PLUS
Accenture, Microsoft Introduce Hybrid Cloud Solution /08 www.smechannels.com
india’s first IT magazine for sme business VOLUME 05 | ISSUE 10 | PAGES 72 | DECEMBER 2014 | RS. 20/-
SME BIZ / 36
ALUE: ALUE Charts Growth in India SMB Market
SME BIZ / 66 AXIS Communications. Axis’ to Go Deeper
SME AWARDS /44
An Evening of Industry Achievements, CSR And Networking
IT TECH
TRENDS FOR 2015 Here we bring to you some of the industry’s forecast on the technologies which will mark 2015. /24
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PLUS
Dell’s Initiative to Promote PC Education /16 www.smechannels.com
india’s first IT magazine for sme business VOLUME 05 | ISSUE 10 | PAGES 72 | DECEMBER 2014 | RS. 20/-
SME TREND
SME CHAT
/ 67
INFOWATCH: To cash-in on India DLP Market
/ 68
Sky Communication: “Expect to grow by 25% this year”
SME CHAT /38 Schneider Electric: “Have identified 24 Tier 2 and 3 cities”
MY EXPERIENCE
EDITORIAL
GOODBYE 2014! HELLO 2015! KARMA NEGI
karma@smechannels.com
THE COUNTDOWN TO SAYING GOODBYE TO 2014 HAS STARTED. This year too saw its share of ups and down. It started with the uncertainty in the business sentiment leading up to the general elections. Projects were put on hold and everyone sat with a bated breath for the outcome of the results. Post elections and the slew of announcement which followed especially with the thrust of the India government on ‘Digital India’ project, ‘Make in India’ campaign things it seems are looking rosier. While Digital India promises to transform the country into a connected knowledge economy offering world class services at the click of a mouse ‘Make in India’ campaign is designed to transform India into a global manufacturing hub. In terms of technology the market was dominated by Cloud. Every IT vendor has realized to become relevant in the market they have to go on cloud. This has further heated up the competition on the cloud front. This sector was marked by price war between the top cloud service providers namely AWS and Google. There were acquisitions too; German software maker SAP bought Concur Technologies to boost its cloud computing business. Networking giant Cisco is betting on Internet of Everything as the next big thing which will set its cash register ringing. The year will also be remembered for splitting of the business by eBay, Symantec, and HP. And there are speculations that some others may follow suit. Not to forget, the industry also saw a lot of churn at the top level of the management. There was Bimal Raj who quit his position of Smartlink Network, VMware’s T Srinivasan resigned as managing director of the company and recently its director of partner and SMB sales Ganesan Arumugam also left. The list is long. In the December issue of the SME Channels we bring to you industry view on some of the technologies which will be relevant in 2015. All in all it was an eventful year with its usual ups and downs. Now let’s wait and watch what 2015 has in store for us.
Lenovo Thinkpad 8 LENOVO THINKPAD 8 TABLET, for professionals in India powered with Windows 8 delivers a full PC experience with USB3.0 Dock. The Tablet is equipped with a full-HD screen, Quick Photo Capture combined with 4x Faster Graphics, and priced at INR 39,999, is now available for pre-order exclusively on Lenovo’s online brand store- TheDoStore. The ThinkPad Tablet 8 makes Lenovo’s tablet range more diverse to cater to the business user for the first time. This 8.3” tablet engineered for business users offers multimode features like full HD Display with 25% larger viewing area, a full Windows 8 ecosystem, 2MP front-facing webcam for crystal-clear video conferencing, supported by dual digital array microphones.
SPECIFICATIONS Has 8MP rear-facing camera with auto-focus and -flash and video recording FINAL WORDING It’s a value for money tablet.
OVERALL RATING
4
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contents
2014
DEC VOLUME 05 ISSUE 10
ER COV RY STO
india’s first IT magazine for sme business
Publisher: Sanjib Mohapatra Editor: Sanjay Mohapatra Associate Editor: Karma Negi Sub-Editor: Soumya Prajna 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 EDITORIAL OFFICE Delhi: 6/103, (GF) Kaushalya Park, New Delhi-110016, Phone: 91-11-41657670 / 46151993 editor@smechannels.com
IT Tech Trends for 2015
Bangalore Bindiya Jadhav
/24
Here we bring to you some of the industry’s forecast on the technologies which will mark 2015.
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SME CHAT Schneider Electric /38
“Have identified 24 tier 2 and 3 cities”
SME TREND InfoWatch /67
InfoWatch to Cash-in on India DLP Market
SME BIZ
Alcatel-Lucent /36
ALUE Charts Growth in India SMB Market
Axis /66
Axis’ to Go Deeper
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SME CHANNELS DECEMBER 2014
Mohapatra Place of Publication: 6/101-102, Kaushalya
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“Expect to grow by 25% this year”
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HP’s Updated MSA Storage to Help SMBs in Cost Saving HP said it has made updates to HP MSA Storage that bring data tiering and advanced storage virtualization capabilities to the platform to further reduce the cost of storing data,
boost business productivity, and simplify management for SMBs. The new advanced capabilities for HP MSA Storage are aimed at organizations with limited
resources. These software features include new data tiering options, flash-based performance enhancements, and intelligent storage automation that take advantage of
the fourth-generation HP MSA Storage hardware architecture. HP also announced enhancements to HP Simply StoreIT, the SMBfocused co-marketing program for HP channel partners launched in 2013. As of the second quarter of this year, worldwide revenue generated by sales of fibre channel attached HP MSA Storage—the industry’s top ranking entry-level Fibre Channel disk array—were up 45% year-over-year. “SMB customers are facing many of the same challenges as larger enterprises, they are looking for advanced storage features to help them boost efficiency and simplify their operations,” said Barun Lala, Director, Storage, HP India. Two new data tiering capabilities added to HP MSA Storage— Archive Tiering and Performance Tiering—boost performance on frequently accessed data while lowering the cost of storing infrequently accessed data. Data tiering continually balances storage costs and performance by moving data between storage tiers composed of different media types—automatically, and without administrator intervention.
Accenture, Microsoft Introduce Hybrid Cloud Solution Accenture and Microsoft have expanded their long-standing strategic alliance with the introduction of the Accenture Hybrid Cloud Solution for Microsoft Azure, a powerful hybrid cloud platform designed to bring new capabilities, economics and innovation to the enterprise.
8
SME CHANNELS DECEMBER 2014
Working with Avanade, the companies are co-funding and co-engineering this platform with new hybrid cloud technologies and services to help enterprises build and manage enterprise-wide cloud infrastructure and applications. “Our expanded relationship with Microsoft represents a game-
changing proposition that addresses the biggest concerns and complexities our clients face as they look to leverage the cloud,” said Pierre Nanterme, chairman and CEO, Accenture. “With new demands being placed on IT departments every day, enterprises need to smartly connect their infrastruc-
ture, software applications, data and operations capabilities in order to become agile, intelligent, digital businesses. This unique collaboration with Microsoft and Avanade is one of Accenture’s most strategic and important initiatives for driving enterprise-wide cloud adoption.”
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SNIPPETS
Rashi Flags-off CBF-X in Kolkata Rashi Peripherals is all set to launch a new addition to the trail of success of Channel Business Forum popularly known as CBF in the industry. This year Rashi is launching a theme with special focus on the fact ‘Every 2nd assembled PC has ONE component sold & services by Rashi Peripherals.’ Following the tradition some important brands associated with Rashi Peripherals will also be participating in CBF-X and will be an integral part of the event. The brands associated
with CBF-X are ASUS, Intel, Leadtek & Toshiba. These are high end and very popular brands extending their support for Rashi’s annual event. Channel Business Forum’s tenth edition will start its journey on 10th Dec 2014 in Kolkata followed by Patna the next day. Rashi Peripherals is making sure that its flagship event reached C & D class cities and thus this time the team will be travelling to 21 destinations across the country with places like Hubli and Wazirpur in the list.
TP-LINK Ranked #1 in Consumer WLAN MKt TP-LINK has been ranked number one in consumer worldwide WLAN market share in Q2 2014, according to the most recent research published by leading IT market research and advisory firm IDC, which ranked the world’s wireless networking equipment vendors by product shipments and revenues. “We are pleased that IDC recognizes TP-LINK’s number one position in the consumer WLAN market,” said Andy Chen, Director of International Business at TP-LINK. “Our growth reflects a commitment to our many customers, partners, and ongoing dedication to research and development.” Andy Chen added, “Our quality control is unprecedented. Before a new product is shipped, it gets tested in 7,000 unique scenarios, and it only takes one failed test to start the entire process all over again.”
Xerox Launches C60/C70 At Print Miracle Expo 2014 Xerox India showcased its newly launched Xerox Versant 2100 and launched Xerox Color C60/ C70 at the Print Miracle Expo 2014 held in Kochi from 12th – 14th December, 2014. This was the first time that these digital production presses were displayed at a public expo in Kerala; both received a very good response from the printers’ fraternity and everyone present at the event. The new Xerox Color C60/C70 Printer gives users a cost-effective option for a wide range of printing needs. Suitable in any print environment, including quick print shops, in-plant operations, agencies, small businesses and manufacturers, the device offers turn-key features and media-weight versatility. Users can easily enhance and expand their application offerings to include rugged polyester labels, menus, signs and vinyl window clings. Whereas, the new Xerox Versant™ 2100 Press is targeted at the production printing industry. The 100 page-per-minute device – versatile for any production environment – combines speed, Ultra HD resolution and automation features to create colorful personalized communications, collateral, brochures, photo publishing and specialty print products.
10 SME CHANNELS DECEMBER 2014
MY POINT
“Enterprises around the globe are looking for the right platforms and partners to help them transform and thrive in a mobile-first, cloud-first world,” SATYA NADELLA, CEO, MICROSOFT
Dell Celebrates Women Power Dell organized its Dell Women’s Entrepreneur Network (DWEN) meet up for the first time in the Bangalore market with presence from 13 eminent women entrepreneurs who have excelled in their respective fields and are collaborating to establish a positive Indian women entrepreneurship ecosystem in the country. Commenting on the Bangalore chapter Ritu Gupta, Director, Marketing, Dell India, said, “Entrepreneurship has always been core to us at Dell. Since the beginning we have believed in listening closely to our customers and that engaging directly with our customers’ leads to better impact. Networking is a direct way of approaching our customers and understanding an organization’s issues and dilemmas. Through DWEN, we provide a ready platform for women entrepreneurs to collaborate, share ideas and best practices among themselves. We see an immense scope for growth of the Indian women entrepreneurship ecosystem and what better place to connect than the start-up mecca of India- Bangalore.”
Nxtra Data Joins NetApp Alliance Partner Program Nxtra Data Limited, a wholly owned subsidiary of Bharti Airtel said it has joined the NetApp Alliance Partner Program, as part of its collaboration with NetApp to offer managed external cloud services across enterprise, government and carrier segments in India. As a NetApp Unified Partner, Nxtra Data extends Cloud (both private & hybrid) and MHS (Managed Hosting Services) built on NetApp’s FAS Storage Systems and NetApp’s operating system – clustered Data ONTAP – as well as backup-recovery services built on NetApp’s SnapVault. Neil Pollock, CEO, Nxtra Data Limited, said, “We take pride in building products and service offerings that provide end-to-end solutions. Together with NetApp, we will further work towards delivering the best to meet customer requirements and SLA’s for Cloud (private, public and hybrid) and Managed Hosting Services.” Anil Valluri, President, NetApp India & SAARC Operations, said, “Our partnership with Nxtra Data will provide customers managed cloud hosting services that accelerate businesses in new markets.”
gigabyte22X31.pdf 1 16-09-2014 14:48:16
GIGABYTE 9 Series
Motherboards
*Product features may vary by model. *Motherbaord models may vary based on local distribution.
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GIGABYTE TECHNOLOGY (INDIA) PVT. LTD. Website: www.gigabyte.in; Toll-Free: 1800-22-0966; www.facebook.com/GIGABYTEindia Gujarat: 97250 59195; Mumbai, Goa, Vidarbha: 99677 18653; Rest of Maharashtra: 99221 13396; New Delhi & Uttar Pradesh: 99583 72672; Chhattisgarh 98269 92970; Himachal Pradesh, Haryana, Uttarakhand: 99100 86976; Punjab, Chandigarh and Jammu & Kashmir: 97818 33433 Madhya Pradesh: 96695 45600; Rajasthan: 99100 86976; Bihar: 90075 45577;Jharkhand: 90405 06080; Orissa: 90405 06080; North East: 98642 30150; West Bengal: 97485 02710; Karnataka: 81236 86976; Andhra Pradesh: 90000 77671; Tamil Nadu: 74117 74666; Kerala: 98950 99231
Advts.indd 7
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SNIPPETS
Rashi Named Chromecast’s India Distributor Rashi Peripherals said it will distribute Google Chromecast in India and take it into the farthest corners of the country with the help of their 53 branches and 58 service centers along with the reach of almost 750 cities and towns across the country. Chromecast is a streaming media device that plugs into any HDTV in one’s house, and brings the content from one’s phone, tablet or computer to the big screen announced the press release. In addition, Chromecast is compatible with any Android phone, tablet, iPhone, iPad, Mac or Windows laptop, or Chromeook. Rajesh Goenka, VP (Sales & Marketing), Rashi Peripherals Pvt. Ltd., said, “We look forward to bringing Chromecast to consumers across India and hope they enjoy casting their favorite content to the big screen.”
AXIS HOSTS PARTNER SUMMIT 2014 IN DUBAI Axis Communications conducted its partner summit 2014 in Dubai to recognize the outstanding contribution by its partners. The company invited 54 partners, distributors and consultants who have been the year’s top performers in India and Sri Lanka. The three day conference and tour held between October 29 and 31 in UAE, Dubai, was a part of Axis’ 30 year celebration of Axis Dubai Partner Meet innovation and success. With eight award categories including a Viking award, the winners will have an opportunity to engage in personal, face to face meetings with Axis top management. They will get an opportunity to learn more about Axis’ vision of the future which will help them play an influential role in shaping that future. Conforming to its view on partnership being the key to mutual success, Axis provided an insight to the partners on how they can evolve in the changing surveillance ecosystem and how Axis would be supporting them in leveraging new market opportunities. During the conference, the company discussed with the partners on how to lead the network video market together.
Tyco Brings S3040 Portable Reader Tyco has launched S3040, a lightweight hand-held card reading device for use with the AC2000 access control and security management system. Rajeev Samanta, Regional Sales Director, South Asia, Tyco Security Products, stated, “S3040 is required where mobility is paramount. It can be used by a security guard either in a patrolling mode within predefined zones, or at fixed temporary locations where there is no power, to verify that a cardholder is authorized to be at that location and to record their presence. Other scenarios include construction sites, bus and train stations, airside/landside boundaries, and random checks within large commercial sites.’ A large full color sunlight readable touch screen provides quick and easy navigation displaying information about the status of each card, with further details including name, job title and date of birth. For dual verification, cardholder photographs are also displayed on-screen minimizing the threat of card sharing. Users can authenticate cardholder details anywhere, even if mains power is unavailable. There’s encrypted Storage of up to 200,000 cardholders on-board.
Matrix to Participate at Secutech Thailand Matrix said it will participate in Secutech Thailand, 2014 where it will showcase its complete portfolio of security products encompassing range of Access Control, Time-Attendance and Video Surveillance Solutions. At this event, Matrix will demonstrate a range of new high end door controllers with IP65, PoE and touch screen. “These door controllers offer cutting edge advantages in terms of technology, connectivity, ease of use and operating environment over other products available in the market,” said Jatin DesaiProduct Manager Time-Attendance and Access Control. Apart from these we will also showcase palm vein based door controller and our complete range of controllers along with Time-attendance and Access control software. Moreover, enhancing its video surveillance range, Matrix will launch SATATYA HVR series a single solution for IP and analog surveillance needs. This solution utilizes the cost benefits of analog and enhanced security and scalability of IP solution.
12 SME CHANNELS DECEMBER 2014
Bharat Goenka Awarded CSI Honorary Fellowship Award Co-founder & managing director of Tally Solutions Pvt. Ltd Bharat Goenka has been recognized for the ‘CSI Honorary Fellowship Award – 2014’ by the Computer Society of India (CSI), one of the largest professionally managed associations of IT professionals in India. Mr. Goenka was felicitated with the award at a ceremony, as part of CSI’s 49th Annual Convention & International Conference 2014, which was held from 12th - 14th Dec, 2014 in Hyderabad. Hon’ble Telangana State IT Minister, K.T. Rama Rao gave away the award to Shri Bharat Goenka, Co-founder & Managing Director, Tally Solutions Pvt. Ltd., Prof. S V Raghavan, Chairman, Awards Committee, and Scientific Advisor to the Govt. of India read out the citation and Mr. Goenka’s contribution to the Indian IT industry. Mr. Goenka has contributed significantly, over the years, towards creating a definitive identity for software product companies in India announced the press release. Under his direction, Tally Solutions has grown to be a market leader in business management software in India and has begun making significant inroads in global markets as well. This is only the twelfth time the ‘CSI Honorary Fellowship’ has been awarded in the 49 years of CSI’s existence.
SNIPPETS
Emerson Introduces the ‘Avocent Accelerate’ Program Emerson Network Power has launched the ‘Avocent Accelerate’ program for its channel partners in India. This quarterly program is valid for sales of Emerson’s Avocent range of products between October-December 2014. Emerson’s Value Added Resellers (VARs) as well as Network Solution Partners (NSPs) can now boost the earning potential for PAYBACK points, winning more than 8000 points for sales upwards of INR.1,00,000 for the Avocent range of products announced the press release. Ankesh Kumar, Director (marketing), Emerson Network Power in India, said, “Our partners have shared encouraging feedback from partners for our ongoing Diwali Delights scheme and we are delighted to offer this additional program to our channel partners so they can benefit further by earning PAYBACK points on sales of our Avocent range of products. To celebrate our relationship with them and enhance the festive spirit, we have also decided to offer a special bonus of 500 PAYBACK points to partners achieving sales slabs of INR 5,00,000 and above for the Avocent range of products.”
