March 2017

PLUS

HPE lays foundation for Hybrid IT with 3PAR Flash Storage /08 www.smechannels.com

india’s first IT magazine for sme business VOLUME 08 | ISSUE 1 | PAGES 72 | MARCH 2017 | RS. 20/-

TOP 25 CHANNEL LEADERS TOP 20 WOMEN IN IT /58 TOP 10 VADS IN INDIA /30

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Performance and power for the mobile-first campus Introducing the Aruba 5400R zl2 Switch Series The Aruba 5400R zl2 Switch Series features multi-gigabit ethernet with PoE+ for high speed 802.11ac APs using your existing cabling.

Connectivity

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HPE Smart Rate multi-gigabit ethernet for high-speed connectivity.

Powerful Aruba ProVision ASIC with future-proof programmability and leading edge SDN applications.

40 GbE line rate for wireless traffic aggregation.

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For more information, www.arubanetworks.com/products/networking/switches or mail us at response@hpe.com Datasheet comparison with HP 5400R v3 and Cisco Catalyst 4507R+E. Tolly Test Report #214144 Dec. 2014. Š 2016 Aruba, a Hewlett Packard Enterprise company.

PLUS

Kaspersky, VR Infotech jointly conduct ‘Mystery Shopping’ exercise /20 www.smechannels.com

india’s leading IT magazine for channel business SME BIZ

PARTNER CORNER

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PRYSM: Increased Use of Connecting Devices Driving our Business Momentum

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MATRIX: MATRIX always helps partners stay abreast with latest information

SME BIZ/28 Lenovo: 3Es of Lenovo’s channel strategy

MY EXPERIENCE EDITORIAL

QUEST OF A BETTER 2017 SANJAY MOHAPATRA

sanjay@smechannels.com

HELLO FRIENDS You will be happy to know that the premium IT channel magazine, SME Channels has stepped into its 8th year of its operation. Therefore, March 2017 is its anniversary month. So, when I introspect our performance for last one year, I realize that we have missed a lot in the previous year to do, which could have been beneficial for the industry. However, this year we would certainly like to take up those unfulfilled assignments. For example, we want to connect SME customers with the partner and the vendors in various clusters so that they can understand each other’s needs. One more thing we want to achieve this year is that we want to connect partners more closely than the previous years in various regions.

To achieve these things, we must start early. And nothing better than this month which is our anniversary month as well. So, to celebrate the occasion, we are identifying 25 Top Channel Leaders who are the corner stones of their organizations as far as channel engagements are concern. We also have identified next-gen distributor organizations who are transcending their boundaries of distribution business and becoming consultants to the partner organizations and if possible to the customers of the partners. So, we are identifying Top 10 VADs who are always been at the top of mind of the vendors and the partners.

Similarly, we are honoring the contribution of the women in IT. These people like their men counter parts contributing equally or more than them. So, we are identifying 20 top influential women in the IT space who have been pillars of their organizational success.

All these categories have been created from last year and this year we are planning to honor them with awards.

When I look at this year’s market condition compared to the previous year, it looks to be plateau but hopefully it will gain momentum soon. This is a very good news that in the most of the state BJP is forming government. It means there will be better cooperation between the states and the center which would easily pull the country on a growth path. There will be no policy paralysis and any sort of misunderstanding while executing inter states projects. This year, India has seen a very good Agro production and if industrial production speeds up, probably India will be on a different league in the global market.

Happy reading and wish your patronage for years to come!

Cadyse USB- Cport CADYSE USB-C is the cable of the future and will be used widely to simplify your life.

By using a single type of USB-C connector, wide range of devices can be connected such as VGA, Ethernet, HDMI and older versions of USB. All new USB-C port is half the width and one-third the height of a standard USB connector and only slightly larger than Apple’s Lightning or the micro-USB connectors. A USB-C port measures just 8.4mm by 2.6mm only. USB-C will soon be the new standard connector for both charging and data transfer. Last year, USB-C appeared as a port on a handful of systems, including the Apple MacBook (12” Retina) and Google’s new Chromebook Pixel. But now, we see a lot of phones and laptops that use the USB-C ports. With USB-C onboard, you can copy files at USB 3.1 speeds i.e. up to 10 gigabits per second and deliver enough power to charge a laptop, smart phone or tablets.

SPECIFICATIONS Can transfer data using the blazing speeds of the latest version of the USB protocol — up to 10 gigabits per second.

FINAL WORDING With so many devices to be connected with the computer, these products are value for money OVERALL RATING

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SME CHANNELS MARCH 2017

contents

VOLUME 08 ISSUE 01

2017

MAR ER COV RY STO

COLLABROATIVE

CUSTOMIZABLE

Trusted Advisor of Channel Business

Publisher: Sanjib Mohapatra Editor: Sanjay Mohapatra Asst. Editor: Satinder Kaur Executive Editor: Smruti Chaudhury Sub Editor: Chitresh Sehgal Designer: Ajay Arya Web Designer: Vijay Bakshi Technical Writer: Manas Ranjan Satya Sagar Sinha Lead Visualizer: DPR Choudhary MARKETING Marketing Executive: Kajal Sharma Circulation and Printing: Panchanan Bhoi SALES CONTACTS Delhi 6/102, Kaushalya Park, Hauz Khas New Delhi-110016 Phone: 91-11-41055458 / 8587835685 sanjeev@smechannels.com

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Open Source Technology A big enabler of India’s Digital Transformation /40 Open source is gradually becoming the most preferred platform for CIOs considering cloud infrastructures,

Delhi-110016, Phone: 91-11-41657670 / 46151993 editor@smechannels.com Bangalore Bindiya Jadhav #28/1, 3rd Floor, Sri Lakshmi Krupa, Near Shamanna Park, Model House Street, Basavanagudi, Bangalore - 560004 Ph. No. +91 88618 21044 E-Mail bindiya@ accentinfomedia.com Skype ID: b1diyajadhav

TOP 25 CHANNEL LEADERS /44 TOP 20 WOMEN IN IT /58 TOP 10 VADS IN INDIA /30

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SNIPPETS PRODUCT | CHANNEL | CONSULTING | SERVICES

for more log on to smechannels.com

Kaspersky outlines growth plans at partner meets in Hyderabad, Ernakulam Kaspersky Lab has conducted successful two marathon partner pitstops with its national B2B distributors eCaps Computers.

Both the pitstops were conducted with eCaps, the first one in, and the second in Ernakulam. Each pitstop saw a full house with partners who

discussed how to take Kaspersky’s vision for India forward.

Both the cities combined, saw over 48 partners and 78 attendants

that came together to discuss the way forward in the coming financial year. Kaspersky Lab has forged strong partnership with eCAPS Computers in their years together.

Partner pitstops have been integral to Kaspersky’s way of working, to ensure that there’s always a free dialogue with all members of its chain.

It’s important for them to hear back from their partners on the ground realities of what is happening in the market. Staying closely in touch with the end customers has helped Kaspersky become the intuitive and customer-friendly brand that it has grown to become today.

The Hyderabad and Ernakulam meetings were spearheaded by Kaspersky Lab’s Sahil Jamnawale (Regional Sales Manager). Where he deliberated in detail the company’s non-endpoint offerings.

Kaspersky’s Security for Virtualization was elaborately discussed, as it has garnered great interest in the medium-sized companies. Its anti-malware protection, security for VMWare, Citrix, Microsoft and KVM platforms, and powerful yet lightweight security for XenDesktop and Horizon have been its primary strengths.

HPE lays foundation for Hybrid IT with 3PAR Flash Storage Hewlett Packard Enterprise (HPE) announced set of 3PAR storage innovations to date, including a next-generation HPE 3PAR Operating System that provides a futureproof foundation for hybrid IT. As all-flash storage becomes the new normal, customers are realizing

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SME CHANNELS MARCH 2017

that pure-play all-flash systems cannot address the new requirements arising from this ‘third wave’ of flash evolution. These new demands go beyond the performance or cost of an individual flash array, meaning that all-flash storage vendors must also help customers simplify operations across the data

center, mitigate risks from edge to core to cloud and support hybrid IT transformation. The HPE 3PAR innovations announced today provide customers a futureproof solution for these third-wave demands with support for cloudnative applications, datacenter-wide orchestration, tier-1 resiliency

and a seamless path to emerging technologies such as storage class memory (SCM) and NVM Express (NVMe).

“Customers see all-flash storage as only one part of a hybrid IT strategy,” said Vikram K, Director, Datacenter and Hybrid Cloud, Hewlett Packard Enterprise India.

SNIPPETS

HP reiterates its security business with a fresh global campaign HP has introduced the first of a series of global initiatives to elevate awareness of the security risks facing businesses and consumers. In the series, Slater systematically hacks a company - from the mailroom to the boardroom - through overlooked vulnerabilities and poorly secured printers and PCs. This first installment reinforces that security is no longer just the responsibility of the network or is something at the perimeter, but a concern for everyone.

“As the universe of connected devices grows exponentially, so does the sophistication and magnitude of cyber attacks. Securing devices, data and identities is an imperative in driving continued confidence in technology and with whom and with what we choose to connect,” said Antonio Lucio, HP Chief Marketing and Communications Officer.”

Bitdefender announces GravityZone reward program for partners BD Software Distribution (BD Software), the Country Partner for Bitdefender in India, has announced reward program for its channel partners across India for purchases of Bitdefender’s award-winning Enterprise solutions.

The reward-based scheme has been launched to encourage the channel partner community and reward best performing partners for their significant contribution to Bitdefender’s business in India.

BD Software will reward its channel partners that manage to accomplish the target set for purchase of 3 to 300 user licences with an exclusive trip to Thailand.

ASUS bags landmark deal to supply 210,000 monitors ASUS has announced that it has won a tender to supply the Volkswagen Group, headquartered in Germany, with 210,000 monitors over the next three years. ASUS monitors were chosen thanks to their impressive image quality and durability.

These monitors also feature ASUS Eye Care technology that intelligently reduces the emission of blue light by up to 70 percent, helping to protect the user’s eyes and ensure more comfortable viewing. These ergonomically designed monitors feature tilt, swivel, pivot and height adjustments to ensure a perfect viewing position for users.

One of the models included in the deal is the BE24AQLB-G business LCD monitor. It has a 24.1-inch LED-backlit panel with a 16:10 aspect ratio, and features IPS technology for wide viewing angles and high-quality visuals.

ASUS was voted the 2015 LCD Vendor of the Year by the readers of leading IT magazines PC Games Hardware and Hardwareluxx. All ASUS monitors have benefited from the huge experience ASUS acquired in the B2C sector.

MY POINT

“With nearly 25 % of all IT workloads being managed in the cloud today, and the number expected to double by 2021, it is evident that the traditional on-premises IT environment is undergoing a profound change.”

ARUN PARAMESWARAN, MANAGING DIRECTOR, VMWARE INDIA

10 SME CHANNELS MARCH 2017

BlackBerry, Optiemus strengthens distribution ties BlackBerry Limited is announcing its next major agreement to license BlackBerry software and services for the production of secure BlackBerry Android handsets in more global markets including India, Sri Lanka, Nepal and Bangladesh.

The exclusive, long-term licensing agreement with leading Indian telecom enterprise, Optiemus Infracom Ltd follows BlackBerry‘s recent global licensing agreement with TCL Communication and PT BlackBerry Merah Putih in Indonesia. With this latest regional deal, BlackBerry has now achieved full global coverage for licensees in all markets to manufacture BlackBerry-branded devices, proving the company is delivering on its licensing strategy and accelerating its transition to be a leading security software and services company.

Under the terms of the agreement, BlackBerry will license its security software and services suite, to Optiemus Infracom Ltd.

Printpack India 2017: Konica Minolta exhibits its Printing, Web Solutions Konica Minolta has demonstrated its top of the line printing solutions including bizhub PRESS C1100/ C1085; bizhub PRESS C1070/C1060; bizhub PRESS 1250 and MGI JETvarnish 3DS at PRINTPACK India exhibition organised at India Expo Centre at Greater Noida.

The company’s top executives at the event also briefed the attendees about the unprecedented return on investments which printing businesses can garner, post the deployment of these state of the art solutions. ‘’We are glad to be a part of Printpack 2017 to showcase our exceptional printing and web solutions for printing businesses in India.

Konica Minolta will continue to participate in such strategic events which furnish us with an opportunity to help set new standards in India’s printing segment and demonstrate our distinguished capabilities in the field of technological innovation,’’ said Yuji Nakata, Managing Director, Konica Minolta India.

SNIPPETS

IT Spending in Securities Industry in India to reach $8.9B by 2017: Gartner IT spending by banking and securities firms in India will reach $8.9 billion dollars in 2017, an increase of 9.7 percent from 2016, according to Gartner, Inc. This forecast provides total enterprise ITs pending for internal spending and spending data on data center systems, devices, software, IT services and telecom services.

IT services will grow the fastest at 13.8 percent in 2017, as firms in the banking and securities industry invest more in business processes, specifically in business process outsourcing. The focus is on outsourcing the activities to achieve operational efficiency and reduce costs in the banking and securities industry in India.

“The banking and securities industry in India saw a sea of change from earlier years in 2016 due to the sudden demonetization announcement,” said Moutusi Sau, Principal Research Analyst at Gartner. “Banks are increasingly working to enhance their customer facing platforms and investing in payment tools.”

ESET kicks off multi-city Channel Meet with Channel Partners across India. Channel partner meet, roadshows and training program will be conducted across India to educate channel partners on ESETs version 10 new product portfolio, enterprise, SMB solution and technology alliance product portfolio.

The objective of channel partner meet is not only to improve know-how of ESET Consumer Products among partners, but also to enhance their technological competence on the ESET entire range of security solution which is vital for improving their overall business performance.

At the event, ESET Version 10 consumer product portfolio were showcased along with the Enterprise and SMB segment security solutions. ESET Smart Security Premium, ESET Internet Security, ESET Multi Device Security and ESET NOD32 Antivirus were the consumer products showcased during the event. In the SMB Segment ESET Business Security pack and ESET File Security Standalone Antivirus for Server were showcased. Deslock, Safetica and ESET Endpoint Security solutions were featured in the technology segment.

SHIPMENT SHARE BY VENDOR(%), INDIA PC MARKET CY 2015 AND CY 2016

EXECUTIVE MOVEMENT

Netgear appoints Marthesh Nagendra as Country Manager for India & Saarc AXILSPOT gets Govind Madhav to head Product Management & Presales

Ex- Intel Security executive joins WinMagic as VP & CTO

Sanjay Menon takes on as MD for Sapient India

Ajay Kogta to lead India Operations at Silicon Power.

12 SME CHANNELS MARCH 2017

SNIPPETS

Lenovo announces Innovative PC Manufacturing Process Lenovo has announced a new patent-pending Low Temperature Solder (LTS) process developed to improve PC manufacturing by conserving energy and increasing reliability. Ever since having to abandon the use of lead-based solder more than 10 years ago due to environmental concerns, the electronics industry has been searching for a solution to reduce heat, power consumption and carbon emissions by improving the tin-based solder process which replaced the older lead-based process.

The true innovation is in the science and testing required developing and validating the new LTS process. Lenovo investigated thousands of combinations of solder paste material composed of a mixture of tin, copper, bismuth nickel and silver, specific compositions of flux material and unique profiles of time and heat temperatures that combine to enable this process.

MICROSOFT, JHARKHAND GOVT. JOIN HANDS OVER CLOUD, MOBILE SERVICES The Government of Jharkhand signed a Memorandum of Understanding (MoU) with Microsoft India at the ‘Momentum Jharkhand: Global Investors’ Summit & Trade Exhibition’ today to leverage cloud technologies to drive the state’s digital ambitions. Under this MoU, Microsoft will support the state government to explore cloud, machine learning and mobile based solutions to improve citizen services and provide better facilities in the fields of education and agriculture.

The Government of Jharkhand has been using an advanced IT infrastructure to provide citizen services and aggressively driving technology led programmes such as Skill India and Digital India. Today’s MoU with Microsoft will help the Government access the best of Microsoft’s technology and expertise for the improvement of digital services to citizens and drive digital inclusion in the state.

Speaking on the occasion, Shri. Umesh Prasad Sah, Director - IT, Department of IT and e-governance, Government of Jharkhand, said, “Microsoft will work with the Government of Jharkhand to support the development of cloud and mobile-based solutions and support the use of machine learning and advanced visualization to help solve challenges in the fields of agriculture and education.”

Microsoft has been working closely with several state governments in India to support their digital infrastructure, enhance their citizen services and drive efficiencies in their administrative and governance operations.

Intel Security announces Unifying Strategy for partners Intel Security outlined a new, unifying approach for the cybersecurity industry that strives to eliminate fragmentation through updated integrated solutions, new cross-industry partnerships and product integrations within the Intel Security Innovation Alliance and Cyber Threat Alliance (CTA).

“Transforming isolated technologies into a cohesive security system is without a doubt the most daunting challenge facing practitioners today,” said Chris Young, senior vice president and general manager of Intel Security Group. “The battle against our adversaries cannot be fought alone; it will take people, products, organizations and industries working together to eliminate the fragmentation of security through automation, partnerships and unified architectures.”

The workforce shortage facing the cybersecurity industry makes it increasingly difficult to hire and retain employees. These scarce resources make it harder to maintain a coherent security architecture to prevent damage from and minimize the cost of emerging threats while embracing the potential of new open source, digital, cloud and security technologies.

Telit, Yokogawa to collaborate on IIoT Architecture Telit has announced it is collaborating with Yokogawa, a global leader in the industrial automation and control, test and measurement, aviation, and other business segments, on a brand new Industrial Internet of Things architecture created with the goal of propelling Yokogawa’s business model into a connected future. By combining Telit’s robust technological portfolio of communication modules, sensor onboarding, and device management capabilities with Yokogawa’s 100+ years of experience in providing devices, analytical instruments, and other industrial solutions, Yokogawa will be able to create new value for its customers. Telit will contribute three critical components to the Yokogawa IIoT Architecture: A broad portfolio of wireless IoT communication modules whose common form factors necessitate only one hardware design per global deployment, a diverse collection of industrial drivers and edge analytics which enable a robust sensor onboarding capability, and powerful connectivity.

14 SME CHANNELS MARCH 2017

Tenable expands Partner Ecosystem with Integrated SaaS Platform Tenable Network Security has announced that it is giving customers access to rich vulnerability data for better visibility into their risk posture through the Tenable.io partner ecosystem at RSA Conference 2017.

“Solutions that exist in a silo fail to give security teams the visibility and context needed to accurately assess risk in a modern IT environment,” said Renaud Deraison, Co-founder and Chief Technology Officer, Tenable. “That’s why Tenable.io was built from the start with openness and collaboration at its core, giving it the power and flexibility to meet the security needs of any business.”

As the first cloud-based vulnerability management platform built for today’s elastic IT environment, Tenable.io delivers a fully documented and easy-to-use application programming interface (API) and software development kit (SDK) to help customers and partners simplify the export and import of vulnerability, asset, threat and other data. In addition, Tenable is working closely with technology partners to deliver a wide range of pre-built integrations.

