.
“WITH GOOD STRATEGY AND PLANNING, STARTUPS CAN OVERCOME THE INITIAL GLITCHES AND RIDE TOWARDS CREATING A MARK IN THE MARKET.”
How not be a failure Competition is a part of any business; it comes along with the package. But for startups it gets multiplied as they have to not only compete with the established players but also survive and adjust in the new environment. Then there is also the dealing with red tape and myriad regulations to set up the business, attracting and retaining talent at competitive costs and lack of guidance early on. Besides the regulatory, administrative and tax environment is unfriendly. While the investment climate has been good, the funding processes need to be faster, adds Sharma, and there is still a need for more funds
Waiting is
BHASKAR VENKATRAMAN, FOUNDER & DIRECTOR, JUSTRANSACT.COM
for Indian start-ups. She rates Distribution as a major challenge that Indian entrepreneurs face towards scaling up. “The difficulties of setting up the firm’s own distribution network places Indian entrepreneurs at a disadvantage when compared with counterparts in other countries.” All these situations might sound perilous and
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SME CHANNELS 29 MARCH 2015
COVER STORY
“I BELIEVE INDIA’S FAVOURABLE DEMOGRAPHICS HAVE ALSO HELPED STARTUP BOOM AND SUCCESS. WITH NEARLY 60% OF OUR POPULATION BEING MILLENNIAL, WE HAVE MORE RECEPTIVE AND EXPERIMENTING CUSTOMER BASE.” VIVEK GAUTAM,RESEARCH MANAGER, SOFTWARE & SERVICES, IDC
cies and regulations is a good recipe for startups to go bust before they can even start. Every business has a risk factor attached to it, particularly the ones which are new. But reaching the break-even level is very crucial says the industry. Sometimes it also happens that the initial euphoria vanishes as soon as the founders hit early roadblocks and some execution failures, while in some other cases running out of cash gives the blow which ultimately leads of abandoning of their dreams. “Several start-ups in order to achieve quick success latch on to an idea that is already successful without adding value or providing differentiation as a new player. This leads to its inability to survive competition from stronger opponents,” says Kunal Kishore Sinha, CEO & Founder, Smartube Entertainment. Differentiation, says Sharma, is one of the rea-
sons of failure, adding that many entrepreneurs fail to build the right product that will be lapped up by their target market. Others tend to enter a space that is already over-crowded, without offering any real differential value to consumers. “Failing to pivot at the right time is another major cause for failure. Not building the right team, hiring with a myopic mindset and not keeping a keen eye on what competition is doing in that space can be other reasons.” “In my view, startups tend to fail if the business idea is not well grounded, validated by customer research and if the startup is not adding any real value or solving a real problem. They need to be mindful of generating enough cash quickly to be able to run the operations,” cautions Gautam. “Planning is the key,” advises Venkatraman. “A thorough business plan has less chance of facing adversities. Hence, one should keep vigil against
“TODAY, GETTING THE FUNDING FOR A NEW IDEA IS EXTREMELY EASY PROVIDED YOU HAVE A SYSTEMATIC BUSINESS PLAN AND YOU CAN PROVE TO YOUR INVESTOR ABOUT A GOOD RETURN,” RICHARD TAN, MD & DIRECTOR, ADATA TECHNOLOGY INDIA PVT LTD.
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“ALSO, THE COMPLICATIONS OF DOING BUSINESS IN INDIA FROM REGULATORY & FORMALITIES PERSPECTIVE IS STILL VERY PROHIBITIVE FOR YOUNG COMPANIES TO FOCUS ON THEIR CORE.” ASHISH MEHTA, CO-FOUNDER & CEO, SOKRATI
the changes in market sentiments, trends and government policies which could affect the business interests,” he adds. Shori also rates having a seasoned entrepreneur as a mentor a very important parameter to help start-ups sustain initial challenges and plan their growth path efficiently. Anubhav Sonthalia, Co-founder & COO, Sokrati, says, “Apart from the ecosystem led challenges like mentors, access to growth capital, etc; I think startups should really focus on proving their value hypothesis and growth hypothesis. They should be lean on their teams and focus on building minimum viable product to really test these hypotheses.”
Budget: Hits and Misses The Budget was a mixed bag of goodies says the Industry. Nevertheless, it brought some good news for startups where the government articulated its intention of giving the startups a boost in
COVER STORY
“SEVERAL START-UPS IN ORDER TO ACHIEVE QUICK SUCCESS LATCH ON TO AN IDEA THAT IS ALREADY SUCCESSFUL WITHOUT ADDING VALUE OR PROVIDING DIFFERENTIATION AS A NEW PLAYER.” KUNAL KISHORE SINHA, CEO & FOUNDER, SMARTUBE ENTERTAINMENT.