NEOTERIC HOSTS XPLORE & EVOLVE FOR INTEL IN RAIPUR neoteric infomatique limited said it has successfully conducted Xplore & Evolve for Intel in Raipur on the 22nd November, 2014. Through live-demonstrations, it showcased the benefits which businesses can avail from Intel’s 4th generation core processor platform that is used in a multitude of devices like notebooks, desktops and all-in-one PCs. The event particularly presented notebooks, desktops and all-in-one PCs from Acer. It received a great response from the channel partners and furthered their interactions with the Acer Team, alongside a discussion around the business vision and way-forward plans announced the press release. neoteric’s expert pre-sales team addressed their queries and highlighted how Intel’s high quality products would give them a competitive edge in the market and cater to their future business needs. The event included a focused presentation on how Intel’s latest products can take the computing experience to the next level. Another highlight of the event was an interactive knowledge-session on ‘Enhancing business effectiveness’ conducted by Bhupesh Sharma, an eminent knowledge expert. It presented tips on how channel partners could boost their business through motivation, cross-cultural communication and role-play on customer services. Nitya Prakash Patnaik, Director - neoteric infomatique ltd. said, “With this event, we connected with our channel partners in the crucial market of Raipur and educated them on how Intel’s new products take the computing experience to the next level. By conducting such events, we look forward to boosting Intel’s business in the region and deliver more value to the fast-growing Indian computing solutions’ market.”
EXECUTIVE MOVEMENT
INDIA SOFTWARE MARKET REVIVES OWNING TO POLITICAL STABILITY AND ECONOMIC REVIVAL, INDIA SOFTWARE MARKET WITNESSED AN IMPROVED 1H 2014 COMPARED TO A SLOW 1H 2013. ACCORDING TO IDC THE INDIA SOFTWARE MARKET REGISTERED A YEAR ON YEAR GROWTH OF 10.7% IN 1H 2014. SOFTWARE VENDOR MARKET SHARE: 1H 2014
Others 40.0% Synopsys 4.2%
SAP 6.5%
Source: IDC’s Asia/Pacific Software Tracker, 1 H 2014
14 SME CHANNELS DECEMBER 2014
Seagate has appointed Rex Dong as the Managing Director of the sales and marketing organization for Asia, excluding China and Japan. Blue Coat has appointed Michael Fey as president and chief operating officer effective immediately.
IBM 5.5%
Oracle 12.0%
HCL Infosystems has named Premkumar as the new managing director of the company, effective from 1st of January 2015. He replaces Harsh Chitale who has decided to take a role outside the company.
Microsoft 31.8%
Brocade has named Swapna Bapat to the newly created role of director of Systems Engineering for India.
SNIPPETS
Seagate’s New NAS Portfolio for Small Businesses Seagate has launched a new portfolio of Networked Attached Storage (NAS) solutions specifically designed for today’s small businesses. The new portfolio includes five NAS products in a range of capacities from 2TB to 30TB and performance perfectly suited for the home office to small businesses with up to 50 employees. “We understand that today’s small businesses can benefit from a storage solution that is easy to manage and provides 24/7 secure access to the information that drives their businesses,” said Rex Dong, managing director of Asia sales and marketing, Seagate. “From the individual contractor to the fifty-employee office, Seagate has the right product to match the needs of any size of small- to medium-sized business.” Both Seagate NAS and NAS Pro are available worldwide. Seagate NAS business storage is available in 2- and 4-bay configurations. With a Marvel ARM 1.2GHz processor and 512MB of RAM, Seagate NAS is designed to address the storage needs of small office and home offices with up to 25 employees.
Dell’s Initiative to Promote PC Education
RICOH BRINGS NEW RANGE OF INTERACTIVE ULTRA SHORT THROW PROJECTORS Ricoh India Ltd. has unveiled its new series of Interactive Ultra Short Throw Projector. With this new launch Ricoh expand its business portfolio to Visual Communication Devices which includes Projectors, Interactive White Boards and Portable VC Solutions. Ricoh’s Ultra Short Throw projectors are a new advancement in the projection category which allows a bright and colorful big screen without managing the cables announced the press release. A perfect combination of comfort, quality and latest technology, the new projector models – (basic) Ricoh PJWX4141, (network) PJWX4141N and (interactive) PJWX4141Ni are portable, light in weight and first of its kind to have a ‘Free Form Mirror’ projection. In order to expand the projector sales, Ricoh India Limited, appointed Ceeco Technologies as their Projector Partner. Ceeco Technologies, started in 1986, is a prominent player in the AV & IT System Integration Industry, setting new benchmark in designing AV Solutions for Auditoriums, Conference, Seminar, Board Rooms, and in the field of Digital signage. Ceeco has also established self in the field of eLearning offering solutions pertaining to ICT and in Distance Learning.
Dell India launched ‘Dell PC Literacy Week’ Program, commemorating World Computer Literacy Day (December 2). The Dell PC Literacy Week (November 28-December 7), is being rolled out with the aim to encourage Computer Education for all. A nine day exclusive PC Education celebration, Dell intends to capture the attention of existing and future PC users. A consumer engagement initiative, the program is aimed at promoting awareness about new and more efficient methods of computing. Given Dell’s increasing coverage across the country, the program has been designed to cover T1 – T3 markets. The initiative designed around expanding the reach of PC to the masses is designed for online and offline engagement with PC users.
ZyXel Launches Channel Prog
NComputing Achieves Milestone
ZyXEL India has launched the country wide channel program from Chandigarh that will proceed to hold events, roadshows and related actions. It’s called – Arise, Awake and Achieve (AAA). With the core philosophy to help changing the way SI & channel partners do business in India, ZyXEL organized a training program for the SI partners and product training & strategy formulation for the resellers of the state with the launch. ZyXEL’s Channel Head Sanket Kulkarni said, “The campaign started from Chandigarh, has moved to Lucknow and eventually will cover the entire country. Next of the cards are – Jharkhand, Odisha, Kolkata, Assam and then moving to South – TN, Karnataka, Kerala, Seemandhra & Telangana and finally reaching West – Mumbai, Pune, Nagpur, Goa, Indore, Ahmedabad, Surat , Udaipur & Jaipur.
NComputing said it has deployed over 1.3 million seats in India. “The milestone achieved by NComputing in India is a small step towards achieving 100% computer enablement in the country for the youth and knowledge workers, especially for those located in Tier 2 and Tier 3 cities/towns, and, the rural and remote areas,” said Manish Sharma, VP, Asia-Pacific, NComputing. One of the biggest successes that NComputing has accomplished in India has been through its Government school projects in multiple Indian states. Some of the large-scale implementations made by NComputing in India include 77,465 seats in 15,493 schools across Gujarat; 60,000 seats in 6000 plus govt schools in Andhra Pradesh; another 60,000 seats in Punjab; 58,500 seats in 2622 govt. schools of Haryana; 18,000 seats across 1800 learning centers of Maharashtra Knowledge Corporation Limited.
16 SME CHANNELS DECEMBER 2014
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SNIPPETS
Cisco, ITL Partner to Leverage IoE for Smart Cities
DIGEST
Cisco and ILFS Technologies Ltd (ITL), a technology solutions company of Infrastructure Leasing & Financial Services (IL&FS), have entered into a strategic collaboration to utilize the Internet of Everything to develop digital solutions for India’s infrastructure and smart cities. Prem Saigal, Chairman, ITL, and Dinesh Malkani, President, Cisco India & SAARC, made the announcement along with Anil Menon, Cisco Deputy Chief Globalisation Officer and President, Smart+Connected Communities, and Durga Prasad, CEO, ITL. The collaboration between Cisco and ITL will focus on bringing together the best-in-class, complementary capabilities of both companies. Cisco’s vision of the Internet of Everything, which is the intelligent connection of people, processes, data, and things, is already revolutionizing the way our cities operate, creating a more dynamic digital economy and also bringing new, richer experiences to citizens.
Smartlink has launched a 3.75G modem broadband router COMFI - DG-HR1020S with 150 Mbps wireless speed. Its built in Wi-Fi allows up to 8 wireless clients to connect wirelessly and share 3G internet and features IEEE802.11n wireless technology for increased range and speeds of up to 150 Mbps for individual devices. The feature rich DIGISOL DG-HR1020S is available at street price of Rs. 1999.
NETGEAR Offers Smart Storage Solutions NETGEAR is offering ReadyNAS 716 and Ready NAS 516 at a very affordable price point in India. ReadyNAS 716 is the world’s fastest desktop network attached storage (NAS) device. With a maximum capacity of 24TB (up to 84TB with expansion chassis), the six-bay ReadyNAS 716 enables easy storage and extreme throughput for businesses and campus environments supporting up to 500 concurrent users. Providing up to 10GE throughput, ReadyNAS 716 is also the only NAS on the market today capable of simultaneously streaming multiple large uncompressed Blu-ray files. ReadyNAS716 incorporates features and capabilities previously available only from expensive, large-enterprise vendors and dramatically simplifies deployment and manageability to provide businesses with affordable, dynamic, and reliable storage.
RAH Infotech Opens Branch in Jaipur RAH Infotech opens its new office in Jaipur, India. The newly established Jaipur office will be offering the same services as Gurgaon based head office. Strategically located at the bustling area of Tonk Road the office will concentrate on channel expansion. With the rapid growth of markets all over the country over the last several years, the creation of a permanent office in Jaipur was the right thing to do to support our partners in the north-western region. The new office will be better equipped to handle the needs of our Rajasthan based customers and partners. The new office will be managed by Arun Purie. Purie is a strong pre-sales resource with wide experience in channel development and recognizes the market thoroughly.
Cyberoam’s Channel Convention Concludes Cyberoam recently concluded the third edition of its yearly Channel Convention in a grand fashion. The convention this year was organised in Dubai from Oct 9 to Oct 11. The event, with the theme ‘Think Big. Think Success’, is organised every year by Cyberoam to acknowledge the efforts of its extensive partner community and share the future roadmap with them. Initiating this year’s convention, Sunil Sharma, VP (Sales & Operations India & SAARC), Cyberoam, presented an overview of future opportunities and prospects in the security market in India. He also spoke about various initiatives taken by Cyberoam to benefit the partner community in terms of sales & marketing and technical training and support. During the convention, Cyberoam MD & CEO, Hemal Patel shared his experience as an entrepreneur and gave tips on how to promote value innovation within an organisation, manage organisational tasks and find avenues to convert challenges into opportunities.
18 SME CHANNELS DECEMBER 2014
DIGISOL 3G MODEM BROADBAND ROUTER
ENRG DESIGNS UNIQUE USB DRIVES - ‘AVENGERS’ EDITION ENRG designs new USB pen drives with ‘AVENGERS’ super heroes theme on it. This special edition USB drives come in forms of Avengers characters like Iron Man, Hulk, Captain America and Thor. All USB drives have their own key features, like Iron Man USB drive comes with illuminating eyes, Captain America drive comes with metallic SHIELD, Hulk drive comes with strong green WRISTS and the amazing THOR comes with the destructive HAMMER; all of them come with sliding port for USB.
TRANSCEND STOREJET FOR MAC Transcend has released the StoreJet for Mac (SJM) series. Exclusively for Mac, Transcend’s SJM100 Portable Hard Drive, SJM300 Portable Hard Drive and SJM500 Portable Solid State Drive (SSD) offer immense storage space and superior data transfer speeds announced the press release. SJM100 offers additional 2TB of storage space to save up to 512 hours of Full HD video, over 32,000 hours of digital music, or 960,000+ of high resolution digital images. Equipped with a SuperSpeed USB 3.0 interface, the SJM100 offers amazing transfer rates and provides 10 times the bandwidth of USB 2.0, allowing users to save time and boost productivity.
VASCO DIGIPASS AUTHENTICATORS VASCO Data Security International has launched two new DIGIPASS Authenticators with Bluetooth capabilities. The DIGIPASS 875 is a smart card reader solution, and the DIGIPASS GO215 is a compact, one-button device offering powerful, portable and flexible two-factor authentication and digital signing. Both devices provide enhanced security for the growing number of mobile devices such as smart phones and tablets.
DELTA MODULON DPH UPS Delta Electronics has globally rolled-out its Modulon DPH series UPS 75/150kW, to join its existing 200kW model. Along with the launch of the new 75/150kW Series, an inbuilt rack mount power distribution cabinet and battery modules are also available as options for DPH, which allow upgrading as an ultra-compact solution, including power protection, power distribution, and battery runtime to streamline power management in small and medium-sized datacenters announced the press release.
SNIPPETS
Enkay Bags Avaya Partner Award Unified Communication solutions provider Enkay Technologies has been awarded Avaya Partner of the year GGM (Global Growth Market) 2014 for the mid-market category. The award was presented at the annual Avaya Customer and Partner Connect event held recently in Dubai. The award recognizes the company’s success in 2014 in helping drive adoption of Avaya’s innovative customer and team engagement solutions, supporting organizations across the country in delivering better business results in 2014 announced the press release. Enkay technologies uses a holistic, service-led model based on the full suite of offerings from Avaya to support companies’ collaboration and communication needs, and help them achieve better team and customer engagement outcomes.
Max Secure Unveils Updated Products at Pattaya At Pattaya, during the partner incentive tour to Bangkok & Pattaya on 20 November 2014, Max Secure launched new version of its security softwares: Max Secure Antivirus Plus, Max Secure Internet security, and Max Secure Total NNR IT with its partners in Bangkok Security. NNR IT ran a Fly to Bangkok and Golden Rush scheme for the JAS Quarter which saw good response with nearly 100+ partners qualifying in the scheme announced the press release; 49 partners opted for Bangok Pattaya tour which was organized from Nov 20 to Nov 24. Partners were presented with partner certificates during the event. Partners were also given insights into the future roadmap by CEO of NNR IT solutions Jagannath and Sanjay Pradhan, CEO of Max Secure. Commenting on this occasion, Sanjay Pradhan, Founder & CEO, Max Secure Software, said, “We are pleased with the response and are greatful to all our RD’s and Channel partners for their support. We are committed to our partners and along with NNR IT solutions we are looking at achieving top three positions in India in next couple of months.”
Schneider’s PRM Prog Achieves 1700 Registrations
Kaspersky Appoints VR Infotech as ND
Schneider Electric said its novel Partner Relationship Management (PRM) programme has achieved 1700 registrations in less than a year. A trenchant and ingenious marketing project, PRM programme is a digital initiative which seeks to expand the company’s reach beyond its usual sales force capacity announced the press release. The program strategizes to engage its existing business partners through a web portal as well as reach out to a wider market for new partners. The portal provides partner insights and tailored services and information to support partner journey, extending benefits to intermediary partners and distributors.
Kaspersky Lab has appointed VR Infotech as national distributor for all Kaspersky retail products in India. Kaspersky Lab will be parting ways with Sakri IT Solutions, the National Distributor for Kaspersky Internet Security (KIS-SKU) range of products, and Kaspersky Small Office Security (KSOS) with effect from January 17, 2015. VR Infotech has a strong channel network that is spread across the country, and with their expertise in channel business, VR Infotech will work closely with Kaspersky Lab to strengthen the market share of Kaspersky Lab in the consumer segment announced the press release. As national distributor for Kaspersky retail products, VR Infotech is responsible for technical support, marketing and sales; offering end to end support to partners and customers on behalf of Kaspersky Lab. Congratulating VR Infotech, Maxim Mitrokhin, Director of Operations, Kaspersky Lab, Asia Pacific, said, “By appointing VR Infotech as our distributor for all retail products, we expect to significantly increase our presence in tier 2 and tier 3 Indian cities, where we want to get a bigger market share. And we are confident that VR Infotech, with their good knowledge of consumer market and wide channel network will help us to reach this goal.”
ViewSonic’s Full-HD Display ViewSonic has launched its new VG2401mh, a 24-inch Full HD display designed specifically for avid gamers and multimedia enthusiasts. The VG2401mh features a 144Hz rapid refresh rate and blazing-fast 1ms response time, delivering ultra-smooth graphics and lag-free, crisp images for extreme moments of gameplay, as well as action-packed videos and other multimedia entertainment applications. The VG2401mh also features ViewSonic’s proprietary Game Mode technology, enhancing visibility and detail by brightening dark parts of video games for the ultimate gaming experience. In addition, an “Aimpoint” hotkey function provides on-screen crosshairs during shooting games for an instant and accurate targeting experience.
India IT Services Market Growth Slow The India IT services market in 1H 2014 saw a slower growth mainly due to the May Lok Sabha elections. According to International Data Corporation (IDC) the IT services market in India witnessed an year on year growth of 7.4% in 1H CY 2014 over 1H CY 2013, to reach a value of INR 2,28,262 million. Overall political and economic uncertainty has had an impact on project-based services in the first half of 2014 with few infrastructure deals being signed. Support services saw a quiet period in terms of growth in 1H CY 2014 with organizations looking at cost cutting measures and holding on their hardware and software refresh. The market saw a growth of 6.9% over 1H CY 2013. Spending on the system integration and IT consulting services also registered a growth of 6% and 6.6% respectively, which was quiet slower than the 2H 2013 owing to decrease in spend on infrastructure projects.