SNIPPETS

HP makes its Mobility Lineup more productive for enterprises

Canon boosts marketing with new offers in India

At Mobile World Congress 2017 has announced a dynamic new commercial 2-in-1 detachable along with a range of innovative accessories that empower people to work wherever, whenever, with connected mobile devices that are fun as well as functional, powerful and secure.. At the same time, they need applications that automate workflows in field services, government, healthcare, and retail verticals while delivering high productivity with the enterprise-class security and serviceability IT requires.

“Today, more than 60 percent of Millennials work from more than one location and by 2020 they will be a majority of the workforce. They want mobile devices that meet their on-the-go work styles,” said Michael Park, vice president and general manager, Mobility, Personal Systems, HP Inc. “Only HP is combining these amazing mobile form factors with the built-in security and vertical workflow capabilities with a lower total cost of ownership.”

Dell EMC simplifies Hybrid Cloud Adoption

Canon India has announced an ‘EXCHANGE TO UPGRADE’ deal, with its high yielding refillable ink tank printers, the PIXMA G series printers. On exchanging an old printer consumers could bag a discount of INR 599 on the price of the new printers.

In this offer Canon offers its best in class printers i.e. Canon PIXMAG1000, Canon PIXMAG2002, Canon PIXMAG3000 and Canon PIXMA G4000. The PIXMA Ink Efficient G Series printers deliver high page yield at a low cost per page to help users save more and boost productivity. Designed for small and home office use, the printers are compact and feature integrated ink tanks, minimizing the overall size. Some Notable features of the PIXMA GSeries - These printers use FINE (Full-photolithography Inkjet Nozzle engineering) technology to create high-density print heads with microscopic ink droplet sizes to provide high resolution print quality.

- Features new integrated refillable ink tanks with print yield as high as 6000 pages mono prints and 7000 pages color prints. The printers have individual ink tanks for Cyan, Magenta, Yellow and Black.

- Integrated ink tanks which significantly reduce the width of the printer and provides high visibility of ink to consumers. The ink bottles are designed to minimize potential spills and leaks.

The G Series range starts with INR 8995/- for the basic model and goes up to INR 16995/- for the wireless and ADF model. The replacement ink bottles are priced at Rs. 499/ per unit. This offer is available till March 15, 2016 and can be availed at all Canon Image Square stores, IT Resellers and National Retail chains across the country.

Complying with the E-Waste (Management) Rules, Canon India would dispose the old printers in an environment friendly manner.

Dell EMC has announced that its turnkey hybrid cloud platform, Dell EMC Enterprise Hybrid Cloud (EHC), will be available for the first time on Dell EMC VxRail Appliances, the company’s hyper-converged infrastructure offering that has seen substantial market adoption since its launch a year ago. As organizations increasingly move towards hybrid cloud as an enabler for IT transformation and adopt hyper-converged infrastructure (HCI) for mission critical workloads, Dell EMC EHC on VxRail Appliances allows organizations to scale out as their demand for hybrid cloud services expand.

The Dell EMC VxRail Appliance family of fully integrated, preconfigured and pre-tested HCI appliances offers the industry’s only HCI appliances powered by VMware vSAN and jointly engineered with VMware.

VMware, VizExplorer announce Veeam Software Builds Capability partnership to deliver Integrated for Better Coverage In moves furthering its dominance in the Cloud, Veeam Software, the IoT solutions VMware has announced a partnership to develop integrated IoT solutions.

The first expected offering from VizExplorer and VMware is a healthcarespecific solution that can help optimize device and patient operations in hospitals. By bringing together VizExplorer’s advanced analytics and visualization solutions and VMware’s ability to manage, monitor and secure all IoT devices, hospitals should be much more able to manage, visualize and understand usage of hospital devices, their locations and the activities of patients and staff.

16 SME CHANNELS MARCH 2017

innovative provider of solutions that deliver Availability for the Always-On Enterprise, is strengthening its Cloud business with more senior leaders, new innovations and initiatives to ensure its ecosystem of more than 14,300 global Veeam Cloud & Service Provider (VCSP) partners and 45,000 resellers will help customers accelerate Cloud adoption. Availability solutions leveraging multiple cloud infrastructures are a critical component of any company’s Digital Transformation efforts. According to IDC, over the next three years, 67 percent of enterprise IT infrastructure and software will be focused on the Cloud. With information at the nucleus of any organization, Cloud based DRaaS will be essential.

Erschwingliche sichere Aufbewahrungslösung

10GbE-fähige NAS mit umfangreichen Geschäftsanwendungen

C

Quad-Core

1.7

M

GHz

Y

10GbE SFP+ Port

x2

Redundant/ Single PSU

M

MY

Y

MY

K

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VJBOD für maximale Speichereffizienz

Die TS-x31XU-Serie ist 10GbE bereit mit zwei 10GbE SFP + Ports, die die volle Unterstützung von 10GbE High-Speed-Netzwerken zu einem erschwinglichen Preis mit maximiertem ROI ermöglichen.

Erweitern Sie den Speicherplatz von anderen QNAP NAS mit dem unbenutzten Speicherplatz der TS-x31XU Serie. Diese wirtschaftliche Speichererweiterungstechnologie ermöglicht es Ihnen, virtuelle Speicherpools und Volumes auf virtuellen Festplatten für den Betrieb von NAS-Diensten zu erstellen.

Zentraler Sicherheitsspeicher, Backup und Sharing

Schnelle IoT Entwicklung mit Container Station

Sichere Speicherlösung für Datensicherungs-, Dateifreigabe- und Virtualisierungsanwendungen, gepaart mit einer hardwarebeschleunigten AES 256-Bit-Voll-NAS-Volumenverschlüsselung für noch mehr Sicherheit.

Container Station bietet eine ideale IoT-Plattform mit unzähligen verfügbaren Container-Apps und ermöglicht den Entwicklern eine schnelle und einfache IoT-Implementierung.

TS-431XU / TS-431XU-RP

TS-831XU / TS-831XU-RP

Copyright © 2017 QNAP Systems, Inc. All rights reserved. www.qnap.com/en-in/

TS-1231XU / TS-1231XU-RP

QNAP Systems Inc., (INDIA) | indiasales@qnap.com Challam Towers, New No. 113, Dr. Radha Krishan Salai Road, Myalpore, Chennai - 600 004 Tamil Nadu

SNIPPETS

Media Expo 2017: Epson debuts signage printers Epson, has participated in the Media Expo 2017 held from 23rd–25th of February 2017 at Bombay Convention and Exhibition Centre, Goregaon (E), Mumbai.

This year’s edition was focused on signage printing and Epson being a key player in this segment is aiming to reach out to a large number of audience. Epson showcased their solutions in 3 main categories- signage, soft signage, and high quality signage space.

“Media Expo has tremendous potential and a reputation of bringing the best of technologies under one roof. The platform will give us the opportunity to showcase our products and interact with niche audience. We are excited about the expo and invite people to come and experience the latest technology in the signage industry” said Mr Vasudevan, Deputy General Manager - Prographic Products, Sales & Marketing, Epson India.

CA Technologies gets iValue onboard as VAD in India

DIGEST FORTINET DEBUTS TERABIT FIREWALL APPLIANCE 100 GBPS NGFW CHASSIS Fortinet has announced new solutions that expand Fortinet’s top-tier enterprise firewalls for enterprise, data center, and service provider customers. The FortiGate 3980E is the world’s first security appliance to achieve Terabit per second (Tbps) firewall performance and the FortiGate 7060E delivers market-leading 100 Gigabit per second (Gbps) of next-generation firewall throughput in a chassis form-factor.

Both enterprise firewalls leverage Fortinet’s advanced Security Processing Units (SPU) to deliver unprecedented performance, effortless scale, and superior Security Fabric defenses so large enterprises don’t have to compromise between security features or network speed disruption.

GIGABYTE BRINGS IN AM4 RYZEN COMPATIBLE MOTHERBOARDS

CA Technologies (NASDAQ: CA) has announced it has appointed iValue InfoSolutions as a Value Added Distributor (VAD) for India and the South Asian Association for Regional Cooperation (SAARC) region to grow the mid-market segment and address customers’ needs in their digital transformation journey. iValue InfoSolutions (iValue) is one of the leading technology enabler that provides compelling and complementary offerings in the areas of digital asset protection and data, network & application management.

Welcoming iValue InfoSolutions, Saivijay Khanagav, Senior Director, CA Technologies Partners and Channels in India & SAARC Region said, “Partners are an important part of our growth strategy for India & SAARC. iValue with its technical skills, expertise and wide distribution network in the mid-market segment complements CA’s technology leadership.

GIGABYTE TECHNOLOGY is proud to announce the rise of the AORUS Gaming Series Motherboards on the New AM4 Ryzen Platform from AMD. The AM4 Platform will host the X370, B350 and A320 Chipsets which will support the Ryzen CPUs. GIGABYTE will have all three chipsets available, each fully optimized for CPUs with 8-Cores and 16 Threads, for consumers who are interested in any segment of the platform.

With anticipation building for the new platform, GIGABYTE has made no compromises with its innovative technologies.

Analog Devices, Arrow Electronics become Global Distribution Partner

Amazon Web Services, Inc. (AWS), an Amazon.com company (NASDAQ: AMZN), today announced Amazon Chime, a new unified communications service that makes meetings easier and more efficient than ever before. With Amazon Chime, customers can start high-quality video and audio meetings with one-click, allowing customers to host or join a meeting, chat, and share content and screens with a seamless, synchronized experience across desktops, iOS, and Android devices.

Analog Devices has announced that it has selected Arrow Electronics as its strategic distribution channel partner operating globally. ADI will retain its current regional distributor network but will employ Arrow as its sole global distribution channel partner. The move is aimed at enabling a deeper level of support and greater breadth of services for ADI’s customers, who under this new and simplified structure will have the ability to leverage a strong, focused channel team, and draw on a comprehensive suite of end-to-end support services ranging from design and prototyping to logistics support.

“Analog Devices continues to invest on behalf of our customers, including expanding our direct sales team and, today, strengthening our channel operations by deepening our engagement with Arrow,” said Martin Cotter, senior vice president, Worldwide Sales and Digital Marketing, Analog Devices.

Global Server Revenue Declined 1.9 Percent in Q4’16 In the fourth quarter of 2016, worldwide server revenue declined 1.9 percent year over year, while shipments fell 0.6 percent from the fourth quarter of 2015, according to Gartner, Inc. In all of 2016, worldwide server shipments grew 0.1 percent, but server revenue declined 2.7 percent.

From a regional perspective, Asia/Pacific was the only region to exhibit positive growth in both shipments and revenue in the fourth quarter of 2016. All other regions declined, with Latin America experiencing the largest decline in shipments (12.2 percent, while the Middle East and Africa declined 14.7 percent in terms of revenue. HPE led the worldwide server market based on revenue in the fourth quarter of 2016 .

18 SME CHANNELS MARCH 2017

AWS ANNOUNCES UC SERVICE ‘AMAZON CHIME’

RSA CHALLENGES ENTERPRISES TO RE-IMAGINE THEIR ‘IDENTITY STRATEGIES’ RSA, a Dell Technologies business has showcased a series of enhancements to its RSA SecurID Access offerings, helping to enable organizations to provide stronger identity protection without sacrificing ease of use or forcing users to take on additional security burdens. The enhancements come as RSA unveiled new Business-Driven Security solutions that comprehensively and rapidly link security incidents with business context to respond effectively and protect what matters most.

The new identity assurance services offerings are designed to address current challenges organizations face in today’s evolving world of security.

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SNIPPETS

D-Link Starts Selling 4G Routers and Dongles D-Link introduces 4G LTE Dongles & Routers in India. The new set of connectivity devices by D-Link support the latest 4G mobile communication standard thereby allowing users to enjoy wireless Internet access at a much higher speed, and since these are unlocked devices they work with all service providers.

The newly introduced 4G range of products include DWR-222 (4G LTE USB Adapter), DWR-910 (4G LTE USB Router), DWR-932C (4G LTE Mobile Router) and DWR-921 (4 Port 4G LTE Router).

“The roll out of 4G services has revolutionized internet & data connectivity in the country. As the second largest mobile market in the world, India is in the forefront when it comes to embracing new technology & innovation” said Anoop Jarial, VP – Product Marketing, D-Link.

Kaspersky, VR Infotech jointly conduct ‘Mystery Shopping’ exercise with partners Kaspersky Lab has partnered with its national B2C distributor VR Infotech to conduct a ‘Mystery Shopper’ exercise to get a step closer to all its retailers. It’s an unprecedented move in the largely textbook marketing techniques that the cyber security companies in India follow.

Mystery shopper is a popular tool to gauge the quality of service a customer receives when purchasing a brand’s products. Gaurav Punekar, a marketing executive at Kaspersky Lab, was the mystery shopper. Delhi’s popular IT markets, such as Nehru Place, District Centre Janakpuri and Lakshmi Nagar Market were picked for the exercise. Gaurav walked into shops that sell cyber security products. He posed as a customer who’s looking for advice to buy a cyber security product that’ll meet his requirements.

Ixia goes all in Channel Sales Model for Enterprise Customers Ixia has confirmed its unwavering commitment to the company’s expanding global network of reseller partners by instituting a 100 percent channel sales model for enterprises seeking new Ixia solutions. Ixia works closely with channel partners worldwide to maintain excellent customer relationships and deliver end-to-end, lifecycle solutions that meet the critical business and technology needs of the enterprise.

“Ixia fully recognizes that our global partner ecosystem plays a vital role in delivering the innovation, expertise, and excellence enterprise customers are seeking today,” stated Bethany Mayer. “Relying 100 percent on channel partners to provide world-class service to enterprise customers reaffirms our confidence in every organization participating in our Channel Xcelerate Partner Program.”

To date, more than 800 partners worldwide have joined Ixia’s Channel Xcelerate Partner Program, enabling resellers to offer solutions that help enterprises ensure network and application performance, harden security, and validate technology investments. These solutions include:

eScan delights PAN India partners with exciting incentives eScan has introduced ‘Special Incentive Program’ for its channel partners and their sales team. The special incentive program is designed to reward the channel partners and their sales persons for their contribution towards the growth of eScan products. The rewards range from travel vouchers to various gifts. The offer is valid for all the sales made from 1st January to 31st March 2017.

The specially designed program is valid on purchase of eScan’s products for Business and Corporate/ Enterprise segments. eScan values its relationship with the channel partners and this scheme rewards their commitment for their contribution to make the company reach the end users.

Being a channel oriented brand, eScan has always supported its partners with unique and exciting offers and has been rewarding them for their dedication and consistent efforts towards the brand. The incentives are valid for both new purchase and renewals. Partner needs to sign up the ‘Partnership Agreement’ to qualify for the schemes. To qualify for the incentives, partners in India need to purchase eScan products directly from eScan authorized distributors only in their respective states. The partners can claim the gifts upon submitting their purchase invoices from the respective authorized eScan Distributor or Sub Distributor any time during the offer period.

20 SME CHANNELS MARCH 2017

Inspira join hands with Alibaba over Cloud Services Inspira Enterprise India Pvt. Ltd. (“Inspira”) has announced it has been selected as a marketplace partner of Alibaba Cloud, the cloud computing arm of Alibaba Group.Inspira will resell Alibaba Cloud’s Services in India, extending Alibaba Cloud’s reach to major cities and industrial belts in the country.

This partnership provides sophisticated cloud-based solutions to accelerate the growth of businesses in India. As per IDC FutureScape: Worldwide Cloud 2016 Predictions, spending on public cloud is expected to reach over $112 billion in 2019, with a compound annual growth rate (CAGR) of 18.3% — about six times the rate of overall IT market growth. In 2019, public IT cloud services are expected to drive nearly 20% of the $675 billion aggregate spending in applications, development and deployment tools, whereas spending on infrastructure software, storage and servers, will account for 59%.

Inspira will provide Alibaba Cloud’s comprehensive suite of global cloud computing services to help power and grow enterprises, including Alibaba Cloud’s global footprint of internet data centers low latency, massive data crunching and processing capabilityand anti-DDoS technology tosafeguards web applications.

SNIPPETS

Vertiv VARs have a chance to ‘Bill More Gain more’

DIGISOL PLEASES PARTNERS WITH EUROPE TRIP

Vertiv, formerly known as Emerson Network Power has announced a lucrative, ‘Bill More Gain More’ program for its Value Added Resellers (VARs) in India. This unique offer applicable to small and micro Uninterruptible Power Supply (UPS) solutions (up to 20 kVA) has been unveiled to reward channel partners for their continued commitment towards the company. This offer gives channel partners a chance to redeem payback points and avail payout options for all sales made within the quarter ending March 31, 2017. Commenting on the program, Gopakumar Ambujakshan, director, product management (small and micro UPS), Vertiv, India said, “Our channel partners are integral to our sales strategy and as part of our ongoing commitment towards them, we’ve come out with a profitable offer to motivate and reward them for their continuous support.”

DIGISOL Systems has rewarded its partners with 4 night and 5 days trip to three countries in Europe. The trip was organized for all the partners to celebrate their achievements. The DIGISOL “Chalo Europe” was organized from 8th Feb to 12th Feb 2017 and had over 25 partners joining from South and East.

The trip to Europe was packed with lots of exciting activities that included a visit to Prague – Czech Republic, Vienna – Austria, Budapest – Hungary. Plus drive through 4th Capital Bratislava – Slovakia.

“It is our constant endeavor to work closely with our partners across the country and we will continue to introduce number of incentive programs for our partner community. The purpose of this trip was to reward partners. The tour helped to bring a refreshing change in our partner’s daily routine and to give all the participants time to consolidate and move forward with more vigor and purpose in the coming year”. says Mandar Joshi, Head - Channel Business, DIGISOL Systems Ltd. Arun Kumar, Gold Line Datatech Pvt Ltd. said, “It was indeed a pleasure to be a part of the DIGISOL partner event held at Europe. Needless to say that the entire event was well managed & all partners were taken due care of.”

IESA Launches Hyderabad Chapter IESA, India Electronics and Semiconductor Association the premier trade body representing the Indian Electronics System Design and Manufacturing (ESDM) industry, today announced the launch of their Hyderabad Chapter. The key objectives of setting up an office in Hyderabad is to widen the eco-system, acquire new members and strengthen the supply chain in the region. This move will boost the electronics, hardware and semiconductor startups and firms in the state with the required support and information. There will also be a large thrust on the Aerospace & Defense manufacturing too.

Telangana contributes to 6% of the electronics production in the country and aims to reach a revenue of more than $10Bn and provide employment to 1.75L citizens. The Telangana Government is planning to make Hyderabad as the hub of ESDM and is pursuing to attract investments into the two ESDM clusters at e-City Manufacturing Cluster and Maheshwaram Science Park. With a view to facilitating investments in the electronics manufacturing industry, IESA has gearing up to strengthen operations in Telengana this year.

