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India’s leading IT magazine for channel business VOLUME 10 | ISSUE 09 | PAGES 32 | NOVEMBER 2019 | RS. 20/-
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STANDS OUT IN THE SCANNER MARKET.
Integrated Communication Platforms.
/24 RAHUL KULKARNI: Unify Delivers
CASE STUDY /28 SOVEREIGN SAFE CONTROLS ACCESS TO THEIR SAFETY DEPOSIT VAULT THROUGH EFFICIENT MATRIX SECURITY SOLUTIONS
DELL: VISION FOR THE
FUTURE Today technology is more accessible, it is more connected, more powerful and the progress has been quite incredible. Michael Dell, Founder and CEO of Dell Technologies speaks about Digital Transformation - how everything is connected and digitized today. He also explains Dell’s vision for 2030, that its goals are centered on four areas where they believe Dell can have the greatest impact. P/16
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Global IT Investment to Grow by 3.7% in 2020: Gartner Pg: 8 www.smechannels.com
India’s leading IT magazine for channel business SME CHAT
/22
ASHOK DASH: KODAK ALARIS STANDS OUT IN THE SCANNER MARKET.
CASE STUDY /28 SOVEREIGN SAFE CONTROLS ACCESS TO THEIR SAFETY DEPOSIT VAULT THROUGH EFFICIENT MATRIX SECURITY SOLUTIONS
SME CHAT
/24 RAHUL KULKARNI: Unify Delivers
Integrated Communication Platforms.
MY EXPERIENCE EDITORIAL
NEED OF TECHNOLOGY TO RESTRICT IMPACT SANJAY MOHAPATRA
sanjay@smechannels.com
Dear Friends This is the month of the year when people start preparing for the festive season and calendar year closer. But this time due to the byelections – specially in Maharashtra, the tempo is not so high. The industry has well understood that there are certain states which matter a lot when it comes to being stable politically. One of those states is Maharashtra. The political drama till now ever since the election announcement has happened has been keeping on happening and it is far from being settled down. The financial capital Mumbai is not coming into terms due to political drama for last some days. Similarly, the capital city of India, New Delhi has been reeling under a different king of pressure that the air quality of the city has gone from bad to worse compelling various organizations – specially the education institutes to shot down their office for many days. There is a surge in air purifier sales in the NCR region. There are various other occurrences during these time in many parts of the country. These are all stumbling blocks towards the economic growth of the country. If the performance of any organizations goes down for a couple of days, it can slowdown the overall growth of the organization which ultimately impacts its revenue target and GDP of the country. We are looking at a target of US$5 trillion economy by 2025, if we do not get these corrected then the goal and ambition are hurt. Therefore, our industry and the government should look at making the digitization process faster so that work is uninterrupted. People can work from home or any remote place during such bad times. In most of the advanced countries work from home is encouraged as it helps in reducing the overall maintenance cost of the office. The other thing is that our economy will soon be guided by sensors and IOT devices. Starting from agriculture to city administration to space engineering, every field will have sensors, which used to be used only in manufacturing. Every sensor and IOT device would generate huge data and there would a new growth area as well, which will be called data engineering and management. So, one can see the opportunity of the IT industry and scope for the partners. Only thing they need do is to stay abreast of the trend and keep on adapting to it. Looking forward to have a wonderful reading of the entire magazine and your positive criticism.
Epson First 24-inch Dye Sublimation Printer Epson SC-F500, a 24-inch, dye-sublimation printer is developed to help promotional houses, photo labs, clothing producers and copy shops increase customer choice through flexible, high-quality printing. Whether producing printed phone covers, mugs, mouse mats, t-shirts or cushions, the SC-F500 offers fast turnaround times, reliability and a low total cost of ownership (TCO) to small businesses, and it requires no specialist knowledge to set up, operate or maintain. The SC-F500 forms part of Epson’s complete end-to-end printing solution, which includes inks, software and paper, all designed to work in perfect harmony. To keep businesses agile and responsive to customer needs, the SC-F500 has been built with ease of use, productivity and efficiency in mind. KEY FEATURES The dye-sublimation technology including Refillable ink solution (140ml bottles can be used even when printing). The Wi-Fi connectivity can help connect over the wider range of space.
FINAL WORDING: With so many new and convenient features, Epson SC-F500 is ideal for new age business opportunities.
OVERALL RATING
SME CHANNELS NOVEMBER 2019
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contents
Trusted Advisor of Channel Business
VOLUME 10 ISSUE 09
2019
NOV ER COV RY STO
Publisher: Sanjib Mohapatra Editor: Sanjay Mohapatra Sub Editor: Nidhi Shail, Pooja Jain Designer: Ajay Arya Assistant Designer: Shadab Khan, Rahul Arya Web Designer: Vijay Bakshi Technical Writer: Manas Ranjan Lead Visualizer: DPR Choudhary MARKETING Marketing Manager: Priyanka Circulation and Printing: Rajkumar Hansa SALES CONTACTS Delhi 6/102, Kaushalya Park, Hauz Khas New Delhi-110016 Phone: 91-11-41055458 / 8587835685 sanjeev@smechannels.com Bangalore #28/1, 3rd Floor, Sri Lakshmi Krupa, Near Shamanna Park, Model House Street, Basavanagudi, Bangalore - 560004 Ph. No. +91 88618 21044 Mumbai Tahmeed Ansari 2, Ground Floor, Park Paradise, Kay-Bees CHS. Ltd.,Opp. Green Park, Oshiwara, Andheri (west), Mumbai - 400 053. Ph. +91 22 26338546, Fax +91 22 26395581 Mobile: +91 9967 232424 E-mail: Info@smechannels.com Kolkata S Subhendu BC-286, Laxmi Apartment, Kestopur Kolkata-700101 Phone: 9674804389 EDITORIAL OFFICE Delhi: 6/103, (GF) Kaushalya Park, New Delhi110016, Phone: 91-11-41657670 / 46151993 info@
DELL: VISION FOR THE FUTURE /16
smechannels.com
Today technology is more accessible, it’s more connected, more powerful and the progress has been quite incredible. Michael Dell, founder and CEO of Dell Technologies speaks about Digital transformation, how everything is connected and digitized today. He also explains Dell’s vision for 2030, that its goals are centered on four areas where they believe it’s company can have the greatest impact.
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D-Link conducts certification program for CCTV installers D-Link in recent times has expanded its focus on surveillance with a host of IP & CCTV offerings. Making an aggressive pitch with strong emphasis on quality & support, D-Link rolled out 5 years warranty on its CCTV product range early last year. Now company has gone one step ahead and decided to strengthen its ties with CCTV partners & installers pan India. D-Link is conducting nationwide CCTV Installer Partner program covering A, B & C class cities. So far D-Link has covered more than 25 cities this year and has reached to CCTV installers/ partners present in deeper pockets of the country including Tier 2 & Tier 3.
Hitachi Vantara Redefines Enterprise Storage Hitachi Vantara announced a powerful next-generation storage and infrastructure foundation with a new scale-out, scale-up architecture for any workload at any scale. The solution includes Hitachi Virtual Storage Platform (VSP) 5000 series, the company’s latest and the world’s fastest1 enterprise-class storage array, along with the new Hitachi Ops Center management software
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SME CHANNELS NOVEMBER 2019
and updated Hitachi Storage Virtualization Operating System. Together, these technologies can accelerate data center workloads and deliver future-proof IT with a new, innovative architecture that is the ideal foundation for modernizing data center, cloud and DataOps environments. “The Hitachi Virtual Storage Platform 5000 series is the proving ground for our customers to gain
a digital advantage over their competition and achieve better business outcomes .Hitachi Vantara is delivering the foundation for modern, enterprise infrastructure innovations that our customers require, with new solutions that are engineered using future-proof technology to take on the data center challenges of tomorrow,” said Brad Surak, chief product and strategy officer at Hitachi Vantara.