20 SME CHANNELS DECEMBER 2014
Advts.indd 5
18-11-2014 16:07:39
SNIPPETS
Microsoft Extends Product Portfolio Enhancing its product portfolio for better collaboration and productivity, Microsoft has announced the availability of advanced Dynamics CRM 2015, Dynamics CRM 2015 Online and introduced additional features to Dynamics AX. Microsoft Dynamics CRM 2015 and Microsoft Dynamics CRM 2015 Online will help enhance sales, marketing, and service functionalities, revolutionizing the way sellers and marketers work together and deliver productivity improvements in natural user interface, catering to both on-premise and on cloud customers announced the press release. Microsoft Dynamics AX, the enterprise grade ERP solution in the market, will enable businesses to combine all the benefits of Microsoft Dynamics AX and Microsoft Azure in a full, end-to-end solution enabling business and IT users to be more productive.
SOCOMEC’S PRODUCTS NOW AVAILABLE UNDER ITS BRAND After several years of fruitful partnership in India, Socomec and HPL have mutually agreed to end their relations in order to focus on their respective core business announced the press release. “We are very pleased and proud to announce that the entire domestic and international product offer will now be exclusively available through the Socomec distribution network,” said the press release. It further added, “Thanks to this new direction, Olivier Tremouille, MD, Socomec will have direct relations with the all stakeholders Socomec (consultants, end-users, contractors, panel-builders, OEMs and distributors) in order to better serve the evolving market needs and customer requirements. Socomec will offer its entire range of domestic and international switching & metering products, including the market leading COS (Changeover Switch) and LBS (Load Break Switch) ranges, under the Socomec brand.” Speaking on the announcement Olivier Tremouille, MD, Socomec, said, “We wish to reinforce our leadership in India by being in contact with all the stakeholders such as end users, consultants, contractors, panel builders, oems, system integrators and distributors. We plan to widen broadly our distribution network for switching and metering products.”
Fortinet Becomes Part of HP Alliance One Program
Epicor Positioned by Gartner
Fortinet said it has joined HP’s AllianceOne Partner program with the HP Networking Specialization. As enterprises and Service Providers look to effectively deploy security in their datacenters, leveraging the benefits of Software Defined Networking (SDN) and Network Function Virtualization (NFV), this partnership lays the foundation for Fortinet to deliver pre-integrated SDN-optimized security solutions to enhance HP’s SDN security portfolio. These solutions are designed to extend the agility and operational benefits of SDN security solutions, delivered from physical or virtual FortiGate security appliances, enabling customers to reduce OPEX, strengthen security and derive more value from their investments in HP SDN and Fortinet Security.
Epicor Software said it has been positioned by Gartner, Inc. in the “Visionaries” quadrant of the Magic Quadrant (MQ) for Single-Instance ERP for Product-Centric Midmarket Companies based on the evaluation of its next-generation Epicor enterprise resource planning (ERP) solution, Epicor ERP version 10. The MQ for ERP for Product-Centric Midmarket Companies focuses on ERP systems that support a single instance strategy for multi-entity midmarket and upper-midmarket companies.
Acronis Launches Back-up-as-a-Service Version 3 Data protection company Acronis has launched Acronis Backup-as-a-Service version 3. Acronis Backup as a Service delivers high value data protection capabilities that create new revenue streams for partners without a large upfront investment announced the press release. It further added that powered by the Acronis AnyData Engine, Acronis Backup as a Service provides unparalleled deployment flexibility, including a turnkey solution for service providers hosted in Acronis data centers, a hybrid offer with Acronis hosted management console leveraging service provider’s local storage, and a complete service provider hosted and managed deployment.
VMware’s Ganesan Arumugam Resigns Ganesan Arumugam, VMware’s senior director of Partners & SMB Sales, has resigned. An official statement from VMware read, “Ganesan Arumugam has decided to move on from VMware after spending five years with the company. Ganesan has played a key role in building out VMware’s ecosystem of partners in India. We are in the process of finding his replacement.” Earlier this year in April T Srinivsan had quit as MD of the company. Prior to joining VMware, Ganesan was the Global Alliances Director at Hitachi Data Systems. He was responsible for setting up Global Alliance relationship with key partners, develop them and engage in the market.
22 SME CHANNELS DECEMBER 2014
Zoho.in Launched Zoho has launched Zoho.in, a suite of applications for companies to run their entire business on Zoho. Zoho is offering this package free exclusively for Indian businesses. Included in the package is an offer for Indian businesses to register a free .in or .co.in domain, a flexible website creation application in Zoho Sites, Email Hosting application in Zoho Mail and Document Management and Office suite apps in Zoho Docs, as well as several mobile applications that accompany these web applications. Additionally, Zoho also announced plans to open a data center in India to serve Indian businesses.
COVER STORY
IT TECH
TRENDS FOR 2015 BY KARMA NEGI
karma@smechannels.com
As another year comes to a close, it’s again time for gazing into the crystal ball and predicting which technologies will once again dominate the market. However it is clear that cloud, Internet of Things, 3D printing, Big Data will continue to gain momentum in the market. According to Techaisle’s recent SMB Cloud computing adoption survey of 1455 US SMBs shows that hybrid cloud is gaining momentum in small businesses and is becoming entrenched in the mid-market businesses. According to the survey, hybrid cloud is currently being used by 18 percent of cloud-using SMBs and will be the approach of choice for 28 percent in 2015, an increase of 56 percent.
Here we bring to you some of the industry’s forecast on the technologies which will mark 2015. 24 SME CHANNELS DECEMBER 2014
COVER STORY
S SME CHANNELS 25 DECEMBER 2014
COVER STORY
“SMAC (Social media, Analytics & cloud) will gain a lot of momentum and shape up as the next platform of growth.”
SHIBU PAUL , REGIONAL SALES DIRECTOR (INDIA, ME AND SEA), ARRAY NETWORKS
Tech in 2015 With new and emerging technologies coming in, enterprises constantly desire to achieve maximum benefits from these technologies. SMAC technology is one among them, which can yield good revenue opportunities for IT. SMAC (Social media, Analytics & cloud) will gain a lot of momentum and shape up as the next plat-
form of growth. Enterprises are slowly adopting SMAC as it has the ability to drive new business innovations along with improving the customer’s experience. More and more people are heading towards smart phone revolution to attain scalable, secure and flexible mobility solution in order to help organization address various challenges associated with it. Moreover, smart phones are continuously gaining popularity for its services and technologies that are emerging to take advantage on the new trend. Furthermore, this can help enterprises to set up mobile apps on devices for every known products or service.
Application networking in 2015 Enterprises will see virtual form factor in the application networking which will gain huge momentum in Application Delivery Networking (ADN) market. ADN when deployed can offer the application security and availability. Thus,
enterprises can assure that their data and applications are not compromised on performance and security. As the market grows, more advanced application security features will become part of application networking product. Cloud-based Application Delivery Network increases performance and response times of cloud applications. Cloud providers offer services like Load Balancing as a Service, GSLB as a service, and Remote Access as a service which are widely accepted by organizations.
Expectations In 2015, Array will see excessive growth opportunities from ADNs and ADCs. Our pipeline is looking solid and projects are added on regular basis. We realize the pressure built on IT and other enterprises to have their data secure. So we look ahead to offer them new innovations and provide the world class enterprise solutions. Moreover, we see new growth opportunities from these markets.
“Analytics technology will take off within the surveillance industry from 2015 and beyond .” around the clock, security departments are getting more information from more sources. More analytics are needed to help organizations make sense of the tremendous amount of information including unstructured data such as images and videos. More intelligent applications are needed to help categorize and interpret the information, so it can be turned into actionable insight.
Surveillance Market SUDHINDRA HOLLA , COUNTRY MANAGER, AXIS COMMUNICATIONS INDIA & SAARC
Tech in 2015 Analytics technology will take off within the surveillance industry from 2015 and beyond for getting valuable insights from the enormous amount of both structured and unstructured information collected (also known as big data). With network cameras’ capability to provide higher resolution video and to be connected from everywhere and
26 SME CHANNELS DECEMBER 2014
The new HD standard ‘4K Ultra HD’ will be a hot topic and a natural next step in the industry’s ongoing strive towards more image details and larger coverage from a security camera. 4K for surveillance purposes is expected to take its full effect in 2015 and beyond. Image quality is a core consideration and while everyone is talking about 4K, the real challenge is to optimize image quality for the surveillance task at hand, no matter how bad the light or what the ambient conditions are. Innovation in this area —technology that enhances image quality for advanced video applications — will be a key industry driver.
Cloud computing might have been a favorite buzzword in IT circles for several years, but the new era is very much upon us now. Whether in a public environment, where tenancy on servers is shared with other customers, or in a private environment, where your data and applications are the only ones on a system, cloud computing brings three advantages to your network -- redundancy, scalability and shifting costs from capital expenditure (CAPEX) to operating expenditure (OPEX).
Channel Partners Today, channel partners are not just mediators who enable companies to reach out to the end customers but are playing the role of an influencer who guides potential buyers in their product purchasing process. The partners today are updated with adequate information and therefore are in a beneficial position to explain the pros and cons of a solution. They can also advice the customers on deployments based on their specific requirements and are becoming increasingly critical for our overall business development.
COVER STORY
“Besides enterprises, especially mid-market businesses and emerging business centers like branch-offices will also drive UTM...”
SUNIL SHARMA , VP (SALES & OPERATIONS, INDIA & SAARC), CYBEROAM
Tech in 2015 Disruptive technologies continue to invade enterprise networks. Businesses and CXOs discern that integrating these technologies is the next ideal step to forge ahead in a digitally connected global economy. As a result, traditional business models are rapidly being replaced, with tech forces shaping new systems, IT departments
and enterprise networking. Cloud, IT Consumerization, virtualization, Big Data analytics, mobility have already emerged as some of the most powerful trends. In 2015 and beyond, these trends will only converge into enterprise IT ecosystems with greater force and impact. At a macro level, if look at India for a while, then projects like National Optic Fibre Network (NOFN project) will only offer greater fillip in driving the adoption of these trends, strengthening the foundation of a digital India. These trends will have a collective impact on security, resulting in greater security threats, vulnerabilities and challenges.
UTM market in 2015 The way security policies are created and enforced has undergone a paradigm shift. Disruptive tech trends, deperimeterization of networks and IT consumerization has proved that the previous generation of perimeter-deployed
firewalls are not equipped to address new network complexities and can’t secure against evolved threats and new threat actors. Against this backdrop, UTMs / integrated security appliances are being evolved to address these challenges. Standalone IPS, VPN solutions are being shunned in favour of NGFWs and highend UTMs. Organizations seek application aware, user aware and future-ready security without any performance penalty for their faster networks. This traction for integrated security appliances is set to grow manifold in 2015.
Expectations We expect the market to grow at approximately 20% PA. Shipments will see greater growth. Besides enterprises, especially mid-market businesses and emerging business centers like branchoffices will also drive UTM, Next Generation firewall products, resulting in these appliances increasingly contributing to overall growth in security solutions and services market.
“Partner need to equip themselves to service customers based on their needs.”
JITENDRA GHUGHAL , NATIONAL CHANNEL MANAGER, INDIA & SAARC, FORTINET.
Tech in 2015 Infrastructure as a service (IaaS) is still focused on web applications for elasticity and redundancy. Cloud bursting, hybrid clouds and personal clouds will mean more sharing of distributed services, management and security. The control layer is being detached and centralized for many different parts of the infrastructure.
28 SME CHANNELS DECEMBER 2014
Most of the initial focus is on the data center with virtualization, Software Defined Networking (SDN), Software Defined Storage (SDS) and standalone switch fabrics. The effect is that API’s are being consumed at a much higher rate. In a world where the infrastructure is being dissected and segmented, API’s themselves are very important but is also a potential security hole to the network element. The Internet of Things (IoT) is already estimated by Gartner to be made up of some 26 billion devices by 2020. Industrial control systems are rolling out IP all the way to the control and measurement points. These networks are separate today and individual in nature. However, both need to deal with cyber threats, which can cause huge damage across industrial complexes, public operational networks (i.e. power grids) or consumers. Wireless systems are becoming the primary network access control mechanism, meaning that tight integration with authentication systems is essential. Wireless technology itself continues to improve with ac Wave 1 now rolling out rapidly and Wavwe 2 on the horizon in 2015.
Big Data and analytics can be applied for different reasons. The biggest need is business intelligence but it’s also very important for security. Networking bandwidth requirements continue to expand at a rapid pace. The transition from 1G data centers to 10G data centers took about 10 years. The transition from 10G to 100G will be much faster.
UTM Market As security threats evolve, network security professionals expect UTMs or NGFW to provide both security and efficiencies beyond what they can expect from traditional firewalls. Today, customers want gateways that fight advanced threats, like zero-day malware and that respond to new cybercriminal tactics, such as encrypting payloads or stolen data inside of an SSL tunnel. Security buyers may seek a combination of firewall options, such as NGFW, UTM, virtual and stateful firewalls, to meet a wide range of enterprise needs, such as data center, small offices or highly distributed enterprises. Partner need to equip themselves to service customers based on their needs.
COVER STORY
“There will be continuation of increase in enterprises migrating to public clouds.”
SRINIVASAN R , VP (TECHNOLOGY), RAMCO
interaction with the cloud to offer the best solutions with utmost reliability and resilience. There will be continuation of increase in enterprises migrating to public clouds. Full stack virtualization and hybrid deployments will storm into the industry and increase infrastructure mobility, which will in turn prove to be highly beneficial for location of any form of data. 2015 will witness a new era of IoT when security is given as much importance as performance, efficiency and mobility. The year might also provide a vast platform for companies to interface with start-ups for tech and business solutions.
Enterprise application market
Tech in 2015 ‘Wearable Cloud’ is all set to revolutionize the industry in the year to come. As the industry progresses technology will enable a local interaction between the devices initially and subsequently a seamless experience will be created for need based
The enterprise application market has witnessed a phenomenal growth in the past few years, so much so that the spending towards the same has only observed an uphill climb. This trend is most likely to continue in 2015 as well. Enterprise mobile application market will witness exponen-
tial momentum in the coming year where there will be extensive usage of enterprise cloud services on mobiles and tablets. The enterprise application market will continue to thrive on increased accessibility that IoT is bringing into the scenario. The enterprise app market will focus on providing customized, seamless experience to end users and help automate business processes by increasing accessibility across platforms and simplifying interface along with several value added services.
Expectations 2015 will reveal a stronger growth in emerging economies than mature economies. Ramco has seen increase in order wins from African and Middle Eastern countries in the recent times. These economies display great potential and provide multiple opportunities for product companies to serve and grow. We will continue to target these markets in small and medium business segments as well.
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SME CHANNELS 29 DECEMBER 2014
COVER STORY
“IoT is expected to witness a significant rise in the upcoming year, especially in the SME segment and across enterprises.”
AMIT SINGH , COUNTRY MANAGER, DELL SONICWALL
Tech in 2015 As BYOD continues to burgeon, there will be an upsurge in addressing the need of mobile users contrary to being focused on devices only. We are certain to see a continuous increase in the proliferation of BYOD. Embracing of technology and services connected to IoT is expected to witness a significant
rise in the upcoming year, especially in the SME segment and across enterprises who have not embraced IoT yet. Big data will continue to impact the way we do business, but, with a twist. This year, predictive analytics will help C-suite make more sense of big data and leverage it for their business growth. Software-defined everything will be tactical for most organizations next year. According to Gartner, SDx will have a significant impact on organizations that will include a high potential for disruption to IT or the business, the need for a major financial investment or the risk of being late to adopt.
UTM Market Gartner has estimated that 2.9 billion connected things will be in use in the consumer sector in 2015 growing to some 13 billion in 2020. With IoT and use of wireless devices at work and home growing at a stupendous speed, security threats in each of these segments have also augmented. This
will further enlarge the UTM market in 2015 as enterprises will need to secure their business from various possible noxious threats. As per IDC, the entire security market is set to grow to US$2.8 billion by 2015 in customer revenue at a CAGR of 15.6%, representing the quickest and fastest growing region. IDC expects the growth to be strong especially in emerging markets like India, China and ASEAN.
Expectations The UTM market will see a boom in the upcoming year as enterprises that usually did not focus or invest in security are now realizing the insinuation of having a frail security and risk posture on their business. Vertical markets such as financial sector, education and healthcare have now began to prepare themselves for investing in technology approaches that will help them grow their business securely. UTM being a single platform for multiple security needs, will gain a huge market share in coming years.
“ERP software is now increasingly becoming a device-centric mobile technology.” Anytime anywhere computing is becoming mainstream, especially with the proliferation of mobile devices in the workplace. Once strictly chained to the office desktop, enterprise resource planning (ERP) software is now increasingly becoming a device-centric mobile technology, especially if the users have it their way. Cloud computing has the potential to impact every aspect of IT and enhance the user experiences in accessing applications and data. Gathering and managing of big data, integrating predictive analytics will enhance business performance. Cyber security will become a more important and complex issue.
to gain competitive advantage. Modern ERP platforms are now supported by open and flexible architectures that encourage and embrace the integration of other applications, enable greater collaboration with business partners, and leverage new technologies without requiring the wholesale replacement of infrastructure or applications. ERP solutions will be becoming more agile, more adaptive and more flexible—all of which lowers the total cost of ownership and encourages business to think more strategically about how they can use technology to drive competitive advantage.
Tech in 2015
Enterprise application market
Top business initiatives are focused on growth and differentiation through value-added services and improved customer experience. While there has been a high degree of conversation around SMAC – social, mobility, analytics and Cloud, we’ll see organizations really gear themselves to take the advantages of these trends both in 2015 and well into the future.
A number of enterprise applications will be in the limelight in 2015 - CRM, mobility collaboration, ERP. 2015 is expected to shape up to be a good year for ERP as many companies haven’t upgraded their systems in years. Mobility, especially for ERP will be a big enabler for today’s modern business environments and access to it can lead to real boosts in productivity and significant opportunity
According to industry analyst reports, worldwide IT spending on enterprise software is anticipated to grow approximately 7% in 2015. We anticipate companies will be looking to invest in the tech trends noted above including mobile, cloud, and big data solutions that can bring productivity gains, flexibility and actionable business insights to drive increased profitability and success for their businesses.