“APART FROM THE ECOSYSTEM LED CHALLENGES... I THINK STARTUPS SHOULD REALLY FOCUS ON PROVING THEIR VALUE HYPOTHESIS AND GROWTH HYPOTHESIS.” ANUBHAV SONTHALIA, CO-FOUNDER & COO, SOKRATI
their arm with a slew of announcements - allocation of Rs 1,000 crore for Self-Employment and Talent Utilization (SETU) programme and Rs 150 crore for Atal Innovation Mission (AIM), proposal of reduction in royalty and related taxes from 25% to 10% for technology startups. “The proposal to increase service tax will actually benefit the start-ups under governmentapproved incubators as they are 14 per cent more competitive than the established firms,” informs Venkatraman. But he adds something more could have been done. This is a sentiment echoed by others too. Venkatraman says the Finance Minister did not enthuse the industry with Direct tax code and GST. Single window registration process for new start-ups was expected, as registration of a new company is still a complex process in India. Square Yards Consulting’s Shori rates this year’s budget as anything but encouraging for startups. He calls the allocation of INR 1000 crore fund to
Self-Employment & Talent Utilization (SETU) like “pouring a beaker of water into an ocean” in a GDP worth USD 1.877 trillion. “With the youngsters eager to showcase their talent and skills to the world, it would have been great if the government had given some more impetus to this area,” he replies. Seconding this thought is IDC’s Gautam who says government could have brought in some measures to make it easier to set the business in India. Owing to regulatory and tax challenges and push from foreign investors several Indian startups have registered in overseas hubs like Singapore. “Among other things government could have worked towards a favourable tax regime for startups,” Gautam emphasizes. Addressing the land availability issue, reducing land costs for new start-ups who want to establish their setup, relaxing the interest rates and procedures to get loans for the new businesses are some of the other issue the industry feels the government should have addressed. In addition, some questions still remain unanswered says the industry and ambiguity prevails as there is little detail in the budget. “What is lacking is the clarity on the mechanism for disbursement of these funds. More could have been done in terms of creating tax incentives to strengthen the startup ecosystem,” Gautam points out. “The policy framework of SETU is very ambiguous. Will the government have a stake or will it simply provide the seed capital? Asks Shori, “There isn’t much clarity.”
Caveats For those who always had the burning ambition to quit the drudgery of 9-5 job and start something of their own, it seems there is no better time. However, they also have to take the precautions
and don’t get carried away by the “bandwagon effect”. A business is a serious matter, a once in a lifetime time pursuit. One need to possess some of these qualities - patience (in oodles), a workable idea (if not brilliant) and a healthy appetite for risk (no place for wussies). “It has become sort of fashionable these days to open a start-up,” says Shori. Prodigious organizational skills, management abilities and lots of sleepless nights are needed to make it he adds. “If you can’t put in all this, better stick to a job,” he says. “Also the obscene evaluations, without a break-even point in sight for many leading startups, in certain segments, are warning signs.” IDC lists top three things startups need to be mindful off: First, Selling is the most important thing. It is sales that keep you afloat. Second, have laser focus on delivering value, superior customer service and experience to your target customers. Unlike aged people, young generation is fickle. If you lose their attention it may not be easy to get it back. Third, be nimble and adaptive. “Don’t hesitate to review your plans and change these if the need be. In today’s world external environment is ever changing,” advises Gautam. An innovative idea will gain steam only when it is backed by a lucrative business model so ensuring a balance of thought leadership and robust operational efficiency is important points out Sinha.
Finally The government’s recent initiatives and announcements made in the budget should hopefully act as a shot in the arm for the startup eco-system. With the rising opportunities, minimal risk-factor, easy funding the environment seems conducive for start-ups to start sprouting around this fiscal aiming to make big.
SME CHANNELS 31 MARCH 2015
SME BIZ
ACRONIS
THE FORWARD MARCH CEO of backup and disaster recovery software vendor Acronis, Serguei Beloussov after taking over the reins of the company once again, is all set to make it a multi-billion dollar company. BY KARMA NEGI
karma@smechannels.com
W
hen Acronis was founded in 2002 its core area was just backup, however, today, apart from backup the company focuses on disaster recovery, secure access and storage. Its founder and CEO Serguei Beloussov, who left the company a couple of years back only to rejoin in 2013, shifted the headquarters from Boston in US to Singapore last year, and wants to turn Acronis in to a multi-billion dollar company. This shift underscores the importance of Asia Pacific region for the Company which today contributes 25-35% of the business and is expected to contribute half of the revenue in the next five years. Its Partner Summit held last year in November was the first one to be held in APAC which saw a gathering of 200 partners. Plans are further afoot to grow the number of people in the region by three to five times and will also soon open its R&D center in Singapore as part of its global strategy.
32 SME CHANNELS MARCH 2015
SERGUEI BELOUSSOV CEO, ACRONIS
“BACK-UP-ASA-SERVICE IS AVAILABLE IN THE COUNTRY BUT WE REQUIRE A DATA CENTER HERE AND ARE LOOKING FOR AN INDIA-BASED PARTNER WITH DATA CENTERS.” India forms a major market in the APAC region where it’s represented by its distributor AsiaaData. “Acronis business is proportional to the size of the IT market and Asia market has great potential and
although we have not focused on India as much as we want to it has great potential we can grow (and intend to) our business in say the next five years. We focus on working with our partners and in India we do it through our distributor AsiaaData. Will also do some business probably with local telecom companies for our cloud products directly but in most cases it’s done through channel,” says Serguei Beloussov, CEO, Acronis. He terms the India data protection in storage market as good in terms of sophistication and IT usage knowledge. “The number of sophisticated users is very large in India hence it’s a good market for us. The only question is of piracy and we intend to make our products harder to pirate but on the other hand we are also witnessing the decrease in the piracy rates in the country,” he adds. Serguei was also associated with the company Parallel for many years which focuses on cloud service enablement. Last year in December, Acronis Backup as a Service version 3 was launched in India which apart from providing high value data protection capabilities is also said to create new revenue streams for partners without a large upfront investment. Without giving a timeline Serguei informs his plan to launch solutions in cloud services and for service providers in India. “We will have a formal launch but don’t have a precise date. Back-up-as-a-service is available in the country but we require a data center here and are looking for an India-based partner with data centers,” he informs. The network of datacenters providing cloud data protection are based-in US, France, Germany, Japan, Russia, and more recently Singapore. Anup Bhan, CEO, AsiaaData, said, “We have been associated with Acronis for the last eight years. Earlier the business was direct but now it’s through partners. Acronis is now more focussed on cloud and we are trying to develop partners in India. With 60-70 partners our target is to take this number to 200.”