D-Link CCTV Installer Partner program has been exclusively designed for CCTV Installers, partners, dealers and system integrators. The objective of the program is to engage with existing & new CCTV partners, take them through D-Link CCTV product portfolio, provide indepth technical training with live demos, and equip them to address the growing market demand efficiently. At the end of the session attendees are awarded with certificate qualifying them to carry out CCTV installation at any site. CCTV Installer Partner program is a by invitation only program and includes zero fees.
Video
SNIPPETS
RP tech India, Ubiquiti Successfully Conduct Roadshow for Networking Partners RP tech India recently organized a roadshow for networking channel partners in Delhi. The event organized in association with Ubiquiti was aimed at promoting the Ubiquiti range of wireless and switching products. Over 80 prominent stockists, ISPs and SI partners participated in the roadshow. RP tech India is a national distributor of Ubiquiti, Inc. The Company displayed over 30 products and provided in-depth training to partners. Over 80 prominent stockists, ISPs, and SI partners covering substantial networking business in the North India
participated in the roadshow. Channel partners were very impressed with the live demo and benchmarking activity. The interactive sessions enabled them to clear their doubts and queries about the products and sales support. Commenting on the event, Mr. Anoop Kapoor, proprietor of Ambika Electronics said, “It was a very informative event and we got to learn about the latest offerings from Ubiquiti. The team provided in-depth information about the product range, its features and USPs.
Global PC market posts growth record in 7 years The global PC market, inclusive of desktops, notebooks and workstations, grew 4.7% in Q3 2019 to 70.9 million units, the best growth performance for the segment since Q1 2012, when shipments grew 5.4%. Lenovo and HP placed first and second, with impressive performances particularly in Japan and the United States. Lenovo shipped a total of 17.3 million units while HP shipped 16.7 million units. Third-placed Dell also grew in line with the market at 5.2% and shipped 12.1 million PCs this quarter. Apple and Acer rounded the top five, taking fourth and fifth places respectively, also growing shipments albeit by 1.5% and 0.8%. Canalys however warns that this is a short-term boost, effects of which could wear off as early as Q1 2020.
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Global IT Investment to Grow by 3.7% in 2020: Gartner Worldwide IT spending is projected to total $3.7 trillion in 2019, an increase of 0.4% from 2018, according to the latest forecast by Gartner, Inc. This is the lowest forecast growth in 2019 so far. Global IT spending is expected to rebound in 2020 with forecast growth of 3.7%, primarily due to enterprise software spending. “The slowdown in IT spending in 2019 is not expected to stretch as far into 2020 despite concerns over a recession and companies cutting back on discretionary IT spending,” said JohnDavid Lovelock, research vice president at Gartner. “Despite the ongoing tariff war, U.S. IT spending is forecast to grow 3.5% in 2019, but IT spending in China is expected to grow only 0.1%. “Tariffs do not have a direct effect on IT spending, yet. Should tariffs extend to devices like PCs and mobile phones, we will likely see manufacturers switch supply routes to minimize costs and have their technology made outside of China.” said Mr. Lovelock
MY POINT
“THE WIFI 6 TECHNOLOGY WILL SERVE AS A RELIABLE NETWORKING HUB. WE CAN FORESEE THE WIDE WIDESPREAD DEPLOYMENT OF 5G EITHER ON A FIXED WIRELESS OR ON A MOBILE BASIS THAT WILL ENABLE UPTO 5GB DOWNLOAD IN A DENSE METROPOLITAN AREA” PATRICK LO CHAIRMAN & CEO, NETGEAR
FAIITA Gets New Office Bearers Federation of All India Information Technology Associations (FAIITA), which is the National Federation of all the State Associations of IT Business & Services in India. Upon the completion of the term of present executives elections were held at New Delhi on 12th October, 2019, wherein, 19 delegates representing 25 States & Union Territories of India marked their presence to participate in the elections to for new cabinet. FAIITA Delegates select unanimously new President Kaushik Pandya & Cabinet Team for the year 2019-2021, witnessed by observers from Punjab, Gujrat, Rajasthan, Delhi, North East and other distinguished dignitaries representing various State Associations & Federations. The new team is getting ready with their plans on Business enhancement, Handling OLS issues with zero tolerance, Skill development, Dispute handling & reach, Special task committees, Promoting ecology & environment, Social charitable causes, Encouraging Make in India. There are around 50,000 empanelled IT partners across 25 states including T1 to T3/T4 partners, B&M stores and IT/ITES solution providers who create 500000 employment opportunity across the trade vertical.
SNIPPETS
Veeam Continues to Dominate Cloud Data Management with Q3’19 DoubleDigit Growth
Getac announces a partnership with pureLiFi to bring ruggedized LiFi devices to the market Getac, announced that it is working with LiFi technology provider pureLiFi to evaluate the technology for design into future wireless devices.
Veeam Software announced results from Q3 2019 and is yet again outpacing the market. In an aggressive market that is seeing both legacy and newcomers falter, Veeam has reported another quarter of double-digit growth with an annual recurring revenue (ARR) increase of 24 percent year-over-year (YoY) and huge uptake in its new Veeam Universal License (VUL) subscription pricing model which saw a 108 percent rise in bookings for the same period. In SAARC, net new customers (NNC) added was 34 percent YoY and partners added account to 65 percent YoY. Veeam also reported that in its annual customer satisfaction survey it scored a Net Promoter Score (NPS) of 75; this score sees Veeam exceeding the market average, and is the sixth consecutive year the company has achieved this result. In the SAARC region, Veeam added 34 percent YoY Net New Customers (NNC) and added 65 percent parners YoY in Q3.
For military, automotive, and manufacturing customers, security, safety and reliability are paramount to their operations. Getac ensures that they utilize the latest technologies to provide customers with solutions to overcome challenges and safeguard and improve productivity. LiFi is more secure and virtually interferencefree compared to other wireless solutions. By introducing LiFi technology, Getac customers can take advantage of the security and reliability of a wired network with the flexibility of a wireless solution. “Getac’s partnership with pureLiFi will make us the pioneer in the rugged devices industry to tap on the potential of next-generation connectivity, strengthening our commitment to customers operating in extreme and challenging environments .We look forward to leveraging on this highly innovative technology to provide customers with secure and reliable products that will further enhance productivity and safety in the workplace,” said Amanda Ward, Director of EMEA Products and Solutions, Getac.
Samsung Tops Q3’ 19 Worldwide Smartphone Sales Samsung maintained the No.1 position globally in the third quarter of 2019, by increasing its smartphone sales by 7.8%, year over year. Worldwide Smartphone Sales to End Users by Vendor in 3Q19 (Thousands of Units)
Vendor
3Q19 Units
3Q19 Market Share (%)
3Q18 Units
3Q18 Market Share (%)
Samsung
79,056.7
20.4
73,360.1
18.9
Huawei
65,822.0
17.0
52,218.4
13.4
Apple
40,833.0
10.5
45,746.6
11.8
Xiaomi
32,271.3
8.3
33,219.7
8.5
OPPO
30,834.4
8.0
30,563.4
7.9
Others
138,659.9
35.8
153,965.8
39.6
Total
387,477.2
100.0
389,074.0
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100.0
EXECUTIVE MOVEMENT
Amur S Lakshminarayanan joins Tata Communications as the MD and Group CEO. Manish Israni joins Yotta Infrastructure as the Head of IT Operations & Engineering and CIO. ServiceNow has appointed Gina Mastantuono as Chief Financial Officer
DIGISOL Appoints Samir Kamat as Head of Systems Engineering, India
SNIPPETS
FileAgo, launches its partner focused solutions at ASIRT Techday Platform The Association of System Integrators and Retailers in Technology (ASIRT), recently hosted a global document sharing and file management software provider, FileAgo, for its October Techday. The event saw the presence of all three co-founders, who shared a detailed presentation on the unique features and innovations of the software, while also launching a partner focussed business proposition for ASIRT Members. The Techday also marked the beginning of the ASIRT Cricket Premier League (ACPL) 2020, with an enthusiastic player auction that will kick-start the friendly matches and practice sessions. The event also kick-starts the practice session for ACPL 2020 session, with an enthusiastic player auction.