ANISH KANARAN , CHANNEL DIRECTOR (MIDDLE EAST, AFRICA AND INDIA), EPICOR
30 SME CHANNELS DECEMBER 2014
Expectations
COVER STORY
TOP TECH PREDICTIONS 2015 HYBRID CLOUD
BUSINESS INTELLIGENCE AND ANALYTICS Subsegment
Data
2014
2015
2016
2017
2018
Analytic Applications and Performance Management
Revenue(M) Constant Currency
19.3
22.8
26.9
31.5
37.0
18.07%
17.87%
17.37%
17.22%
CPM Suites
Revenue(M) Constant Currency
33.8
39.8
46.7
54.7
CPM Suites
Growth (%) Constant Currency
17.85%
17.62%
17.37%
17.22%
BI Platforms
Revenue(M) Constant Currency
103.5
116.9
131.4
147.5
BI Platforms
Growth (%) Constant Currency
13.11%
12.93%
12.38%
12.24%
160.2
183.6
209.6
239.2
14.77%
14.62%
14.19%
14.10%
14% 32% 21% 33% Small Entreprise 1% 32% 47% 17% Medium Entreprise Extremely Beneficial
Beneficial
Highly Beneficial
Not Beneficial
Source: Technavio
Growth (%) Constant Currency
Total Revenue (M) Constant Currency
28.7
91.5
139.5
Total Growth (%) Constant Currency Source: Gartner (June 2014)
3 D PRINTING
SOFTWARE DEFINED EVERYTHING
INTERNET OF THINGS 76%
25
72%
70%
50%
20
56%
60%
33%
HOME
ESTIMATED NUMBER OF INSTALLED IOT DEVICES BY SECTOR
40%
40%
43% GOVERNMENT INFRASTRUCTURE
30% 20%
10 5
ENTERPRISE
10%
15
Billions of Devices
Total Device growth Y-O-Y
80%
0
0% 2014E
2015E
2016E
2017E
2018E
2019E
Source: BI Intelligence Estimates
SME CHANNELS 31 DECEMBER 2014
COVER STORY
“The market for 3D printers is still in the nascent stage in India, but holds immense growth potential in the coming years.”
AJAY MADAN , PRODUCT HEAD, DIGITAL IMAGING SYSTEM, PANASONIC INDIA
Tech in 2015Some of the key top technology predictions for the year 2015 include the increasing usage of tablets used in numerous ways by businesses to augment office space and tedious processes. This is expected to be an upcoming trend if companies determine security guidelines and build integration timelines. As per a report by Gartner, while through 2013,
more than 60 percent of IT adoption of the cloud will be to redeploy current applications, a shift will take place beyond that to exploit private and hybrid cloud techniques. For this, companies primarily need to develop only after public services have been integrated with private delivery. Also, virtualization which means delivering on many of IT’s promises: more automation, separating hardware from software, amplified agility, basic design, policy-based management, network management bonded to broader IT workflow systems, etc. This is expected to bring a lot of change in terms of processes and interaction, between humans, systems and one another..
Printer Market Technology makes the artificial look real. It’s technology that has blurred the lines between the real and the artificial. For instance, 3D printers are emerging as key growing printers in the printing landscape. Although, the market for 3D printers is still in the nascent stage in India, but holds
immense growth potential in the coming years. Also, UV digital printing and inkjet technology are also on the rise in India.
Channel Partners In order to deliver the finest of product & services to the customers, not only empowerment of the channel partners adequately but also providing them with training time to time so that they cater to each and every need of the consumers. Periodic trainings for the partners and their sales teams on product and application skill sets. With technology changing rapidly and support demands increasing, it is very important that organizations keep their training courses relevant and to ensure the same channel partners take this training. It is better to do the upfront work first before signing them/renewing them as a channel partner mainly to ensure that they have the required skill sets and support infrastructure to support the products and services.
“By the end of 2015, security will be one of the top business priorities.” spread of mobile, cloud, and open source applications. By the end of 2015, security will be one of the top business priorities.
Forecasts
SANJAY KATKAR, CHIEF TECHNOLOGY OFFICER, QUICK HEAL TECHNOLOGIES
Tech in 2015 The Internet of Things, Big Data, Context-Rich Systems, Smart Machines, Cloud and Client Computing, Software-Defined Applications and Infrastructure, Web-Scale IT, payments and digital business will be some of the notable trends of 2015. A lot of CIOs will be dependent on DevOps as their primary tool to address the speed and
32 SME CHANNELS DECEMBER 2014
By 2015, roughly 10% of overall IT security enterprise product capabilities will be delivered in the cloud and 30% of infrastructure protection products will be purchased as part of a suite offering. Security providers in the more mature and consolidated segments are predicted to support sales through the addition of new security controls as part of broader suite offerings. This will be the case within the EPP segment, with the increasing availability of DLP, mobile device management, vulnerability assessment, hosted archiving and encryption for secure email gateway. This expansion of suite offerings to include new security controls is expected to help maintain momentum and slow down commoditization of these mature markets.
Expectations Currently we have over 30% of market share. In
2015 our focus will be on enterprise security. And we are expecting a good change in its share. We have recently launched mobile device management (MDM) and Endpoint security 6.0 with Data Loss Prevention (DLP) and have a few more enterprise products lined up for release in 2015.
Channel Partners More and more companies are now operating in both channels – online and traditional. This implies that the shopping experience will be better aligned to the customers’ specific needs. Physical and digital channels will be woven together so that the customer does not have to distinguish between channels. The channel partners also need to make use of insights from customer shopping patterns in order to better adapt the product range presented. Giving relevant offers at the right time to become better traders would be key. So the channels can make better use of Big data. Customers are becoming less dependent on Channel partners for product awareness.
COVER STORY
SOCIAL MEDIA PREDICTIONS 2015
Source: Leverage. Social media image via Shutterstock.)
SUBHODEEP BHATTACHARYA , REGIONAL DIRECTOR, INDIA & SAARC, NETGEAR
“FUTURE IS DRIVEN BY WIRELESS ACCESS POINT AND CONTROLLER. DUE TO LARGE FILES DEMAND FOR 10 GIGABYTE WILL GO UP IN ALL FORM-FACTOR FROM DATA CENTERS TO SMALL BUSINESSES. SMB ADOPTION OF MANAGED NETWORK IS GOING TO BE A TREND AND MORE OF THEM ARE GOING TO ADOPT IT. THERE IS GENERAL OPTIMISM IN THE MARKET AND 2015 IS SUPPOSED TO BE GOOD YEAR FOR INDIA.”
SME CHANNELS 33 DECEMBER 2014
COVER STORY
“Technology in India is going wireless, no one likes to get tangled in wires and all the chaos of connecting one device to another.” Also in today’s world People are getting more connected to their gadgets and hardly a day will go when a person do not access their smartphones, tablets, laptop or other device, and this devices are said to be smarter when connected to the Internet. Considering the above point and Internet of Thing, all this need networking, and thus will assume that 2015 will bring more successful growth in future of routers & modems. BILL YE , COUNTRY MANAGER AND DIRECTOR, TP-LINK INDIA
Tech in 2015 There are new technologies advancing in networking market like the all new AC wireless standard which has proven to be more powerful than the previous N wireless standard, also there has been advancement in security sector of wireless world with addition of IP6V support to the products.
Networking Market There are new Technologies building up, and we make sure to provide our customers with faster and smoother wireless experience with our new powerful AC standard routers, whereas we also know that faster Wi-Fi lifestyle is smoother when you have nice security build around it, and our IP6V support makes sure our customers confidential and sensitive data is limited to them only. Not to forget Technology in India is going wireless, no one likes to get tangled in wires and all the chaos of connecting one device to another through some
wire, instead people want to sit in their one room and give wireless print in their other room, we are looking forward to the future where everything will be connected wirelessly, where Wi-Fi will be necessity and we will be there to provide our customers with this necessity.
Expectations Looking at the present scenario, internet is the soul and gateway to the virtual world. With internet of things and we see that merging of real & virtual world is on the main trend driving the growth of network market. The expected growth according to various available data predicts the double digit growth. Our estimation is that it will not be less than 15-20%.
Channel Partners These trends definitely keep growing the dreams of all channel partners to be profitable. To my opinion in short, “being with technology & trends means long term profitability”.
“With networking being the backbone, the growth potential for networking segment is phenomenal..”
TUSHAR SIGHAT , EXECUTIVE DIRECTOR & CEO, D-LINK (INDIA) LTD.
Tech in 2015 Something that has been making a lot of noise in recent times is Web of things or Internet of Things (IoT). So moving forward, all device shall be interconnected & can be accessed from anywhere through the internet. Big data or as termed by some analyst to be a ‘Gold mine’ will garner more & more attention
34 SME CHANNELS DECEMBER 2014
from the big boys of technology. This technology is a result of humungous data gathered with the help of mobile devices across various verticals & customer profiles. The intelligence that such data provide to Enterprises in formulating business strategies is phenomenal. Cloud has become synonyms with the new age handheld devices. It will be just more interesting to see Enterprises creatively using this technology to enhance their customer interactions. Cloud is a wonderful platform and it is all on our creativity to use it to the fullest for all Enterprise benefits. Social Media is definitely a big trend which has already made big inroads with most of the Enterprises already using it extensively to get closer to their customers. Going forward businesses shall continue to leverage through social media engagements in coming times.
Forecasts The market potential for networking is huge, as market reports suggest that worldwide ICT
spending will grow by 3.8% in 2015 to more than $3.8 trillion. Industry study states that Telecommunications services will see wireless data emerge as the largest ($536 billion) and fastest growing (13%) segment of telecom spending. Post the formation of new government, the market sentiment in India is very optimistic, owing to the growth opportunities being presented. Also the ‘Digital India’ initiative to set up broadband network in villages and promote local manufacturing of hardware and Indian software products will promote technology in every nook & corner of the country. With networking being the backbone, the growth potential for networking segment is phenomenal. Also SMB/ SME, Large Enterprise & other industry verticals like Education, Hospitality, and Finance etc. in India are investing in enhancing their infrastructure so as to strengthen their market position. Another noteworthy trend is IoT (internet of things), that has got media frenzy worldwide.
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SME BIZ
ALUE
ALUE CHARTS GROWTH IN INDIA SMB MARKET Post split Alcatel-Lucent Enterprise is charting its own channel growth strategy by leveraging on neoteric’s strengths to strengthen its presence in the India SMB market. BY: KARMA NEGI
karma@smechannels.com
O
n Oct 1, 2014 France-based Alcatel Lucent closed the sale of its subsidiary Alcatel Lucent Enterprise (ALUE) to China Huaxin Post & Telecommunication Development Center. With this separation ALUE is charting out its channel growth strategy with special focus on the fast growing India SMB market. Post the split ALUE says the only thing that has changed for them is in terms of cash-in-hand. With India being a strategic market for ALUE this split means ALUE will now have the cash to spend it the way they deem fit: with the full authority to invest in market expansion, GTM strategy, expansion of the product portfolio and the SMB segment. “We can now invest in product portfolio, GTM strategy and today SMB is a focus area in APAC and we are continuing to invest and grow in that segment; this is how things have changed for us. Now we can focus on growth, strength and push that further,” adds Prasath Rao, Head of Channels (South Asia), ALUE. “Earlier the cash was distributed by Alcatel Lucent Group and for anything we had to take compliance from the carrier company; but now the cash will be with us. This will allow for more investment in terms of expansion, be faster in terms of strategy and focus more on enterprise business,” explains Amit Raj Bathla, Head of Marketing (APAC), ALUE.
36 SME CHANNELS DECEMBER 2014
Alcatel-Lucent still has 15% stake in ALUE and the divestment was part of former’s commitment under The Shift Plan launched in June 2013. ALUE’s product portfolio includes telephony, collaborative applications, and in networking it contains switches, WiFi and routers. Specifically for the SMB its product portfolio has LAN infrastructure to voice and applications portfolio. Industry verticals it’s focusing on are hospitality, government, defence, education and healthcare and plans to venture into some new areas. “Indian home grown accounts are our focus and it is a huge market. Some of the new verticals we might target are IT-ITeS, BFSI and especially we are also looking from data center perspective,” informs Rao. Rao further adds that they will be very organic in their channel growth if they have to be relevant to their partners. Out of their total channel partners 80% are SMB and 20% are MLE partners. But in terms of revenue these 80% generate 30% of the revenue and the rest is done by the remaining 20%. With close to 50 active partners ALUE wants to add more of them. To become more relevant in the SMB space ALUE in partnership with its value added distributor neoteric recently concluded the first phase of a seven city roadshow in Delhi. Through these roadshows with neoteric it wants to showcase how its enterprise applications can deliver more value to the SMB segment, recruit more channel partners
PRASATH RAO HEAD OF CHANNELS (SOUTH ASIA), ALCATEL-LUCENT ENTERPRISE
“WE CAN NOW INVEST IN PRODUCT PORTFOLIO, GTM STRATEGY AND TODAY SMB IS A FOCUS AREA IN APAC AND WE ARE CONTINUING TO INVEST AND GROW IN THAT SEGMENT; THIS IS HOW THINGS HAVE CHANGED FOR US. NOW WE CAN FOCUS ON GROWTH, STRENGTH AND PUSH THAT FURTHER.” and help in brand-building. In addition, neoteric also imparts trainings to both SMBs and MLEs. The next phase of the roadshow will start in April covering four to five cities like Cohin, Pune, Chandigarh etc. Plan is also in pipeline to have partner and account manager in every city. “With ALUE we are looking at reach and
ALUE
targeting 12-14 cities where we want to be present directly or through partners,” informs Varun Mata, Business Head, neoteric infomatique ltd., “ALUE covers the small, mid and large market and the focus for us is more on the SMB, the reason being we felt that if we wanted to grow we have to start from the SMB level where we find most of the partners.” Apart from the three key verticals that neoteric focuses on (unified communication, audio-visual, and surveillance) neoteric is also looking at some new verticals like data center, virtualisation, storage and media and entertainment. “There are lot of opportunities for a VAD. Right now we are only concentrating on three verticals but there are lot of other verticals like data center, storage, media and entertainment and virtualisation where we have not entered as a VAD; and it’s going to be our next target set of verticals which will take another 12-18 months to formalise,” informs Mata. On the cloud front Rao says it’s still at a nascent stage in the country but will evolve. He informs they are investing in resources to support our partners; invested in smart labs in Bengaluru, and as an extension of this will have one in Mumbai
SME BIZ
“WITH ALUE WE ARE LOOKING AT REACH AND TARGETING 12-14 CITIES WHERE WE WANT TO BE PRESENT DIRECTLY OR THROUGH PARTNERS.”
VARUN MATA BUSINESS HEAD, NEOTERIC INFOMATIQUE LTD.
and Gurgaon too. In Mumbai neoteric has its own smart lab especially for the SMBs. “We will also invest in the enhancements of some of our products and might bring in some products to complement our solution. There will be additional focus on partner account managers to work with our partners and expand their visibility through marketing activities,” answers Rao. While their cloud ready solutions are available in other countries Rao informs while they are prepared but India market is still not ready for such solutions. They want special partners who are ready and prepared to take it into the market and traditional partners just won’t do.
SME CHANNELS 37 DECEMBER 2014
SME CHAT
GURUDUTT M DIRECTOR (CHANNEL & MIDMARKET BUSINESS), SCHNEIDER ELECTRIC IT BUSINESS INDIA
“HAVE IDENTIFIED 24 TIER 2 AND 3 CITIES” Schneider Electric IT Business India is increasing its focus on channel partners and aim to increase the contribution from channels from the current 60 percent to about 80 percent by 2014-end. In a chat with SME Channels Gurudutt M, Director (Channel & Midmarket Business), Schneider Electric IT Business India, talks about the market and the company’s strategy.