SME TREND
FOCUS, ENGAGE, AND SPECIALIZE To enable a profitable growth Citrix India has set in motion its restructuring plans for Commercial Business with primary focus on Coverage, and to achieve it has adopted a territory-based model BY: KARMA NEGI
karma@smechannels.com
I
n the month of January Citrix announced its restructuring plans on the sidelines of its fourth-quarter estimates, a move which it says will save it $90-$100 million a year before taxes. It also announced its intention to discontinue VDI-in-a-box though no timelines has been given and plans to replace it with a more price competitive version of VDI. To enable a profitable growth Citrix India has set in motion its plans for Commercial Business with primary focus on Coverage, and to achieve it is adopting territory-based model. “As part of our 2015 strategy we are adopting territory based model for our Commercial business as we want to get as many territories as possible to have a better coverage. Coverage is the priority for our Commercial business both in terms of breadth and depth. Our Commercial business is 100% channel driven, we are present in most of the locations, and are trying to cover at least 12-14 cities this year,” informs Ramanan C, Director (Commercial business, India subcontinent), Citrix. Citrix is looking at aligning its business goals with that of its channel partners and has developed a three pronged strategy – Focus, Engage and Specialize. Under its Focus strategy Citrix is looking at 30% reduction in number of focused partners, 100% marketing/demand generated investment on focus partners, focused partners to be treated as an extension of Citrix, and announcement of
the Partner Mentor Program, a program designed to guide technical teams for expertise on Citrix technologies. The launch of the Mentor Program is aimed towards creating specialists within Citrix’s partner community. Under the Engage Strategy it wants its Partners to share best practices and come up with joint solutions, ongoing interlock cadence with focus partners and announcement of the Customer Success Office which will extend support and learning from Citrix Consulting team for complex implementations of Citrix technologies. “The end result is to ensure a stable implemented solution to the customer’s satisfaction leading to increased revenue from the account,” says Ramanan. Having specialized partners for networking, mobility ecosystem and specialized partners and announcement of Partner Virtual Labs where partners can experiment and test cases of customer environment and sort out any issues before moving to PoC are the plans planned out under the Specialize strategy. “With more than 60 partners in the country and seven system integrators we want to do quality work with our existing partners. There is huge scope for improvement and the potential is huge for us too. Our focus is not to increase the number of partners but to improve our pipeline and profitability for our existing partners,” adds Ramanan. Last year, he informs, they witnessed growth in every single solution stack and covered the
RAMANAN C, DIRECTOR (COMMERCIAL BUSINESS, INDIA SUB-CONTINENT), CITRIX
“COVERAGE IS THE PRIORITY FOR OUR COMMERCIAL BUSINESS BOTH IN TERMS OF BREADTH AND DEPTH. OUR COMMERCIAL BUSINESS IS 100% CHANNEL DRIVEN, WE ARE PRESENT IN MOST OF THE LOCATIONS, AND ARE TRYING TO COVER AT LEAST 12-14 CITIES THIS YEAR.” four pillars: virtualization, mobility, networking and cloud. “We grew our business in all four pillars and another important thing is we can do cross sell bundling of multiple solutions offering to the customers and add value to multiple solutions.”
SME CHANNELS 33 MARCH 2015
SME CHAT
PRAVEEN SAHAI, VICE PRESIDENT (CHANNELS), EMC INDIA & SAARC
“VSPEX BLUE WILL BE UNIQUE TO INDIA MARKET” EMC believes that Converged Infrastructure is where the future of IT infrastructure lies. In a chat with SME Channels Praveen Sahai, Vice President (Channels), EMC India & SAARC talks about where their hyper converged infrastructure comes into play.
What is hyper converged infrastructure and why did you enter this segment? Hyper Converged Infrastructure is an IT ecosystem with a software-centric architecture that tightly intertwines compute, storage, networking and virtualization resources, delivering unique ease of use for the enterprise. We have entered this space because we are always listening to what our customers are saying and most importantly, address their challenges. Today most of the CIOs find it difficult to handle multiple sets of storage, computing and networking silos and this is where a hyper converged infrastructure comes into play. It allows an enterprise to efficiently utilize integrated technologies to be managed as a single system through a common toolset. Hyperconverged systems can be expanded through the addition of nodes to the base unit. What are the present mid-market trends and mid-market customer challenges? The EMC VSPEX BLUE architecture is a distributed system consisting of common modular building blocks that scale linearly from one to four 2U/4 node. Each new appliance is automatically discovered
34 SME CHANNELS MARCH 2015
and resources and workloads rebalanced across the cluster. The VSPEX BLUE approach is ideal for General Purpose Tier 2 IT applications, ROBO, VDI, Virtual Private Cloud, Development and Test, and non-critical application workloads in a midmarket enterprise environment that is growing rapidly. By leveraging the VMware EVO:RAIL software stack for SDDC building blocks for compute, network, storage and management, EMC VSPEX BLUE will provide a superior storage performance and seamless appliance management experience. The simplicity of deployment, operation, and maintenance as well as non-disruptive patch and update management capabilities that reduce planned downtime and maintains productivity, sets the appliance apart from other hyperconverged offerings in the market. IT complexity, a resource “skills gap” and balancing growing business demands with limited IT budgets are the primary challenges for the midmarket CIO. Integration of servers, storage and network coupled with performance issues managing disparate virtual workloads exceed the capacity and capabilities of midmarket IT resources. There simply are not enough skilled IT professionals. Resource constraints are preventing the midmarket enterprises from being on the latest