R&M participated in BICSI Kolkata 2019 R&M recently participated in BICSI Kolkata 2019. The event served as an ideal platform for ICT industry leaders and reflected their strengths through Technical Seminar sessions. BICSI is one of the largest technology events in India which gathers major players from ICT industry across the country. From R&M, Mr. Owen Lincoln Stevens, Technical Manager - North & East at R&M India presented an enriching session on ‘The importance and benefits of using 4PPoE standard products for LAN cabling’. The technical seminar session served as a great platform and helped R&M to discuss the latest developments in its 4PPoE product line and its impact on LAN cabling. He also enriched the attendees with the knowledge on how to address the emerging challenges with respect to the current LAN environment. Owen Lincoln Stevens, Technical Manager - North & East at R&M India explained, “The world is changing rapidly and as we move towards a digitallycentric society, requirement of 24*7*365 high power delivery and bandwidth will be everybody’s top priority. This is the key objective behind developing 4PPoE standard products and solutions that can meet new requirements of LAN cabling and make us future ready.”
Canalys: Global cloud market up 37%, with channels creating new growth engine The worldwide cloud infrastructure services market grew 37% in Q3 2019 to reach US$27.5 billion. Market leader Amazon Web Services (AWS) retained its dominant position, with growth of US$2.3 billion equal to the year-on-year increase of the next three players combined. But AWS’ rise of 35% represented another consecutive quarter of slowing growth, and it was outpaced significantly by second-place Microsoft Azure, which grew 59%. AWS’ market share slipped, taking it below 33%, while Azure’s rose to 17%. Google Cloud also accelerated, up 69% at US$1.9 billion. This secured its position as one of the frontrunners in the global cloud race.
Xerox disrupts the Indian market with “Game-Changing” printing capabilities The all-new Xerox PrimeLink C9065/C9070 Printer delivers the most adaptable capabilities, superior image quality, and professional-grade finishing that comes along with advanced tools and automation. At an unmatched price point for an entry-level production printer, it’s the ideal professional color printer for high-volume offices, graphic designers, and print service providers. For the PrimeLink C9065/C9070, the accessory expands the device’s color capabilities and opens new doors to growth, allowing printers and creative in all fields to produce brilliant and unique pieces such as booklets, greeting cards, flyers, invitations, posters, and signage. “Xerox PrimeLink C9065/C9070 is manufactured for utmost reliability and breakthrough performance on every benchmark,” Gehani added. “This next-generation, entry-level production printer will continue to position Xerox as a leader in the Indian market with its innovative offerings in the printing segment.” With this technology offering, Xerox is providing its customers an opportunity to improve their work efficiency with best in the class printing capabilities.
Canon Partners with McAfee to Protect Businesses from Everevolving Security Threats Canon and McAfee announced they have entered into a strategic partnership to provide businesses with embedded protection against malware execution and tampering of firmware and applications running on multi-function devices (MFDs). Through the partnership, McAfee Embedded Control now comes as an additional standard security feature on the third edition of Canon image RUNNER ADVANCE Generation 3 MFDs, helping businesses strengthen the commonly overlooked endpoint security. “Security is among the top priorities of businesses today as cyber threats continue to develop in sophistication,” said K Bhaskhar, Vice President, Business Imaging Solutions, Canon India. He further added, “Our image RUNNER ADVANCE MFDs are highly secure by design, but with the ever-evolving cyber security landscape, we strive to bring our customers the latest in security and innovation. We teamed up with McAfee in a strategic partnership to provide our customers with the most up-to-date security, helping them protect their connected devices and valuable data against today’s vulnerabilities and tomorrow’s unknown threats.” SME CHANNELS NOVEMBER 2019
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SNIPPETS
Mantra Softech Wins the 9th CII Design Excellence Awards CII Design Excellence Awards recognize extraordinary products made and/or sold in India. Recently, they organized their ninth CII Design Excellence Awards event to recognize and celebrate Indian design and innovation. They endeavour to make new standards of design in India whereas advancing the special amalgamation of tradition with modern design. Mantra Softech India Pvt Ltd device mTerminal100 – A biometric POS Terminal has been recognized at CII Design excellence award, winning the “Industrial Design: Electronic, Computer and Communication Products” category. The slick and unique design makes mTerminal100 a winner for this category. The award ceremony was hosted by the Confederation of Indian Industry and it was endorsed by the India Design Council in Goa. It’s been an honor for all the winners to receive the award from Dr. (Smt.) Mridula Sinha, the honorable Governor of the State of Goa.
TP-Link Recognized in the Gartner Magic Quadrant
McAfee and IBM Security collaborate on new initiative at OASIS The OASIS international consortium announced an industry initiative to bring interoperability and data sharing across cybersecurity products. With initial open source content and code contributed by IBM Security and McAfee, and formed under the auspices of OASIS, the Open Cybersecurity Alliance (OCA) brings together organizations and individuals from around the world to develop open source security technologies which can freely exchange information, insights, analytics, and orchestrated responses. Connecting these tools and data requires complex integrations, taking away from time that could be spent hunting and responding to threats. To accelerate and optimize security for enterprise users, the OCA will develop protocols and standards which enable tools to work together and share information across vendors. The aim is to simplify the integration of security technologies across the threat lifecycle – from threat hunting and detection, to analytics, operations and response -- so that products can work together out of the box.
TP-Link, a wired and wireless provider, enters the Magic Quadrant for Wired and Wireless LAN Access Infrastructure, and the Critical Capabilities for the Wired and Wireless LAN Access Infrastructure. TP-Link has been offering all kinds of enterprise products to be the one-stop solution for any situation, from small, to midsize, to large enterprise networks. Advanced indoor and outdoor wireless and wired systems for service providers and enterprise customers are available. Enterprise products include Omada SDN Business Wi-Fi, Pharos Wireless Broadband, JetStream and LiteWave Switches, and SafeStream Business Routers — ideal for hospitality, education, retail, and more. “We couldn’t offer enough thanks to our strong R&D team and the belief instilled by our partners and customers who have adopted our reliable and efficient network solutions.We continue developing products in line with our mission — making the advantages of the latest technology available to all and empowering them to create a lifestyle that’s simple, smart, and connected.” said Mr. Sanjay Sehgal, Sr. Vice President SMB & Telco.
Dell Technologies on demand offers delivery models
HP soon to be taken over by Xerox
Dell Technologies introduced Dell Technologies On Demand, a set of consumption-based and as-a-service offerings on the industry’s broadest infrastructure portfolio that deliver IT with the agility of cloud and the control, performance and predictability of on-premises infrastructure. As part of this new offering, the company is expanding its extensive flexible consumption portfolio to support Dell EMC PowerEdge servers and the new Dell EMC PowerOne autonomous infrastructure system. “The multi-cloud world is here and will only grow, which means customers need on-demand and consistent infrastructure that yield predictable outcomes across all of their clouds, data centers and edge locations,” said Jeff Clarke, vice chairman, Dell Technologies. “Dell Technologies On Demand makes it possible for organizations to plan, deploy and manage their entire IT footprint.They can choose how they consume and pay for IT solutions that meet their needs with the freedom and flexibility to evolve as their needs change over time.”
According to a report from the Wall Street Journal, Xerox is said to be considering making a cash and stock offer for HP that would value the Palo Alto-based company at $27 billion. The Journal cited “people familiar with the matter” as saying Xerox’s board of directors discussed acquiring HP. HP has been struggling with its printer business segment recently. The company’s segment revenue was down 5% on-year when it reported its third-quarter results in August. Sources say Xerox has also received an informal funding commitment from a major bank; And Xerox had said it will sell its 25% stake in Fuji Xerox, its joint venture with Fujifilm Holdings, for $2.3 billion. “We have considered, among other things, what would be required to merit a transaction. Most recently, we received a proposal transmitted. We have a record of taking action if there is a better path forward and will continue to act with deliberation, discipline and an eye towards what is in the best interest of all our shareholders,” Hp Said.