Cognizant acquires Brilliant Service Cognizant has announced the acquisition of Brilliant Service Co. Ltd., an intelligent products and solutions company headquartered in Osaka, Japan, specializing in digital strategy, product design and engineering, the Internet of Things (IoT), and enterprise mobility.

Founded in 2004, Brilliant Service helps organizations build connected businesses by leveraging innovative smart device solutions. The company provides end-to-end Android/iOS applications, embedded software, user experience design and online-to-offline services to major corporations in Japan, who are seeking to create engaging customer experiences. Its client roster includes many of Japan’s top telecommunications, manufacturing, and consumer goods companies.

“Products in every industry are becoming ‘smart’ with sensors, analytics, and new content.

Intelligent products and solutions are key to building real-time businesses that can quickly respond to evolving customer and technology demands,” said Jayajyoti Sengupta, Asia Pacific Head at Cognizant.

22 SME CHANNELS MARCH 2017

Internet grows to 329.3M Domain Name Registrations in Q4’16: Verisign report VeriSign has announced that approximately 2.3 million domain name registrations were added to the internet in the fourth quarter of 2016, bringing the total number of domain name registrations to approximately 329.3 million across all top-level domains (TLDs) as of December 31, 2016.1,2 This data is shared in the online version of the Domain Name Industry Brief that launched today.

The .com and .net TLDs had a combined total of approximately 142.2 million domain name registrations in the domain name base3 in the fourth quarter of 2016. This represents a 1.7 percent increase year over year. As of December 31, 2016, the .com domain name base equaled 126.9 million domain name registrations, while the .net domain name base equaled 15.3 million domain name registrations. New .com and .net domain name registrations totaled 8.8 million during the fourth quarter of 2016. In the fourth quarter of 2015, new .com and .net domain name registrations totaled 12.2 million.

SME BIZ

PRYSM INC

INCREASED USE OF CONNECTING DEVICES DRIVING OUR BUSINESS MOMENTUM With global enterprise content collaboration market expected to double by 2020, India will play an important part of this growth. The point of significance here is, how companies can really provide the ROI from an innovation and business growth perspective. Here, we feel company like Prysm with its UC solution has a great role to play.

BY SATINDER KAUR

skaur@smechannels.com

T

he entire world of work—whether an office, hospital, bank, airport, or manufacturing factory—is striving to make work safer, simpler, more logical, reliable, and linked, and less costly. Central to all this is the visual workplace. So, if we look at the current market dynamics, companies are using an amalgamation of tools intended to do specific tasks. For instance; companies are using skype for business/Cisco telepresence for face to face collaboration and content streaming. Prysm offer solutions which combine live applications, content, video conferencing, and the web into a touch-interactive visual workspace. It has made substantial progress from the days of plain vanilla video conferencing to conferencing solutions that are more collaborative as well as provide a richer user experience. The next wave of growth in the enterprise collaboration and employee productivity space, will come from innovation of a different level altogether. This is where the concept of virtual workplace comes into the picture.

Most of the enterprises today are turning to unified communications to keep their overhead low and ensure a seamless communications flow.

By embracing this concept, companies stay connected and communicate more effectively. This enables faster response time to both coworkers and customers, improving productivity and ensuring exceptional customer service. Whether

24 SME CHANNELS MARCH 2017

employees are working remotely or traveling for business, they can interact with team members and respond to customers in the shortest possible time. Kumar GB, Vice President - Asia Pacific, Prysm Inc,”In this space, we position ourselves as Visual Workplace solutions provider. The beauty of our solutions is the fact that Prysm Visual Workplace is compatible with all the existing solutions available in the market. Prysm solutions work seamlessly with most 3rd party collaboration solutions, transforming them into a unified touch-based agnostic platform.”

According to a commissioned report by Forrester, Prysm solutions can increase the number of projects completed per employee by 2X, decrease time required to put recommendations into market by 33% and improve information recall from meetings by 30%.

Talking about road map ahead for India and kind of customers that Prysm would target to acquire Kumar GB explains, “We truly believe in the potential India has to offer, our business model combined with the ROI achieved by our customers are in line with Indian market scenario.

In fact, few of our customers who implemented our solutions in India are also now customers in the U.S. and Europe.

Though, the U.S. is still the fastest growing market for us, essentially because we have been there for long time, India could be the second larg-

KUMAR GB, VICE PRESIDENT - ASIA PACIFIC, PRYSM INC.

“WE HAVE SIGNED UP WITH A NUMBER OF CHANNEL PARTNERS IN INDIA AND GLOBALLY. MOST OF THE FULFILLMENT IS DONE THROUGH THEM, BUT WE ALSO HAVE VERY FEW DIRECT CUSTOMERS.” est market with respect to our software business.”

Besides enterprises, the government sector in India also holds huge potential for Prysm with the push towards ‘Digital India’, special-purpose clouds and applications that focus specifically on connecting devices and machines; will drive company’s business momentum.

Regarding the channel partners, Kumar GB said, “We have signed up with a number of channel partners in India and globally. Most of the fulfillment is done through them, but we also have very few direct customers. Recently, we signed with WWT, $8 billion dollar Channel Company and one of the largest channel partners in our business. We are also working with some other premium channel partners like AVI-SPL, Impianti, Pentatel, Polymedia, Smart AV and Yorktel.”

PARTNER CORNER

VIJAYBABU RAMADOSS, DIRECTOR, CALIBRE NETWORK SOLUTIONS, CHENNAI (TN), INDIA

MATRIX ALWAYS HELPS PARTNERS STAY ABREAST WITH LATEST INFORMATION With the advent of new technologies like IoT, forthcoming launch of 5G and strong push towards digitalization, mobility and security, the growth is going to be abundant for Telecom sector and thereby for the integrators. These are the market trends that customer and partner are looking forward to in the coming years, irrespective of the steady growth in Video Surveillance industry.

Brief us about your company?

Calibre Network Solutions (P) Ltd was founded in 2008 and has been an esteemed player in IT, Security and Building Automation solutions. Our solutions are tuned to deliver high performance, end to end system integration services to an ever increasing communication challenge of organizations and customers across diverse verticals.

What is your turnover and growth percentage?

Calibre Network Solutions (P) Ltd is growing at 10-12% every year with our last year’s turnover reaching a 50 million INR, which is a milestone achievement!

What kind of solutions and products you are dealing in?

As a system integrator and channel partner of many OEM’s, our primary focus is on Networking solutions such as Structured cabling of Data and Voice, PBX, Enclosures and CCTV Security solutions. We are associated with Matrix for Telecom solutions along with many other organizations.

How do you find telecom market in India?

Needless to say that it is a growing market wherein India is the second largest in the world for internet user base and number of telephone users. This

26 SME CHANNELS FEBRUARY 2017

industry has grown over twenty times in just ten years and it has helped to increase the transparency of governance with the introduction of e-governance in India.

How do you find Matrix products in terms of its advantages vis-àvis other brands?

We have been receiving good response from customers with no escalation on services, which implies that the product has satisfactorily come through with the customer’s requirement.

What is your strength in terms of market reach?

Building relationship with customers, training the technicians and after-sales support are our strengths. We have a handful of loyal customers whom we have served for years based on the above success mantra.

What kind of benefits you are getting for being MATRIX partner?

Matrix Telecom products and solutions not only benefit the partner but customers as well. Having little over six months of experience with Matrix as a channel partner, we found that the after-sales support on the technical front is remarkable.

Furthermore, conducting trainings and webinars from time to time would not only keep help part-

“BUILDING RELATIONSHIP WITH CUSTOMERS, TRAINING THE TECHNICIANS AND AFTER-SALES SUPPORT ARE OUR STRENGTHS.” ners stay abreast with latest information but also motivates us to share such updates with customers, which eventually would keep them gratified.

Can you give some important tips for your peer group aspiring to take up VoIP into their portfolio?

Today, VOIP technology is no longer restricted to enterprise customers. More and more SMB customers have started realizing the benefits of VOIP over the traditional Analog telephone system on various aspects such as higher ROI, scalability and resiliency among others.

VoIP is the future of telecommunications, whether we talk about the consumer market or the enterprise. In fact, if we are to judge it on the basis of how it enriches human-to-human bonds and how it enables better collaboration, it may very well bring out the biggest change in the Indian Unified Communication industry.

SME BIZ

LENOVO INDIA

3ES OF LENOVO’S CHANNEL STRATEGY -ENGAGEMENT, ENABLEMENT AND EASE OF BUSINESS SMEs in India were hit by demonetization in the last few months. However, they do have a reason to cheer about with a tax cut of 5% that affects 95% of SMEs in India and Lenovo will be a major factor in contributing to the proliferation of both cutting edge end user computing devices as well as datacenter backbone appliances

How would you define Lenovo in three aspects? Also, share its vision.

At Lenovo, we see ourselves as an entrepreneurial, customer-centric, and credible organization. We are constantly tuned to our customers’ feedback and insights which helps us bring out the best of innovation. Our vision is to be the most preferred vendor in the computing platform for our partners and customers.

What difference is Lenovo making in the industry and how your offerings better than the competition?

Lenovo, as a brand, is changing the way people look at their PCs. Be it the legendary ThinkPad brand known for its reliability or the Yoga brand which pioneered the 2-in-1 ultra-portable category, or the Moto portfolio that customers are awed by, with every new innovation, Lenovo has embodied its philosophy of ‘Different is better.

What strategy do you adopt to maintain your position as an innovator and how do you plan to sustain this in future? l We adopt a Different is Better Strategy for all our brands. Every product will always be different –we want it to stand out in a customer’s mind from a usability perspective (Not just on performance and specs). We conduct a lot of customer research based on which we keep innovating, always keeping the customer’s requirements in mind l At CES, we launched a new ThinkPad X1

28 SME CHANNELS MARCH 2017

Carbon that comes with Quad HD display and thunderbolt ports apart from the ultra-tough carbon fiber base that makes it the lightest business laptop today l Our Systemx Brand of servers don’t just break performance records every year; they are also the most silent servers in the industry today. If you have ever heard the noise that an average datacenter makes, you shall appreciate the fact that our servers are designed to ensure an almost silent operation, with <35 decibels of sound

channel policies in India and our channel satisfaction and NPS scores with Partners is at an all-time high. Lenovo’s channel strategy is three-fold – Engagement, Enablement and Ease of business

Share your views on the current SMB landscape in the country and SMB expectations from end to end players like Lenovo l With the GST rollout, the tax base is expected to be broadened and all SMEs will be expected to computerize their billing systems in some form or the other. This will give rise to the need for light end-user computing devices such as laptops and tablets that can be placed on small retail counters for billing and recording purposes. l Also, an additional 1 million point of sales systems are expected to be deployed across the country to aid digital payments. This is going to significantly increase the need to strengthen allround datacenter infrastructure.

Channel management is not luck but it is a method. What is the key mechanism you have adopted to achieve effective channel management? Please share some interesting facts on managing the distribution network?

Our Channel management has three pillars: l Operational - We have an integrated support structure comprising of sales, marketing and customer support that automates a lot of processes for our channel business with clear TATs l Analytical – We are starting to build this capability now – to assess potential partner issues that we can proactively address and resolve. It could on any issue ranging from claims to services l Collaborative – We have our own Partner Advisory Council that takes a very transparent view of how things are working currently, and advises Lenovo on how we could improve customer experience. The outcome is usually a set of joint actions validated by partners. This is a unique property by Lenovo.

What is your channel strategy to encourage and support channel partners to sell and service Lenovo’s products?

Lenovo is and has always been a partner-first company. We have one of the most transparent

What is your channel base in India? What are your unique initiatives for channel nourishment in 2017? How do you ensure partner profitability along with the revenue growth?

LENOVO INDIA

SME BIZ

Our commercial and distribution channel base comprises of close to 3,500 partners. A tiered partner structure with differentiated offerings helps partners grow and realize their full potential. Some of our unique initiatives for core partner base includes medical insurance and other motivational tools to keep partner sales engaged and involved with day to day business at Lenovo.

With the increasing online commerce, do see a change in role of the channel partners?

Online commerce is merely a means of fulfillment. In the commercial PC and datacenter space, our partners deliver a lot more in value than just fulfillment. Partners, also, deliver solutions to customers that are tailor made to their benefit.

With the growth in Indian cloud service providers, we are seeing a shift in the partner mindset as not just a system integrator, but also as a customer service provider with fixed infrastructure and technology investments 9. What are Lenovo’s priority areas for India in 2017? What initiatives has Lenovo lined-up for SMB market this year?

Our priority areas in 2017 include medium businesses which are expected to grow by 8% YoY one of the largest growth rates in the commercial segment that we see for both PCs and datacentres.

We hope to increase our penetration from 170 cities to 200 cities and reach out to small businesses. We will also be focusing on making our customer experience better this year.

We see SAP HAHA penetration to increase by more than 30% on their traditional 7500 customer install base. Owning more than 50% of market share in this space with our System x servers, we expect to dominate this place.

Are you looking at partnering channels at Tier 2, 3 & 4 level?

What is the adoption & awareness rate there?

Today, tier 2 cities are reaching the awareness and adoption levels of tier 1 cities and we foresee the emergence of a Top 20 super-cities concept in India. There is significant awareness across Tier 3 and Tier 4 cities but adoption has been a challenge due to lack of infrastructure and reach.

We are rolling out a comprehensive training program of value channels at tier 2 and tier 3 levels.

This exercise will equip them with the required skills to deliver and ramp-up our solutions and thereby, grow in the market.

PANKAJ HARJAI, DIRECTOR OF NATIONAL COMMERCIAL CHANNEL AND SMB, LENOVO INDIA

“SOME OF THE BIGGEST CHALLENGES THAT SMES FACE IN INDIA ARE SHORTAGE OF SKILLED AND EDUCATED MANPOWER, AND LACK OF TECHNOLOGY ADOPTION. PC PENETRATION WITH SMES STANDS AT LESS THAN 40% WHICH IS EXPECTED TO CHANGE THIS YEAR.”

SME CHANNELS 29 MARCH 2017

TOP VADS

1

INGRAM MICRO VISIONARY JAISHANKAR KRISHNAN

MANAGING DIRECTOR

PRODUCTS & SOLUTIONS

CONTACT DETAILS Godrej IT Park, B-Block, 5th Floor, Pirojshanagar, Vikhroli (West), Mumbai- 400 079 Contact – 91-22-39894645 Website - www.imonline.co.in

TURNOVER

FY 2014

30 SME CHANNELS MARCH 2017

FY 2015

NA

Last 3 years

NA

ngram Micro Inc. is the world’s largest technology distributor, providing sales, marketing and logistics services for the IT industry worldwide. Ranked at number 62 in the 2015 Fortune 500, the company operates in 160 countries with approximately 200,000 customer worldwide, including retailers and IT resellers.

With revenues of more than $46.5 billion for fiscal year 2014, Ingram Micro Inc. is focused on maximizing shareowner value and achieving customer satisfaction through innovation in the Information Technology (IT) supply chain. With the dramatic changes driven by technology, companies located throughout the IT supply chain are required to reevaluate their business models to deliver maximum value to businesses and consumers. Distributors, technology solution providers, retailers and IT manufacturers have changed their business models to add value with innovative services and offerings that drive costs out. Distributors that remain successful in this industry have large scale and volume, global coverage, unparalleled standards and accuracy for logistics services, as well as financial strength to support growth and remain competitive. Ingram Micro is committed to transforming the value proposition for technology distribution and is the leading company in this industry.

Innovation is the key differentiator between Ingram Micro and other IT distribution companies.

NA

I

Ingram Micro and its subsidiaries market and distribute more than 280,000 products - the largest product offering available in the industry. The company markets computer hardware, networking equipment, and software products from over 1400 suppliers, including desktop and notebook personal computers, servers and workstations, personal digital assistants, wireless devices, mass storage devices, CD-ROM, CD-RW and DVD drives, monitors, printers, scanners, modems, networking hubs, routers and switches, network interface cards, components, business applications software, entertainment software, consumer electronics, and computer supplies and accessories.

FY 2016

TOP VADS

REDINGTON INDIA LIMITED VISIONARY

2

PS NEOGI

JOINT CHIEF OPERATING OFFICER OF IT DIVISION

CONTACT DETAILS Guindy House, 95 Anna Salai, Guindy, Chennai - 600 032 Contact -&nb sp; +9144-30287901 Website - www.redingtonindia.com

H TURNOVER

31,622.68Rs

13,065.52Rs

13397.92Rs

Last 3 years

FY 2013-14

FY 2014-15

FY 2015-16

aving commenced its operations in 1993, Redington, along with its subsidiaries, has been providing end-to-end supply chain solutions for all categories of Information Technology products (PCs, PC building blocks, networking, software and enterprise solution products) and Consumer and Lifestyle products (Telecom, Digital Lifestyle products, Entertainment products and Digital Printing Machines) to over 100 international brands and building relationships with major brands for years.

With its corporate office in Chennai, it has 56 sales locations, 70 owned service centres and 292 partner service centres across India.

Redington has built its business on very strong ethical and commercial fundamentals which has not only helped it to consistently exceed the industry growth rate, but has also enabled to firmly establish it as the “partner of choice” with most of its vendors and business partners.

SME CHANNELS 31 MARCH 2017

TOP VADS

3

HCL INFOSYSTEMS LTD. VISIONARY BIMAL DAS

JOINT PRESIDENTENTERPRISE DISTRIBUTION, HCL INFOSYSTEMS LTD.

CONTACT DETAILS E-4, 5 & 6, Sector 11, NOIDA - 201301, UP Contact - +91 120 2526518/19, 2520977 Website - www.hclinfosystems.in

TURNOVER

FY 2014

32 SME CHANNELS MARCH 2017

FY 2015

3775 Cr

6284 Cr

Last 3 years

7955 Cr

A

listed subsidiary of HCL, HCL Info Systems has a long-standing history of being involved ever since the inception of the IT industry in the country. With already a presence in 170 cities, 505 more points of presence are reaching 4,000 towns throughout India and operations in emerging markets including South Asia, Middle East and Africa. It has a strong distribution network of 93,000 outlets in over 9,000 towns in India. HCL Infosystems’ has one of the largest sales and distribution network in the country and provides valueadded distribution for partners. The company operates under three primary segments, namely Computer Systems and related products and services, Telecommunication and Office Automation and Internet and related services. Its manufacturing facilities are based in Chennai, Puducherry and Uttarakhand.

Today, HCL Infosystems has become one of the leading System Integration companies in the country, implementing several turnkey Systems and Networking Integration projects nationwide and across most of the vertical business segments. It has developed customized and efficient system integration solutions designed to fuel the Indian growth engine.