versions and adopting the majority of new technology. Midmarket CIOs are looking to turn from reactive to proactive business partners but are too preoccupied maintaining existing systems to be strategic. This results in an inability to shift from non-differentiating “light-on” efforts to driving strategic agility and competitive business advantage, causing a misalignment to business goals. Why is it a better option for mid market? What is the current scenario of hyper converged market in India? In today’s scenario, the midmarket enterprise customers as well as Managed Service Providers (MSP) are looking for a simpler, more flexible, automated, and dynamic infrastructure that will better align IT resources with continually changing business demands and handle complexities in a cost efficient manner. EMC VSPEX continues to build the foundation for business applications and next-generation solutions with the introduction of EMC VSPEX BLUE, a hyper-converged infrastructure appliance (HCIA) built on Intel Xeon processor-based x86 hardware with VMware EVO: RAIL and EMC software delivered by trusted EMC partners. EMC VSPEX BLUE further enhances business agility by allowing IT to build, deploy, scale, and
SME CHAT
“AS MORE AND MORE ENTERPRISE CUSTOMERS EMBRACE HYPER CONVERGED INFRASTRUCTURE, IT OPENS UP HUGE OPPORTUNITY IN FRONT OF THE PARTNER COMMUNITY.” maintain their hyper-converged infrastructure appliance through a more agile operational framework – to respond more quickly and efficiently to changing business needs. Additionally, IDC reported that the market for Converged Infrastructure grew by 68.5% y/y in 2013, and expects the converged market to grow by 54.7% from $2 billion in 2011 to $17.8 billion in 2016. These statistics show that the model for consumption of IT infrastructure is changing. Customers are turning more often to purchasing hyper-converged infrastructure as a means of deploying data center hardware, rather
FAMILY VACATION
than buying point products and assembling them together on their own. Why? Because building a private/hybrid cloud on their own takes too much time, which slows their ability to respond to the needs of their business. This trend will only accelerate in the next four years. With your entry into this market what will be your marketing and channel strategy? This will be another “channel only” product from EMC stable -- VSPEX Blue will be unique to India market with marketing and sales leverage being entirely driven by the channel ecosystem. How well positioned are you to become a major player in this market? At EMC, we are fundamental believers that Converged Infrastructure is where the future of IT infrastructure lies and is the fastest way to deploy infrastructure supporting private/hybrid clouds, giving IT leaders the flexibility to manage costs, enhance service delivery, meet the evolving expectations and increase business revenue.
IT leaders want better control over IT services, 100% automated provisioning, scale up/down elastic capacity, and simplified operations, for their private/hybrid clouds, and want to be able to deploy infrastructure supporting it quickly and easily. Delivering a Hyper-converged Infrastructure Appliance (HCIA) such as EMC VSPEX BLUE enables rapid transformation across all layers of IT. What are the opportunities present for the partners with this? Whether it is BFSI, retail, healthcare, government or telecom segment, as more and more enterprise customers embrace hyper converged infrastructure, it opens up huge opportunity in front of the partner community. This can provide them with a unique opportunity to closely work with their customers and move up the value chain by offering an array of storage, computing and networking related professional services which can be offered on top of this infrastructure. We at EMC are always there to provide support for our partner ecosystem when it comes to equipping them with specific training and skill development.
GOLD - PHUKET - MACAU - SINGAPORE SCHEME
ANTIVIRUS
Global Distributor
DHAMAKA
OFFER
www.nnritsoutions.com
(IN THE MONTH OF JUNE’2015 FOR 4 DAYS & 3 NIGHTS)
CUSTOMER ATTRACTIONS
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475000 360000 235000 150000 100000 30000 15000 5000
1. 4 Months Max Secure Mobile Total Security Complimentary while activating MIS and MTS. 2. Extra 4 months validity (16 Months License) on MIS and MTS. 3. Subscription starts from the date of activation.
OUR KEY FEATURES Supports Microsoft Windows: Windows 8, Windows 7, Vista, XP, 2008 & 2003 server, 2000 (SP 4) Compatible with 32 and 64 bit system
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Agra-08171733336, Allahabad-09389181900,Andaman-080010050/09434291952,Aurangabad-09272717172,Bengaluru-09916112711, Barabanki-09888802196,Bikaner-09214772777,Bhilai-09977702358,Bhopal-09977700389,Bhubaneshwar-09040007808,Chandigarh-08283944944, Chennai-09841007045,Dehradun-09027165252,Delhi-09999053077/09885796050,Indore--09893007471,Jaipur-09602930622,Jabalpur–09425832766, Jalandar-09023416462, Jalgaon–09765391432,Jammu-09419100559, Kanpur–09999053077,Kolhapur-07743873811, Kerla-09847115454, Kolkata-09830631819,Ludhiana- 9888056577,9876135122,Lacknow-07525995849,9456261261,Madurai-9841007045,Mumbai-09552552748, Nagpur–07066819816,9822474737,Nasik–09765391432, Palia–09450079766, Patna-09304448124,Pondy-09994987786,Raipur-09303904581, Sangli–09765391432, 08275030999, Trichy-09841007045, Varansi-8417061007, Vizag-09000996567,Zirapur-9888802196 Terms and Conditions Applied 1) Offer is valid from 1st January to 31st March 2015 or till stock lasts. 2) Payment should be cleared on or before 30th April 2015 to avail this scheme. 3) To avail offer benefits, partner should purchase minimum worth value of Rs.5000/- per month of Max Secure Products. i.e. MAVP,MIS & MTS and submit the purchase invoice to the company. 4) Company reserves the right to add, delete, cancel, modify, change the scheme without prior notice to the partners, users or the terms of services listed in this document. 5) All rights reserved by NNR IT Solutions L.L.P & Subject to Pune Jurisdiction.