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SNIPPETS
Citrix a Leader in Unified Endpoint Management Solutions Citrix Systems, announced that it has been ranked as a leader in Unified Endpoint Management solutions by independent research firm Forrester Research, Inc. in a Independent research firm Forrester Research ranked Citrix systems as a leader in unified Endpoint Management solutions in a report titled “The Forrester Wave: Unified Endpoint Management, Q4 2019, The 13 Providers that Matter Most and How They Stack Up.” Designed to assess the current state of the market for unified endpoint management solutions, the report evaluated 13 providers using 23 criteria within the categories of current offering, strategy and market presence. Noted for its laser focus on improving the employee experience, Citrix was cited for having “one of the best workspace experiences in the evaluation, with comprehensive app support, self-service features, and access to all content repositories, whether on-premises or in the cloud.”
India’s Power Solutions Manufacturing Co. BPE Expands to Philippines Best Power Equipment (India) Private Limited (BPE) has entered the Philippines market and launched its range of UPS. The range of UPS includes LI series BPI Series 650VA-2200VA, Online UPS 1 Ph Output, MSI Series 1-10KVA, Online UPS 3 Ph Output & GTMI Series 60-120KVA, and entire Modular range 6K to 1000KVA, and Smart rack, Modularised Data centres. In the Philippines market, BPE has tied up with Machine Mart, a Young Technology Distributor Company handling the distribution of UPS in the market. Using cutting edge technology, the UPS product range launched in the Philippines is targeted at SOHO as well as industries such as pharmaceuticals, manufacturing, Banking and others Data centres. Philippines has lot of call centres, and BPE Indian approval e.g., TCS, Mc Donalds, KFC, Dominos will help Machine Mart, to expand local business.
ADATA New National Distributor KBC Computech to Focus SSD Market Exclusively ADATA announced its new partnership with leading IT distributor KBC Computech Pvt Ltd. KBC Computech, a New Delhi based IT distributor will facilitate the availability of ADATA range of SSDs across the country through its strong network of regional partners. This tie-up also indicates company’s commitment to make ADATA SSDs accessible to wider audience and meet the growing demands in tier1, tier2 & tier3 cities. Recently the company had announced two products ADATA SC680 & Ultimate SU650 M.2 2280. SC680 is an external SSD that features a compact form factor for easy portability and implements the USB 3.2 Gen 2 interface for excellent read and write performance. Ultimate SU650 M.2 2280, on the other hand, is a SATA SSD Equipped with 3D TLC Flash memory, the SSD offers up to 480 GB of capacity and sports read/write speeds of up to 550/510MB/s. What’s more, it also supports intelligent SLC caching and features low-density parity-check (LDPC) error correcting code technology for enhanced performance and data integrity. Sporting an M.2 2280 form factor the SU650 is ideal for both laptop and desktop PCs and does away with the connection of cumbersome cables during installation.
Automobili Lamborghini Accelerates Trust and Authenticity with Salesforce Salesforce announced that Automobili Lamborghini—the Italian brand and manufacturer of super sports cars and super SUVs—is using Salesforce Blockchain to quickly and securely authenticate heritage Lamborghini cars. With Salesforce Blockchain, Lamborghini is digitizing its authentication process by creating a trust network among technicians, repair shops, dealerships and more. Extending the value of Lamborghini’s luxury heritage cars even further, each vehicle will come with an immutable record of service, including restoration, prior ownership and more. Additionally, because all authentication checks are managed by Lamborghini and its trusted partner network, each car is armed against potential counterfeiting— ensuring these exotic vehicles become even more valuable throughout their lifespan.
DIGEST MATRIX WINS THE DUN & BRADSTREET BUSINESS EXCELLENCE AWARD 2019 MATRIX COMSEC - HAS BEEN AWARDED THE DUN & BRADSTREET BUSINESS EXCELLENCE AWARD 2019 IN THE MID-CORPORATE SEGMENT FOR EXCELLENCE IN THE ELECTRICAL AND ELECTRONIC GOODS CATEGORY. MATRIX RECEIVED THIS AWARD FOR ACHIEVING SUPERLATIVE ALL-ROUND PERFORMANCE IN TERMS OF QUALITY AND EFFICIENCY IN ALL FUNCTIONS INCLUDING R&D, MANUFACTURING, MARKETING, SALES AND FINANCE. SME BUSINESS EXCELLENCE AWARDS 2019 IS A JOINT INITIATIVE BY DUN & BRADSTREET AND RBL BANK FOR RECOGNIZING AND FELICITATING THE LEADING SMES AND MIDCORPORATES IN INDIA. THE AWARDS WERE PRESENTED ON 20TH NOVEMBER 2019 AT HYATT REGENCY, NEW DELHI.
MILESTONE SYSTEMS INTRODUCES CENTRALIZED SEARCH IN XPROTECT 2019 R3 IN THE LATEST PRODUCT UPDATE OF MILESTONE XPROTECT 2019 R3 VIDEO MANAGEMENT SOFTWARE, MILESTONE SYSTEMS INTRODUCES SEVERAL NEW FEATURES AND CAPABILITIES. THESE INCLUDE CENTRALIZED SEARCH, A NEW DRIVER FRAMEWORK, ADAPTIVE STREAMING AND ENHANCED DEVICE PASSWORD MANAGEMENT. WITH THIS PRODUCT UPDATE, MILESTONE SYSTEMS CONTINUES TO PURSUE EVER HIGHER PERFORMING SOFTWARE TO FULFILL THE MARKET’S RISING DEMANDS FOR COST-EFFECTIVE VIDEO TECHNOLOGY SOLUTIONS. ONE OF THE MAIN FEATURES OF THE 2019 R3 RELEASE IS SEARCH - A NEW CENTRALIZED SEARCH PLATFORM IN XPROTECT SMART CLIENT, MAKING IT POSSIBLE FOR USERS TO SEARCH FOR EVERYTHING IN ONE PLACE. PREVIOUSLY, USERS PERFORMED SEVERAL STANDALONE SEARCHES, DEPENDING ON WHAT DATA THEY WERE SEARCHING FOR.
ATHENTA’S EMERGENCY RESPONSE MANAGEMENT SYSTEM ATHENTA TECHNOLOGIES HAS BROUGHT IN A NEW EMERGENCY RESPONSE MANAGEMENT SYSTEM. THE EMERGENCY RESPONSE MANAGEMENT SYSTEM IS AN INFORMATION MANAGEMENT TOOL THAT WILL SUPPORT GOVERNMENT AGENCIES AND MUNICIPALITIES IN LOCATING AND ACTIVATING RESOURCES AFTER AN EMERGENCY. THIS ERMS INTEGRATES WITH THE AOMS NOTIFICATION SYSTEM, IN ORDER TO INFORM THE CONTACTS THAT NEED TO BE NOTIFIED DURING THE LIFE OF THE USER REQUEST. THE EMERGENCY RESPONSE MANAGEMENT SYSTEM OF ANY CITY ADMINISTRATION IS ONE OF THE CRITICAL SECTIONS OF ITS SAFETY, SECURITY AND RESCUE MECHANISM. THE ERMS IS A SINGLE POINT OF CONTACT TO THE ADMINISTRATION AND CITIZENS FOR LOGGING ANY DISTRESS PROBLEM OR SEEKING HELP DURING ANY EMERGENCY OR THREAT.