FY 2016

TOP VADS

INFLOW TECHNOLOGIES VISIONARY

4

BYJU PILLAI

PRESIDENT AND CEO, INFLOW TECHNOLOGIES

EMPLOYEES

273

YEAR ON YEAR GROWTH PERCENTAGE

35%

PRODUCTS & SOLUTIONS Cyber Security, Networking, Unified Communications, AIDC & POS, Infrastructure & Application Software, Storage Management and Electronic Security products & related Services

FOCUSED VERTICALS: Telecom, Information Technology, Automobile, Government, Health Care, Petroleum, BFSI etc

TURNOVER Last 3 years

F

ounded in 2005 , Inflow Technologies is a niche player in the IT Infrastructure Distribution & Services industry providing Value Added Distribution & Services. Inflow has a direct relationship with 40+ Global Technology Vendors & is headquartered in Bangalore with presence in 16 locations. Inflow operates through 3 Business Units with a total team strength of 270 including 24% technical (Pre & Field). The Promoter team members have a collective relevant industry experience of 230+ man-years. Inflow does business through 1350+ channel partners & one or more solutions have been offered to 6500+ end customers. Inflow focuses on Cyber Security, Networking, Unified Communications , AIDC & POS, Infrastructure & Application Software, Storage Management and Electronic Security products & related Services in South Asia with revenue run rate of 1400. + crores.

587Cr

864 Cr

1100 Cr

GROWTH PLAN FOR 2017

FY 2014-15

FY 2015-16

FY 2016-17

Growth Plan for 2017-18 - 33% (appx)

CONTACT DETAILS Inflow Technologies Pvt. Ltd. Inflow House, # 33 & 34, Indiranagar 1st stage, Off 100 feet road, Bangalore – 560038, India. +91 80 41265151

SME CHANNELS 33 MARCH 2017

TOP VADS

5

IVALUE VISIONARY SUNIL PILLAI

FOUNDER & MD AT IVALUE INFOSOLUTIONS

EMPLOYEES

110

YEAR ON YEAR GROWTH PERCENTAGE

60%

Consistently growing at 4+ times market growth rate – CAGR

PRODUCTS & SOLUTIONS Digital Asset Protection & Data, Network and Application (DNA of every business) management solutions and associated services

A

FOCUSED VERTICALS: premium technology enabler, iValue InfoSolutions drives “Go to Market” for Niche, Compelling and Complimentary offerings, in the Digital Asset Protection and Data, Network & Application (DNA) management areas, using Customer Life Cycle and Product Life Cycle Adoption frameworks.

With a mission to empower organizations to effectively manage their “Digital Assets,” which are critical business assets & differentiators for protecting & growing business profitably, iValue offerings are aligned, customized & optimized for businesses, across all vertical & sizes, through its OEM, consultant & channel partnerships. iValue won Deloitte India Technology Fast 50 award for India and Fast 500 award for Asia-Pac for the 2nd consecutive year with 137% CAGR over last 3 years. iValue was also “Red Herring Asia 100” Finalist in 2014. iValue has been consistently growing at 4+ times market growth rates since inception.

Government, BFSI, ITeS, Telecom, Manufacturing, Hospitality and Education

TURNOVER Last 3 years

CONTACT DETAILS Nagesh.b@ivalue.co.on

34 SME CHANNELS MARCH 2017

FY 2014

FY 2015

NA

NA

Poised to grow at 80%+ for Fy17

NA

GROWTH PLAN FOR 2017

FY 2016

TOP VADS

M.TECH SOLUTION VISIONARY

6

BHAVIN P BHATT

REGIONAL DIRECTOR INDIA & SAARC, MTECH

EMPLOYEES

67

IN INDIA

520

ACROSS APAC WITH PRESENCE IN 18 COUNTRIES YEAR ON YEAR GROWTH PERCENTAGE

20%

PRODUCTS & SOLUTIONS Allot, Arista ,BackBox, Blue Coat, Citrix, Elfiq, HP Fortify, HP TippingPoint, Imperva, Lumension, MobileIron,Nutanix ,PaloAlto, Proofpoint, Riverbed, RSA, SSH, Skybox ,SolarWinds, Tufin ,Vormetric ,WatchDox and in process to add few more to provide end to end solutions to Indian market.

FOCUSED VERTICALS: IT & ITeS, Bank / Fin, Telecom, Govt, BPO, Education, Media & Design, Engg Serv, MFG, Pharma & Medical

M

.Tech is a leading cyber security and network performance solutions provider.

Established in May 2002, M.Tech is headquartered in Singapore and has a network of 32 offices in 17 countries, namely in Singapore, Australia,Cambodia, China (including Hong Kong), India, Indonesia, Japan, Korea, Malaysia, Myanmar, New Zealand,Philippines, Sri Lanka, Taiwan, Thailand, United Kingdom and Vietnam to provide on-site sales, marketing as well as technical support to our reseller partners.â&#x20AC;&#x201A;

TURNOVER Last 3 years

GROWTH PLAN FOR 2017

NA

NA

NA

Addition of more advanced security and networking solutions to the portfolio through alliance with key security vendors. Geographical expansion.

FY 2014-15

FY 2015-16

FY 2016-17

CONTACT DETAILS M.Tech Solutions (India) Pvt. Ltd.

SME CHANNELS 35 MARCH 2017

TOP VADS

7

TECH DATA (AVNET) VISIONARY NARESH DESAI,

GM, AVNET TECHNOLOGY SOLUTIONS, INDIA

EMPLOYEES

250

YEAR ON YEAR GROWTH PERCENTAGE

25-30%

PRODUCTS & SOLUTIONS Virtualisation, Security & Networking, Storage DR & BCP, Enterprise Systems Management, Collaboration & Mobility, Industry Solutions & Information Management, IOT, Cloud, BI, etc.

A

vnet accelerates its partners’ success by connecting the world’s leading technology suppliers with a broad base of more than 100,000 customers by providing cost-effective, value-added services and solutions.

As a global IT solutions distributor, Avnet Technology Solutions collaborates with its customers and suppliers to create and deliver services, software and hardware solutions that address the business needs of their end-user customers locally and around the world. For fiscal year 2011, the group served customers in more than 115 countries and generated US $27.9 billion in annual revenue.

Global Strength: Leading distributor in more than 115 countries

FOCUSED VERTICALS: IT/ITeS, Government, BFSI, Telecom, Manufacturing

TURNOVER Last 3 years

GROWTH PLAN FOR 2017

36 SME CHANNELS MARCH 2017

NA

Mr. Naresh Desai | General Manager | Email: naresh.desai@avnet.com

NA

CONTACT DETAILS

NA

Addition of more advanced analytics, IOT, cloud solutions to the portfolio through alliance with key vendors. Geographical expansion.

FY 2014-15

FY 2015-16

FY 2016-17

TOP VADS

TECHNOBIND VISIONARY

8

PRASHANTH G J CEO AT TECHNOBIND

EMPLOYEES

35

YEAR ON YEAR GROWTH PERCENTAGE

100% +

PRODUCTS & SOLUTIONS TechnoBind is the first specialist distributor in the Indian IT channel for data and the associated challenges related to data treatment. Our offering comprises in the domain of Data Storage, Data Protection, Data Management and Data Security.

FOCUSED VERTICALS: BFSI, Pharma, Retail, e-commerce, Hospitality, Government and Education

TURNOVER Last 3 years

T

echnoBind is first Specialist Distributor in the Indian IT channel, offering a hybrid distribution model placed synergistically between broad-based and niche distribution, in order to deliver the highest business values for each of its reseller partners. TechnoBind helps partners to implement solutions which solve specific business pain points arising out of rapidly changing facets of technology for businesses.

TechnoBind aims to build a strong channel eco-system enabling partners to deliver best-in-class solutions for their customers by showcasing better and higher value for them. TechnoBind believes in closely aligning with the customerâ&#x20AC;&#x2122;s business and IT challenges, to identify and roll-out niche and innovative technologies that integrate and complement the core IT infrastructures to better the value and efficiencies delivered by them.â&#x20AC;&#x201A;

GROWTH PLAN FOR 2017

NA

NA

NA

we are looking at going with the target of 100%+ growth and aiming for two fold increase in our revenue.

FY 2014-15

FY 2015-16

FY 2016-17

CONTACT DETAILS prashanth@technobind.com

Assistant Team Lead Enterprise Technology Practice CHANGE AGENTS PR for TechnoBind

Press & Media: Contacts Mridul Saxena

+91.9643316313, +91.8041603144 mridul.saxena@changeagents.in

SME CHANNELS 37 MARCH 2017

TOP VADS

9

SAVERA VISIONARY GOPAL PANSARI DIRECTOR AT SAVERA DIGITAL INDIA PVT LTD.

EMPLOYEES

150

YEAR ON YEAR GROWTH PERCENTAGE

15%

PRODUCTS & SOLUTIONS Savera offers various products and solutions: • Components • Peripherals • Printers • UPS Systems • Surveillance • Displays • Networking

GROWTH PLAN FOR 2017 As we see that the whole world is going digital so there is an increased need to upgrade technology and bring advancements in the market to fulfill the needs of the customers. In order to cater that we have tied up with some new brands namely AMD, Quick Heal and Luminous for better digital experiences. Hope this helps us to achieve the target of 15% growth in our business and revenue by the end of this year.

TURNOVER Last 3 years

CONTACT DETAILS

38 SME CHANNELS MARCH 2017

NA

NA

NA

Mr. Gopal Pansari- 9967681000

FY 2014-15

FY 2015-16

FY 2016-17

TOP VADS

INSPIRA VISIONARY

10

MANOJ KANODIA

CHIEF EXECUTIVE OFFICER, INSPIRA

EMPLOYEES

150

YEAR ON YEAR GROWTH PERCENTAGE

70%

Y-o-Y Growth since 2009

PRODUCTS & SOLUTIONS Networking , Unified Communication, Cloud & Security, Analytics, IT Infrastructure, Healthcare Solutions, etc.

FOCUSED VERTICALS: Central Ministries, State Departments, Defence, Public Sector Undertakings (PSU), Banking Financial Services Insurance (BFSI), IT / ITeS, Telecom, Enterprises, Healthcare

TURNOVER Last 3 years

I

nspira Enterprise a leading IT solution provider in India which assist clients maximize their performance by leveraging best talents having technical expertise & domain wide experience, innovative management philosophy and comprehensive portfolio of services. It is a diversified group focusing on IT Infrastructure, Security & Healthcare.

At Inspira, we follow a unique quality excellence model for diverse lines of business, benchmarked to international quality standards - ISO 27001:2013, ISO 9001:2008 & ISO 20000-1:2011. Inspira is a ITIL Certified Company catering to customers from Government (Central Ministries & State Departments), Defense, Public Sector Undertakings, Banking Financial Services Insurance, IT/ ITeS, Healthcare & Enterprise verticals.

GROWTH PLAN FOR 2017

NA

NA

NA

Inspiraâ&#x20AC;&#x2122;s Go-To-Market strategy for 2017 has been laid out intelligibly, right from positioning the brand Inspira to servicing the Business verticals. Central & State Government ministry.

CONTACT DETAILS Address: 23, Level 2, Kalpataru Square,

FY 2014-15

FY 2015-16

FY 2016-17

Kondivita Lane, Ramakrishna Mandir Road, Off Andheri Kurla Road, Andheri (East),

Mumbai 400059 Phone No.: +91 22 4056 9999 I Fax: +91 22 4056 9966 I Email: sales@inspira.co.in I Website: www.inspira.co.in

SME CHANNELS 39 MARCH 2017

COVER STORY

COLLABROATIVE CUSTOMIZABLE FREE LICENSE INTEROPERABILITY

PORTABILITY

SHARABLE

REDISTRIBUTABLE

OPEN SOURCE TECHNOLOGY

A BIG ENABLER

OF INDIAâ&#x20AC;&#x2122;S

DIGITAL

TRANSFORMATION 40 SME CHANNELS MARCH 2017

COVER STORY

Open source is gradually becoming the most preferred platform for CIOs considering cloud infrastructures, software-defined architectures and business-critical applications. As the days of vendor lock-in is indeed over, open source is a becoming a prominent choice of enterprises to truly leverage the digital transformation trends that include: IoT, social, mobile, analytics and cloud. Open source is witnessing large scale deployments as enterprises are enhancing their core infrastructure platforms with advanced communication tools and integration features.

BY SATINDER KAUR skaur@smechannels.com

O

rganizations are aligning with latest in technology, adopting open source solutions, equipped to support next-generation communications. Open source solutions are at the forefront of successful enterprise class deployment, creating enterprise applications in a highly cost effective manner and boasts full range of features, capabilities and functionality to support a variety of needs. Free from vendor lock-in, both in terms of the management consoles and scalability, open source deployment delivers amazing flexibility and advantages to potential enterprise customers. In addition, this technology can be customized as per user needs without paying any royalties to foreign companies for using the proprietary software. This empowers innovators to work on major projects and offer solutions to customers globally. In other words, it could be said that open source offers lower cost of adoption of IT. Also, they are highly cost effective as compared to the proprietary alternatives at the same time deliver host of customised features. As standardization efforts started to produce results the increased adoption of open source and availability of open standards is helping drive greater collaboration and faster innovation. As per the reports by research agencies, by 2017-18, about 90 per cent of Indian IT organizations will have open source software (OSS) embedded in their mission critical platforms.

Today, open source support programmes are available and open source solution providers are offering world-class service and support to their customers. Rajarshi Bhattacharya, Country Head at SUSE excerpts, “The market size has not got any limitations for open source as such, for example in

today’s scenario long mission critical applications, right from the application like an ATP, complex application like SAP , core banking solutions, R&D all these are open source based. Today the normal open source technologies and it seamlessly transfers to every day to day life of ours say for example when we go to a hospital and if we have to do a MI scan, the machine that we see out there they all have got import export inside. On the other hand, proprietary solutions have their copy writes, companies who make such software charge for the intellectual property but, in open source we don’t charge anything for the intellectual property. It is the community which develops to set off strings and organizations like SUSE refine these off strings developments and make it enterprise ready. Looking for growth going up for open source technology, we are looking at open source driven software defined data centre; we want everything to be software defined. So that’s where the open source is a primary driver.”

There is a myth around Open Source that security is the biggest concern. Actually the thing is Open source is no worse or better than proprietary software when it comes to security.

According to Rajarshi Bhattacharya, “The security is not at all an issue, it is actually very secured and today in the open source world you have something like an open IDA i.e. Open Source Identity Management Solution. The entire data center or the entire community can work using open source technology. Right from the desktop to the high end identity assessment government systems, monitoring of the virus, everything can be done through the open source technology and it has become interesting and popular. The own inherit systems that we see are mostly in the systems. The operating system has got dividers, they

are made of fat device which is just enough for it, so we call it as jeos i.e. Just Enough OS. There are so many of items that we get like android falls in open source technology, you have your contortion system which also comes under open source technology, SUSE are offering them which runs SAP application.”

Major Buyers of Open Source solutions Open Source is now used in various government projects under Digital India programme. The Indian Government has also announced the policies regarding the usage of open source technology and there are a lot of plans that are ongoing for a national repository of this technology. The key buyers of open source solution are the industry verticals that include: telecommunications, banking, financial services, e-commerce, government and utilities apart from a large base of SMBs. Adoption of open source among enterprises is increasing consistently and the market is witnessing a steady growth. Other than the significant cost advantage, the popularity of open source is mainly driven by greater demand of collaboration and the ability to integrate different devices with enterprise IT applications. The other important aspects are; agility, freedom to customize, rapid deployment, scalability, support and security.

Open Source platform has strengthened its position because it is such kind of a platform that can be modified by anyone and everyone in the vendor community. This leads to a faster innovation process.

The modern enterprise embraces open source capabilities to accelerate its digital transformation efforts as it has reduced the cost of creating and developing new digital platforms that drive

SME CHANNELS 41 MARCH 2017

COVER STORY

“OPEN SOURCE IS AN IMPORTANT ASPECT OF GOVT. DIGITAL INDIA PROGRAMME AND FRAMEWORK FOR ADOPTION OF OPEN SOURCE SOFTWARE IS ALREADY IN PLACE.” DR. DEVASIA KURIAN, CEO, *ASTTECS

open source technology. Open source technology today is fairly mature and it is much more flexible, which the customer of choice gives the freedom to choose. Freedom to choose is very important, today there have been so many brands coming out; at a budget of Rs. 2,000 to Rs. 2,500 users can buy so many stuffs. So what has open source done to the IT industry? Open source has done exactly the same to the IT industry, which means today

transformation. Every enterprise today is using open source software technology. The core banking solutions they are on open source, they reach to the traditional systems, but the proprietary systems won’t give that freedom to choose to the customer. So the major buyers today are likewise government, BFSI , telecommunications, manufacturing. Enterprises, government, banking sectors, financial sectors these are all major buyers of

“OPEN SOURCE IS NO WORSE OR BETTER THAN PROPRIETARY SOFTWARE WHEN IT COMES TO SECURITY.” RAJARSHI BHATTACHARYA, COUNTRY HEAD AT SUSE

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1

42 SME CHANNELS MARCH 2017

COVER STORY

customer is the king and they have the right to choose. So if he uses the open source software, he can run it on a main frame or run it on a power pc.

Organisations such as; the Indian Railways are now using open source software; similarly the Bombay Stock Exchange (BSE) is also using open source apart from many large enterprises and e- commerce companies. According to Dr. Devasia Kurian, CEO, *astTECS, “Open source is an important aspect of governments Digital India programme and the framework for adoption of open source software in e-governance systems is already in place.”

Open Sources adoption at Partner’s level Open source solution providers are working towards leveraging this technology through partners and addressing the vast SMB segment via a channel-led strategy. Open source solution companies are pursuing a focused approach with SIs, and VARs and equipping them with right knowledge, skills & expertise.

Incentivization is a critical element of *astTECS partner program. Apart from regular training and

accreditation offerings, partners are rewarded for business opportunities. Company’s comprehensive education programme for partners covers the complete product portfolio to enhance their learning curve about Asterisk Technology and help them maximize growth. The open source technology allows the partner to allow services revenue. So that’s the primary objective of motivate open source technology, which helps to have a lot of revenue of their own. Whenever the partner meets the customer the only way they can connect is by providing a value to the customer. So the moment it’s in the open source, they can open up a lot of windows, a lot of discussion points with the customer and understand the customer better. The open source gives that freedom to the partner well.

If we look at today’s business scenario, we started off with digitization, and now digitalization is going into digital transformation, which has incorporated in our day to day life, for example, if we say LinkedIn, Twitter, Google, they are very important in day to day life. All these things work on open source technologies, now if you see how do open source market goes up, probably going forward the entire unit system will become more

or less redundant. The other property of operating system probably will work only depending upon the application. There is a huge rush in getting independent software vendors. The immediate challenge comes upon INB is to become cost effective, the only way today to become cost effective is embracing open source.

Finally...

As adoption of video conferencing, enterprise mobility, collaboration, and cloud present vast opportunities, many organizations in India are working on communications technologies that are intelligent and optimized for today’s requirements. Moreover government led projects like Make in India and Digital India is also creating great opportunities for the industry and large scale projects.