SME CHANNELS 35 MARCH 2015
SME BIZ
MICROSOFT
MICROSOFT EVOLVES A NEW CATEGORY OF PARTNERS With a focus on small and medium businesses Microsoft has launched a new cloud adoption programme with seven Cloud Solution Providers in India BY KARMA NEGI
karma@smechannels.com
C
loud is real in India, and no longer a trend” announces Microsoft India MD Karan Bajwa, on the sidelines of the launch of Microsoft ‘Cloud Solution Provider’ program for accelerating cloud adoption among the SMBs. This will not only allow SMBs to choose a single-window IT-partner for their business but the chosen seven Cloud Solution Providers will integrate Office 365 with their application and offer the same to SMBs. These seven CSPs in India are GlobalOutlook, ZNetLive, Trimax IT Infrastructure and Services Limited, Sify Technologies, Emkor, Opto Telelinks Limited and XcellHost Cloud Services. These partners will be building their own solutions on top of Microsoft cloud and will engage with cus-
tomers giving them a one-stop-shop- solution, infrastructure, applications on Microsoft cloud infrastructure. CSP is a pilot program and has been launched in few countries but will eventually become a global program. With this CSPs will now be able to build and offer value-added services, bill customers directly, as well as directly provision, manage and support Microsoft cloud offerings. The pricing of the solution will also be decided by these partners. “The criterion we employed to select these CSPs was that they had a solution to add on office 365. Many CSPs will evolve from current partner ecosystem to this type of partners. Microsoft is opening their ability to become cloud providers.
Right now only office 365 is available but later other cloud components will also be added,” informs Meetul Patel, GM (SMS&P), Microsoft India. Currently, Microsoft India has 10,000 partners - ISVs, solution partners, SIs and OEMs - and more than 1400 partners are transacting on the cloud for them. Patel believes that the next wave of small businesses to come online will need something more like a solution. He further adds, “SMB constitutes a substantial amount of our business and is the fastest growing segment. Our partners work closely with SMBs and understand their requirements and pain points; these CSPs will help them in adopting cloud in a seamless and beneficial manner.”
CSP OFFERINGS
productivity features of Office 365 on their devices
GlobalOutlook
Emkor
l Integration of Lync voice enables organizations
l LiME, an ERP solution integrated with Office
& PSU and Enterprises are availing these services
to replace their phone lines with Lync Enterprise
365 to offer a complete business management
either on Public cloud, Private cloud or on Hybrid
Voice Services from GlobalOutlook integrated with
suite
mode
Office 365
l Access business and office tools anywhere, any-
l With the help of Microsoft CSP (Cloud service
l Telepresence with Lync - Fully immersive
time –LiME mobile app and online office tools like
provider) Trimax will able to offer end to end
video integrated with Microsoft® Lync® with
MS Office, Yammer, email & calendar and instant
Unified communication solution by integrating the
both on-premises and cloud environments, gives
messaging & conferencing, introduces mobility
existing products along with office 365
participants the best of both worlds: all of the rich
to the business with direct access to critical data
l Office 365 integrated with hosted exchange,
collaboration and unified communications capabili-
anywhere, anytime
Lync and SharePoint services
ties provisioned by Microsoft Lync, with the unique,
services and Blackberry services from their own Tier III data centers, which are located in Mumbai and Bangalore. Customers from BFSI, Government
l Office 365, Hosted exchange integration with
immersive and individualized panoramic-HD video
Trimax
l Integration of Blackberry with Office 365 that
l Offers Microsoft hosted messaging and col-
l Office 365 integration with Blackberry services
enables all BlackBerry users to experience the
laboration services, Managed Video conferencing
l Standard offering through Trimax marketplace
36 SME CHANNELS MARCH 2015
hosted Polycom Video Conferencing services
MICROSOFT
SME BIZ
(L) Karan Bajwa, Managing Director, Microsoft India and Meetul Patel, General Manager, SMS&P (R) along with the newly appointed Cloud Solution Providers (CSP) at the launch of Microsoft CSP Program for Small and Medium Businesses
“Market analysts are projecting 3x growth in this period touching $1.3 billion only on public cloud revenue. This cloud in India is real as well. People who have not tasted IT or have tasted it minimally will be jumping on this transition. We are bullish about India market and across the customer market place. With this offering we are going to give mid-market and the SMBs a very differentiating out-of-the- box solution which will help them leverage the power of the cloud,” says Bajwa. “Vendors need to start differentiating what they want to sell and what customers want to buy. We are doing this for the customers across the horizon for the market segment and do the cloud on their terms,” he adds.
One of the Microsoft CSPs Vikram Dham, CEO, Emkor has his own cloud-based business process management solution, LiME, and is already working with five to seven Microsoft partners for selling its solutions to their set of SMB customers. “With the integration of Office 365 with our solution we are now able to offer to SMBs a complete business management suite which gives them complete control over their business.” “As a Cloud Services Partner of Microsoft, we can now offer our clients the full suite of Office 365 products in addition to our comprehensive portfolio of domestic data services extended on a scalable, reliable network infrastructure. This will free our customers from multiple vendor billing and offer connectivity, productivity and support
from a single provider,” says Debanjan Kumar, President – Applications Integration Services, Sify Technologies “Our CSP status will help us to provide SMBs with Microsoft Office 365 with the much required flexibility, scalability, security and reliability of cloud to satisfy a wide range of online business,” says Samir Jhaveri, CEO, XcellHost Cloud Services. “This Microsoft program has enabled us to provide a value bundle of unique human panoramic tele-presence perspective to O365 users. It works seamlessly with Microsoft Lync in an easyto-use, affordable solution offering an immersive and interactive experience,” said Raghu Kumar, CEO, GlobalOutlook.