After undergoing decline in 2009 the UPS market has rebounded due to demand from the SMB sector. How is the market doing in India? According to the recent industry report, it is stated that owing to the significant demand for uninterrupted power supply, the Indian UPS market is expected to grow at a healthy rate of 7-8 percent in between 2014-2015. What key factors are driving the market? We feel that the growth in the BFSI and Government sector plays an important role in boosting the UPS market. Both sectors contribute around 36% of the total revenue of the UPS industry in India. What are the key focus areas for Schneider in India? We want to grow in the datacenter segment with an increased focus on the services business which will be driven primarily by the Datacenter Life Cycle services and Service Bureau, a Center of Excellence that supports Critical Environments including Data Centers. Home and Business Network (HBN) segment
38 SME CHANNELS DECEMBER 2014
is another important area of focus for Schneider Electric IT Business in India. In the HBN space we want to increase our success in India by providing true medium offer of our reliable flagship product Smart-UPS and Back-UPS at a lower price. This can be achieved by building-in only those features that resonate with customers, basically India for India products. We want to increase our presence in tier II and tier III cities by boosting local sales forces and partners. Schneider Electric is enhancing its coverage through IT resellers: targeting around 100+ more locations as compared to the 450+ currently via its consumer/commercial product offering. In the SMB market, we want to create solutions keeping in mind the need for SMB customers in India. ISX for SMB IT is a classic example in this strategy as it is designed with Racks from APW President, Cooling solutions from Uniflair and UPS from APC. We want to leverage acquired company capabilities and build it into a solution catering to the SMB segment which focuses on local environment, condition and price points to be competitive in the local market. Such offerings give customers cost effective solutions, and gives Schneider Electric a bigger share in the market. In the Data Center Service space, our major
focus will be to introduce measures for more energy efficient services, promoting our ideology of Green IT. We will continue to develop and leverage our Elite Data Center Partners, where building data centers are part of their business strategy. Our offers will also need to be advanced in order to serve these customers. How important is SMB market for you and what initiative you have undertaken or plan to undertake? We are increasing our focus on the SMB and mid-market segments in India. We are offering customized solutions for these segments and have identified 24 tier-2 and -3 cities to focus on. In addition, we are increasing our focus on channel partners and aim to increase the contribution from channels from the current 60 percent to about 80 percent by 2014-end. What are the changing market trends and emerging opportunities? The UPS market in India is primarily dependent on UPS systems (up to 25 KVA), constituting for over half of the total UPS market. A recent industry report reveals that the new technologies are
SME CHAT
“IN THE SMB MARKET, WE WANT TO CREATE SOLUTIONS KEEPING IN MIND THE NEED FOR SMB CUSTOMERS IN INDIA.” through a one-stop digital platform, available 24x7 - Anywhere! The objective of PRM is to register, develop, grow and retain our partners in order to increase channel sales through expanded categories and greater frequency of purchase. The idea is to reach the maximum of new partners and serve the existing partner base, it is an important step towards improving our engagement with them. We have recently deployed PRM, a web-based portal for our intermediary channels viz., Panel Builders, System Integrators, Contractors, OEMs, Consultants, etc. and are seeing good traffic on the portal. PRM portal will deliver a customized and easyto-use online experience for our intermediaries, ultimately driving engagement and differentiating Schneider Electric in the marketplace. Long term, PRM will deliver the value proposition and digital suite of tools that will best meet the needs of each customer segment. Our channel managers are regularly enriching the content (targeted per channel type), communicating with partners through PRM, and are publishing news, updates and best practices etc. gaining greater penetration into the UPS market in India. There is a gradual inclination towards solar-powered UPS systems and the growth is fuelled by an increase in demand from new markets primarily in tier II and III cities. What is Schneider’s growth strategy for the current financial year in Channel Business? Our enhanced partner program like the, Managed, Select, Elite and Premier, High Power and Secure Power Partner Programs will increase our effectiveness among the channel. High Power Partners specializes in 3 phase power distribution units and Secure Power Partners specialize in 3-phase power distribution units in the non-IT sector. We also have an exclusive PRM strategy in addition to our POD (partner online destination) portal, to train our partners and make them better equipped for selling solutions and manage. We
also have an SI Loyalty Program, which encompasses solutions from APC, Uniflair and other brands of Schneider Electric to help partners differentiate themselves in the market place. Example: The Elite DC Program for highly specialized partners in small and medium data centers. We help our partners connect through web and other platforms to reach Schneider Electric easily. We would upgrade our channel base to have access to the ISX for SMB IT tool to provide standard solutions with minimum supervision. They will have a larger share of wallet and will be trusted advisors to customers. Explain Partner Relationship Management strategy. In our Digitization journey to strengthen the partner strategy and increasing engagement with our intermediaries, PRM is conceived and is one of the main focus areas for 2014. PRM is a set of strategies, programs, assets and services delivered
How are you expanding leadership of APC in exclusive Tier II & III markets? We are the market leaders in the entry level UPS business in India and our entry level Back UPS and Smart-UPS models are an economical choice for small and medium businesses looking to protect small networking devices, point-of-sale (POS) equipment and entry level servers. We want to increase our Channel reach by penetrating strongly into tier I and tier II cities, meeting their requirements and also by enhancing our local sales force network. We are seeing 4 focus areas that our customers are focusing on - New data center infrastructures, data center infrastructure operation and optimization services, server room infrastructures in the SMB/mid-market space and lastly automation tools for data center & server room infrastructure management and reporting.
SME CHANNELS 39 DECEMBER 2014
SME AWARD 2014
Picture of All Award Winners
View of The Lighting of Lamp
42 SME CHANNELS DECEMBER 2014
SME AWARD 2014
From L -R: Mr. Manish Gupta, Sales Director, Consumer & Small Business, Dell, Mr. Altaf Halde, Managing Director, Kaspersky Lab- South Asia, Shri SN Tripathy (IAS), Joint Secretary- SME, MSME, Government of India, Mr. Alok Gupta, President, PCAIT, Mr. Sandeep Nagpal, Director-Marketing SAP India, Shri. Vimal Wakhlu, Chairman & Managing Director, TCIL, Govt. of India, Mr. KR. Naik, Executive Chairman, SmartLink, Mr. Kailash Katkar, CEO, Quick Heal Technologies, Dr. Ajay Kumar (IAS), Joint Secretary - deity, Department of ICT, Govt. of India, Mr. Sanjib Mohapatra, Publisher, SME Channels, Ms. Kavita Singhal, Vice Chairman ISODA, Mr. Sanjay Mohapatra, Editor, SME Channels
Sanjib Mohapatra, Publisher, SME Channels Wellcomes Dr. Ajay kumar (IAS), Joint Secretary, Dept. Of ICT, Govt. of India
Sanjay Mohapatra, Editor, SME Channels Wellcomes Shri. Vimal Wakhlu, CMD, TCIL, Govt. Of India
SME CHANNELS 41 DECEMBER 2014
SME AWARD 2014
Picture of all All Award Winners
View of Lighting Ceremony
42 SME CHANNELS DECEMBER 2014
SME AWARD 2014
LIST OF AWARDS INDIVIDUAL AWARDS n IT ENTREPRENEUR OF THE YEAR – Mr. KAILASH KATKAR, CEO, QUICK HEAL TECHNOLOGIES (P) LTD. n IT BUSINESS LEADER – MR. KR NAIK, EXECUTIVE CHAIRMAN, SMARTLINK NETWORK SYSTEMS LTD. n IT VISIONARY MAN OF THE YEAR – Mr. HEMAL PATEL, CEO, CYBEROAM TECHNOLOGIES & SVP SOPHOS.
Sanjay Mohapatra, Editor, SME Channels, Welcoming the Guests
PRODUCT AWARDS n FINANCIAL INSTITUTION FOR SMES – ICICI BANK n STORAGE FOR SMES – HEWLETTPACKARD INDIA SALES PVT LTD. n PC – DELL n LAPTOP – DELL n SMARTPHONES FOR BUSINESS – BLACKBERRY n X86 SERVERS – HEWLETT PACKARD INDIA SALES PVT LTD. n MFD LASER – HEWLETT-PACKARD INDIA SALES PVT LTD. n NETWORKING PRODUCTS FOR SMES – D-LINK LTD. n SERVER FOR SMEs – DELL n SME PRINTING SOLUTION– RICOH SP 111 SERIES n INKJET PRINTER – EPSON INDIA PVT. LTD. n A3 PRINTERS – KONICA MINOLTA BUSINESS SOLUTIONS INDIA PRIVATE LIMITED. n SCANNER – FUJITSU n PROJECTOR – EPSON INDIA PVT. LTD. n SECURITY FOR SMES – KASPERSKY LAB INDIA n UTM– CYBEROAM TECHNOLOGIES PVT. LTD. (a SOPHOS COMPANY) n SME COMMUNICATIONS – UNIFY ENTERPRISE COMMUNICATIONS PVT. LTD. n SURVEILLANCE PRODUCTS – TYCO SECURITY PRODUCTS n CLOUD SERVICE PROVIDER – CONTROL S DATACENTERS LTD. MANAGED PRINT SERVICES – XEROX INDIA LIMITED n SERVER MEMORY AND HIGH QUALITY PORTABLE STORAGE –
KINGSTON TECHNOLOGY COMPANY INC. n MOBILITY SOLUTION – ARUBA NETWORKS n QUALITY MOTHERBOARD FOR DIY MARKET – GIGABYTE TECHNOLOGY (INDIA) PVT. LTD n MOST ENERGY EFFICIENT UPS – DELTA ULTRON HPH n CLOUD COMPUTING – SAP INDIA PRIVATE LTD. n VIRTUALIZATION TOOL – VMWARE SOFTWARE INDIA PVT. LTD. n LARGEST GPON SOLUTIONS ZyXEL TECHNOLOGY (INDIA) PVT. LTD. n HOSPITALITY WI-FI PRODUCTS – ENGINIUS n STRUCTURED CABLING – D-LINK LTD. EDITOR’S CHOICE AWARD n ZYXEL ONE NETWORK (ZON) TECHNOLOGY BEST VAD AWARDs n SECURITY – COMGUARD NETWORKS n TELECOM – GOIP SERVICES PVT. LTD. n FASTEST GROWING – RAH INFOTECH PVT. LTD n INFRASTRUCTURE – INFLOW TECHNOLOGIES PVT. LTD BEST SI AWARDs n INFRASTRUCTURE – VELOCIS SYSTEMS PVT. LTD. n NETWORKING – TELEXCELL INFORMATION SYSTEM LTD. n CLOUD SOLUTIONS – PROGRESSION INFONET PVT LTD. n INFORMATION SECURITY – PC SOLUTIONS PRIVATE LIMITED MOST RELEVANT IT ASSOCIATIONS n PROGRESSIVE COMPUTERS ASSOCIATION OF INFORMATION TECHNOLOGY (PCAIT) BEST ACTIVE IT ASSOCIATIONS n INFOTECH SOFTWARE DEALERS ASSOCIATION DEALERS (ISODA).
SME CHANNELS 43 DECEMBER 2014
SME AWARD 2014
IT ENTREPRENEUR OF THE YEAR KAILASH KATKAR
MR. KAILASH KATKAR, CEO, QUICK HEAL TECHNOLOGIES (P) LTD. RECEVING THE AWARD OF BEST IT ENTREPRENEUR OF THE YEAR FROM SHRI S.N TRIPATHI, JOINT SECRETARY, MSME, GOVERNMENT OF INDIA As the CEO, Kailash Katkar’s strategic business partnerships that have continuously produced significant business value for Quick Heal Technologies in the form of financial performance, customer satisfaction and loyalty, market share, and productivity. He also leads the strategy for how to best manage and orchestrate the delivery of Quick Heal products and services for customers. His strong commitment to operational excellence, innovative approach to business problems, and aptitude for partnering cross-functionally have reshaped and leveraged the security brand as the most preferred solution in consumer and SOHO segments and have rearranged the brand preference in enterprise segment. He is a recipient of the coveted ‘GS Parkhe Industrial Merit Award 2009’ awarded by MCCIA (The Mahratta Chamber of Commerce, Industries and Agriculture). He has been felicitated with Maxell Award for Maharashtra Corporate Excellence, 2012 - in the category of Innovation by Maharashtra Chief Minister Hon’ble Shri. Prithviraj Chavan. He has also received Army Institute of Technology’s (AIT) ‘Young Entrepreneurs’ Award, which recognizes young entrepreneurs who stand out from the crowd for their unique entrepreneurial spirit, innovation and exceptional progress. He is also the recipient of the 2012 Brands Academy Entrepreneurship Excellence Award being recognized as “Entrepreneur of the Year in IT Security”. He was also among the 6 amazing entrepreneurs, who were selected from over 160 applicants for the ‘World Entrepreneur Of the Year’ event held in Monte Carlo from 4th to 8th June, 2014. Earlier this year, he was among the 16 finalists who made it to the 15th EY Entrepreneur of the Year Awards Nominations.
IT BUSINESS LEADER OF THE YEAR K.R NAIK
MR. K.R NAIK, EXECUTIVE CHAIRMAN, SMARTLINK NETWORK SYSTEMS LTD. IS RECEIVING THE AWARD OF IT BUSINESS LEADER OF THE YEAR FROM SHRI S.N TRIPATHI, JOINT SECRETARY, MSME, GOVERNMENT OF INDIA Executive Chairman Mr. K. R. Naik, is the main promoter of Smartlink Network Systems Ltd. He joined the Company as the Director on 31st March 1993. His vision is to make the company a premier technology Company with the base of Software Development, R&D and Manufacturing in the Networking/ Communication field. Mr. Naik brings over 4 decades of experience in the networking industry with him. He holds a Post Graduate Degree in Industrial Engg. from Jhunjunwala College, Mumbai. He also possesses a Diploma in Business Management from Jamnalal Bajaj Institute of Management, Mumbai. He started his career with IBM India and worked in the design and development of parts and products in IBM. He is also a former President of MAIT.
44 SME CHANNELS DECEMBER 2014
SME AWARD 2014
IT VISIONARY MAN OF THE YEAR HEMAL PATEL
RAJEEV GUPTA ASSISTANT VICE PRESIDENT, SALES (INDIA & SAARC), CYBEROAM IS RECEIVING THE AWARD OF IT VISIONARY MAN OF THE YEAR2014 ON BEHALF OF MR. HEMAL PATEL, CEO, CYBEROAM TECHNOLOGIES & SVP SOPHOS FROM SHRI S.N.TRIPATHI, JOINT SECRETARY , MSME GOVT. OF INDIA Hemal Patel is the CEO of Elitecore. Elitecore Technologies has successfully designed, engineered, developed, sold and marketed two products (Cyberoam and Crestel). Hemal’s strategic direction of maintaining low cost base operation in India and capturing global market share gave 100% growth to Elitecore Hemal Patel is a successful and ambitious entrepreneur and a technology executive with diverse skills and management experience, including general, sales, marketing, design, development and financial management and is also a well known speaker at various national and international IT events. On February 10, 2014, he allowed Sophos to acquire Cyberoam Technologies, which enabled Sophos to expand the product portfolio in network security, by combining Cyberoam’s Unified Threat Management (UTM), next-generation firewall and network security expertise with Sophos’ existing network security solutions in UTM and wireless security.
AWARD OF BEST FINANCIAL INSTITUTION FOR SMES ICICI BANK
ICICI BANK RECEIVED THE AWARD OF BEST FINANCIAL INSTITUTION FOR SMES FROM SHRI S.N TRIPATHI, JOINT SECRETARY, MSME, GOVERNMENT OF INDIA ICICI Bank was originally promoted in 1994 by ICICI Limited, an Indian financial institution, and was its wholly-owned subsidiary. ICICI Bank offers a wide range of banking products and financial services to corporate and retail customers through a variety of delivery channels and through its group companies. ICICI Bank was originally promoted in 1994 by ICICI Limited, an Indian financial institution, and was its wholly-owned subsidiary. ICICI’s shareholding in ICICI Bank was reduced to 46% through a public offering of shares in India in fiscal 1998, an equity offering in the form of ADRs listed on the NYSE in fiscal 2000, ICICI Bank’s acquisition of Bank of Madura Limited in an all-stock amalgamation in fiscal 2001, and secondary market sales by ICICI to institutional investors in fiscal 2001 and fiscal 2002. ICICI was formed in 1955 at the initiative of the World Bank, the Government of India and representatives of Indian industry. The principal objective was to create a development financial institution for providing medium-term and long-term project financing to Indian businesses. ICICI Bank is India’s largest private sector bank with total assets of Rs. 5,946.42 billion (US$ 99 billion) at March 31, 2014 and profit after tax Rs. 98.10 billion (US$ 1,637 million) for the year ended March 31, 2014.ICICI Bank currently has a network of 3,845 Branches and 12,012 ATM’s across India.
SME CHANNELS 45 DECEMBER 2014
SME AWARD 2014
BEST STORAGE FOR SMES HEWLETT-PACKARD
HEWLETT-PACKARD INDIA SALES PVT LTD. RECEIVES THE AWARD OF THE BEST STORAGE FOR SMES FROM SHRI S.N TRIPATHI, JOINT SECRETARY, MSME, GOVERNMENT OF INDIA HP is a leader in primary storage for SMBs as well as data protection and backup for SMBs. HP has pioneered revolutionary advancements in areas such as Converged Infrastructure and Converged Storage that have fundamentally altered the way larger companies contend with the rate of change taking place in IT today. Through the HP Simply StoreIT program, the company is focused on keeping the SMB customers, ahead of the curve by delivering solutions that are simple to manage, affordable to own, and reliable to operate. HP Simply StoreIT is a collection of solution-oriented products designed to take the stress out of storage by helping you solve the challenges you are facing today, taking into account the client’s current growth stage and future trajectory. Working with HP’s network of over thousands of channel partners one can cut through the noise, find the right solutions to fit your immediate needs, and be assured that those solutions will be easy to manage, affordable to own, and reliable to operate. The company starts by mapping the challenges to core solution areas that are most likely to drive the IT and storage requirements, regardless of the size or development stage.
BEST LAPTOP DELL
MR. MANISH GUPTA, SALES DIRECTOR, CONSUMER & SMALL BUSINESS, DELL IS RECEIVING AWARD OF BEST LAPTOP FROM VIMAL WAKHLU, CMD, TCIL, (A GOVERNMENT OF INDIA ENTERPRISE) Incorporated in 1996 in India, Dell has been among the fastest growing technology companies in the country. An engine for Dell’s global growth, Dell is a strategic component of Dell’s transformation into a true IT solutions partner and a ‘trusted IT advisor’ focused on end-to-end offerings. With over 27,000 team members in India, it is the largest operation for Dell outside the US and has presence across eight cities – Bangalore, Hyderabad, Chandigarh, Delhi, Pune, Noida, Coimbatore and Chennai. Dell has invested significantly in building end-to-end solutions and delivery capabilities - sales & marketing, manufacturing hub, Dell Services, R&D centre, Customer Contact Centres, Dell IT, Global Analytics and Global Financial Services – besides setting up a distribution network of commercial and retail channel and a service network that spans over 650 locations across India. Dell today is leading across all customer segments in India and our expansion and investment is reflective of the growing commitment to the customers and the Indian market.
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SMART PHONES FOR BUSINESS BLACKBERRY
BLACKBERRY IS RECEIVING THE AWARD OF BEST SMART PHONES FOR BUSINESS FROM SHRI VIMAL WAKHLU, CMD, TCIL, (A GOVERNMENT OF INDIA ENTERPRISE) A global leader in mobile communications, BlackBerry revolutionized the mobile industry when it was introduced in 1999. Today, BlackBerry aims to inspire the success of our millions of customers around the world by continuously pushing the boundaries of mobile experiences. Founded in 1984 and based in Waterloo, Ontario, BlackBerry operates offices in North America, Europe, Middle East and Africa, Asia Pacific and Latin America. The Company trades under the ticker symbols “BB” on the Toronto Stock Exchange and “BBRY” on the NASDAQ.