Keepings the myths about the platform aside, it is widely accepted due to its flexibility and customizable feature. All these factors play a major role in stating open source to be a big enabler in the digital transformation of India and both large and small organizations considering Open Source as a potential area of investment.

SME CHANNELS 43 MARCH 2017

TOP 25 CHANNEL LEADERS

TOP

25 CHANNEL LEADERS

A

Channel leader is one an integral part of the company leadership team. A successful channel head makes decisions that can help a company expands to considerable heights by designing an efficient and effective distribution channel systems to serve their target markets, which cannot be achieved without implementing a systematic program for motivating distribution channel partners. It could be said that the relationship between channel partner motivation and channel partner performance are interlinked. A channel head is directly associated with promoting a business by selling products to a wide variety of solution partners, resellers, ISVs and other businesses.

As a channel head, one has to have a deep grasp on the operational details of how chan-

nel partners are dealing with the customers.

On one side where a channel head has to focus on the value proposition offered to partners like - partner’s profits, ROI calculators, incentive programs, promotions, etc., he/she has to focus on the other side of the equation, which includes minimizing partners’ fear of taking risk.

In order to recognize these channel leaders for playing their own significant role in Indian IT, we at SME Channel are making an endeavour to honour them in our special Anniversary issue. We hope it would be a great experience for all our readers and vendors associated with our publication. The information compiled here includes their core strength as a leader, channel vision for 2017 and their message for aspiring partners.

VISIONARY CORE STRENGTH AS A LEADER The mobile industry is changing every day, and having a background in technology for over twenty years has meant a career of agile adaptation, reinvention and being at the pulse of leading edge innovation. Being in this type of environment has presented my team and I with tremendous opportunities to lead business transformation opportunities with customers worldwide.

ADELE BEACHLEY, MANAGING DIRECTOR, APAC FOR SOTI INC

“Our growth in India has emerged in part due to our increased focus on best-in-class pre-sales, post-sales, sales enablement, and training programs to empower our partners to grow their businesses.”

44 SME CHANNELS MARCH 2017

CHANNEL VISION FOR 2017 India is as a key focus market in SOTI’s growth strategy, acting as a hub for our APAC operations. Our success in manufacturing, retail, hospitality, banking and transport and logistics is a key testament to the strength of our channel strategy. Reflecting directly on our channel, we are working to develop a matrix channel structure which includes carriers, device manufactures, VARs and ISVs. MESSAGE FOR INSPIRING PARTNERS Our channel is snapping up innovation, and putting our technology at the helm of connecting all these endpoints with one platform. SOTI is ready and equipped to support our partners throughout India with capabilities in all sales, presales activities and the structure that augments the overall effectiveness of the sales channel. This includes lead generation, deal management, pricing and negotiation, technical support, and partner resources to enhance channel personalization and synergies.

TOP 25 CHANNEL LEADERS

VISIONARY

ALTAF HALDE, MANAGING DIRECTOR, KASPERSKY LAB (SOUTH ASIA)

“One of the biggest contributor to success of Kaspersky has been our partners. It is because of partners like VR Infotech that we’ve been able to build a strong network.”

CORE STRENGTH AS A LEADER Kaspersky Lab has been built, and we always say this, with the unrelenting support it gets from all its partners. Engaging with them is an important step in engaging with our end-customers. Our business model is 100% channel focused. We do not do any business directly. Majority of our activities are focused on enabling channels to sell more including marketing initiatives, training etc. In that sense, you can say that we attribute a significant portion of our investments into strengthening the channel network and increasing our engagement with channels.

CHANNEL VISION FOR 2017 In 2017 we will continue to focus on our non-endpoint offerings and we will do channel marketing activities around it. We plan to equip our existing partners to sell more of our non-end point offerings. We have already started doing sales and technical trainings across India with the help of our distributors. We have also introduced an interesting incentive program to encourage our partners to sell more of Kaspersky nonendpoint offerings.

MESSAGE FOR INSPIRING PARTNERS We work very closely with all our channel partners. They have contributed to our growth in the region. Channel Partners need to be more closely connected and possess more knowledge of the product they are selling. Partners will always have an upper hand in the sales cycle, if they are more informed on the solutions and the Industry in general. In our case, partners need to be security experts and play a proactive role in suggesting to customers the future roadmap of security and protection of their IT infrastructure assets and corporate/consumer’s data.

VISIONARY

ANIL GUPTA, AVP- INDIA, SALES, ESCAN

“It is very important to have a positive twoway relation. While the partners help us reach out to customers , supporting them at every step to perform better is eScan’s commitment.”

CORE STRENGTH AS A LEADER eScan, the award winning Information Security Solution from MicroWorld has established itself as a strong product worldwide. Due to its innovative and next-gen technologies like MicroWorld Winsock Layer (MWL), Proactive Behavioral Analysis Engine (PBAE), Host Intrusion Prevention System (HIPS), Domain & IP Reputation Check and NonIntrusive Learning Pattern (NILP) Technology, it can provide real-time protection against ransomware, DDos, APT and other cyber-attacks.

CHANNEL VISION FOR 2017 With the rapid digitization of businesses and and smart city projects in India, cyber security becomes the corner stone of IT deployment or infrastructure. Cyber security is now becoming an integral part of all IT backbones and an essential across sectors like BFSI, defense, education, or even at an individual level. One of the key trends observed in the recent past is that of ransomware, DDoS and APTs (Advanced Persistent Threat) attacks, that is creating havoc across India as well as globally.

MESSAGE FOR INSPIRING PARTNERS Being one of the fastest growing Make in India brand, eScan today also boasts of global reach for its strong R&D and customization capabilities.

India in the cusp of growing digitization opens up vast opportunity for partners to expand their business portfolios and increase their bottom lines. eScan with its superior product and technology provides an apt platform for partners to join hands with eScan to take advantage of the growing demand of security needs across industry segments as well as small businesses.

SME CHANNELS 45 MARCH 2017

TOP 25 CHANNEL LEADERS

VISIONARY

AVINASH PURWAR, VICE PRESIDENT, GLOBAL PARTNER OPERATIONS AND HEAD OF EMERGING BUSINESS, SAP INDIA

“We are also committed to empower our partners to enhance their profitability by building specialized capabilities to upskill them.”

CORE STRENGTH AS A LEADER We at Xerox firmly believe that a strong and passionate team and network of channel partners can not only help achieve targets but also exceed them, which is why we have always strengthened our focus on customers and partners, to ensure maximum satisfaction and growth of all the parties involved. Year on year, our teams strive to deliver better results and ensure improved customer satisfaction.

CHANNEL VISION FOR 2017 India is a vast market with tremendous potential. We have always been positioned as an industry leader with premium technology and first time product innovations. Going forward, we plan to delve deeper into the Indian markets, tapping the SMBs in Tier 2 and 3 cities. We have rolled out products that are premium quality yet offering affordable costs. The new enhanced Xerox Color C70 is one such product. To further tap this market and reach more customers in more territories, we plan to appoint more partners.

MESSAGE FOR INSPIRING PARTNERS Xerox is known for its premium quality, innovations, technology and the value it creates for its partners as well as customers. We believe in collective growth, where in we lay a lot of importance on partner/customer success and advancement. We initiate programmes and trainings to ensure their prosperity. Being market leaders for decades now, we not only understand the market well, but also work on the feedback, thereby continuously improving our offerings. Our product portfolio has solutions for customer at all levels.

46 SME CHANNELS MARCH 2017

CORE STRENGTH AS A LEADER As a Channel leader my responsibility is to increase the coverage of SAP in front of customers, increase market expansion for SAP, grow Cloud and On-premise business and make customer successful in their digital journey by effectively engaging the partner eco-system. Partners play a vital role in all of these areas.

Building a health eco-system remains important to build long term business successful for partners and SAP. This needs constant innovation in partner programs that need to suit the market and partner dynamics.

As SAP expands its folds in the SME, partner will play an important role to cover Non-Metro markets and accelerate the business.

CHANNEL VISION FOR 2017 Currently 85% of the SME business for SAP India is built with partners.

In the future, we want the partners to drive 100% of this for which it is undertaking various strategic initiatives. Through our ecosystem and channel business across the markets, we will work with our partners to co-innovate and drive volumes with various partner types from resellers and distributors to software, services and technology partners – to serve customers of all sizes in India MESSAGE FOR INSPIRING PARTNERS Customers are at the core of SAP’s success and we firmly believe that our partners have an equal hand in this accomplishment. One of our primary goals is to enable partners to ultimately help our customers run simple every day.

VISIONARY

BALAJI RAJAGOPALAN, EXECUTIVE DIRECTOR, TECHNOLOGY, CHANNELS & INTERNATIONAL DISTRIBUTOR OPERATIONS, XEROX INDIA

“We have begun to see good traction on Xerox Partner Print Services (XPPS) and are confident that it will add a layer to our bottom-line this year.”

TOP 25 CHANNEL LEADERS

VISIONARY

CHANDRAHAS PANIGRAHI, CMO AND CONSUMER BUSINESS HEAD, ACER INDIA

“Going forward, we believe our passion for innovation and customer-centricity will take the company to unprecedented levels.”

CORE STRENGTH AS A LEADER “Vision” and “Communication” defines my core strength. I believe a good leader creates a vision that helps businesses grow but simultaneously it is extremely important for a leader to clearly and concisely communicate his vision to the team. I feel, if you cannot relate your vision to your team, then you won’t be working towards the same goal.

Another important factor for me is “Creativity”, as a leader, it is significant to think out of the box because some decisions will not always be so clear-cut.

CHANNEL VISION FOR 2017 Being a channel friendly company, we believe in growing with our channel partners. Our association with our channel partners has always been extremely rewarding, and going forward we have a robust channel strategy to strengthen and support our partners by introducing exciting creative marketing promotion for both the channel partners. Working in line with our growth strategy, we are expanding our retail presences through Acer flagship stores. The idea behind launching these stores is to provide consumers with an immersive experience of Acer’s vast range of products and services under one roof.

MESSAGE FOR INSPIRING PARTNERS Primarily, we would like to thank all our partners for their commitment, and tremendous support that they have given us till date. With this, we have witnessed tremendous growth across all our product categories including gaming laptops, All-in-One’s, convertibles, desktops, notebooks etc. Acer has developed innovative ways to understand the market, customers, channel partners and their ultimatum in better ways.

VISIONARY

CHIRADEEP RAO, CHANNEL HEAD, INDIA AND SAARC, AVAYA

“Some of our focussed channel initiatives have helped align, skill and bring on board transformational partners over the last 12 months. This in turn has helped AVAYA address large and strategic marquee end customer requirements that have significant bearing on market share and presence.”

CORE STRENGTH AS A LEADER Ensuring a free and collaborative environment – give the team direction but then give them the freedom to figure it out themselves – we learn from our mistakes – but we need to ensure high levels of thinking and activity - and we are always there to help each other. Recognize and reward performers.

CHANNEL VISION FOR 2017 This year we are focussing on increasing our coverage in Tier-II cities around industrial belts. Our mid-market sales and distribution engines are working together to identify and execute through geography specific partnerships which are being enabled by a lead engine that we are monitoring.

MESSAGE FOR INSPIRING PARTNERS Avaya provides a solid path towards increasing customer value through its solutions approach that allows for direct measurable impact on end customers business imperatives through its offerings. Ride along with us in this exciting journey.

SME CHANNELS 47 MARCH 2017

TOP 25 CHANNEL LEADERS

VISIONARY

DAISY CHITTILAPILLY, MANAGING DIRECTOR, PARTNER ORGANISATION, CISCO INDIA AND SAARC

“It’s important that we continue to evolve our partner strategy to meet the changing demands and invest in our channel efforts.”

CORE STRENGTH AS A LEADER The most important thing for a leader is to have the courage to try new things without any guarantees. If the choice is between comfort and courage or between the side-lines and making a difference; I prefer the latter.

CHANNEL VISION FOR 2017 Cisco will continue to be a partner-centric organization in the IT industry-- focusing on building and enabling a robust partner ecosystem to capture new and emerging market opportunities. Today, India is seeing the rapid convergence of mobile, social, data and cloud which is in turn driving the digital disruption in the country. From the digitisation of the country to digitisation of industries where consumers will access services and products digitally to the social innovation of delivering affordable and efficient healthcare and education – Digitization has the potential to transform India and this offers huge opportunities for Cisco and its partners.

MESSAGE FOR INSPIRING PARTNERS There are three, first - Customer needs are changing. The pace of change is multiplying. We must evolve and lead the market transitions to enable customers to digitize, and together deliver on the vision of digitization. Second - Committed to Partners’ Growth and Profitability.

We are creating a thriving ecosystem for your long term success. We’re committed to offering the right programs, incentives, and enablement for you to add customer value and profitably grow your business. Lastly - Our Future is Infinitely Brighter Together.

VISIONARY CORE STRENGTH AS A LEADER In today’s business environment, it is important to strike the right balance between long term plans and tactical initiatives. Being a firm believer of working “with” people by connecting with them at a personal level, I have been able to guide people to achieve our common goal.

CHANNEL VISION FOR 2017 We want to maintain our leadership in virtualization, get into leadership position in networking and win in the cloud space. All of this is only possible with a robust partner ecosystem. So this year we will continuously focus on partner enablement. We have aggressive plans of reaching out to new cities and other SAARC countries outside India through means of new partner hires. We also have a good momentum build up in the PSU/Govt vertical which we want to push further with large SI’s and new partners.

MESSAGE FOR INSPIRING PARTNERS We want to “Win with partners”. Citrix is in a high growth phase with solutions relevant for every industry and companies of all sizes. We have big focus on cloud to deliver solutions on networking, security and virtualization. We have one of the best partner programs and incentives for the partners. So I welcome all the aspiring partners to join us in the exciting business of “secure delivery of apps and data”.

48 SME CHANNELS MARCH 2017

EKLAVYA BHAVE, HEAD – CHANNELS AND ALLIANCES (INDIA & SAARC), CITRIX

“We have seen tremendous growth in our business in last year and with a strong channel plan for this year, we are well poised for superlative growth.”

TOP 25 CHANNEL LEADERS

VISIONARY

GANESAN ARUMUGAM, DIRECTOR - PARTNER & COMMERCIAL SALES, INDIA, SYMANTEC

“Specific to India, last year we entered a strategic alliance with HCL Infosystems which enables us to leverage their pan-India network of partners in tier I, II cities.”

CORE STRENGTH AS A LEADER The right strategy, right people, and right and consistent execution are the building blocks of successful businesses. It is very important that the leader of today is constantly willing to grow and change while maintaining a relentless commitment to win. I consider myself as a team player and work closely with each team member. I believe in mentoring and coaching each team member to ensure success of the team as well as at individual level.

CHANNEL VISION FOR 2017 Symantec now has a clear path forward as the global leader in cybersecurity, and with the acquisition of Blue Coat, we are enhancing our leadership position to define the future of cybersecurity, together. The acquisition of Blue Coat complements Symantec’s innovative product portfolio and creates the industry’s largest pure play cyber security company. We are well positioned to solve the industry’s most difficult challenges of securing a mobile workforce, protecting the cloud and stopping advanced threats.

MESSAGE FOR INSPIRING PARTNERS With a majority of Symantec’s business in India being partner-led, we see tremendous value in investing in committed, capable partners to drive deeper relationships with customers that will help them address information security challenges. Symantec’s greater percentage of business in India is through partners and we transact across 200 + partners with a fair share across GSI / SI / Tier -1 managed partners and unmanaged partners. TCS, Wipro, Jainam Technologies and Softcell are some of our core national partners.

VISIONARY

JITENDRA GHUGHAL, NATIONAL CHANNEL MANAGER, INDIA & SAARC, FORTINET

“To grow your business in today’s market, stay customer-focused, be service-oriented and create a strong, long-term and value-based relationship with technology partners.”

CORE STRENGTH AS A LEADER I believe that leadership is about thinking for others and putting people first. I would consider my core strength to be listening to people and helping them find solutions whatever the situation. I also consider being responsive and keeping my commitment to partners and co-workers to be equally important.

CHANNEL VISION FOR 2017 Overall, we will be focusing very strongly on the Fortinet Security Fabric story and will approach go-to-market by broadening our scope across vertical segments. Specifically, we are going to work on verticals in three ways. Firstly, expand our industry vertical focus to the BFSI and IT/ ITES segments. Secondly, identify a set of strategic partner accounts with whom we can work on certain niche markets with the broad solution set that we have. Thirdly, enrol wireless specialist partners and work with these partners to grow our wireless security solutions exponentially.

MESSAGE FOR INSPIRING PARTNERS It’s clear that isolated security devices don’t solve today’s cybersecurity challenges, and companies need something different. They want integrated security, from IoT to the cloud, with actionable analytics across their multivendor networking and security solutions, all delivered through a single pane of glass view.

SME CHANNELS 49 MARCH 2017

TOP 25 CHANNEL LEADERS

VISIONARY CORE STRENGTH AS A LEADER NetApp is one of the most committed partner organisation and 100% of our business is driven through our partners. This automatically translates to my charter to make the entire organisation functioning in a pro-partner manner, so that while we grow our business, our partner growth is at the heart of that strategy. Hence, making sure that partners are cultivating and addressing newer opportunities and enabling them to do so in a consistent manner would be what I describe as my core strength.

KRITHIWAS NEELAKANTAN, DIRECTOR CHANNEL & ALLIANCES FOR INDIA & SAARC OPERATIONS, NETAPP

“Our decision making is based on 3 corner stones of a good channel strategy- Training, Enablement and equipping partners to drive demand to upsell and cross sell.”

CHANNEL VISION FOR 2017 As businesses are increasingly dependent on IT to deliver products and services and to interact with their stakeholders, a simple but reliable, responsive and agile IT architecture will become essential for enterprise growth. NetApp will enable partners to choose the best blend of products and services that address the changing business needs that customers require.

MESSAGE FOR INSPIRING PARTNERS With fast digitization, partners are faced with solving new and complex customer IT challenges requiring them to evolve their solution offerings and consumption models. Aspiring partners should opt for solutions that integrate efficient data storage solutions into their existing portfolios and up-sell and cross-sell those to their existing as well as new customers.

VISIONARY CORE STRENGTH AS A LEADER Konica Minolta was set up with the pivotal principle of setting new benchmarks in the global printing industry via rapid technological innovation and last mile customer service. We are committed to offer in depth assistance and support to our partners, spread across the globe to help them stay synchronised with the latest technology and trends in the printing space. We also ensure that our esteemed customers fetch unprecedented customer service and after sales support via our highly proficient partners.

CHANNEL VISION FOR 2017 We at Konica Minolta consider our partners as our valuable assets who not only help us in escalating our business reach, but also motivate us to further drive the innovation in the segment with new customer demands. We believe in a consistent mutual growth and offer support to our partners to help them cater their customers with the most relevant solutions.

MESSAGE FOR INSPIRING PARTNERS We would like to expand our presence in corporate and SMB market by appointing Enterprise Partners in all metro cities. Our key interest is to focus on expanding our business in segments such as - manufacturing, logistic, education, hospitals.