ZNetLive
the XcellHost Cloud. Desktop365 is a subscription
service is an offering of integrated global PSTN
Integrated Solution with Office 365 - comprising
based service, a true enterprise-grade “managed”
connectivity for customer to use the Lync based
of a domain name, website, and professional
hosted desktop experience in an affordable price.
unified communication services together with
Exchange email, helps Indian SMBs and individuals
Cloud Desktop Integrated with Office 365 allows
office package with integrated online billing system
get online at a very economical cost of Rs. 199/
customer to operate from anywhere, anytime, any
for the PSTN usage
month. The automatic setup of website and email
device
on the domain name ensures that customers
Sify Technologies
need no technical knowledge to start using their
Opto
website actively for building a strong presence
l GlobalUC: Service offerings of Office365 E3 /
with network to provide added value and
on the internet, and email to communicate more
E4 package with Enterprise SIP Trunking services
advantage to both Sify and customers. Advantage
effectively.
with Global voice communications to PSTN
to Customer
(Excluding local PSTN connectivity as per the
l Single vendor to manage billing for both
Indian Regulation). With this plan GlobalUC offers
network and O365
voice services with customized page for monitor-
l More value in the network procurement
services integrated with Office 365 which enables
ing the call details and other services to customer
l Procuring a world class Microsoft solution at an
SMBs to run a corporate desktop environment in
like adding credit and subscriptions online. This
attractive price
XcellHost l
Desktop365 is India first cloud desktop
l Sify plans to integrate O365 licenses along
SME CHANNELS 37 MARCH 2015
SME BIZ
CAMBIUM
TO CONNECT THE UNCONNECTED Provider of wireless broadband solutions Cambium Networks is working on the vision to not only increase its understanding of fixed wireless products, but also wants to create opportunities for SMES, increase the channel and technological awareness ROY WITTERT VP (SALES - APAC) CAMBIUM NETWORKS
BY KARMA NEGI
karma@smechannels.com
I
n 2011, Motorola Solutions sold the Canopy and Orthogon businesses and thus was born Cambium Networks. Headquartered outside Chicago it has R&D centers in the U.S., Ashburton, U.K. and inaugurated its Bangalore R&D center last year. Today, it boasts of an extensive portfolio of reliable, scalable and secure wireless broadband point-to-point (PTP) and point-to-multipoint (PMP) platforms, and caters to verticals such as service providers; enterprises; governmental and military agencies; oil, gas and utility companies; Internet service providers; and public safety networks and helps them build powerful, easily sustainable communications networks. With the motto of “connecting the un-connected” the global provider of wireless broadband solutions is turning its gaze aggressively on the booming India market with the vision to strongly increase the understanding of fixed wireless products, creating opportunities for SMES, continuing the expansion of the channel, increasing the awareness about the technology, and also greater expansion of service providers. “Our fixed wireless portfolio is bigger than anybody else’s. Our vision is connecting the inter-connected. We provide data connection and connectivity, which are reliable using wireless technology even to remote locations. We are an enabling technology at an affordable price,
38 SME CHANNELS MARCH 2015
and there is great opportunity for us in India market, people have an appetite for information and remote areas can evolve economically by providing them that level of communication especially for small and medium enterprise,” says Bryan Sheppeck, SVP (Worlwide Sales). He further stresses that what differentiates them from others is “quality, reliability, security, and spectrum efficiency”. Its recently opened its R&D center in Bengaluru which has a headcount of 40 people in addition to five people in Delhi and Mumbai. With just one distributor - Convergent Wireless - and 120 partners across India it’s also looking at increasing this number to 200 in the coming months. “We have seen lot of development of the local market which is also adopting technology. We see growth in government, video surveillance, and rural broadband connectivity, and also see our products going into the mining industry, oil and gas to provide connectivity to remote areas. We will continue to educate our channel and increase our channel base with additional 80-100 partners,” says Roy Wittert, VP (Sales - APAC). Apart from service providers Cambium is also targeting verticals such as regional wireless service providers, video surveillance, oil and gas, transport, mining etc. and has been recently awarded a Project for Assam. Some of its customers include Tata Communi-
“WE SEE GROWTH IN GOVERNMENT, VIDEO SURVEILLANCE, AND RURAL BROADBAND CONNECTIVITY, AND ALSO SEE OUR PRODUCTS GOING INTO THE MINING INDUSTRY, OIL AND GAS TO PROVIDE CONNECTIVITY TO REMOTE AREAS. WE WILL CONTINUE TO EDUCATE OUR CHANNEL AND INCREASE OUR CHANNEL BASE WITH ADDITIONAL 80-100 PARTNERS.” cations, Reliance Communications, OIL India etc. With equal focus on both Enterprise and SME Sheppeck emphasises on their commitment to make communication affordable and to continue to double their business.