BEST X86 SERVERS HEWLET PACKARD
HEWLET PACKARD INDIA SALES PVT LTD. IS RECEIVING THE AWARD OF BEST X86 SERVERS FROM SHRI VIMAL WAKHLU, CMD, TCIL, (A GOVERNMENT OF INDIA ENTERPRISE) In 1989, HP developed the first x86 servers built on industry standards. Since then, we’ve focused on making the HP ProLiant server series deliver what you need and expect from an industry leader—reliability, innovation, quality, and outstanding embedded server management. Today, the eighth generation of the HP ProLiant server and BladeSystem families, HP wanted to not only draw on its 24 years of server experience, but also gain from the depth of knowledge and insight from you, our customers. After all, no one knows the business and technology challenges better than clients do. The result is a user-inspired design that does more than simply improve and upgrade the processor and features—HP revolutionized the server from the inside out. With intelligence designed-in, the HP ProLiant server dramatically reduces the time one spends on tasks such as startup, installation, and troubleshooting, as well as updates and maintenance. Having greater freedom from mundane IT chores means having more time to focus on what matters most to one’s business—growth and innovation. In the cloud era, the clients are tasked with delivering exceptional, robust services at scale. To respond to these challenges effectively, one needs smarter systems that can learn, connect, and adapt. HP ProLiant Gen8 servers and HP BladeSystem provide the heart and mind of a self-aware converged infrastructure.
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BEST MFD - LASER HEWLETT PACKARD
HEWLETT - PACKARD INDIA SALES PVT LTD. RECEIVING THE AWARD OF BEST MFD - LASER FROM SANJIB MOHAPATRA, PUBLISHER, SMECHANNELS HP creates new possibilities for technology to have a meaningful impact on people, businesses, governments and society. With the broadest technology portfolio spanning printing, personal systems, software, services and IT infrastructure, HP delivers solutions for customers’ most complex challenges in every region of the world. Along with so many technology innovations, HP offers a range of laser MFDs which come in B&W and colour with most of the functionality inbuilt including print, scan, copy and fax.
NETWORKING PRODUCTS FOR SMES D-LINK INDIA
D-LINK INDIA PVT. LTD IS RECEIVING THE AWARD OF BEST NETWORKING PRODUCTS FOR SMES FROM SANJIB MOHAPATRA, PUBLISHER, SME CHANNELS D-Link is the global leader in connectivity for home, small business, mid-to-large sized enterprise environments, and service providers. An award-winning designer, developer, and manufacturer, D-Link implements and supports unified network solutions that integrate capabilities in switching, wireless, broadband, storage, IP Surveillance, and cloud-based network management. D-Link (India) Limited is a part of D-Link Corporation and one of the largest networking company in India. The Company is engaged in Marketing and Distribution of Networking products in India and SAARC region. The Equities of D-Link (India) Limited are listed in NSE & BSE Stock exchanges. Today, D-Link (India) Limited is a key market player with a nationwide reach, robust product portfolio and superior services in India. The Company is firmly committed towards delivering high quality, efficient and reliable Networking products, solutions and services. D-Link India today has 17 branch offices with State of-the-art D-Link Service Centre (DSC) in 11 cities & is further supported by 38 D-Link Service Partners (DSP) present PAN India. D-Link (India) Limited also has toll free support helpdesk for its customers.
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BEST INKJET PRINTER EPSON INDIA
EPSON INDIA IS RECEIVING THE AWARD OF BEST INKJET PRINTER FROM MR. K.R. NAIK, EXECUTIVE CHAIRMAN, SMARTLINK Epson is part of the Japan-based Seiko Epson Corporation which comprises over 81,000 employees in 97 companies around the world, and is proud of its ongoing contributions to the global environment and the communities in which it operates. Epson India Pvt. Ltd. was incorporated in the year 2000. Present in every major city in the country, Epson products address the needs of the entire computer peripheral market as also those of consumers with specialised needs. Headquartered in Bangalore, Epson India, today, has an enviable reputation for quality and value. The company markets and supports Epson Dot-Matrix Printers, Inkjet Printers, Inkjet All-in-Ones, Point of Sale Printers and LCD Projectors. In each of these categories Epson is either the No. 1 or No. 2 brand and growing fast. The range of Epson products provides digital imaging solutions for everyone, including home & office users, photo-professionals and digital labs. From personal desktop products to those that can be networked across large organisations, Epson offers solutions suited for different types of users in various work environments. Epson is also proud of its ongoing contributions to a cleaner global environment and to the communities in which it is located. 
BEST A3 PRINTER KONICA MINOLTA
KONICA MINOLTA BUSINESS SOLUTIONS INDIA PVT. LTD. IS RECEIVING THE AWARD OF BEST A3 PRINTER FROM MR. K.R. NAIK, EXECUTIVE CHAIRMAN, SMARTLINK Konica Minolta Business Solutions is a leader in advanced imaging and networking technologies from the desktop to the print shop. Konica Minolta is the global developer, manufacturer of multi-functional peripherals (MFPs), printers, equipment for production print systems and graphic arts, equipment for healthcare systems, measuring instruments for industrial and healthcare applications, inkjet print heads and textile printers for industrial use, and related consumables and solution services. It is also engaged in the development, manufacturing and sale of electronic materials (including TAC films), lighting source panels, functional films (including heat insulation films), and optical products (including lens units).  
50 SME CHANNELS DECEMBER 2014
SME AWARD 2014
BEST INKJET PRINTER EPSON INDIA
EPSON INDIA IS RECEIVING THE AWARD OF BEST INKJET PRINTER FROM MR. K.R. NAIK, EXECUTIVE CHAIRMAN, SMARTLINK Epson is part of the Japan-based Seiko Epson Corporation which comprises over 81,000 employees in 97 companies around the world, and is proud of its ongoing contributions to the global environment and the communities in which it operates. Epson India Pvt. Ltd. was incorporated in the year 2000. Present in every major city in the country, Epson products address the needs of the entire computer peripheral market as also those of consumers with specialised needs. Headquartered in Bangalore, Epson India, today, has an enviable reputation for quality and value. The company markets and supports Epson Dot-Matrix Printers, Inkjet Printers, Inkjet All-in-Ones, Point of Sale Printers and LCD Projectors. In each of these categories Epson is either the No. 1 or No. 2 brand and growing fast. The range of Epson products provides digital imaging solutions for everyone, including home & office users, photo-professionals and digital labs. From personal desktop products to those that can be networked across large organisations, Epson offers solutions suited for different types of users in various work environments. Epson is also proud of its ongoing contributions to a cleaner global environment and to the communities in which it is located. 
BEST A3 PRINTER KONICA MINOLTA
KONICA MINOLTA BUSINESS SOLUTIONS INDIA PVT. LTD. IS RECEIVING THE AWARD OF BEST A3 PRINTER FROM MR. K.R. NAIK, EXECUTIVE CHAIRMAN, SMARTLINK Konica Minolta Business Solutions is a leader in advanced imaging and networking technologies from the desktop to the print shop. Konica Minolta is the global developer, manufacturer of multi-functional peripherals (MFPs), printers, equipment for production print systems and graphic arts, equipment for healthcare systems, measuring instruments for industrial and healthcare applications, inkjet print heads and textile printers for industrial use, and related consumables and solution services. It is also engaged in the development, manufacturing and sale of electronic materials (including TAC films), lighting source panels, functional films (including heat insulation films), and optical products (including lens units).  
50 SME CHANNELS DECEMBER 2014
SME AWARD 2014
BEST PROJECTOR KONICA
EPSON INDIA IS RECEIVING THE AWARD OF BEST PROJECTOR FROM MR. MANISH GUPTA, SALES DIRECTOR, CONSUMER & SMALL BUSINESS, DELL INDIA Epson is part of the Japan-based Seiko Epson Corporation which comprises over 81,000 employees in 97 companies around the world, and is proud of its ongoing contributions to the global environment and the communities in which it operates. Epson India Pvt. Ltd. was incorporated in the year 2000. Present in every major city in the country, Epson products address the needs of the entire computer peripheral market as also those of consumers with specialised needs. Headquartered in Bangalore, Epson India, today, has an enviable reputation for quality and value. The company markets and supports Epson Dot-Matrix Printers, Inkjet Printers, Inkjet All-in-Ones, Point of Sale Printers and LCD Projectors. In each of these categories Epson is either the No. 1 or No. 2 brand and growing fast. The range of Epson products provides digital imaging solutions for everyone, including home & office users, photoprofessionals and digital labs. From personal desktop products to those that can be networked across large organisations, Epson offers solutions suited for different types of users in various work environments. Epson is also proud of its ongoing contributions to a cleaner global environment and to the communities in which it is located.
BEST SECURITY FOR SMES KASPERSKY LAB
MR. ALTAF HALDE, MANAGING DIRECTOR, KASPERSKY LAB- SOUTH ASIA IS RECEIVING THE AWARD OF BEST SECURITY FOR SMES FROM MR. MANISH GUPTA, SALES DIRECTOR, CONSUMER & SMALL BUSINESS, DELL Kaspersky Lab is an international group operating in almost 200 countries and territories worldwide. The company is headquartered in Moscow, Russia, with its holding company registered in the United Kingdom. Kaspersky Lab currently employs more than 2,900 highly qualified specialists. It has 32 representative territory offices in 30 countries and its products and technologies provide protection for over 300 million users and over 250,000 corporate clients worldwide. The company provides a wide range of products and solutions for different types of clients, with a special focus on large enterprises, and small and medium-sized businesses. Kaspersky Lab’s security solutions are not only built to address today’s problems, but also to anticipate and prevent tomorrow’s. The company develops innovative technologies that address market-specific needs such as excellent protection levels, adaptability to changing circumstances, scalability, compatibility with different platforms, high performance, superior fault tolerance, ease of use and high efficiency. From their inception Kaspersky Lab’s solutions are developed in-house, harnessing all the advantages of the company’s extensive and predictive security expertise and intelligence. This portfolio of security solutions is complemented by a range of intelligence services, ensuring that the company’s customers are better protected and more informed.
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BEST UTM CYBEROAM
CYBEROAM TECHNOLOGIES PVT. LTD. (A SOPHOS COMPANY) IS RECEIVING THE AWARD OF BEST UTM FROM MR. MANISH GUPTA, SALES DIRECTOR, CONSUMER & SMALL BUSINESS, DELL Cyberoam Technologies, a Sophos Company, is a global Network Security appliances provider, offering future-ready security solutions to physical and virtual networks in organizations with its Next-Generation Firewalls (NGFWs) and Unified Threat Management (UTM) appliances. The virtual and hardware Cyberoam Central Console appliances offer Centralized Security Management options to organizations, while Cyberoam iView allows intelligent logging and reporting with one-of-their-kind, in-depth reports. Cyberoam is accredited with prestigious global standards and certifications like EAL4+, CheckMark UTM Level 5 Certification, ICSA Labs, IPv6 Gold logo, and is a member of the Virtual Private Network Consortium.
BEST SME PRINTING SOLUTION RICOH INDIA
RICOH INDIA IS RECEIVING THE AWARD OF SME PRINTING SOLUTION FOR RICOH SP 111 SERIES FROM MR. MANISH GUPTA, SALES DIRECTOR, CONSUMER & SMALL BUSINESS, DELL Ricoh is a global technology company specializing in office imaging equipment, production print solutions, document management systems and IT services. Headquartered in Tokyo, Ricoh Group operates in about 200 countries and regions. In the financial year ending March 2014, Ricoh Group had worldwide sales of 2,236 billion yen (approx. 21.7 billion USD). The majority of the company’s revenue comes from products, solutions and services that improve the interaction between people and information. Ricoh also produces award-winning digital cameras and specialized industrial products. It is known for the quality of its technology, the exceptional standard of its customer service and sustainability initiatives. Under its corporate tagline, imagine. change. Ricoh helps companies transform the way they work and harness the collective imagination of their employees.
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BEST CLOUD SERVICE PROVIDER CTRLS
CONTROL S DATACENTERS LTD. IS RECEIVING THE AWARD OF BEST CLOUD SERVICE PROVIDER FROM MR. ALTAF HALDE, MANAGING DIRECTOR, KASPERSKY LAB- SOUTH ASIA CtrlS Datacenters was established in October 2007. At CtrlS, nothing is of greater importance to us than keeping your applications online and your data secure. Its commitment to taking total ownership of projects has resulted in an enviable client portfolio, featuring some of the most renowned brands in Indian industry. CtrlS’ commitment to its customer is total ownership. It has developed the capabilities to provide a complete suite of offerings from platform level services which include datacenter infrastructure, storage, backup, hardware to OS layers, network and security layers. CtrlS has developed alliances which cater to the business application layer for automating our customers’ business processes, thereby developing the capability of providing end to end custom solutions catering to their unique requirements. This is in line with our corporate policy of being a steward to the IT needs of its customers. CtrlS is promoted by the 18 year old Pioneer Group, which has been building the largest available infrastructure in the Datacenter world and is already into FMS and SI functions. This is but a natural process of amalgamation of Group leadership values. CtrlS assures its clients that all such custom solutions will carry a strong value proposition.
BEST SURVEILLANCE PRODUCTS TYCO SECURITY
TYCO SECURITY PRODUCTS IS RECEIVING THE AWARD OF BEST SURVEILLANCE PRODUCTS FROM MR. ALTAF HALDE, MANAGING DIRECTOR, KASPERSKY LAB- SOUTH ASIA Tyco Security Products and its leading brands conducts business in over 177 countries around the world, in multiple languages and employs over 2,800 employees globally, including research and development, marketing, manufacturing, sales, service and logistics teams in the Americas, Europe, the Middle East, Africa, and Asia Pacific. Its products, built by developers from all product disciplines, consistently allow customers to see more, do more, and save more across multiple industries and segments including healthcare, government, transportation, finance, retail, commercial and residential. Worldwide, Tyco Security Products helps protect 42% of Fortune 500 companies, transportation systems on five continents, 37% of the world’s top 100 retailers, over two million commercial enterprises, thousands of students in more than 900 educational facilities, and over five million private residences.
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SME AWARD 2014
MANAGED PRINT SERVICES XEROX
XEROX INDIA IS RECEIVING THE AWARD OF BEST MPS FROM MR. ALTAF HALDE, MANAGING DIRECTOR, KASPERSKY LAB- SOUTH ASIA Xerox India Ltd. began operations in 1983 through a joint venture. In 1999, the joint ventures were merged, and the enterprise is now a Xerox majority-owned subsidiary owned and operated by Xerox. Xerox India markets a wide range of Xerox products and services and has manufacturing and software development centers in New Delhi. The Xerox India Innovation Hub opened in Chennai in 2010. The company employs more than 500 people and is expanding its countrywide network of local partners, dealers and resellers.
BEST SERVER MEMORY AND HIGH QUALITY PORTABLE STORAGE KINGSTON
KINGSTON INDIA IS RECEIVING THE AWARD OF BEST SERVER MEMORY AND HIGH QUALITY PORTABLE STORAGE FROM MR. ALTAF HALDE, MANAGING DIRECTOR, KASPERSKY LAB- SOUTH ASIA Kingston Technology Company, Inc. is the world’s largest independent manufacturer of memory products. Kingston designs, manufactures and distributes memory products for desktops, laptops, servers, printers, and Flash memory products for PDAs, mobile phones, digital cameras, and MP3 players. Through its global network of subsidiaries and affiliates, Kingston has manufacturing facilities in California, Taiwan, China, and sales representatives in the United States, Taiwan, China, India, Australia, Vietnam, Europe, Russia, Ukraine, Turkey, and Latin America. With global headquarters in Fountain Valley, California, Kingston employs more than 4,000 people worldwide. Regarded as one of the “Best Companies to Work for in America” by Fortune magazine, Kingston’s tenets of respect, loyalty, flexibility and integrity create an exemplary corporate culture. Kingston believes that investing in employees is essential and that each individual employee is a vital part of the company’s success. Kingston serves an international network of distributors, resellers, retailers and OEM customers on six continents. The company also provides contract manufacturing and supply chain management services for semiconductor manufacturers and system.
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MANAGED PRINT SERVICES ARUBA NETWORKS
ARUBA NETWORKS IS RECEIVING THE AWARD OF BEST MOBILITY SOLUTION FROM MR. ALOK GUPTA, PRESIDENT, PCAIT Founded in 2002 to liberate businesses from the last wired barriers, Aruba helps businesses engage #GenMobile with exactly what they need, at exactly the right time, no matter what the device or location. With its Mobility-Defined Networks, Aruba helps businesses solve some of their biggest mobility challenges and untether possibilities. It automates performance optimization and security actions that used to require IT intervention, so the network engineer can stop being the IT authority and become the IT ally. Mobility-Defined Networks adds controls with real-time data about users, devices, apps and location. Self-healing and self-optimization functions dramatically reduce helpdesk tickets and protect enterprise data. Software that adds mobility intelligence makes Mobility-Defined Networks amazingly easy to deploy, without changing the existing infrastructure. With Aruba, businesses can rightsize their fixed network infrastructure, save IT time, slash capital and operating costs, and deliver the mobile experience that #GenMobile expects. Headquartered in Sunnyvale, California, Aruba has offices throughout the Americas, Asia-Pacific/Japan and Europe/Middle East/Africa regions. Aruba is listed on the NASDAQ and Russell 2000® Index. Follow Aruba on Twitter and Facebook or read our blog.