SME CHANNELS 13 NOVEMBER 2019
SNIPPETS
Hikvision showcased its latest innovative AI Cloud practices at CPSE 2019 Hikvision exhibited its latest innovative technologies, products and solutions at the China Public Security Expo (CPSE) 2019 in Shenzhen from October 28 to 31.This year marked the second anniversary of Hikvision’s AI Cloud. Hikvision’s presentation was dubbed “Fusing Data for a Smarter World” and showcased its AI Cloud platform which supports integration of IoT and information network data designed to empower new intelligent applications and services. Hikvision AI Cloud is based on a distributed architecture incorporating cloud computing and edge computing. It extends artificial intelligence (AI) algorithms from the cloud, to an edge domain of on-premise video recorders and servers, and further to edge nodes with security cameras and other IoT devices. The three-layer architecture supports the goal to provide a new class of smarter and faster AI-powered applications.
Keysight, Sprint Collaborate to Accelerate Commercial Deployment Of 5G Technology Keysight announced that Sprint has selected Keysight’s 5G network emulation solutions to validate the performance of 5G new radio (NR) mobile devices, accelerating U.S. 5G commercial deployment of fixed wireless access (FWA) and enhanced mobile broadband (eMBB) applications. This collaboration leverages Keysight’s 5G Protocol and RF Carrier Acceptance Toolsets – part of the company’s suite of 5G network emulation solutions – to optimize the end-users’ experience while accessing 5G services on the mobile operator’s network. In addition, the collaboration has resulted in a carrier-specific test plan covering both protocol and radio frequency (RF) tests in frequency range 1 (FR1). The test plan supports a wide range of use cases and mobility scenarios, including voice calls, access to data intensive applications and battery life to ensure new 5G NR devices deliver a superior subscriber experience. Keysight’s 5G Carrier Acceptance Toolsets support a leading number of carrier acceptance 5G NR RF and protocol test cases as mandated by Sprint and other major U.S. mobile operators. Sprint also uses Keysight’s Nemo RAN analytics software solutions to automate the acceptance of new 5G sites, leading to faster network implementation and improved quality of service.
AXISCADES Delivers strong Performance AXISCADES Engineering Technologies Ltd., (AXISCADES), Technology Company focusing on Product Engineering Solutions announced the financial results for the second (2nd) quarter of FY20. AXISCADES delivered a strong performance in 2nd Quarter of FY20 and First Half of FY20 on the back of client focused sales strategy, strategic initiatives and growing business potential from existing Fortune 500 clients in addition to three new global logos. Q2 FY20 Performance: • Q2 EBITDA at Rs. 20.6 Crores. • 3.1% growth in Total Income as compared to Q1 FY20 • 4.3x growth in Q2 PAT to Rs. 4.67 Crores as compared to Q1 FY20 • Significant expansion in EBITDA margins to a healthy 12.8% from 10.8% in Q1 FY20
Trend Micro’s 2020 Predictions Trend Micro announced its 2020 predictions report, which states that organizations will face a growing risk from their cloud and the supply chain. The growing popularity of cloud and DevOps environments will continue to drive business agility while exposing organizations, from enterprises to manufacturers, to third-party risk.Attackers will increasingly go after corporate data stored in the cloud via code injection attacks such as deserialization bugs, cross-site scripting and SQL injection. They will either target cloud providers directly or compromise third-party libraries to do this. In fact, the increasing use of third-party code by organizations employing a DevOps culture will increase business risk in 2020 and beyond. Compromised container components and libraries used in serverless and microservices architectures will further broaden the enterprise attack surface, as traditional security practices struggle to keep up.
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Orange Business Services Chooses Fortinet Secure SD-WAN to Expand its Flexible SD-WAN Portfolio Orange Business Services has chosen Fortinet Secure SD-WAN to enrich its flagship Flexible SD-WAN offering. This global SD-WAN solution, which provides businesses with an agile, multicloud-ready connectivity solution to ensure superior end-user experience, will integrate Fortinet’s Secure SD-WAN solution as a new technology option. The new option gives businesses an additional choice for agile SD-WAN solutions with end-to-end top-level performance, resiliency and nextgeneration firewall security. Building on an already-established partnership between Orange Business Services and Fortinet around managed security services, the Fortinet FortiGate Next-Generation Firewall is also already present in the NextGen Hubs deployed by Orange Business Services. This is a key enabler of the native multicloud pillar of Flexible SD-WAN that ensures customers benefit from secure connectivity from the edge to the cloud. The extended scope will now provide enterprises with a secure SD-WAN solution that integrates nextgeneration firewall security and SD-WAN functionality in a single offering. This will deliver higher performance and improved return on investment (ROI), a key requirement for many midmarket and large customers.
SNIPPETS
Dassault Systèmes Organizes First-Ever 3DEXPERIENCE Conference 2019 in India Dassault Systèmes hosted the first-ever 3DEXPERIENCE Conference for Design, Modelling and Simulation in Bangalore. With the aim to support collaboration and synergy enabling users to grow and accelerate their skills and bring more value to their organizations, the conference brought together the Dassault Systèmes design, modelling and simulation communities. Each attendee was connected to a wider modeling and simulation community on a range of topics including EMI/EMC, Performance of structures, advanced materials, multi-disciplinary optimization, know-how capitalization & Automation and more. The conference brought together all user communities under one roof to exchange, collaborate and share ideas on how we can improve the world we live in with new - age and advanced technology that are here to disrupt the ecosystem.
IceWarp Announces Strategic Partnership with Pentagon Systems IceWarp announced its tie-up with Pentagon Systems & Services Pvt. Ltd. (PSSPL) as its Strategic Partner, recognizing the company’s expertise in providing world-class IT solutions and services that enhance the business growth. With this partnership, the company will assist its customers to adopt IceWarp Messaging and Collaboration solutions across the region. The company aims to provide an elite experience to its customers by solutioning their messaging and collaboration requirements and provide a deep experience in seamless migration, implementation and support.Channelling through Mumbai, the company uses technology — including hardware, software, services and cloud solutions — to help customers resolve their most complicated IT needs.
Dell Technologies leads India’s Enterprise Storage market by vendor revenue Dell Technologies further extended its leadership in India’s enterprise storage systems market with 29.6% by vendor revenue, nearly double the revenue of its nearest competitor. The company witnessed strong revenue share growth of 32.5% in the same quarter. The overall India’s enterprise storage systems market witnessed a y-o-y growth of 16.4% (by vendor revenue) and stood at USD $101.8 million in Q2 2019*. The market’s growth was driven largely due to infrastructure modernization, technology refresh and investments on emerging technologies. The verticals that were responsible for the market’s growth include banking, telecommunications, and manufacturing.
IBM Launches Open Technology to Speed Response to Cyber Threats across Clouds
Ant My ERP Received Good Responses from RemaxWorld Expo 2019
IBM today announced Cloud Pak for Security, featuring industry-first innovations to connect with any security tool, cloud or on-premise system, without moving data from its original source. Available today, the platform includes open-source technology for hunting threats, automation capabilities to help speed response to cyberattacks, and the ability to run in any environment. Cloud Pak for Security is the first platform to leverage new opensource technology pioneered by IBM, which can search and translate security data from a variety of sources, bringing together critical security insights from across a company’s multicloud IT environment. The platform is extensible, so that additional tools and applications can be added over time. As businesses move further into cloud maturity, applications and data are frequently spread across multiple private and public clouds and on-premise resources. Attempts to protect this fragmented IT environment often require security teams to undertake complex integrations and continuously switch between different screens and point products. In a recent SANS Institute report, sponsored by IBM Security, more than half of security teams surveyed said they struggle to integrate data with disparate security and analytic tools and combine that data across their cloud environments to spot advanced threats.