SME TREND
TOP NOTCH ENTERS SURVEILLANCE MKT
Supplier of products and accessories for Computers, Consumer Electronics and Communication under the brand ‘ZEBRONICS’, Top Notch Infotronix has created its new independent business unit for the surveillance and security equipment business. products in the categories of cameras, DVRs and video door phones BY: SANJAY MOHAPATRA sanjay@smechannels.com
A
ccording to 6Wresearch, the Indian Video Surveillance market is expected to reach $952.94 million by 2016, with a CAGR of 32.49% from 2011-2016. While analog based surveillance systems have accounted for major market-share so far, IP-based surveillance systems are growing with relatively higher CAGR of 41.78% from 2011-2016. To capitalise on this opportunity Top Notch Infotronix, the brand owner of Zebronics, has forayed into the surveillance and security equipment business. As per Rajesh Doshi, Founder and Director, Top Notch, there will be 15 new products in the categories of cameras, DVRs and video door
RAJESH DOSHI, FOUNDER AND DIRECTOR, TOP NOTCH INFOTRONIX
“THE SURVEILLANCE BUSINESS WILL OPERATE AS AN INDEPENDENT BUSINESS WITH ITS OWN SALES FORCE.”
phones. The surveillance business will operate as an independent business with its own sales force. The company will take advantage of the government call for make in India to manufacture the products in India. Doshi is hopeful that by the end of this year, security products will contribute 15% of their overall revenue. These products will be targeted at the SMB, retail and commercial establishments and the home segment but the same time the company will also focus on the government, transportation, banking and finance market. Today, the company has created 106 support centres and 31 branch offices to support these products. Along with this, the company has established a 24/7 online technical support facility. As per Doshi, Zebronics as a brand has a mass appeal. This will help them to push these new products into the market and as such India as a market has a huge potential for surveillance products. This will help them to establish these products in the market. Along with the surveillance products, the company has also launched LED products and tablets. Although these two markets are different from the existing business line that Top Notch is into but Doshi is confident that he would find ways and means to establish these products as the market is really hungry for affordable products. Zebronics now targets a 100% growth this year and a mega Rs 1000-crore brand in next two years.
Finally With the addition of these two products and good performance of the existing performance including the portfolio of speakers, the company expects to take its turnover from Rs.250 crore last year to Rs.325 crore this year and Rs.650 crore next year.
SME CHANNELS 39 MARCH 2015
SME CHAT
ABBAS M LOKHANDWALA, DIRECTOR, SMB SYSTEM INTEGRATORS
“WITNESSING THE GROWTH OF VOIP AND CONVERGENCE MARKET” Surat-based SMB SYSTEM INTEGRATORS caters to telecom, security and audio/video needs of SMEs and corporate. In a chat with SME Channels Abbas M Lokhandwala, Director of the company talks about the India telecom market.
Brief us about your company? SMB SYSTEM INTEGRATORS caters to telecom, security and audio/video needs of SMEs and corporate. Understanding customer needs and giving future proof solutions is our passion. We protect customer’s investment by providing good after-sales support. What is your turnover and growth percentage? Our turnover from Matrix is Rs. one crore and have grown by 20%. What is your strength in terms of market reach and others? We have sound and well oiled network of dealers, consultants, architects and our customer references. What kind of solutions and products you are dealing in? We deal in telecom, security and audio /video solutions. How do you find telecom market in India?
40 SME CHANNELS MARCH 2015
Presently, we are witnessing the growth of VoIP and convergence in India market. What kind of telecom solutions you have? We have telecom solutions ranging from VoIP, convergence, video conferencing to allied solutions. How do you find Matrix products in terms of its advantages vis-àvis other brands? Matrix is SUBSTANCE brand. Substance is in the DNA of Matrix solutions. Substance in the form of technology, depth, genuineness and going beyond the mere outer façade and offer more values in all the areas. This is what differentiates Matrix from the lot. Matrix solutions are packed with More. More productivity, more applications, more flexibility, more functions, more features, more cost saving, more reliability, and more support. Matrix positioning is based on offering more of these true inherent values which customers expect from infrastructure solutions. VOIP market is growing and Matrix has right mix of products for SME customers. Foundation laid
“THIS YEAR WE WANT MORE OF CONVERGENCE ORIENTED PRODUCT AND GOOD ENDPOINTS IN OUR PORTFOLIO.” my Matrix in this product segment is robust and scalable. What is the potential and challenge for Matrix in the market? The potential and challenge for Matrix in the market is to make the customers understand that compared to MNC our products are more reliable and cost effective. What the company needs to do to improve the market share? The Company needs to support its channel partners to improve its market share. As a partner what kind of products you want to add this year? This year we want more of convergence oriented product and good endpoints in our portfolio.
REVIEW
PRODUCT
ZYXEL 4-BAY PERSONAL CLOUD STORAGE DEVICETHE NAS540
RDP ‘FIRST’ HD MOVIES PLAYING THIN CLIENT
ZyXEL’s 4-Bay Personal Cloud Storage
BY MANAS RANJAN
from any possible loss and to consolidate
info@smechannels.com
RDP THIN CLIENT AL-400 overcomes the draw backs of existing traditional thin clients in the market by providing rich and uncompromised Multimedia Streaming. It gives full HD Display with 1/3 the cost of typical full HD Compatible PC’s and traditional Thin Clients in the Market. Rich Multimedia Support: Users will experience real PC-quality videos scaled up to 1920×1080 resolution at full frame rates without any lagging and choppy kind of experience like traditional thin clients Configurable Desktop Experience: In virtualization network display quality is biggest challenge for traditional thin clients in the market, surpassing those drawbacks RDP Thin Client AL-400 gives a smooth Desktop Experience by reducing the consumption of CPU resources and network bandwidth. User friendly Management tools: There is no skilled IT staff or training course is required to manage the system. RDP Thin Client AL-400 provides the IT administrators a user-friendly interface with increased manageability Broad USB Peripherals Support: AL-400 transparent USB technology peripherals never require specialized client drivers to work. It supports a wide range of USB devices including memory device, headphone, printer, scanner, U key, card reader and USB converters. Reliable & High Quality Audio : AL-400 enables reliable audio playing and recording in any Windows systems, without hidden limitations or additional configurations.