QUALITY MOTHERBOARD FOR DIY MARKET GIGABYTE
GIGABYTE TECHNOLOGY (INDIA) PVT. LTD, IS RECEIVING THE AWARD OF QUALITY MOTHERBOARD FOR DIY MARKET FROM MR. ALOK GUPTA, PRESIDENT, PCAIT GIGABYTE was founded in 1986, establishing its uncontested position in continuous technological innovation. By focusing on key technologies and achieving strict quality standards, GIGABYTE has been regarded as an innovative and trusted motherboard leader in the globe. To keep pace in a rapidly changing world, we have offered a comprehensive product line covering Motherboards, Graphics Cards, PC Components, PC Peripherals, Laptops, Slate Devices, Desktop PCs, Network Communications, Servers and Mobile Phones. It’s dedicated to building up a full-range digital life, responding promptly and sonorously to consumer needs and desires.
SME CHANNELS 55 DECEMBER 2014
SME AWARD 2014
MOST ENERGY EFFICIENT UPS DELTA
DELTA IS RECEIVING THE AWARD OF MOST ENERGY EFFICIENT UPS FOR DELTA ULTRON HPH FROM ALOK GUPTA, PRESIDENT, PCAIT Delta Electronics (India) is part of the Delta Group, a leading multinational with headquarters in Taiwan. Delta Electronics India is a world-class provider of Uninterrupted Power Supply, Telecom power supplies, Industrial Automation, Components, Renewable Energy, Consumer lifestyle power and Visual Displays. The group has operated in India since 1992, is responsible for developing business in the SAARC region and is also recognized as the “Centre for Technical Excellence” for South Asia. Delta Electronics (India) has an impressive installation base with regional support centers all over India and the SAARC region. Delta Electronics (India) has been awarded ISO 9001:2000 and ISO 14001:2004 certifications by Underwriters’ Laboratories, USA, for Quality, Procedures, Environment management and OHSAS 18001:1999. With more than a decade of experience at the global level in uninterruptible power supply (UPS) research, development and manufacturing, Delta Electronics provides high quality, high efficiency, and high-availability UPS products with outstanding cost-performance. Striving for technical innovation and next-generation solutions, Delta continuously improves and refines the UPS products. Delta UPS division is headed by Mr. Suhas Joshi, Director Sales- UPS, who has been key in expanding the Delta UPS business in India & SAARC region and introducing the next generation technology UPS Systems suiting to the India’s environment & power conditions.
BEST CLOUD COMPUTING PROVIDER SAP INDIA
SAP INDIA PRIVATE LTD. IS RECEIVING THE AWARD OF BEST CLOUD COMPUTING PROVIDER FROM MR. ALOK GUPTA, PRESIDENT, PCAIT As market leader in enterprise application software, SAP (NYSE: SAP) helps companies of all sizes and industries run better. From back office to boardroom, warehouse to storefront, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable more than 263,000 customers to operate profitably, adapt continuously, and grow sustainably. For more information, visit www.sap. com. “There is already growing evidence that SAP’s cloud offerings are having a positive impact on Customers in India,” said Rajesh Kumar, Head of Marketing – SAP India. “SME Channels Awards 2014 honour as the Best Cloud Computing Company asserts our position and commitment to today’s Cloud market and reaffirms our ability to offer customers true choice in helping them run better.”
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BEST VIRTUALIZATION TOOL VMWARE INDIA
VMWARE INDIA IS RECEIVING THE AWARD OF BEST VIRTUALIZATION TOOL FROM MS. KAVITA SINGHAL, VICE CHAIRMAN, ISODA VMware is the leader in virtualization and cloud infrastructure solutions that enable businesses to thrive in the Cloud Era. Customers rely on VMware to help them transform the way they build, deliver and consume Information Technology resources in a manner that is evolutionary and based on their specific needs. With 2013 revenues of $5.21 billion, VMware has more than 500,000 customers and 75,000 partners. The company is headquartered in Silicon Valley with offices throughout the world.
ZYXEL TECHNOLOGY
LARGEST GEPON SOLUTIONS PROVIDER ZYXEL TECHNOLOGY (INDIA) PVT. LTD. IS RECEIVING THE AWARD OF LARGEST GEPON SOLUTIONS PROVIDER FROM KAVITA SINGHAL, VICE CHAIRMAN ISODA ZyXEL is one of the world’s leading internet solutions providers, the first choice of many major tier-one service providers, connecting no less than 4,00,000 small and medium sized businesses across Europe alone and upwards of 70 million end users across the globe. Driven by a spirit of cooperation and a firm commitment to its partners and customers, ZyXEL embodies a strong passion for innovation which permeates every level of the organization, spurring continuing evolution in the face of a rapidly transforming networking industry. The conglomerate is operational in 120 countries around the world and is headquartered in Taiwan. In India, ZyXEL is the best GPON and GEPON provider. This passion of innovation has led to a proven history of world firsts spanning all areas of internet protocol (IP) connectivity. From the creation of world’s first telco-grade IPv6 end to end solution, ZyXEL has been at the forefront of the information age since first days of internet. From routers, switches, security appliances, and central office equipment, to wireless and IPTV, ZyXEL has offered exceptional reliability and quality across its entire product range since its founding in 1989.
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SME AWARD 2014
BEST STRUCTURED CABLING PROVIDER D-LINK LTD
D-LINK LTD IS RECEIVING THE AWARD OF STRUCTURED CABLING PROVIDER FROM MS. KAVITA SINGHAL, VICE CHAIRMAN, ISODA D-Link is the global leader in connectivity for home, small business, mid-to-large sized enterprise environments, and service providers. An award-winning designer, developer, and manufacturer, D-Link implements and supports unified network solutions that integrate capabilities in switching, wireless, broadband, storage, IP Surveillance, and cloud-based network management. D-Link (India) Limited is a part of D-Link Corporation and one of the largest networking company in India. The Company is engaged in Marketing and Distribution of Networking products in India and SAARC region. The Equities of D-Link (India) Limited are listed in NSE & BSE Stock exchanges. Today, D-Link (India) Limited is a key market player with a nationwide reach, robust product portfolio and superior services in India. The Company is firmly committed towards delivering high quality, efficient and reliable Networking products, solutions and services. D-Link India today has 17 branch offices with State of-the-art D-Link Service Centre (DSC) in 11 cities & is further supported by 38 D-Link Service Partners (DSP) present PAN India. D-Link (India) Limited also has toll free support helpdesk for its customers.
EDITOR’S CHOICE AWARD ZYXEL
ZYXEL TECHNOLOGY (INDIA) PVT. LTD. THE AWARD OF THE EDITOR’S CHOICE AWARD FOR ZYXEL ONE NETWORK (ZON) TECHNOLOGY FROM SANJAY MOHAPATRA, EDITOR, SME CHANNELS ZyXEL is one of the world’s leading internet solutions providers, the first choice of many major tier-one service providers, connecting no less than 4,00,000 small and medium sized businesses across Europe alone and upwards of 70 million end users across the globe. Driven by a spirit of cooperation and a firm commitment to its partners and customers, ZyXEL embodies a strong passion for innovation which permeates every level of the organization, spurring continuing evolution in the face of a rapidly transforming networking industry. The conglomerate is operational in 120 countries around the world and is headquartered in Taiwan. In India, ZyXEL is the best GPON and GEPON provider. This passion of innovation has led to a proven history of world firsts spanning all areas of internet protocol (IP) connectivity. From the creation of world’s first telco-grade IPv6 end to end solution, ZyXEL has been at the forefront of the information age since first days of internet. From routers, switches, security appliances, and central office equipment, to wireless and IPTV, ZyXEL has offered exceptional reliability and quality across its entire product range since its founding in 1989.
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SECURITY VAD COMGUARD
COMGUARD NETWORKS IS RECEIVING AWARD OF BEST VAD - SECURITY FROM SANJAY MOHAPATRA, EDITOR, SME CHANNELS COMGUARD NETWORKS: ComGuard India is a part of Spectrum Group of Companieswith offices in Dubai, Riyadh, Tunisia, Singapore, Mumbai, Bangalore and Delhi, over 200 highly skilled professionals supporting the group initiatives, Spectrum Group has truly emerged as one of the top ICT players in the region. ComGuard started its operations in India in 2009 as a niche network and security technology distributor. With a product portfolio that is studded with world class IT vendors like Kaspersky, Content Keeper,WinMagic, gateprotect ,Accunetix, Array Networks, GFI, ComGuard has supported project requirements of leading enterprises in the Indian region. It has also now added a new Data & Voice vertical to its existing portfolio, where Comguard is a Distributor for Brocade, EnGenius and Sangoma. Leveraging on in-house technical support resources and strong channel support, Comguard has been recognized for its dedicated and sustained efforts to add value to its distribution role.
BEST VAD FOR TELECOM SOLUTIONS GO IP
GO IP GLOBAL SERVICES PVT. LTD. RECEIVING THE AWARD OF BEST VAD FOR TELECOM SOLUTIONS FROM SANJAY MOHAPATRA, EDITOR, SME CHANNELS Go IP Global Services Pvt. Ltd. is an India based leading IT Solutions and Services Company with presence in South East Asia and North America. We provide end-to-end technology solutions and services within the Infrastructure domain to Telecom Operators, Services Providers, Government, Large and SME Customers. Our endeavour is to constantly deliver value to our customers and provide quality and path breaking services. Our Infrastructure Services include Public Cloud Services, Infrastructure Management and Infrastructure Optimisation. Through our extensive technical strength and manpower, we execute large System Integration projects in IT and Telecom. We have a strong presence in the SMB segment through a pan India network of 11 offices and 500+ Business Partners. In addition to the Infrastructure Services, our key strengths include Design, Implementation and Management of Wired and Wireless Access Networks, Platform Solutions, Data Centre Solutions and Infrastructure Management Services. We are very proud to receive the award from SME for the fourth consecutive time, our association with SME for the past few years has helped us to reach channel partners in 200 cities across India. As Go IP has our overseas operations, we look for more opportunities in the Middle East and African markets where SME has office and promote market development events. I extend my sincere thanks and appreciation to the Editorial Team of SME for honoring Go IP with this award. – D K Bansal
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SME AWARD 2014
RAH INFOTECH
FASTEST GROWING VAD RAH INFOTECH RECEIVES THE AWARD OF FASTEST GROWING VAD FROM SANJAY MOHAPATRA, EDITOR, SME CHANNELS RAH Infotech is one of India’s fastest growing IT value added distribution (VAD) companies that helps customers do business better by leveraging its industry-wide experience, deep technology expertise, comprehensive portfolio of services and vertically aligned business model. With its key business collaborates in the world of System Integration, Networking and Security Solutions, RAH Infotech possess specialized experience and expertise to provide total networking, application delivery and security and network and data security solutions. RAH Infotech today has branches in Delhi, Gurgaon, Noida, Mumbai, Kolkata, Hyderabad, Ahmedabad, Bengaluru, Pune, Chennai and Jaipur is the latest addition into the Rajasthan region and aims to cater to the Western part of India. The advantageous location of Jaipur will help to offer their expertise in this region. RAH Infotech assures to offer quality services to customers and help realize their potential.
SECURITY SI PC SOLUTIONS
PC SOLUTIONS PRIVATE LIMITED RECEIVING THE AWARD OF BEST SI SECURITY SOLUTIONS FROM, SANDEEP NAGPAL, MARKETING DIRECTOR, SAP INDIA PC Solutions is a fore runner in providing technology-driven IT infrastructure solutions and services. High acumen towards understanding client requirements and delivering unmatched business excellence has helped us to stay ahead of competition for past twenty five years. Owing to our profound compliance to process and security standards we are proud to be certified as an ISO 9001:2008, ISO 27001:2005 company. The strong leadership complimented by proactive strategies has strengthened our business platform and helped us to reach global markets with efficiency. Since our inception in 1988, PC Solutions’ earnest effort to provide quality IT solutions has been recognized in the industry with applaud and laurels thus creating a strong customer base. The blend of advance technology and consistent creation of innovative customer centric processes, are the key growth accelerators at PC Solutions. Passion for excellence and disciplined systematic approach has further acted as a catalyst for our growth.
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SME AWARD 2014
VELOCIS SYSTEMS
SI FOR INFRASTRUCTURE VELOCIS SYSTEMS PVT. LTD. RECEIVING THE BEST SI INFRASTRUCTURE AWARD FROM MR. SANDEEP NAGPAL, DIRECTOR-MARKETING SAP INDIA Velocis Systems Pvt. Ltd. is one of the leading players in networking, computing, messaging & collaboration, portals, and business process automation. Velocis is uniquely positioned to deliver end-to-end IT solutions beginning from cabling to collaboration to the market. We bring a broader, deeper and state-of-the-art range of products, solutions & services to our customers. Our offerings in IT Infrastructure, Messaging & Collaboration, Business Applications and IT Managed Services help our customers derive more value out of IT. Velocis’ has expertise in IT Infrastructure wired and wireless deployment, Application Development and Deployment, Managed Services, Infrastructure Audit, and FMS. Our stateof-the-art NOC provides 24x7 support services to our valued customers to run their mission critical infrastructure. Our flagship product, Augment is a state-of-the-art Business Process Management Platform. Modeled on the logical pattern of a physical production situation, Augment Maps various work steps in a Business Process similar to production/quality steps on an assembly line. The product has been successfully deployed in business critical processes across various verticals including Banking, Insurance, BPO, Automotive, and Healthcare.
FASTEST GROWING PROGRESSION INFONET
PROGRESSION INFONET PVT LTD. RECEIVING THE AWARD OF SI FOR CLOUD SOLUTIONS FROM SANDEEP NAGPAL, MARKETING DIRECTOR, SAP INDIA Progression is a leading IT infrastructure service provider offering a comprehensive range of cloud offerings, remote management services, managed hosting and DR services to its valued customers across the world. With a team strength of over 125 and growing, Progression has engineers trained and certified in designing, architecting, selling, servicing and optimizing computing infrastructure based on products from market leaders such as VMware, HP, Oracle and Microsoft. Progression is widely recognized for its passion to stay abreast of the latest technology innovations and breakthroughs. Progression has been recognized for its commitment to deliver the right solutions to customers through awards instituted by SME Channels, CRN, ITPV, VMware and Hewlett Packard.
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SME AWARD 2014
INFRASTRUCTURE VAD INFLOW
INFLOW TECHNOLOGIES PVT. LTD IS RECEIVING THE AWARD OF BEST VAD INFRASTRUCTURE FROM SANJAY MOHAPATRA, EDITOR, SME CHANNELS Founded in 2005, Inflow Group is a niche player in IT Infrastructure Distribution & Services providing Value Added Distribution in Information Security, Networking, AIDC, Infrastructure & Application Software, Storage Management, Electronic Security and products & services in South Asia with Rs. 470 crores in revenue. Inflow has a direct relationship with 39 global technology vendors & is headquartered in Bangalore with presence in 16 locations and is a large player in security distribution. Inflow Group operates through 4 Business Units with total team strength of 170+ including 20% technical (Pre & Field). The Promoter team members have a collective relevant industry experience of 200+ man-years. Inflow does business through 650+ channel partners & one or more solutions is offered to 5000+ end customers.  
MOST RELEVANT IT ASSOCIATIONS PCAIT
PROGRESSIVE COMPUTERS ASSOCIATION OF INFORMATION TECHNOLOGY (PCAIT) RECEIVING THE AWARD OF MOST RELEVANT IT ASSOCIATIONS FROM TUSHAR SAHOO, COO, ACCENT INFO MEDIA. PVT. LTD Feeling a dire need to crystallize the immense human and material resources of the IT Industry, particularly the Channel for common National and Global benefit, a group of 15 persons heading various organizations came forward in May 2004, to give birth to PROGRESSIVE CHANNELS ASSOCIATION OF INFORMATION TECHNOLOGY (PCAIT) which was registered on March 9, 2005 as a Society. The general aims and objectives of the society are to promote and protect the interests of members who may be suppliers, dealers, traders, exporters and importers dealing in all kinds of Information Technology Products/Services, its parts, peripherals, media products and consumables including those to be used for computers, word processors and business machines, to take all the necessary steps for protection and promotion of Information Technology, to promote honourable practices and prevent and suppress malpractices in the trade and to guide and decide on the usage of or the custom for conducting the business of manufacturing, import, export and sale of computers, its parts, media products and consumables, of all grades and kinds and descriptions and to acquire, undertake/amalgamate all or any part of the assets and liabilities of any society or association either registered or unregistered having objects, altogether or in part similar to those of this society.
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SME AWARD 2014
NETWORKING VAD TELEXCELL
TELEXCELL INFORMATION SYSTEM LTD. RECEIVED BEST VAD NETWORKING For over 21 years, we’ve been dedicated to helping businesses use technology to increase productivity & profits. We are a trusted advisor for all IT / Telecom needs, including telephone systems, carrier services, voice/ video/data networks, IP Surveillance, Internet services, structured cabling and IT services. In 1993, TelExcell entered the growing telecommunications market selling dial-up modems & as the technology matured, got into the wireless space by upgrading to the latest technologies. From a small size operation, TelExcell has grown to be a dynamic enterprise with over 100+ employees and 10 locations. We have continually expanded services in response to customer needs. TelExcell has an obsession towards offering cutting edge technologies and solutions for customers’ networking and telecom needs. We are pioneers in introducing unique & emerging technologies in the Indian market. We believe that the company’s strength lies in its core values such as integrity, honesty, commitment, team work, and professionalism and that these will drive the growth in the future.