ANT MY ERP Solution h participated in the World‘s largest trade show for the office and supplies industry, RemaxWorld Expo 2019. The three-day event was held in Zhuhai, China during which Ant My ERP software attracted a lot of attendees, IT professionals and visitors’ attention. With the impressive feedback, the company has planned to launch the software as a multilingual. Ant My ERP solution/software received an overwhelming response from the visitors at the event. Generally, SMEs use multiple software to manage their business operations, thus resulting in increased cost and reduced productivity. Ant My ERP addresses the concerns and offers innovative strategies like ‘Work from Home’ and ‘Outsourcing as a Core’ to achieve business goals. Visitors were surprised to see how Ant My ERP can automate business operations with the simple collaboration of many apps and functions. Ant My ERP has been widely admired by SMEs and RemaxExpo was a great platform to acknowledge this. Even, Mr. Pau Esteve, Founder of AMR Spain, had traveled to Zhuhai to support Ant My ERP at the event. Ant My ERP earned more than 125+ business leads from over 40 countries at the trade show. Most of them showed interest in leveraging Ant My ERP software to enhance their market presence in respective countries.
SME CHANNELS 15 NOVEMBER 2019
COVER STORY
DELL: VISION FOR THE FUTURE Today technology is more accessible, it is more connected, more powerful and the progress has been quite incredible. Michael Dell, Founder and CEO of Dell Technologies speaks about Digital Transformation - how everything is connected and digitized today. He also explains Dell’s vision for 2030, that its goals are centered on four areas where they believe Dell can have the greatest impact. BY NIDHI SHAIL
nidhi@accentinfomedia.com
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ell, a company founded 35 years ago, has always been about the culture of technology optimism, a belief that technology amplifies human potential and this idea of
COVER STORY
democratizing access to technology and helping advance human progress on a global scale. Today technology is more accessible, it is more connected, more powerful and the progress has been quite incredible. Rapidly rushing forward to a connected and intelligent world, with 5G coming around the corner and Artificial Intelligence, Machine Learning, Deep Learning, and Neural Networks there is a lot of scope to do things much better. All of the physical objects are becoming instrumented and connected and digitized. This is creating an enormous stream of data in the digital universe. And it is everywhere and in everything,
and it is coming very fast. It is in homes, buildings, cars, clothes, and in the entire world. This is the Digital Transformation. DELL AND THE POWER OF DATA In 2007, the entire cellular network in the United States moved 86 petabytes of data. Today, 86 petabytes move across the cellular network in 18 hours. And ten years from now, 86 petabytes will move in ten minutes. That’s a 52,000-times increase in the amount of data. This is why it is called the next data decade. This tsunami of data holds incredible promise to advance humanity
more than any force at any point in time in human history. Just putting this technology in the hands of people is not enough; the greatest opportunity is to put this data to work to help people. This is why Dell Technologies exists, to unlock the power of data to solve the greatest challenges. Now, this explosion in data has come together with an incredible increase in the amount of computing power, networks, connectivity, and advancements in computer science. The data can be taken, moved to the appropriate resource or application, in a public cloud, on-premise cloud, or in a Software-as-a-Service cloud. It can also, be
SME CHANNELS 17 NOVEMBER 2019
COVER STORY
Source: Corporate. delltechnologies.com analyzed and the benefit of it can be seen everywhere because the entire world is being digitally transformed. But it is not what it looks like. It is becoming increasingly fragmented among heterogeneous environments. Data is increasingly siloed across a multi-cloud world. Now think about the explosion in the edge and the amount of data and compute that’s going to be required at the edge. There are autonomous factories, all kinds of moving vehicles, aeronautical vehicles, transportation, delivery services, hospitals, buildings. And the demands of performance, latency, cost, security, compliance are all going to require orders of magnitude of more data and processing power at the edge than in all of the clouds combined. It means a massive build-out in edge computing. A highly distributed model processing data with Artificial Intelligence making decisions in real-time. And if the environment is fragmented right now, as everything in the world becomes intelligent and connected, as
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infrastructure gets exponentially more distributed and more verticals are included, the fragmentation explodes along with it. This can be a future problem that creates enormous complexities. Worse will be that Artificial intelligence and Machine Learning won’t work if data is fragmented in hundreds or thousands of different places and databases. Without data integration or coordination, it is just noise and some kind of chaos. So, the integration and the security of data are the biggest challenges going forward. The promise of all this data and the progress from all this data is just a promise unless all the data is brought together to do something useful with it, while at the same time protecting it and securing it. And Dell Technologies can do this. They are positioned to be the open simplifier, preserving and moving data across this environment in an increasingly fragmented environment. This was the whole plot of bringing together Dell and EMC and VMware with a leading developer
platform, with cloud integration, and security. They are integrating its innovation across Dell Technologies to create a simple data application and operations environment that is simple, open, and unified. The applications and workloads can move safely in virtual machines and containers through an abstracted infrastructure that is software-defined, intelligent and autonomous. DELL TECHNOLOGIES CLOUD PLATFORM There is also the deep technical integration that’ is going on between VMware and Pivotal, setting the standard for how you manage and develop in Kubernetes. Its 600,000 vSphere customers have 70 million virtualized workloads. And, this is bigger than all the public clouds combined. By integrating Kubernetes into vSphere, customers can operate their development environment with the same management and automation tools that
COVER STORY
healthcare system.
DR. CLAY JOHNSTON, DEAN OF THE DELL MEDICAL SCHOOL AT THE UNIVERSITY OF TEXAS IN AUSTIN.
“WE ALSO FAIL TO ACKNOWLEDGE THAT NONE OF US WANTS HEALTHCARE, WE WANT HEALTH. AND THEREFORE, WE SHOULD BE INVESTING MORE IN PREVENTION.” they know and love. Dell is also going to tell about its on demands and flexible consumption models. Customers consume and buy technology in whatever way is best for them, so Dell is automating and abstracting infrastructure, so that organizations can enable developers to apply its resources to innovation and expressing its competitive advantage through software and data. Dell Technologies is creating the future of infrastructure from the cloud to the edge to make life simpler. Innovating a simple open platform that’s going to secure and move siloed data to drive learning, insights, and action when and where it is needed. This is the most important work that Dell could be doing, and it also represents a generational opportunity to continue to lead its company with ethics and integrity. A sustainable, successful company has to deliver on multiple fronts. Dell’s interests are aligned with a broad set of stakeholders. They are proud of the last 35 years that they have accomplished but now they are focusing on the next 35 years. Many saw the recent BRT letter on corporate purpose that Michael Dell along with many of the members signed, For Dell that wasn’t a hard turn but rather recognition of what they have understood for a long time. For decades, before anybody was really paying attention, Dell has led in areas like recycling, sustainable, supply chain management and transpar-
ency. Since 2013, Dell and its team members have volunteered more than five million service hours in the communities that it operates in. Between team member donations and Dell’s matching grants, it has raised $244 million. Regarding this Dr. Clay Johnston, Dean of the Dell Medical School at the University of Texas in Austin says , “All of us experience the healthcare system and recognize that it is far from perfect actually in the US over the last three years, life expectancy has come down. And although we spend 30% more than any other country in the world on healthcare, our outcomes are actually closer to those of developing countries, like Costa Rica and even Cuba. So, a huge expenditure with not that much return in our current system. We also don’t focus adequately on patients and the outcomes that they care about. We don’t measure them, and we don’t acknowledge that is the important reason for us to work together. We also fail to acknowledge that none of us wants healthcare, we want health. And therefore, we should be investing more in prevention.” And more outside of the healthcare system, since 80% of health outcomes occur outside that
DELL AND ITS VISION FOR 2030 Dell’s goals are centered on four areas where they believe it can have the greatest impact. First, it is advancing sustainability, second cultivating inclusion, third transforming lives and fourth is upholding ethics and data privacy. In sustainability Dell’s ambition is pretty big, its one for one recycling. That means by 2030 for every product that a customer buys, it will reuse or recycle an equivalent product. Its 2030 plan is full of audacious goals grounded in action. While they don’t know exactly how to do all these things today, that is precisely the point. It stretches them to create new things just like its 2020 goals did almost a decade ago. It will tap the brightest minds to help it get there. And the reason it has committed that women will comprise 50% of its global work force by 2030. As Dell looks forward to 2030, it needs everyone’s participation in the digital economy. There are hundreds of millions of new jobs coming, and Dell needs to prepare and provide access to everyone who wants to join them. So whether it is global or local its ambitions are big. It believes technology can positively transform lives on a massive scale. Use case Dell worked with the government of India and its customer Tata Trusts to deploy a cloud based analytics system to deliver preventative healthcare and assessments in remote villages across India. So far, it has reached 11 million people. The goal is to reach almost 40 million people that otherwise would not have access to these services. By 2030 it will transform the lives of a billion people. It also believes healthcare is one of the most important areas where technology can have an enormous impact. Dell Technologies can be the company that helps aggregate all of the world’s disparate data. And the work going on at the Dell Medical School, is really commendable with this and similar programs, reaching and touching a billion lives by 2030 is a very real objective for Dell. Putting data to work to build a better world. It’s a generational opportunity for Dell, that creates long-term value for stakeholders in the process. And it is the most exciting work that they could be doing.