device, the NAS540 is compatible with multiple storage devices and platforms and is equipped with up to 24 TB of storage capacity. The NAS allows users to secure files file management with greater mobility and
FEATURES n Weight: 120 grams n Dimensions: 98mm (L) x 98mm
convenience at extreme speeds announced the press release. The ZyXEL NAS540 gives you the ability
(W) x 21mm (H)
to access your cloud storage anytime and
n Operating Temperature: up to 48
anywhere. ZyXELzCloud 2.0 enables you to
degree Celsius
view and access your multimedia contents
n Placing Options: Table Top or
Monitor Back n MTBF (Mean Time Before Failure):
on the NAS540 remotely through Android or iOS mobile devices. Through ownCloud
4.9 Lack Hours
support, you can also remotely access and
n Ambience: No noise because of
sync files on Windows, Mac OS X, Android,
NO Moving Components Inside, Generates Less heat & Provides Quiet and Pleasant Working Environment.
iOS and even Linux**** computers. Instant
n Device Type: Zero Client
can create public Web links with ownCloud
n Display Sharing Technology:
to easily share files with friends, families or
Virtual Desktop Sharing
co-workers.
PRICE 7500/-Plus Taxes
Picture Upload automatically backs up your photos from your mobile device, and you
By obtaining a free DDNS service from ZyXEL, users can create a personalized link that directs to their remote ZyXEL NAS540
CONTACT 1800 200 2444
from any computer with Internet connection. Using ZyXELzCloud 2.0, users can access
WARRANTY
files with their Android or iOS devices, or
3 years.
use the devices to play the files stored in the
OVERALL RATING
NAS on big screens.
n Price: On Request Warranty: On Request Contact: ZyXEL Technology India Pvt Ltd, Tel: +91-11-4760-8800
SME CHANNELS 41 MARCH 2015
PRODUCT
NEW ARRIVALS
FORTINET
FORTINETFORTISANDBOX 2.0 MATRIX
MATRIX EON310EXECUTIVE DIGITAL KEY PHONE FORTINETFORTISANDBOX 2.0 delivering enhanced features to their top-rated FortiSandbox Advanced Threat Detection Appliances and FortiSandbox Cloud solutions with the power to discover and isolate more advanced threats from more places than ever before. Integrated with FortiGate, FortiSandbox Cloud offers the ability to quarantine compromised users and end points with one-click, delivering additional mitigation against zero-day and advanced threats announced the press release. When used together with FortiMail, previously unknown email threats are proactively and automatically blocked. FortiSandbox 2.0 combined with Fortinetâ&#x20AC;&#x2122;s Advanced Threat Protection (ATP) Framework ensures a new level of protection from sophisticated cyber threats. Combatting these advanced threats, Fortinetâ&#x20AC;&#x2122;sFortiSandbox enhances its independently rated and NSS Labs Recommended 99% breach detection rating with new features that scan more file types including Microsoft Office, PDFs, Internet Explorer, web URLs, shared file repositories and can even unzip and scan archived files so IT departments have confidence that they are protected from malicious code no matter where it tries to hide.
MATRIX EON310 is an Executive Digital Key Phone engineered to deliver feature-rich, reliable and efficient business communications. With its sophisticated design and classy looks, EON310 is tightly integrated with ETERNITY IP-PBX systems for speed of operations and better workforce collaboration. EON310 features a 2 Line LCD Display, Direct Station Selection (DSS) Keys, Headset connectivity, High Quality Full Duplex Speaker Phone and High definition voice quality. The Smart and Intelligent Deskphone is suitable for business executives, office professionals and knowledge workers of any small to large sized organizations. The phone features 2 Line LCD with Backlit, Fixed Function Keys, Voice Mail, Mute, Do Not Disturb, Forward, Logs, etc. The company carries Fixed Function Keys (Without LED), Hold, Conference, Contacts, Transfer, 12 DSS/BLF Keys for Feature, Line, Extension, etc. You can also adjust volume using the keys. Plus the high quality full duplex speaker phone, also comes with adjustable desk stand. n Price: Rs. 8242 (MRP), Warranty: 1 Year, Contact: Rohit Singh, Rohit.Singh@MatrixComSec.com, +91 8128 991878
n Price: On Request, Warranty: On request, Contact: 000 800 1008 251 (toll free)
HP
HP NEW OPEN HYPERSCALE SERVERS CLOUDLINE THE NEW HP Cloudline server family is a result of the HP-Foxconn joint venture. HP Cloudline combines the compute and service leadership of HP with the high-volume benefits of an original design manufacturer (ODM) sourcing model while delivering the global scale, support, services and management that service providers require announced the press release. Purpose built for cloud-scale deployments, HP Cloudline servers meet the technical requirements, economics and functional performance needs of the growing service provider market. HP Cloudline facilitates demand-driven deployment, accelerated service delivery and cost-effective operation. HP Cloudline servers are optimized for workloads including cloud (OpenStack and other open cloud platforms), web servers, content delivery, hosting and big data (Hadoop framework). HP Cloudline is also optimized for HP Helion. The new product line complements and strengthens the industry-leading HP ProLiant server portfolio, including HP Moonshot. n Price: On Request, Warranty:On Request, Contact: 1-(800)-180-1810 (Toll Free).
42 SME CHANNELS MARCH 2015
Plus Plus/FEB/2015
We offer complete technology solutions & services !
Date of Publication: 20 of Every Month RNI NO: DEL ENG/ 2010/ 31962 Postal Reg. No.: DL-SW-1/4145/13-15 Date of Posting: 22 & 23 of Every Month