BEST ACTIVE IT ASSOCIATION ISODA
INFOTECH SOFTWARE DEALERS ASSOCIATION DEALERS (ISODA) , RECEIVING THE AWARD OF BEST ACTIVE IT ASSOCIATION FROM SANJAY MOHAPATRA, EDITOR, SME CHANNELS Infotech Software Dealers Association (ISODA) is an association of 150 plus companies engaged in the business of reselling of Packaged Software Products in India. ISODA is a platform for Software Dealers across India to participate and exchange business concerns, views and contributive opinions on best practices with members. ISODA ,founded in 2008 , by enthusiastic entrepreneurs, aims to bridge the gap between Software Manufacturers & Distributor & Dealers, uniting them and helping them to forge a new trade alliance forming an invaluable network in the industry.
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SME AWARD 2014
BEST SCANNER FUJITSU INDIA
FUJITSU INDIA PRIVATE LIMITED IS RECEIVING THE BEST SCANNER AWARD FROM MR. K.R. NAIK, EXECUTIVE CHAIRMAN, SMARTLINK Fujitsu is the leading Japanese information and communication technology (ICT) company offering a full range of technology products, solutions and services. Approximately 162,000 Fujitsu people support customers in more than 100 countries. Fujitsu Limited reported consolidated revenues of US$ 46 billion for the fiscal year ended March 31,2014. - Fujitsu is the world’s ourth-largest IT services provider and No.1 in Japan. - Fujitsu is among the world’s top five providers of servers. - FORTUNE named Fujitsu as one of ‘the World’s Most Admired Companies’ in 2013. - Fujitsu Group holds about 97,000 patents worldwide. Fujitsu offers the most comprehensive range of document scanners available in the market today. Manufactured to the highest quality standards, Fujitsu scanners have an excellent reputation for reliability. According to an independent research, globally Fujitsu sells more document scanners than all of our rivals added together. With an extensive experience of 25 years and continuous rigorous efforts in R&D have produced scanners with the latest advanced technology, and this has helped Fujitsu maintain its leadership position in today’s competitive environment. Whether your application involves document management, archiving, workflow or forms processing, Fujitsu probably has the optimum scanner for the capture of your data.
DELL
BEST SERVERS FOR SMES DELL RECEIVES THE AWARD OF BEST SERVERS FOR SMES FROM SANJIB MOHAPATRA, PUBLISHER, SME CHANNELS Incorporated in 1996 in India, Dell has been among the fastest growing technology companies in the country. An engine for Dell’s global growth, Dell is a strategic component of Dell’s transformation into a true IT solutions partner and a ‘trusted IT advisor’ focused on end-to-end offerings. With over 27,000 team members in India, it is the largest operation for Dell outside the US and has presence across eight cities – Bangalore, Hyderabad, Chandigarh, Delhi, Pune, Noida, Coimbatore and Chennai. Dell has invested significantly in building end-to-end solutions and delivery capabilities - sales & marketing, manufacturing hub, Dell Services, R&D centre, Customer Contact Centres, Dell IT, Global Analytics and Global Financial Services – besides setting up a distribution network of commercial and retail channel and a service network that spans over 650 locations across India. Dell today is leading across all customer segments in India and our expansion and investment is reflective of the growing commitment to the customers and the Indian market.
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SME AWARD 2014
ENGENIUS NETWORKS
BEST HOSPITALITY WI-FI PRODUCTS ENGENIUS NETWORKS RECEIVED THE AWARD OF BEST HOSPITALITY WI-FI PRODUCTS EnGenius Networks Singapore Pte Ltd and EnGenius International was established since 1993 as a sales, service and marketing hub for Europe, Asia Pacific, Middle East, South Africa and Africa, and CIS. To serve business partners efficiently in this region, a warehouse and technical lab was set-up in Singapore and Dubai to achieve a close working relationship with regional partners in developing a strong and stable distribution channel. EnGenius is positioned as a wireless solution provider founded on a strong background in the research and development. Products are designed for enterprise and industrial market providing wireless data & voice communications in demanding business environments. Current product lines include wireless LAN products & accessories and long range cordless phone. 
SME CHANNELS 65 DECEMBER 2014
SME BIZ
AXIS
AXIS’ TO GO DEEPER The Swedish manufacture of IP-based network solutions, Axis Communications wants to cash in on the burgeoning security and surveillance market in the country. BY: KARMA NEGI
karma@smechannels.com
A
s per IMS-IHS report the India IP surveillance market is worth $105 million in 2014 and will increase to $372 million in 20018. While the total video surveillance market is $334 million in 2014 it will rise to $615 million in 2018. To cash in on this positive sentiment Axis Communications is making investments to reap the benefits of this market. With a headcount of 18 people in the country it plans to add in more people next year and in addition expand in eastern part of the country. This year the company extended its presence in the SAARC market and made investments on manpower for the Delhi team. On the channel side, from the present 1800 channel partners across India this number will increase to 3,000 by next year. “This will give us breadth to sell into broader geography,” states Sudhindra Holla, Country Manager (India and SAARC), Axis Communications. “New next year we want to go deeper into our loyal partners in terms of education, joint marketing events, enhancing their capabilities. Lot of our efforts will be spent on training, education, especially in the top end of the segment; and influence the top surveillance buyers in the country through events, education.” From solution perspective Axis focuses on large system sales, medium system sales and small
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system sale. Small system sale is into sub 10 cameras which go into small office, home office, high end residences where it easy for anybody to install a solution. Chanel partners who address these three separate markets are different. Commercial forms the top vertical for Axis followed by smart city surveillance, retail and government. The Commercial segment includes education, hospitality, IT companies and pharmaceuticals. But as an industry segment City surveillance forms the biggest and much of it is for traffic monitoring and which then gets augmented or other critical areas in the city which are prone to riots etc. Among some of the projects undertaken by Axis one is Junagarh city surveillance in Gujarat and the other one in Nanded. As for surveillance-as-a-service being available in the country Holla informs the market is still picking up. While in mature markets like US and Europe it’s still viable and people are investing and using it, but in emerging markets is still at an early stage adoption. “However, five years down the line we see more acceptance and adoption,” says Holla, “It’s not a technology issue but more of a business model issue. It will take another three to five years for SaaS market to mature.” The Company recently participated in IFSEC India Expo (International Fire & Security Exhibition and Conference) heldt at Pragati Maidan
SUDHINDRA HOLLA COUNTRY MANAGER (INDIA AND SAARC), AXIS COMMUNICATIONS.
“NEXT YEAR WE WANT TO GO DEEPER INTO OUR LOYAL PARTNERS IN TERMS OF EDUCATION, JOINT MARKETING EVENTS, ENHANCING THEIR CAPABILITIES.” in Delhi. At the 3-day event held on December 11th- 13th, 2014 Axis demonstrated the latest innovations, including the new AXIS Q6000-E network camera, that offers a 360° overview provided by four 2 megapixel camera heads. Holla further predicts that compared to analogue, IP has 35% of the share in terms of revenue which next year may become 50:50; further the analogue market camera section will de-grow from next year. “As a vendor we have a lot to do in terms of education. While we won’t achieve the growth decided in the beginning of the year but still will have a decent growth,” Holla concludes.
INFOWATCH
SME TREND
INFOWATCH TO CASHIN ON INDIA DLP MARKET For the Russian Company India is one of the key countries for the company and is outlining strategies to deepen its presence in the market. BY: KARMA NEGI
karma@smechannels.com
F
ounded in Kaspersky Labs but now an independent entity Russia-based provider of data loss prevention solution (DLP) InfoWatch is extending its reach in the international market more importantly India. India is a key market for its international sales department and buoyed by the country’s venture into digitalisation InfoWatch sees massive opportunity in the market. “In the beginning of 2014 India government directed the banks to implement core banking system which means digitalisation of information. Hence InfoWatch will proceed with India as a key market in 2015-16. We are putting in more investments and setting up an office is next step including providing best local support team,” answers Vadim Kuznetsov, International Sales Director, InfoWatch. Presently, InfoWatch relies on its sales representative. It’s present in Delhi and Mumbai through two national distributors Sitcom Infotech and Technobind Solutions with approximately 30 channel partners and plans to add another 15 by the end of this year. Some of its reference customer includes Prime Focus and couple of software development companies. Further it wants to develop its presence in South India We still need to develop south. “While Delhi
is an industrial area, and Mumbai a financial hub, south India is the heart of IT sector hence we want to develop this market,” Kuznetsov adds. This he plans to do by appointing self representatives, engineers and partners. While the appointment of partners is under process for Bangalore and Chennai, the sales reps will be appointed next year. They will be appointing a different partner to look after the south India business. By 2015 it also plans to invest in a small office in Delhi, Mumbai, or Bangalore. “This office will be point of growth and support business development,” he adds. Calling India market as technologically advanced with lots of potential he adds that “market here is good and vast”. Showing its seriousness on the pivotal role of India market for InfoWatch the company has invested $100,000 in the country on local engineers, sales forces (including visits from the headquarters every two months), to training of partners. However, he feels still a lot of work has to be done. “While today people have started taking about InfoWatch still we need to shout for some more time. We are organising events, appointing partners and sales reps; while these might look like ordinary actions but are important.” InfoWatch products cater to both large and
VADIM KUZNETSOV, INTERNATIONAL SALES DIRECTOR, INFOWATCH
“WHILE DELHI IS AN INDUSTRIAL AREA, AND MUMBAI A FINANCIAL HUB, SOUTH INDIA IS THE HEART OF IT SECTOR HENCE WE WANT TO DEVELOP THIS MARKET.” small enterprise: starting from 50 users to more than 20,000 seats. And in 2013-14 most of its business came from organisations with 300-400 people. Some of the major verticals for InfoWatch include BFSI, govt, telecom, manufacturing. But, he includes they do not stop at these verticals only but are open to serve the best to any company which wants to protect its digital assets and keep them safe.
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SME CHAT
SARJU MEVCHA PARTNER, SKY COMMUNICATION, RAJKOT
“EXPECT TO GROW BY 25% THIS YEAR” Dedication and timely support are the key strengths of Rajkot-based Sky Communication. In a chat with SME Channels Sarju Mevcha, Partner, Sky Communication, Rajkot talks about India market and their plans.
Brief us about your company? Sky Communication was established in the year 1998-99 and started as a dealer for Matrix EPABX products. In 2007, we got the opportunity for distributorship and since then we are doing well in the Saurashtra region of Gujarat. What is your turnover and growth percentage? Our turn over is Rs 1 .2 crore and we expect to grow by 25% this year. What is your strength in terms of market reach and others? Our key strength is our dedication and timely support as we are solely deal in Matrix EPABX systems. What kind of solutions and products you are dealing in? We are looking for IP solutions as now days the number of IP users is increasing. We also deal in banking products. How do you find telecom market in India?
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Indian telecom industry experienced a high pace of market liberalization and growth since the 1990s and now has become the world’s most competitive and one of the fastest growing telecom markets. What kind of telecom solutions you have? Presently we are having IP solutions and have undertaken many projects for IP 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.
“THIS YEAR WE PLAN TO ADD FEW NEW DIGITAL KEY PHONES TO OUR PRODUCT PORTFOLIO.”
What is the potential and challenge for Matrix in the market? As far as IP products are concerned Matrix has a good potentiality. What the company needs to do to improve the market share? Company needs to improve the market share by increasing reach in tier 2 and 3 cities. As a partner what kind of products you want to add this year? This year we plan to add few new digital key phones to our product portfolio.
REVIEW
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KONICA MINOLTA NEW RANGE OF BIZHUB SERIES
QUICK HEAL 16.00 SERIES
Ideal for commercial printers and print service providers, Konica Minolta bizhub PRESS C1100 and bizhub PRESS C1085 colour digital presses boasts of upto100 ppm and upto85 ppm respectively. The new
BY MANAS RANJAN
digital presses do not compromise qual-
info@smechannels.com
ity for speed however, delivering reliably
QUICK HEAL TECHNOLOGIES’ improved product series version 16.00 strives to provide its users with safe banking, secure Internet Surfing, and a better PC experience. Quick Heal 16.00 has been designed to combat the dangers of online financial transactions such as paying bills, banking and shopping. This version has brought in an essential security feature called Safe Banking that automatically takes all necessary security steps while the user is conducting a financial transaction online. Safe Banking creates a completely safe virtual environment that protects the user’s online transactions against all kinds of threats. It also provides automatic protection against threats such as phishing, identity theft, key loggers, etc. The main driving force behind the development of Quick Heal 16.00 has been the increasing number of identity theft and incidents of online scams. Most people are easily tricked into giving away their financial information on fraudulent websites and through fake email messages. Given how advanced today’s cybercriminals have become, it is near impossible for ordinary users, sometimes even for security analysts to tell a fake site from a real one. But with Safe Banking in place, we intend to nullify all these risks with minimum user intervention. All a user has to do is to use the Safe Banking browser, and Quick Heal will take care of the rest. With the launch of the 16.00 series, we want to let our users concentrate on the things that matter, while we take care of their digital security. The Quick Heal 16.00 series is a move against cybercrimes aimed at the financial assets of users.
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portal that lets users manage their multiple Quick Heal licenses via a single cloud-based account.
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CONTACT Quick Heal Technologies (P) Ltd. Phone: +91-20-41060400 / 66025985 Fax: +91-20-41060401 Email: info@quickheal.com
WARRANTY On Request
inline finishing options provide professional looking output while enabling more effective workflow management. The bizhub PRESS C1100 and bizhub PRESS C1085 also feature enhanced Simitri HDE toner, S.E.A.D. IV screen processing to continuously maintain image stability over long press runs, air suction (vacuum) paper feeding for spot-on registration and reliable paper handling and hybrid decurling (zigzag plus moisture) for consistently flat output. For paper weights of 55 - 350gsm, bizhub PRESS C1100/C1085 supports a wide range of paper sizes from postcard size to 330 x 487mm with suction feeding option for reliable paper feeding. The new bizhub PRESS is also equipped with features like dehumidifier and humidifier which helps in
OVERALL RATING
maintain the moisture in the paper for the post printing finishing applications. Bizhub PRESS C1100/C1085 incorporates Simitri HDE Toner, a newly-developed
n Price: On Request Warranty: On Request Contact: Manish Gupta, 9654099413, manish.gupta@konicaminolta.com
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PRODUCT
NEW ARRIVALS
NETGEAR
NETGEAR SMART STORAGE SOLUTIONS NETGEAR ReadyNAS 716 and Ready NAS 516 are available at a very affordable price point in India. ReadyNAS 716 is the world’s fastest desktop network attached storage (NAS) device. With a maximum capacity of 24TB (up to 84TB with expansion chassis), the six-bay ReadyNAS 716 enables easy storage and extreme throughput for businesses and campus environments supporting up to 500 concurrent users. Providing up to 10GE throughput, ReadyNAS 716 is also the only NAS on the market today capable of simultaneously streaming multiple large uncompressed Blu-ray files. The ReadyNAS 700 Series (RN716X) is designed for campus and high performance business environments supporting up to 500 concurrent users. It is a six-bay device and is only offered diskless. The ReadyNAS 500 Series (RN516XX) is designed for small to mediumsized business networks supporting up to 250 concurrent users. It is a six-bay device offered as either diskless or populated with drives. ReadyNAS716, incorporates features and capabilities previously available only from expensive, large-enterprise vendors and dramatically simplifies deployment and manageability to provide businesses with affordable, dynamic, and reliable storage. n Price: The MRP of RN716 and RN516 are INR 3.2 Lacs and INR 1.4 Lacs respectively, Warranty: 5 years, Contact: 21, Paharpur Business Center, Nehru Place, New Delhi 110 019, India, Phone +91- 11- 4120 7446
SEAGATE
SEAGATE NAS PORTFOLIO FOR SMALL BUSINESSES SEAGATE’S NEW PORTFOLIO of Networked Attached Storage (NAS) solutions are specifically designed for today’s small businesses. The new portfolio includes five NAS products in a range of capacities from 2TB to 30TB and performance perfectly suited for the home office to small businesses with up to 50 employees. Both Seagate NAS and NAS Pro are available worldwide. Seagate NAS business storage is available in 2- and 4-bay configurations With a Marvel ARM 1.2GHz processor and 512MB of RAM, Seagate NAS is designed to address the storage needs of small office and home offices with up to 25 employees. Similarly, Seagate NAS Pro is based on Intel’s latest dual-core 1.7GHz C2000 Series processor and the range includes two-, four- and six-bay models from 2TB to 30 TB capacity. Outfitted with an Intel dual-core processor and 2GB of RAM, the NAS Pro delivers the performance expected in a small office environment made up of 50 employees. n Price: Seagate NAS Pro (MSRP)from Rs. 37,150 to Rs. 200,000. Seagate NAS (MSRP) from Rs. 22,800 to Rs. 106,000, Warranty: On request, Contact: Seagate India, 000.800.440.1392
AXIS
AXIS’ FIRST CORNER-MOUNT FIXED NETWORK CAMERA THE AXIS Q8414-LVS is the first corner-mount fixed network camera from Axis Communications, which features a stainless steel anti-grip casing and is extremely impact resistant, supporting the IK10+ 50joules rating as well as the IP66/NEMA 4X rating for water resistance. The 24/7 indoor surveillance camera provides superb image quality both during day and night with capabilities like Lightfinder technology, which enables life-like colors in low-light conditions, and built-in invisible IR LED illuminator for video surveillance in complete darkness. The new AXIS Q8414-LVS is ideal for video surveillance of small rooms in premises like correctional facilities, interview rooms, psychiatric wards, and medical observation rooms as well as elevators and stairwells. Thanks to a built-in microphone and the possibility to integrate the network camera into an alarm system via its I/O port, AXIS Q8414-LVS becomes part of the overall surveillance solution, an important tool to protect and secure the safety of the people in high security environments. In addition, privacy masks assure that restricted areas are not monitored for privacy reasons or to protect the personnel. n Price: MSRP of $ 1299, Warranty: Not Available, Contact: Inflow Technologies Pvt Ltd, +918041265151 +919742012502
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