SME CHANNELS 19 NOVEMBER 2019
FEATURE STORY
“PEPSICO WANTED US TO COLLECT THE OLD PHONE AND GIVE THE NEW PHONES ONE BUY BACK PRICE. THE IDEA WAS TO MAKE THE OVERALL COST TO THE COMPANY LESS.” SANJIV KRISHEN CHAIRMAN AT IRIS COMPUTERS LTD
I
ris Computers, a 22 years old company - well-known for its flexibility and fast delivery having presence across the country in 27 locations and associated with various global brands like Hewlett Packard, Dell, LG, APC, Ruckus, Acer, etc. is working consistently on the
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FEATURE STORY
IRIS: NEW AGE SI PARTNER CENTRIC From an interaction with Sanjiv Krishen, Chairman at Iris Computers ltd, about how Iris taking a new direction towards value distribution. BY NIDHI SHAIL
nidhi@accentinfomedia.com
strategy of how to enhance value business. Value business and value addition is a new term, but it is the need of the hour. Therefore, Iris is now changing its direction to value distribution and trying to implement some positive strategies for taking it further. As per Sanjiv Krishen, Chairman at Iris Computers ltd., there are a good number of use cases to justify Iris’ direction towards value business. USE CASE 1: PEPSICO PepsiCo wanted to buy 2000 smartphones for their internal use. PepsiCo wanted these 2000 phones to be delivered to 2000 sales force which meant sending one phone at a time to one person. One way was to pick up 2000 smart phones from the smartphone vendor - Samsung, deliver it to PepsiCo in the Gurgaon office. Sanjiv said, “There was an existing phone with the sales force. PepsiCo wanted us to collect the old phone and give the new phones one buy back price. The idea was to make the overall cost to the company less.” Their sales force go from retail counter to retail counter taking orders. If they go to a retail shop, they see that many Pepsi’s crates are short; they will take down that order. Earlier it used to be documented manually. They used to come back to their offices, place the order, and next day the deliver would happen. It means the delivery time from order booking is 3-4 days.
But now they go to the shop and place the order on the smart phone, it gets connected to the server. And even before one leaves the shop, the truck starts delivery. Challenge for Iris was how do they send it to an individual sales guy, take his old phone and on top of that, the other requirement was how to migrate PepsiCo software from the old phone to the new phone. So there was a huge challenge on executing the project but then Iris executed the project swiftly. With the success of the project, the happy customer (PepsiCo) is now looking for another 5,000 phones. Use Case 2: Narayana The education Institute, Narayana in Hyderabad, wanted tablets to be given to their students. The education institute wanted to distribute 2000 - 3000 tablets among the students. But they wanted some value added into this. Iris had to personalize each tablet, load software depending on which class the student is, which stream the student is pursuing in the studies and then dispatch the tablet to their home addresses. Sajiv added, “We had to unbox the tablets, charge the battery, then integrate all the software according to the curriculum into the tabs and then re-pack it with and dispatch it to all the students to their homes.
Iris has been working with all its existing and experience partners. Some of the old partners like Team Computers and Hitachi of are there with Iris from a long time. But Iris is also extending its hands to new age partners and Sis. Giving an example, Sanjiv maintained, a young 26 years old man went to England to do his software engineering and then went to Hungary to do PhD in AI. Then he came back to India and set up software firm for tracking criminals. He made UP police as his customer. The methodology of the police is that anyone who commits a crime gets caught and is put into jail. But the criminal doesn’t stop his criminal activities. He operates from the jail by appointing a contractor outside the jail for carrying out his illegal activities. So, the Artificial Intelligence embedded in the software helps the UP Police to track the ‘contactor’ who is visiting multiple jails for the same reason. The software flashes his activities as an unusual activity and helps UP polity to nab the contractor. Using this software UP Police have caught 1100 criminals using this software. Imagine no one was willing to give him credit but Iris was ready to take a chance to give him credit line for the required hardware, which is unique about Iris. That is how Iris is fostering new age partners whom people also call as shadow partners.
Strategy to Engage New Age Partners
SME CHANNELS 21 NOVEMBER 2019
SME CHAT
ASHOK DASH, INDIA CLUSTER SALES DIRECTOR, ALARIS, KODAK ALARIS INDIA
KODAK ALARIS STANDS OUT IN THE SCANNER MARKET Explaining about the USP’s of Kodak Alaris Scanners, Mr Ashok Dash, India Cluster Sales Director, Alaris, Kodak Alaris India, explains how the performance of a scanner in a business application is influenced by the image quality and paper handling technologies and Scanners from Kodak Alaris are differentiated based on their image quality as well as paper processing capabilities, which are designed to meet advanced customer requirements
Briefly tell about the current scanner market? The current scanner market in India shows a healthy demand for all scanner classes ranging from Personal (business) use to Workgroup and Departmental type applications as well as Production type use cases. Many of the scanners that were purchased several years ago are due for a refresh, as companies go in for technology up gradation as well as replacements. In addition, digital transformation efforts create greater demand for the conversion of paper-based documents. Advanced technologies allow users to automatically extract and process data, which sets the stage for additional use cases for scanning into business transactions or analytics. What are the technologies influencing the scanner performance and design? The performance of a scanner in a business application is influenced by the image quality and paper handling technologies. There is a direct correlation between performance/design, how these technologies are integrated in the system environment of an organization, and how they are deployed by an end customer. The value of scanning technology increases based on its ability to meet tomorrow’s end customer needs. Kodak Alaris addresses this in its System on a Chip (“SoC”) platform that handles mission critical
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image processing functions and a combination of new software routines to deliver flexible solutions with cloud connectivity, security and superior ease-of-use. Unlike conventional ASIC platforms, SoC is programmable and therefore adaptable and scalable to future requirements. Which are the market trends driving the scanner market growth? The underlying mega trend is the economic growth in India. This growth is supported by digital transformation initiatives both in public and private organizations. The modernization initiatives by the Indian government have created a significant push to digitalize processes (e.g. in “Digital India” and the “India Stack”), which have shifted processes to digital first and require the remaining paper-based documents to be digitized as early as possible in the process. The Government of India has also taken significant steps towards Digitization with initiatives such as “Smart Cities” and State-wise Land Records Digitization. Apart from this, many organizations are realizing that Digital Transformation, Information Capture and Management is key to improve business productivity and efficiency. Data management is critical and Indian companies are taking steps to bolster IT and Data Management initiatives.