50 SME CHANNELS MARCH 2017

KULDEEP MALHOTRA, VICE PRESIDENT, KONICA MINOLTA BUSINESS SOLUTION INDIA

“We also focussed on expanding our channel partners in the country to best serve our customers and explore new opportunities in this huge market.”

TOP 25 CHANNEL LEADERS

VISIONARY

LIMESH PAREKH, CEO, ENJAY IT SOLUTIONS

VISIONARY

MANDAR JOSHI, HEAD - CHANNEL BUSINESS, DIGISOL SYSTEMS LTD

“We couldn’t have grown without Channel business. Having a very solid and functional channel policy helped us to reach to very remote markets in India.”

“We will advise our channels to stick to basics, up sale into its own customer base and yes skill development among team members will be a differentiator.”

CORE STRENGTH AS A LEADER I believe as a leader you should have the understanding of the pain areas of the Channel partners and help them grow and make more margins.

Generally Channel partners are not very well versed with Solution selling. That too, CRM is comparatively a very new concept, hence we have to do a lot of hand-holding.

We help Partners by providing them training on how to generate leads, sell the product and also give demo. We also provide them Specially subsidised NFR copies (not for resale)

CORE STRENGTH AS A LEADER Our main focus was to position DIGISOL as a major brand in the midmarket. And we are happy in last couple of years DIGISOL emerged as a strong player in home and SOHO segment and got good mind and market share for broadband routing. We did good business in wireless segment and are now amongst the top brands in Wireless. We also did significantly well in the data switching market in India due to our endto-end solution offering and got major wins in Government and BFSI segment.

CHANNEL VISION FOR 2017 Yes, last year we focused heavily on Mumbai market. Which we will continue till two more quarters. After that in the last two quarters of 2017, we plan to expand to Delhi, Chennai and Ahmedabad - as we already have significant customer as well as channel base there.

CHANNEL VISION FOR 2017 This year we will undertake events across India for our channel community, where we will be having 1:1 interaction with our channel partners. We also actively participate in the trade shows, expos, etc. Apart from these, we will also aggressively promote in-shop branding. We will regularly connect ourselves with our partners who have been selling our products through regular marketing updates and marketing brochures.

Apart from them we will also conduct lot of training sessions.

MESSAGE FOR INSPIRING PARTNERS Keep an eye on future trends. Don’t depend on yesterday’s markets. IT is one of the fastest evolving market. If you don’t adapt to new technologies, you get replaced. Another most important message would be to use more technology into their own business. Many smaller and medium size SIs have very miserable use of IT in their own businesses. They don’t even have a well organised database of their customers. This can be a worst scenario.

MESSAGE FOR INSPIRING PARTNERS The message which we would like to spread among the partners is that lately with changing times and the changing channel, they need to scale up and need to reach to end users. They need to cope up with changing technologies and changing business model. Partners need to keep on innovating as technology is evolving they have to evolve and stay tuned with it.

Today market dynamic is changing rapidly and Partners need to be in pace with new requirements which is applications driven.

SME CHANNELS 51 MARCH 2017

TOP 25 CHANNEL LEADERS

VISIONARY CORE STRENGTH AS A LEADER Core strength as a leader is to understand the channel dynamics thoroughly and also the process driven approach.

Experienced in building channel eco-system, team player and an ability to identify & maximize the potential of team members are the core strength as a leader.

MANOJ KHADKIKAR, BUSINESS UNIT HEADCHANNELS & SOLUTION GROUP- ZICOM

“Our focus is to enable integration of solutions through products and services Hence our plans for the near future are Skilling up the Partners and ensure Partner profitability .”

CHANNEL VISION FOR 2017 The way we see the channel ecosystem evolving , we see an imminent need for the partners to understand that future is technology driven and not price driven . Zicom will do its bit on educating the channel and also giving them opportunity to build a services business on top of the hardware business for them to be able to differentiate themselves . Help the channel partners build a healthy business model for growing their enterprises This will involve various ways of educating and engaging with the partners and we will be rolling out these in Q1 of 2018 MESSAGE FOR INSPIRING PARTNERS Our only message to partners is that the secret of profitable growth is not through low cost products , but by building more value in their solutions to their customers . Align with the correct partners whose focus it to make you successful in the long run

VISIONARY

CORE STRENGTH AS A LEADER I have always believed and worked on a simple formula, which I call as 3 “I”s – Ideate, Inspire and Intuition. ‘Change’ and ‘Surprises’ always forces a leader to deviate from a set course and make an on-the-fly decision.

Embracing and being grounded on the challenges, quickly adapting to cautiously removing obstacles will take us a long way. I would not hesitate to say that sometimes, intuition plays a good role. Inspiring the team to keep an upbeat attitude in our kind of business is highly critical.

CHANNEL VISION FOR 2017 NETGEAR India has equal focus in Retail, Business & Home security Systems products. We are in a process of increasing our team strength to take our offerings across all the major locations in India.

We will have increased brand campaigns, extensive marketing activities & more team strength which will result in deeper penetration and higher growth rates in 2017.

MESSAGE FOR INSPIRING PARTNERS Businesses are profit-driven, so the primary objective should be shepherding a promising product to market. NETGEAR has a vision and mission to innovate and deliver new and exciting solutions. I also would emphasize that Partner engagement and Support is essential to building the partner loyalty. NETGEAR is committed to enhance Product and Solution knowledge to our channel partners as this will enable the Partners to have better sales pitch, build the sales funnel, and increase the revenue stream to produce an overall increased Return on Investment.

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MARTHESH NAGENDRA, COUNTRY MANAGER, NETGEAR, INDIA & SAARC

“NETGEAR training & certification programme for Solution partners has helped us in increasing revenues on Business Products.”

TOP 25 CHANNEL LEADERS

VISIONARY

VISIONARY

PANKAJ HARJAI,

PETER CHANG,

DIRECTOR OF NATIONAL COMMERCIAL CHANNEL & SMALL & MEDIUM BUSINESS (SMB), LENOVO INDIA

REGIONAL HEAD - SOUTH ASIA & COUNTRY MANAGER – SYSTEM BUSINESS GROUP - ASUS INDIA

“Our industry first initiatives like Lenovo care and Lenovo ka Sikandar were highly appreciated and helped Lenovo establish a new benchmark in channel reach and growth.”

CORE STRENGTH AS A LEADER I believe, for a leader, being transparent, approachable is of utmost importance. As we progress in the corporate sphere, a leader’s ability to influence and take his people along becomes one of the key factors. I abide by this philosophy to cultivate holistic growth as a leader.

CHANNEL VISION FOR 2017 On the channel market growth this year, our energies are focused on two specific areas. These being geographical expansion and enabling our partner community to win more customers.

Our Channel management programs will continue on three pillars of strength: Operational, Analytical and Collaborative.

MESSAGE FOR INSPIRING PARTNERS Being the world leader in PCs, we offer the most diverse portfolio this space. We also have a wide range of products in the other segments ranging from mobiles to Tablets and enterprise servers which enables our channel partners to be a one-stop solution provider for the end-customer.

In addition, our enhanced reach and channel engagement programs act as a catalyst for a collaborative growth effort.

“we also have campaign specific activities and branding initiatives which help us garner additional traction during the high sale period like Diwali, Christmas and New Year etc.”

CORE STRENGTH AS A LEADER Each and every mode that enables us to reach out to our end-consumers easily is a viable channel for us. Depending upon the reputation of the emerging new age channels, we assess the opportunity of selling through it and are not hesitant to explore any of the channels, be it LFRs or online ecommerce sites. The emergence of such new age channels always help us in reaching out to our end consumers across the nation. The strength is to optimize and balance all the various channels to create a feasible business environment for all our partners.

CHANNEL VISION FOR 2017 Our aim is to reach out to all our consumers in every corner of the nation, be it Tier 1, 2 or 3 cities. Our efforts have always been to enhance our brand presence through our channel partners, retailers or our own Asus Exclusive stores and Micro stores, so that the technology experience for our customers remain at its best, always. We are looking at an integrated marketing and branding approach where we focus on enhancing our BTL, ATL, digital as well as social media presence.

MESSAGE FOR INSPIRING PARTNERS We have a great track record with our channel partners and dealers and we have always been focused on ensuring a mutually beneficial business conducive long-term relationship. We have many programs for our partners throughout the year, where we offer attractive discounts, bumper prizes and offers. Their success defines our success and holds immense promise for more advancement, and we at ASUS promise them to be the torchbearers in this field.

SME CHANNELS 53 MARCH 2017

TOP 25 CHANNEL LEADERS

VISIONARY CORE STRENGTH AS A LEADER I always worked for start-ups in India and for brands who wished to establish in India, I can proudly say that all the brands I took up previous to AXILSPOT are now reputed and are a brand in the India IT market, at the same time I always believed in working as a team and all these successes were never possible without the whole team working hard for it.

PINAKI CHATTERJEE, REGIONAL DIRECTOR (INDIA & SAARC), AXILSPOT

“Indian business is completely different than global business perception, India is more of a relationship driven business, here trust works better than price.”

CHANNEL VISION FOR 2017 AXILSPOT is an enterprise WiFi brand, we will focus on our solution partners and System integrators, we wish to become one of the most preferred enterprise WiFi brand in this region, hence taking every step possible that will make it so, we strictly follow channel structure, we care of partner profitability to ensure great experience to our channels.

As a vertical our focus is in hospitality, enterprise, corporates, manufacturing, banking etc.

MESSAGE FOR INSPIRING PARTNERS We welcome them to join hands with AXILSPOT, if you are passionate about selling enterprise solution and not just a wi-fi box, if you work hard and do not receive your deserved margins, you are looking for a stable and cost effective brand then we are the right choice.

VISIONARY

CORE STRENGTH AS A LEADER In this intensely competitive market you got to have a vision for the future. You have to predict the future as it unfolds. Technology changes so fast today that you have to plan and change your strategies very fast or you will be biting dust in the race. Taking opinions and feedbacks from everyone be it from the team or our channel partners and then a quick mutual decision at the top management helps us stay ahead in the industry.

CHANNEL VISION FOR 2017 Our plan is to make Zebronics a household name even in the remotest part of the country. Even in rural and semi-urban areas, there is a huge market potential, which needs to be further tapped. Our plan is to increase the no of partners, direct or indirect in these location. This will increase reach of our products, biggest USP of Zebronics products is value for money and backed by reliability. Zebronics products go really well with the consumers in these locations, who are always looking for best bang for the buck.

MESSAGE FOR INSPIRING PARTNERS Channel partners are the focal point and become our greatest strength to reach customers across all states in India. They do contribute to help consumers get products that are value for their money, and even after that, we make sure the channel partners get their due, for the efforts they put in. This way, our channel partners as well as our customers are happy. Our vast range of products is also a major advantage. Apart from that we also regularly update our range of products, every month.

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RAJESH DOSHI, DIRECTOR, ZEBRONICS INDIA PVT LTD

“Currently, we have 31 branches in all major cities and towns of India, even reaching the B and C tier cities with our channel network, along with the 128+ service centers.”

TOP 25 CHANNEL LEADERS

VISIONARY

RAJIV BHATIA, VP & COO - RICOH INDIA LTD

“We continuously build on the capabilities of our existing partners through robust training & employee engagement programs and complement them with customer connect initiatives in their geographies.”

CORE STRENGTH AS A LEADER A leader must have attributes to bring about novelty and innovation to uphold the core values of a global technology company like Ricoh, that has been transforming the way people work for more than 80 years.

Our corporate tagline – imagine. change. - together with our corporate ethos, has not only been the guiding light to drive and lead such a big team of highly skilled professionals, but has time and again helped me hone my skills, agility and strength to do better and improve not only as a leader but as an individual.

CHANNEL VISION FOR 2017 Along with serving our regular clientele, we have increased our Focus on SMB and Mid-market segment in Metros and Tier 2/Tier 3 cities.

Channel partners play an increasingly important role while serving this segment as they are more closely placed with the clients and better equipped to understand the business challenges being faced by them.

Our business strategy is to enable the partners to deliver the Ricoh portfolio of products & services, so that our partners can address the end to end requirements of these customers.

VISIONARY

SAGAR GOSALIA, SR. VICE PRESIDENT – MARKETING & SALES, MATRIX COMSEC

One critical aspect we always drive is encourage people to “Make Decisions” rather than delegating it upwards. This has helped in creating capability for decision making across the team and with the guiding principle of “Code of Conduct”, these decisions are normally aligned.”

CORE STRENGTH AS A LEADER We are strong in terms of the ability to convert complex tasks to simple executable tasks for the front-line. Hence, our core strength lies in “EXECUTION”.

CHANNEL VISION FOR 2017 We are one of the very few product companies who have presence in major parts of the globe. As a strategy, we would like to focus on creating “DEPTH” in select markets and also expand our “WIDTH” by reaching unexplored markets. As a simple one line strategy, we have decided to be closer to the customers, whether it is exhibiting our products in various geographies or physically meeting the customers across countries.

MESSAGE FOR INSPIRING PARTNERS System Integration is a difficult business but worth pursuing due to the returns it offers.

MESSAGE FOR INSPIRING PARTNERS Most channel partners are engaged in transactional business approach while serving clients. Their scope remains limited to serving customers for two to three years due to changing technologies & price points. We want our aspiring partners to become the agent of change for their clients.

This is only possible by building long term relations with client through adopting a consultative outlook while suggesting Ricoh’s portfolio of products and services.

SME CHANNELS 55 MARCH 2017

TOP 25 CHANNEL LEADERS

VISIONARY

SANKET KULKARNI, VP – CHANNEL SALES, INDIA & SAARC - D-LINK

“With an impressive product line, and tremendous back-end business support we are confident of delivering strong results in times to come.”

CORE STRENGTH AS A LEADER Our India team has grown from strength to strength over time. My strength lies in being able to add the angle of practicality and optimality in the boardroom for defining the tactics and strategies which primarily adds value to the channel partners and end users. It is definitely the team’s focussed efforts and the brand’s values and vision that pave way for the growth.

CHANNEL VISION FOR 2017 Our focus for 2017 will be to continue providing customers with a Reliable, High Quality Product at a Competitive Price and support it with our Legendary Warranty and exceptional After-sales Services. We plan to grown both, with new verticals and new geographies in 2017. Being the market leaders, we will continue to equip our channel partners with useful tools and first-hand information about technologies and market changes that give them edge over competition.

MESSAGE FOR INSPIRING PARTNERS The Indian market has always been volatile and the sheer size and demand fluctuations make it a place for a dynamic mix of channel partners. Both our brands, Kingston and HyperX, have come a long way in the market and have the expertise and experience to help you grow. 2017 is a bright year with a lot of new products in the pipeline.

We can help your conscious efforts to earn & grow. On a broader scale, the channel market has been responsive for Kingston and we see a good potential to grow even more.

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CORE STRENGTH AS A LEADER In my career spanning over 17 years I have had the privilege of working with some brilliant & supportive colleagues who have had a colossal influence in shaping my belief and work ethics. As a result I truly believe ones professional or personal strength is determined by an individual’s integrity. In my opinion it is integrity that has helped me deliver desired output under most trying circumstances. My experience & professional integrity has allowed me to demonstrate my abilities in executing successful market plans for businesses, penetrate into newer markets.

CHANNEL VISION FOR 2017 Partner engagement is an ongoing process at D-Link, as D-Link is committed towards its channel partners/ re-sellers. Road shows/ seminar/ partner engagement program are platforms that allow us to interact directly with the channels. D-Link conducts such roadshows throughout the year in A, B & C class cities. The objective of these meets is to introduce partners to the latest in networking technology, update them on the product range, and address business concerns if any.

MESSAGE FOR INSPIRING PARTNERS As I mentioned earlier, IT Industry is a very dynamic with technology breakthrough happening at regular intervals. The customers today are also highly susceptible to new innovations. So it is truly an interesting time to be around. However it is imperative for partners/ re-sellers be it existing or aspiring, to keep oneself updated on latest technology trends, enhance their skill-set and most importantly focus on customer engagement.

VISIONARY

VISHAL PAREKH, MARKETING DIRECTOR, KINGSTON TECHNOLOGY – INDIA

“This year, we also have strong plans to cater to a broader customer base and to get newer products that will add value to the users.”

PARTNER CORNER

GURPREET SINGH, MD, ARROW PC NETWORK PVT. LTD.

PARTNERING WITH DELL EMC IS A WIN-WIN DEAL IT is bringing more transparency and efficiency in business. The current market position is quite interesting from partner point of view, where customers are eager to know the business benefits IT can bring to them. They are no more looking for suppliers to push boxes. So, partners need to create a win-win situation by building customised solutions that too only after understanding their needs.

Brief us about your company.

What kind of products and solutions are you dealing in?

We are an IT system integrator helping our customers to increase business efficiency by deploying reliable IT infrastructure. We deal in high end IT products from major OEMs and customise solutions for our clients.

What is your turnover and growth percentage?

We have been growing 40% YOY since last 5 years, however last year we haven’t grown our top line.

How long have you been associated with Dell EMC? How was your journey with the company like Dell EMC? We started our business with Dell-EMC in 201213 and enjoy great relationship with them. We are platinum partner for Dell EMC. Together we have won several strategic deals from various business vertical PAN India.

How do you differentiate yourself? Where do you add value in the sales process?

We have expertise in presales and deployment of sophisticated IT projects. Our engineers are well versed with the latest IT technologies available in the market. We work closely with our customers

to understand their business vision & customise solutions as per their requirement and budget.

What kind of benefits you are getting for being Dell EMC’s partner?

Arrow PC & Dell EMC do a lot of activities to generate business and do customer events to create awareness of the latest offerings. Our team is trained and certified by Dell EMC on the products and services. Dell EMC’s team works closely with our sales team to acquire new customers.

How do you find Dell EMC’s products/solutions in terms of its features vis-a-vis other brands?

Dell EMC is the #1 IT infrastructure company having complete products range in all flash, converged infrastructure, cloud and big data. The products offered are latest and there is a balance in price & performance. They have a complete range of products available for SMBs, corporates and big enterprises. There is no other OEM having such a big portfolio and offerings.

As a partner, how are you gearing up with the latest market trends?

These are exciting times and our customers are asking about business benefits IT can bring to them. They are no more looking for suppliers to

“CLOUD IS THE FUTURE. I BELIEVE THAT ALL CUSTOMERS WILL USE CLOUD SERVICES IN HYBRID FORM AND THEY ARE LOOKING AT US TO PROVIDE DESIRED SOLUTIONS.” push boxes, rather they are looking for a partner in mutual growth. We need to create a win-win situation by building customised solutions understanding their needs. IT is bringing more transparency and efficiency in business.

Can you give some important tips for your peer group aspiring to take up cloud solutions into their portfolio?

Cloud is the future. I believe that all customers will use cloud services in hybrid form and they are looking at us to provide desired solutions. This is the right time to choose a partner who can help your customers with the competitive offerings and have good understating of channel business.

SME CHANNELS 57 FEBRUARY 2017

TOP 20 WOMEN IN INDIAN IT

TOP

20

I

T industry is often criticized as being a boys’ club as it is dominated majorly by men at most leading positions. However, the scenario is slowly changing as we can see all of the biggest IT multinationals in India now have a woman at the helm. Having reached at the pinnacle in traditionally maledominated mainstay of business in India, these women are already making waves with their high-level decision making ability and

WOMEN IN INDIAN IT THE LEADING LADY

NITHYA KRISHNAN DIRECTOR, MARKETING – INDIA & SAARC, TREND MICRO CORE STRENGTH AS A LEADER My Core strength as a leader in marketing is being able to bridge between hypothesis and insights. I’m a senior marketeer with over 12 years experience in enterprise solution marketing with leading technology companies; developing insights that produce results.

DISTINCTIVE DECISION MAKING I’ll consider myself as an Inspirational leader with proven strategy and execution success in key aspects of marketing and buyer journey from creating awareness and demand to converting leads and sales while creating happy and loyal customers.

GROWTH PROSPECT FOR INDIAN IT LANDSCAPE The next decade will be fundamentally different from the previous one.

Owing to the radically restructring global economy, India plays a huge growth role and companies need to recreate and rethink their offerings based on customer first strategy.

58 SME CHANNELS MARCH 2017

achievements. Despite this, they are strong enough to impact their organisations and the economy in a big way with their inherent talent and access to robust financial resources.

In a try to recognize such powerful women in Indian IT, SME Channel is taking an initiative by presenting to you top 20 women leaders who are part of a new emerging segment of women at leading positions at tech companies.

THE LEADING LADY

ADELE BEACHLEY MANAGING DIRECTOR, APAC FOR SOTI INC

CORE STRENGTH AS A LEADER As a leader, I see it as my role to inspire my team to put our customers and partners at the centre of everything we do, collaborate with both our internal teams and partner networks to deliver solutions to our end customers that exceed expectations, and above all “be easy to do business with”. We need more women in IT. DISTINCTIVE DECISION MAKING It is always interesting when one is the first person on the ground in a new market, building new relationships and forging commercial partnerships. I very clearly remember one such market in which the company I was working for at the time needed to ensure there was a partnership established there ahead of our competitor. The Board wanted it. The CEO wanted it. The share price would benefit from the announcement. It came down to the final negotiation. I flew in and there was a large group of very senior people waiting for me. After a few hours of discussion and everything agreed, one new term was introduced. “We will sign now if you give us this”. It was and still is the craziest request I have ever received in a negotiation in my career, and was something.

GROWTH PROSPECT FOR INDIAN IT LANDSCAPE The Indian IT Landscape is one of the most exciting IT Landscapes in world, and growing exponentially. The Indian government has a stated intent to digitally transform the entire country, from government departments, to smart cities, to soil monitoring, to remote diagnostics and patient care, financial literacy, and inclusion to name just a few.

WOMEN IN INDIAN IT

THE LEADING LADY

JAYA JAGADISH SENIOR DIRECTOR – DESIGN ENGINEERING AT AMD

CORE STRENGTH AS A LEADER I love taking up new challenges and throwing myself out of my comfort zone no matter how difficult the problem might be. I do not give up till the problem is solved and believe that there is nothing we cannot accomplish if we put our mind and heart to it. I am passionate about my job as an engineering leader and constantly endeavor to support and guide my team to deliver their best.

DISTINCTIVE DECISION MAKING The decision to expand the CPU team to an entire array of disciplines, leading to gaining a major ownership of CPU product design in India has been one of the decisions I am extremely proud of. In addition, the decision to take up the challenge of a two month pull in of an already aggressive schedule and successfully delivering CPU to an extremely important customer is a cherished highlight in my career. This helped me build my credibility among the senior executive leadership at AMD.

GROWTH PROSPECT FOR INDIAN IT LANDSCAPE Over the last decade, the quality of engineering work that happens out of India has seen tremendous growth. Companies don’t come to India just for cost savings but recognize the quality of engineering talent available in the region.

The potential of the engineering talent in India and opportunities are huge and we need to continue to focus on improving the quality of our work and building expertise in areas of design engineering.

THE LEADING LADY

AMRITA MALIK BUSINESS HEAD FOR INNOVITI PAYMENT SOLUTIONS

CORE STRENGTH AS A LEADER As a leader, one needs to be strong in all aspects.

They need to have a unique mix of vision, strategy, analytical expertise, know-how of technical, sales, operational facets of business. As the Business Head of New Business Initiatives for Innoviti’s smelending platform, I need to make sure that the company is consistently exceeding revenue and performance goals by aligning my team’s talent and effort to meet the end objective of the company.

A leader needs to have focus and should be able to guide the team produce results and fuel profits for the company.

DISTINCTIVE DECISION MAKING One of the major decisions I have had to make, as a Business Head for Innoviti, was to launch smelending.com platform. Through this platform, we are able to help small businesses with their cash flow by providing them access to small value unsecured loans. We are currently handling over Rs. 400 crores of annual lending to more than 30k small merchants.

As a team, we were able to able to bring in positive reinforcement of customer centricity, efficiency and self-management within the team.

Customer orientation encouraged us in building best payment product in India and opened up new business opportunities for entire organization.

GROWTH PROSPECT FOR INDIAN IT LANDSCAPE Indian IT market landscape promises a good future, contributing around 9% to India GDP currently. Considering the increasing manpower cost in India, IT will play very important role in years to come as companies would like to save manpower cost.

Innovation and emerging technologies like Internet of Things, Artificial Intelligence and Automation needs to be adopted by companies across industries. Government is also taking new initiatives for sectors like financial services and infrastructure along with digitization campaigns is helping to move towards cashless economy.

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TOP 20 WOMEN IN INDIAN IT

THE LEADING LADY

ARATI NAIK COO, DIGISOL SYSTEMS LTD

CORE STRENGTH AS A LEADER I feel to be a good leader, three things are essential which I make sure to practice; Transparency, open-mindedness and empowerment. These three characteristics can bring in effectiveness, enthusiasm and self-motivation in a team.

A leader should be open to opinions and feedback from their team members and other individuals who are essential to the overall growth of the organization, this also calls for full transparency on all organizational aspects so that everyone works together with trust and commitment to achieve both individual and company goals.

DISTINCTIVE DECISION MAKING The most strategic step we took was to bring about a large focus on local manufacturing under the“Make in India” initiative that has really given us a major push specifically in the WLAN market.

This year we have also introduced our complete range of Structured Cabling Products on which we have got a very overwhelming response from channel and SI partners. And we are confident to accumulate a good market share in this category of products this year.

GROWTH PROSPECT FOR INDIAN IT LANDSCAPE There is a lot of the government push towards digitization and the growth of a networking market in the Indian IT space. As a part of this push, several state governments have rolled out various plans across the country. 4G is coming up in a big way and is sure to boost the networking market in its wake. On the enterprise networking front, I see growth in wireless controllers and that is mainly because there is a lot of requirement of wireless hot spots. Thus, that market has picked up a lot.

THE LEADING LADY

ARUNA REDDY DIRECTOR OF GLOBAL PARTNER SERVICES, MICROSOFT INDIA

CORE STRENGTH AS A LEADER Aruna brings strong cross group collaboration and a get-it-done attitude to her roles in the corporate environment DISTINCTIVE DECISION MAKING With 20+years at Microsoft, it’s been the ability to make an impact people who use Microsoft software and services all over the world to be more productive and empower people. Most recently it’s helping partners adopt and implement Microsoft products to make a difference in the world.

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GROWTH PROSPECT FOR INDIAN IT LANDSCAPE India has a vibrant talent both within India and outside of India. Many have fast experience internationally and locally. Indian IT professionals contribute to flagship products from both domestic and overseas companies will continue to increase. The IOT/AI/Big Data/ and many other emerging focus areas are being embraced by IT professionals. Areas like IOT to enhance the human senses and in concert with AI will augment human capabilities to push us

into another industrial revolution. Indian government and private sectors are looking toward digital transformation as a means to improve the bottom line and productivity. With the technology disruptions happening in the market place, Indian IT market is poise to take advantage of the shift.

WOMEN IN INDIAN IT

THE LEADING LADY

CHANDANA GUPTA ASSOCIATE DIRECTOR OF CONSUMER SALES, ACER INDIA

CORE STRENGTH AS A LEADER My core strength lies in my optimistic attitude.

I have always focused on opportunities rather than obstacles. I think that a solution-based approach, helps you get the most favourable result and also enables creativity and innovative thinking. Another key quality that I believe one should have is “Persistence”. There will be failures along the way and it’s very important to learn how to deal with these failures. Also, I strongly follow work life balance philosophy and emphasize people to follow it too, because balance plays a very important role in professional success.

BIGGEST ACHIEVEMENT My Biggest achievement has been to build Robust Infrastructure for our products in the Market which is “Channel”, who are the brand ambassador for any IT Company and their products. A strong and scalable distribution model, development of core channel partners who will co-own the market development from a long Term perspective to build mutually beneficial relationship are the few things which comes to my mind.

Building Strategy to reach deep into India upcountry markets in an organised Small Format Exclusive Retail few years back really helped to build strong foundation for growth and subsequent growth in market share.

GROWTH PROSPECT FOR INDIAN IT LANDSCAPE From the past few years, the Indian IT landscape has moved forward in leaps and bounds. Organizations are getting digital through secured cloud solutions. Also, Government Initiatives like ‘Make in India’ and ‘Digital India’ are enabling the enterprises to grow at an unmatched speed.

At the same time, the government is also catalysing the consumer and end user by promoting various initiatives like cashless economy. Adoption of technology across all sectors is enabling businesses to crash the barriers and provide unparalleled opportunities to grow seamless.

THE LEADING LADY

DAISY CHITTILAPILLY MANAGING DIRECTOR, PARTNER ORGANISATION, CISCO INDIA AND SAARC

CORE STRENGTH AS A LEADER The most important thing for a leader is to have the courage to try new things without any guarantees. If the choice is between comfort and courage or between the side-lines and making a difference; I prefer the latter.

DISTINCTIVE DECISION MAKING Cisco is a partner-driven organization and the way we engage with our partners defines our success. Over the years, I have realized that partners prefer to work with companies who invests in their overall growth. Our ability to help partners identify and navigate the most relevant technol-

ogy transitions, new buying and consumption models enable us to help our partners capitalize on new market opportunities. The India partner ecosystem is very dynamic and provides a continuous learning curve. It’s important that we continue to evolve our partner strategy to meet the changing demands and invest in our channel efforts.

GROWTH PROSPECT FOR INDIAN IT LANDSCAPE Cisco will continue to be a partner-centric organization in the IT industry-- focusing on building and enabling a robust partner eco-

system to capture new and emerging market opportunities. Today, India is seeing the rapid convergence of mobile, social, data and cloud which is in turn driving the digital disruption in the country. From the digitisation of the country to digitisation of industries where consumers will access services and products digitally to the social innovation of delivering affordable and efficient healthcare and education – Digitization has the potential to transform India and this offers huge opportunities for Cisco and its partners.

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TOP 20 WOMEN IN INDIAN IT

THE LEADING LADY

JAYA VAIDHYANATHAN PRESIDENT-BFSI & STRATEGIC BUSINESS INITIATIVES, BAHWAN CYBERTEK

CORE STRENGTH AS A LEADER The ability to innovate and the ability to connect

DISTINCTIVE DECISION MAKING Stopping incremental thinking and thinking from a truly differential and innovative viewpoint. I have created a workforce that can think differently. I’ve also tried my best to stay connected with clients, employees and other stakeholders.

GROWTH PROSPECT FOR INDIAN IT LANDSCAPE While services continue to generate volume business in revenues, we will move towards more core innovation and creativity. There will be increased adoption of software as a service model with capex spend on software declining over a period of time. Software, platform and infrastructure as a service will gain momentum.

There will be increased spending on automation and robotics to replace commoditized software jobs.

THE LEADING LADY

KALIKA BALI RESEARCHER AT MICROSOFT RESEARCH LABS INDIA

CORE STRENGTH AS A LEADER Empathy (and not sympathy), I believe, is an essential quality. It helps you to be able to understand where another person is coming from, understand their perspective and why they are reacting and behaving in a certain way. This enables you to then help them unleash their potential in a more impactful way.

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BIGGEST ACHIEVEMENT My biggest achievement involves working on all aspects of analysing, understanding, and generating code-mixed language (that is, when two or more languages are mixed in a single sentence or utterance, for example, Hinglish and Spanglish).

This is extremely important in ensuring that the large multilingual population across the globe has all the advantage of the digital world by being able to access it in the most natural way possible.

GROWTH PROSPECT FOR INDIAN IT LANDSCAPE I think language technology has truly come of age and to sustain growth and remain competitive in this world, IT companies in the consumer space will have to provide interfaces and access to the users in their own languages in the easiestto-use and natural way possible.

WOMEN IN INDIAN IT

THE LEADING LADY

KAMOLIKA PERES VICE PRESIDENT AND HEAD - STRATEGIC CUSTOMER PROGRAM, SAP INDIA

CORE STRENGTH AS A LEADER In my current role at SAP, I drive the company’s largest and deepest customer relationships in the Indian subcontinent. One of the key drivers that I believe, helps me to succeed as a leader, is the ability to build strong relationships backed by deep domain expertise, attained over two decades in the industry. Having led many firstof-a-kind technology implementations in India and emerging markets has helped me learn from tough situations and hone my knowledge and skills to work alongside SAP’s top customers to ensure their success.

DISTINCTIVE DECISION MAKING In my current role, I work alongside SAP’s top customers to collaborate & co-innovate and make decisions in the areas of digital and cloud transformation. We are taking forward SAP India’s 20-year strong legacy in the Indian market by strengthening our relationship with our customers in the country. It would be difficult to zero down to one major decision, as with every customer interaction that we garner out of our engagement, we hope to provide a fresh perspective, move closer to resolution of core business issues as well as partner with them as the technology partner of choice.

GROWTH PROSPECT FOR INDIAN IT LANDSCAPE The Indian IT industry is amidst a phase of continuous disruption thanks to technologies such as IoT, machine learning, artificial intelligence, Blockchain and others. Driving this growth are large enterprises that have recognized the competitive advantage by adoption of these next generation technology. I firmly believe that this digital disruption has a profound impact on not just the technology sector but the whole economy itself. How quickly individual organisations respond, and the manner of that response, will determine their success in the years to come.

THE LEADING LADY

MANGALA SESHADRI VICE PRESIDENT, ANALYTICS, SAP INDIA

CORE STRENGTH AS A LEADER I am passionate and committed to building software products. As a leader, I depend on my ability to rally around a common cause and infuse my team with enthusiasm to deliver the best solutions to our customers. .

DISTINCTIVE DECISION MAKING Contrary to the traditional model of product development by an extended team located in India, I have strived to have an end-to-end accountability for the products that are developed locally. This has resulted in complete ownership over the product, including its revenue, which is a

matter of great pride for the team involved.

GROWTH PROSPECT FOR INDIAN IT LANDSCAPE In the past, the Indian IT market focused solely on services. Today, however, we see an emerging trend of Indian companies developing and delivering products/solutions that cater not only to Indian but global market as well. Additionally, we see a climate that is conducive for rapid technology adoption across segments within the industry; with consumers, enterprises, SMB, government now looking at an e-solution to run their businesses. Furthermore, the increasing

number of start-ups within the country has also positively impacted investment avenues for venture capitalists, start-up studios, crowd sourcing and angel funding. The transaction value of VC/ PE deals in the software products’ space has amounted to USD 711 million since 2008. The growth of this sector has been driven by various factors, including an increase in mobile devices, online transactions, and newer technologies with lower operating costs. Cloud technology is also expanding giving businesses access to a larger customer base and driving demand for hosted applications, which will be the catalyst for growth in the future.

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TOP 20 WOMEN IN INDIAN IT

THE LEADING LADY

PARVINDER KAUR DIRECTOR, ARROW PC NETWORK PVT. LTD

CORE STRENGTH AS A LEADER I believe in leading by example. Discipline, transparency and helping my team by providing opportunities to achieve their goals is my strength

DISTINCTIVE DECISION MAKING I participate in strategic decisions related to HR, marketing, finance and administration. We are able to share our vision with the prospective employees and to maintain the focus towards a common goal of helping our clients to increase business efficiency by deploying reliable IT infrastructure

GROWTH PROSPECT FOR INDIAN IT LANDSCAPE The future is very exciting. IT is changing the way we communicate and do business. IT system integrators like us have big opportunities in the upcoming technologies like cloud, hyper converged and big data. With government of India focussing highly on digital, I can see huge growth for IT players in India.

THE LEADING LADY

RADHIKA KALIA ASSOCIATE DIRECTOR, CORPORATE AFFAIRS & CSR AT PANASONIC INDIA

CORE STRENGTH AS A LEADER I’ve always been a huge admirer of the ideologies of Konosuke Matsushita, Founder of Panasonic.

He once famously said, “Everybody has its own way. Only the courage and persistence of each person will help them discover the true path”, true to its each word a leader has to set his/her own path. From solving a problem, thinking strategically, building relationships to achieving an uphill task, a leader must be well versed in all of these departments with one key attribute. My key strength lies in motivating my fellow peers and bringing out their best professional front in an efficient manner.

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DISTINCTIVE DECISION MAKING 2008 marked the re-entry of Panasonic in India and back then we had just started building our base in the nation. A lot of groundwork w.r.t. to policies, compliance, new products planning and other strategic roadmaps were being formulated.

My role, here was instrumental as I had to ensure that Panasonic met the necessary compliances and standards to offer premium quality products.

Key initiatives such as establishing organization and government association, formulating the communication structure and building thoughtleadership for Panasonic were some of the critical undertakings that helped in building the brand.

GROWTH PROSPECT FOR INDIAN IT LANDSCAPE India is on the cusp of becoming a cashless economy and technology plays a vital role in making it possible. Government’s impetus on Digital India is offering the necessary boost to IT services for businesses. Today, the industry has radically transformed itself into an entity that substantially contributes to the strategic roadmap of the country and eventually positively effecting the bottom-line growth. With technological solutions at the helm of the Digital India plan there is a gigantic opportunity for IT players to use disruptive technologies such as AI, Virtual Reality and Internet of Things (IoT).

WOMEN IN INDIAN IT

THE LEADING LADY

RUCHI MAHAJAN DESIGN PRINCIPAL FOR THOUGHTWORKS INDIA

CORE STRENGTH AS A LEADER I’ve had a very diverse design experience that has become core to what I do today. I spent many years dabbling in graphic design, textiles, book publishing and online advertising/brand building before jumping into user experience design.

So when I sit with my team and review work, they know this feedback is coming from someone who’s worked in the trenches. When I talk to clients, I’m able to engage with them at multiple levels. Overall, it enables me to see the big picture and make decisions based on that.

DISTINCTIVE DECISION MAKING I have been focused on bringing value to our customers which means getting my team to solve business problems using design-thinking, to look at the service landscape and re-imagine that space with digital interventions. This has been an interesting change in thought and approach.

What makes this journey even more interesting is partnering with great clients and encouraging my team to have fun along the way, while learning.

While, it’s hard to predict the future, the decisions to go strategic and follow through, has definitely impacted the mindset of both my team and our clients.

GROWTH PROSPECT FOR INDIAN IT LANDSCAPE From a design standpoint, the good thing for ThoughtWorks India is that we don’t need to “sell” design to our clients anymore. The market has matured. Customer experience, product innovation and interactive design have been the buzzwords for sometime and are now recognized as ThoughtWorks’ specialized offerings. If you look at the trends, everyone from Facebook to Accenture has been merging with or acquiring a design partner and that clearly speaks volumes about the significance of design not just in the Indian landscape, but the world over.

THE LEADING LADY

SAVNEET SHERGILL DIRECTOR - INDIA TALENT ACQUISITION, DIVERSITY & INCLUSION, DELL.

CORE STRENGTH AS A LEADER Gauging from the feedback I receive from my teams, I think I have made consistent efforts to – • Completely empower my team - I lay down clear briefs around the expected outcomes and give them freedom to operate independently • Be an open and transparent leader who communicates regularly with the team • Be unbiased and a quick, effective decision maker DISTINCTIVE DECISION MAKING With an able team, we at Dell, have been able to focus on amplifying the company brand through our presence on social media. We have a strong

employer presence on all major social media platforms like Facebook, Twitter, LinkedIn, Pinterest, YouTube, SlideShare, etc. Additionally, we understand that Glassdoor has become a destination for all jobseekers looking to learn more about their preferred company and we take this platform seriously. We share relevant company news, actively respond to reviews (both negative and positive) and share the same with the leadership team. Our Glassdoor ratings have steadily risen in the three years - our company ratings, CEO approval and the number of page views have gone up. All these have helped reinforce our employer brand.

GROWTH PROSPECT FOR INDIAN IT LANDSCAPE Having been in the industry for over 15 years, I can say that the rise of the technology and internet industry will result in greater employment opportunities in the next 10 years. The market trend suggests that the ecommerce companies are going to expand their market share which means they will need infrastructure and teams to support their growth. Additionally, the Government’s Digital India programme is empowering societies with digitization and automation. Rural India will be the most impacted due to creation of more employment opportunities.

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TOP 20 WOMEN IN INDIAN IT

THE LEADING LADY

SHILPA MAHNA BHATNAGAR CEO AND CO-FOUNDER AT EVOXYZ TECHNOLOGIES

CORE STRENGTH AS A LEADER Being an Entrepreneur came naturally to me as I always wanted to do something so that it impacts people’s lives in a big way. With a rich experience in leading software teams for more than 18+ years, my core strengths as a leader are my immense conviction to make things happens, capability of building a great team, technically hands-on approach and an extremely high perseverance.

BIGGEST ACHIEVEMENT The biggest achievement so far in my career is the inception of Evoxyz with core vision to make our children safe. I believe that by using our solution if we can safeguard even one child we would make a difference.

GROWTH PROSPECT FOR INDIAN IT LANDSCAPE The role of technology in day to day life is increasing at a very fast pace. Cognitive technologies such as machine learning, pattern recognition embedded in software systems and applications, big data management with enhanced capabilities will form the basis of any kind of solution that is offered. An optimal mix IoT wearables and intelligent software systems will be key to solving problems which have a social impact. These could be child safety, women and elderly safety or may be ecological balance and wellness.

Hence, IT market has an enormous potential to grow exponentially in next few years.

THE LEADING LADY

SHWETA THAKARE SENIOR AVP – EUROPE, APAC & SAARC, ESCAN

CORE STRENGTH AS A LEADER A leader needs to be a visionary, inspirational, strategic, tactical, focused, persuasive, likeable and ethical too. I feel my core strength as a leader is a combination of most of the things put together. I am very people-centric. I am very open and dedicated to lifelong learning. My core strength lies in me been very straightforward.

Good leaders know it’s hard to beat the truth.

DISTINCTIVE DECISION MAKING The technology in the industry is changing so rapidly that you have to keep up with the pace. I love to brainstorm a best, worst, and most likely

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scenario; which helps me to set a timetable that’s more realistic. We weren’t performing too well in one region and I did a thorough cost-benefit analysis for that region and with certain changes; it is now one of the most profit making region for us. I strongly believe when something hasn’t gone right; you still have the opportunity to correct it on a timely basis.

GROWTH PROSPECT FOR INDIAN IT LANDSCAPE The rapid digitization of businesses and services in India has also bought with it the rampantly growing cyber-attacks or opened up avenues for

cyber criminals for targeting enterprises with DDoS to APTs and ransomware. One of the key trends observed in the recent past is that of ransomware attacks, that is creating havoc across India as well as globally. The cyber threat extends its fangs to more areas with the increased adoption of technology. Cyber criminals today are more sophisticated in keeping up with the technology changes across business to individual user. Their major target is designed to elicit financial or confidential data gain from network to individual users with pre planned attacks.

WOMEN IN INDIAN IT

THE LEADING LADY

SYAMALA LANKA GLOBAL DELIVERY HEAD AT WELLS FARGO INDIA SOLUTIONS.

Core Strength Goal Orientation and Conviction Greatest Achievement so far More than 24 years of in-depth experience in managing Solution Delivery, Operations, Managed Services, and Transformation Initiatives, I successfully managed large-scale signature programs of complex business processes, technology landscape and industry specific solutions across the verticals like healthcare, manufacturing, energy and utilities.

A strong people leader with strategic focus, I have led and managed large teams across geographies in true global technology delivery models. I have extensive knowledge of various engagement

models, transition methodologies and delivery of business value and performance excellence. I have passionately driven delivery excellence initiatives that increased predictability of technology delivery, and improved the end-customer value and satisfaction.

Major Decisions l Initiating customer engagements based on trust and credibility, have enabled long running relationships with customers over years l Creating Shared services models helped organization not just reap the benefit of efficiency gain, but also better and forward looking operating models l Delivery excellence initiatives have resulted

in cultural shift in the way large organizations worked, beyond improving the quality of services Vision on Indian IT India remains an attractive market for IT with huge access to talent and infrastructure. With rapidly evolving digital technologies and mushrooming tech startups, we are certainly in for massive growth in Information Technology.

Areas such as Internet of Things (IoT), Cloud, Big Data & Analytics have become important than ever; However - quality over cost, Innovation over traditional offerings, business knowledge over pure technical capability are driving decisions big time.

THE LEADING LADY

JYOTI CHOPRA IT â&#x20AC;&#x201C; DIRECTOR,GLAZE TRADING INDIA PVT. LTD.

CORE STRENGTH AS A LEADER To be successful, you need to have your heart in business, and your business in heart. Dream Big. Start Small. Act Now.

DISTINCTIVE DECISION MAKING Under strategic direction from Founder Directors SanjeevChhibber and ChetanHanda and CEO AmarnathSengupta, we have upgraded the IT of Glaze to the latest market benchmarks. Deployed IT Service Management and Agile methodology, web services moved to the Cloud,Implemented Warehouse Management System, Disaster Recovery: Datacenter DR Management and MPLS Project

GROWTH PROSPECT FOR INDIAN IT LANDSCAPE Implement AWS, reinforce Data Analytics, setup e-Commerce Business, drive Open Source technology for S/W Engineering Automation, Implement CMMi roadmap for internal IT, centralize and optimize the Datacenter, expand MPLS Project to the next level across all franchisees, implement digital payment module and Online Distributor enrollment using Samsung IRIS technology and Aadhaar for KYC verification through UIDAI.

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TOP 10 PRODUCTS

EPSON

EPSON WF-R5691

ZYXEL

ZYXEL UAG4100 THE ZYXEL UAG4100 Unified Access Gateway is an all-in-one wireless hotspot/accessgateway developed to connectivity challenges in the hospitality industry. The UAG4100offers premium features-like 802.11 a/b/g/n dual-radio Wi-Fi and a built-in WLANcontroller which delivers scalability, capacity, and performance to fulfill guest accessdemands. The UAG 4100 also does tasks like account management, billing, and data retention capabilities.

The built-in WLAN controller manages up to 16 Aps making the UAG4100 an ideal fitfor network deployments in places like hotel lobbies, smaller inns, hostels, BnBs, hospitals,lounges at airports and retiring rooms at railway stations. The UAG4100 is operated in combination with the SP350E ticket printer from ZyXEL. KEY CAPABILITIES...

• The built-in WLAN controller manages up to 16 Aps, • Offers granular bandwidth management n Price: On Request, Warranty: On Request, Contact: Pankaj Singh, 011-47608800 email: Pankaj.singh@zyxel.in

EPSON WORKFORCE PRO WF-R5691 is a multifunction inkjet printer. Available mostly for purchase as part of a managed print service offering, the WF-R5691 utilizes Epson’s Replaceable Ink Pack Systems (RIPS) Technology, majorly enhancing print yield. The system provides the ease-of-use of a cartridge-based system, combined with the high volume printing of an ink tank system.

Epson claims the ink packs yield up to 75,000 pages with a draft print speed of up to 34ppm. The command to print speed was fairly good and printing speed was impressive for even color prints. The WF-R5691 offers duplex printing and boasts a variety of connectivity options including USB 2.0, Wi-Fi, Wi-Fi Direct, Ethernet and Epson Connect. It offers Epson’s new PrecisionCore head which comes from its range of high-end industrial printers Form factor wise, it comes in a neat grey tone and with quality plastic finish. The WF-R5691 comes with two paper cassettes. The color ink pouches are stacked neatly in the right hand compartment of the printer whereas the bigger black ink pouch goes separately on the left.

The front of the printer features a small color screen with touch capabilities and a number of physical keys including, scan, copy, print, and color or BW selection.

The interface is good and easy to understand. Though, we did face some connectivity issues when trying to use the printer from multiple devices. Overall, with decent print quality and speed, and its large print capacity make Epson WF-R5691 an appealing choice for enterprise offices that need lightening quick and tireless printing capabilities. n Price: Rs. 98,999 Warranty: 1-Years Contact: www.epson. com

DIGISOL

DIGISOL 1.3 MEGA PIXEL CMOS DOME AHD CAMERA COMBINING CUTTING-EDGE DIGISOL’s home security technology with intuitive digital media solutions; Smartlink Network Systems DG-CM5320PS – the 1.3MP Sony CMOS Plastic Dome AHD Camera, with 3.6mm Lens and IR 20m – combines cost-effectiveness of analogue cameras and powerful effectiveness of video surveillance in the sensor dome camera for both indoor and outdoor applications.

The other winning feature of the camera is the exceptional LED technology of 24 PCS LED when other cameras of this range only offer 10-18 PCS LED. This feature makes it a best buy as along with its budget-friendly pricing it also promises superior technology. One can easily see video up to 20 meters without any distortion and its 4/45 – 1/45,000 Sec of Electronic Shutter Speed assures no-lag thereby giving the best picture quality.

Additional performance features found in DG-CM5320PS is automatic backlight compensation improves the picture without any hassles in extreme light condition and the automatic white balance leads capturing clearer and perfect picture. n Price: Rs. 3990/-, Warranty: 2 Year, Contact: Smartlink Network Systems Ltd. Plot No. 5, Kurla-Bandra Complex Road, Santa Cruz (E) Mumbai – 4000098, India

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TOP 10 PRODUCTS

D-LINK

D-LINK 2U 500 X 400MM ENCLOSURE: NWR-2U-5040-GR-U

PART OF D-LINK STRUCTURED Cabling solution offering, D-Link 2U Wall Mount DVR enclosure is specially designed for CCTV Applications.

NWR-2U-5040-GR-U enclosure from D-Link is fabricated with CRCA steel, is CNC programmed, while it is punched, bended, welded and powder coated January 2016 with highest quality standards. Further the security encryption prevents unauthorized users from connecting to your network.

Also its welded frame is integrated with side walls and vented top cover comes with fan mounting provision. The rear side of the enclosure has wall mounting provision, and has front toughened tinted glass door with lock and key that provide both visibility and security. n Price: Rs. 2000/-, Warranty: 2 Year, Contact: www.d-link.co.in

MATRIX

MATRIX SATATYA NVR64S MATRIX SATATYA NVR64S is an IP video recorder suitable for enterprises. It is built on a Core 2 Duo processor for smooth and reliable performance. This recorder, along with its software, ensures organizations get preventive and effective security with rich features like adaptive recording for saving storage space, camera-wise recording & backup retention, calling from mobile app and email notification with snapshot. The features like E-map and cascading ensures effective monitoring never letting organizations miss unwanted events.

This device connects multiple NVRs and HVRs from a single device without a server. It also reduces cabling, server and individual monitoring device cost. SATATYA NVR64S can record feeds from 64 cameras at 1.3MP in High resolution. It aautomatically changes frame parameters during recording for a configured period of time. It also saves storage & bandwidth providing extra storage days. The best part is that SATATYA NVR64Sretain recordings based on priority of cameras and utilize available storage space as per requirement.

Further to this, the device offers scheduled and manual backup to FTP, NAS and USB, while safeguarding data through centralized storage.

The biggest USP is that all ONVIF,RTP or RTSP compliant cameras can be connected to matrix devices offering flexibility of the video surveillance solution. And it offers Video analytics (If camera supports) for a quick decision making and ensures preventive security. n Price: On Request, Warranty: On Request, Contact: MATRIX COMSEC, +91 93744 74302, More@MatrixComSec. com, www.MatrixSecuSol.com

RDP

RDP 14.1 “THIN BOOK” RDP “THIN BOOK” - the new ultra slim laptop priced at 9999/-, is a 14.1inch display offering a resolution of 1366 x 768 pixels. Company claims Thin Book is the India’s first ultra slim laptop in this price segment for Indian consumers mainly for on the go users.

The RDP Thin Book is a “revolutionary” design with glossy fiber & elegant edges as per ergonomics, the windows 10 based laptop is powered by Intel quad core processor with 2gb ram & 32gb storage (expandable upto 256 GB). Graphics are provided by an integrated intel hd graphics and the system also includes a web camera and connectivity is supported by Bluetooth 4.1 and integrated 802.11a/b/g/n/ac. The laptop is backed by a 10000 mAh 3.7 v battery as well.

Further, RDP has witnessed huge response for its pre booking option and received 1k orders through its advance booking. It also gives the option to aspirants and technology enthusiasts to avail this products by registering at www.rdp.in/prebook besides this RDP announced 16gb SD card for free on its pre booking orders. n Price: Rs.9999, Warranty: On Request, Contact: Sandeep | Brand Manager, | e. sandeep@rdp.in

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TOP 10 PRODUCTS

AXILSPOT

AXILSPOT AIP5 11AC AXILSPOT AIP5 11AC wireless bridge solution is tailored to operate in adverse climatic conditions.

AIP5 11AC is an exemplary solution for Internet Service Providers (ISPs) to amplify broadband backhaul as well as furnish wireless service in areas where fixed line resources are scarce.

The service providers can gain a competitive edge by offering best in class wireless backhaul performance at ranges extending to up to more than 10 kilometres. The AIP5 features a pole-mount shape for hassle free installation and maintenance and operates at 5GHz frequency.

The industry leading RF technology embedded in the solution also offers 900 Mbps RF capacity. It also incorporates 2 GE ports with the main port supporting 24V Passive POE while the sub port is capable of powering other devices.

It comes as a perfect solution for schools, factories, warehouses and other enterprise environments where extension of network is critical across remote structures and where Ethernet line connectivity is not possible. n Price: On Request, Warranty: On Request, Contact: www.

AXILSPOT.com

ZEBRONICS

ZEBRONICS GAMING CHASSIS ‘PREMIER’ ZEBRONICS’ GAMING CABINETS Premier’ built to handle todays and tomorrows high performance systems that are custom built for gamers from the inside – out.

With ‘Premier’ chassis, Zebronics pushes the bar higher in cabinets, with cutting edge product design that features the latest technologies to help gaming enthusiasts create a personalized look that matches their styles.

The transparent window on the side panel and the front, along with the stylish chrome rail provides a fresh look into the breathtaking high performance PC build inside. Since gaming hardware produces a lot of heat, this enclosure contains Dual 120mm Front LED Fan & 120mm Rear LED Fan for an optimized cooling solution offering extreme airflow and holes for liquid cooling with a touch of style and brilliance. n Price: 4040/, Contact: Rahul Sharma, phone: +91-44-4000-0007

CANON

CANON LASER PRINTERS LBP SERIES DESIGNED TO ADDRESS THE PRINTING needs of the Government, Large Enterprises, BFSI and Healthcare segment, Canon India’s new Single Function Laser Printers LBP 351x and LBP 352x.

Catering to the productivity focused workplaces, the printers can print above a printing speed of 40 PPM, which is a first from Canon for the Laser printer portfolio. The multi-function MF 515x also supports legal sized scanning and enables easy operation for all levels of users. LBP 351x and LBP 352x proves the testimony to Canon’s technology leadership and design superiority. This printer unleashes the power of Heavy-duty workhorse and are the fastest printers offered in A4 Laser range by Canon. With black-and-white printing speed at 55ppm and 62ppm respectively, the LBP351x and LBP352x are also leading in their category with minimalistic power consumption - with 2W in sleep mode. n Price: INR 87,495 to INR 149,999, Warranty: On request, Contact: Customer service 1800 180 3366

QNAP

QNAP QUAD-CORE TS-1635 QNAP SYSTEMS 16-BAY TS-1635 business NAS that supports twelve 3.5” HDDs and four 2.5” SSDs to accommodate massive data storage. The cost-effective quad-core TS-1635 comes with dual 10Gbe ports and dual Gigabit ports, meeting the demands for next-generation networks, high-speed file transfer, and helping small/medium businesses to reduce the cost in implementing 10GbE solutions.

Equipped with an Annapurna Labs Alpine AL-514 quad-core 1.7 GHz ARM Cortex-A15 processor

by Amazon, the TS-1635 supports 4GB/8GB DDR3 RAM (upgradable to 16GB) and provides hardware-accelerated encryption that can deliver up to 700 MB/s throughput. With dedicated 2.5” bays for SSD caching and two integrated 10GbE SFP+ ports, the TS-1635 delivers up to 1228 MB/s read and 874 MB/s write speeds, making it the ideal choice for users looking for high-speed data transfer. n Price: On Request, Warranty: 2 Year Onsite, Contact: Indiasales@qnap.com

70 SME CHANNELS MARCH 2017

RNI NO: DEL ENG/ 2010/ 31962 Postal Reg. No.: DL-SW-1/4145/16-18 Licensed to Post without pre-payment U(SW)/19/2017-18

Date of Publication: 13 of Every Month Date of Posting: 15 & 16 of Every Month