How far is digitization responsible for the growth of scanners? The digital adoption in India varies significantly between sectors and between urban and rural areas. Where private and public organizations have embraced digitization or information intensive processes, they need to ensure that all incoming documents are scanned to be inserted into the digital processes. In most cases there continues to be significant volume of paper documents that need to be scanned as a first step of the business workflow in order to extract data that is required to execute a business transaction. This drives the demand for Distributed scanners. As organizations in earlier maturity phases start to scan documents, this increases the demand over time. There is also a significant backlog of documents, which, in order to meet the directives of a digital ecosystem, need to be scanned. This will continue to create demand for Production scanners. What is the USP of your scanners? Scanners from Kodak Alaris are differentiated based on their image quality as well as paper processing capabilities, which are designed to meet advanced customer requirements. The quality of the image produced by the scanner coupled with superior features to enhance and optimize the produced image to meet the requirements in a given use case, has a significant impact on OCR
SME CHAT
scanning and disruptions caused by paper jams. What is your marketing and sales strategy? The Marketing and Sales teams at Kodak Alaris closely collaborate with our channel partners to provide the best solutions for a customer business problem. We optimize and position our offers based on the local requirements. We work with our channel partners to analyze the customer requirements and enable them to develop a solution that addresses the customer business problem. We follow a 360 Degree Integrated Marketing Approach incorporating key elements such as Digital Marketing, PR, Social, Partner and Customer centric engagement events. What is your channel engagement strategy? Kodak Alaris is committed to our network of channel partners and in many cases the relationships have been in place for decades. Kodak Alaris provides our partners with extensive support including regular training and updates as well as sales tools. Kodak Alaris also supports its partner network with demand generation efforts starting with marketing initiatives, joint customer seminars and participation in conferences. We have a tiered approach to distribution with our Key Distributors, a network of Value Added Resellers spread across the country, and we actively support and work with various System Integrators (SIs) and Independent Software Vendors (ISVs) depending on the market requirements.
rates, manual exception handling and the results of post scanning efforts like the implementation of Robotic Process Automation technology. The paper handling capabilities of a scanner determine
whether a batch of documents need to be presorted or documents need to be fed one by one. This has a significant impact on the productivity of a scanning process i.e. time spent before or after
What are you doing in the short and long run to enable the market from a visibility and sales acceleration point of view? Kodak Alaris continues to monitor the market dynamics and changing requirements in key target markets like India. Our local Management team in India and global experts in Marketing, Product Management and Engineering work closely together to track market changes and anticipate future requirements. For current and short-term market opportunities, the team collaborates closely with channel partners to ensure that products and solutions are visible in the market and positioned to respond to the requirements of a specific target audience. For mid-term and long-term market requirements, the Global team collects local requirements and reflects them in their portfolio and roadmap planning as well asin collaboration with strategic technology partners.
SME CHANNELS 23 NOVEMBER 2019
SME CHAT
UNIFY DELIVERS INTEGRATED COMMUNICATION PLATFORMS As the IT landscape shifts from hardware to software, from proprietary to open, from linear to multi-channel, and from 1:1 to social, Unify is harnessing this business opportunity to bring change in the market.
RAHUL KULKARNI Director Presales Apac & Mea, Unify
WE ARE KNOWN IN THE MARKET AS A GERMAN ENGINEERED, RELIABLE COMMUNICATION PLATFORM AND NOW WITH STRONG BACK UP FROM ATOS WE ARE ALSO GIVING LONG TERM COMMITMENTS TO THE CUSTOMER TO DESIGN, DEVELOP & SUPPORT OUR OPENSCAPE COMMUNICATION PLATFORMS.
Brief us about Unify’s Genesis and growth? Unify has its legacy root with Siemens as communications business unit. After going through rebranding from Siemens Enterprise Communications to Unify, now Unify is integral part of Atos globally. Digital Transformation is one of the important business pillars in Atos’ strategy and Unify brings the communication & collaboration piece for the Digital Workplace. In an increasingly digital, social and mobile workplace, how we work, collaborate and contribute continues to undergo significant change. This transformation comes, in part, from the com-
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munication / IT landscape shift from hardware to software, from proprietary to open, from linear to multi-channel, and from 1:1 to social. For us in Unify this is a significant business opportunity and we are bringing this change in the market. Briefly tell us about your Indian presence and growth? We have been successfully operating in Indian market with our close network of partners. The partner network has given us footprint to cover a good geography as well as vertical markets. Along with partners we also bring some industry specific solutions for Banking, Healthcare & Public Safety markets. We have identified critical communications as a key driver for growth in Indian market. Unify offers specialized solutions targeted towards
mission critical communications for military & armed forces, business critical solutions for Trading Floors in Banks and NG-911 solutions for command & control centres. What is your marketing and growth strategy? Marketing Communication is important function of our business. As part of marketing plan we work on branding, media & analyst relations, consultant communities, end customer interactions, thought leadership. Social Media is core to our marketing strategy and we use LinkedIn quite effectively as part of our public communication. For us marketing is not just limited for Unify as a company but we extend our marketing communication services to our partner community also. We offer powerful Digital Channel tool for
SME CHAT
partners to manage their campaigns. We also have sales and presales partner communities to share experiences and learn from each other. Lead generation, effective use of market development fund, how to work effectively with social media for generating business opportunities – these are some of our hot topics for marketing communications. What is your competitive advantage vis-a-vis the competition? Most of the vendors in communication & collaboration market work on proprietary protocols & technologies thereby sadly creating a lock-in for customers. As a company philosophy we work only with industry standard protocols. This gives huge advantage to customer to choose best of the breed solutions for their businesses. We are known in the market as a German engineered, reliable communication platform and now with strong back up from Atos we are also giving long term commitments to the customer to design, develop & support our OpenScape communication platforms. On our SME portfolio – OpenScape Business, by default we offer Software Support Package for 36 months while most of the competitors in this segment are still working with only 12 months support packages. This gives huge advantage for customers as they get all software upgrades, new versions, security patches as well as Unify Help Desk support covered for this 36 months. What are the vertical markets you are focused on? Unify has special offerings for Banking sector – Trading Floor solutions. Our OpenScape Xpert is a powerful multiline and multi-modal call handling solution, designed for time critical and high pressure decision making processes. OpenScape Xpert is a powerful software solution for traders that enable trading rooms and floors to manage virtually unlimited calls in parallel on a phone-like device rather than one call at a time. Dispatching solutions for – NG-911, Command & Control centres, Operational control centres for Metro Railways etc. When trouble hits, you need your emergency services in play immediately. Xpert co-ordinates all relevant parties irrespective of the communication technologies involved. OpenScape Xpert takes secure multi-channel conferencing and calling to a new level. Designed to allow operators to manage several conferences simultaneously at the touch of a finger. With military grade security built in as standard and available as a hardware device or soft client for touch screen computers.
What is your product roadmap? Unify has been developing & delivering integrated hardware & software communication platforms to Indian market. As per changing technologies & market demands, hardware component is reducing and now we are more a software & services company. We are also seeing a shift happening from standard on premise based deployments to Private Clouds and then Public Clouds. We really want customer to think ‘communication as a service’ instead of current mindset of ‘communications as an infrastructure’. Going forward we have clear roadmap to develop our Circuit cloud communication & collaboration platform more as cPaaS allowing technology developers to build their business applications. The Circuit platform will enable tightly integrated communication enabled business processes. What is your channels strategy? Unify is committed for 2 tier channel model in India. We work closely with our distributor and partners. Along with partners we try to do optimum geographical coverage. As a high-touch model from Unify side we also work closely with large system integrators & engineering contractors to promote Unify solutions. We are focusing on developing some specialized skill set with partners to address vertical markets like Trading & Dispatching. Partners will act as true system integrators and bring some innovative solutions to these markets. As part of our Cloud strategy we have also come up with Cloud Partner Program, certification and even Cloud Development Fund to develop this market along with our partners. What is your program and advantage? With the Unify Partner Program, we provide great business opportunities for partners in form of Attractive discount scheme, Reward continuous investment, Reward commitment, Marketing Development Funds. Besides multiple partner levels like Authorized, Professional & Master we also have come up with partner specializations for vertical markets. Recently we also introduced our Cloud Partner certification also. Our value proposition for partners is – Partner will be rewarded at his highest available specialization level when you show high commitment to Unify and evolve in more than one specialization. Our Marketing Development Fund (MDF) Program is a co-operative program designed to aid Unify partners’ sales and marketing efforts and
grow our joint business. Systems for in-house and demonstration use are supported through our Demonstration System Program. What is your yearly calendar for channel engagement? We have regular interactions with our partner community in form of webinars, newsletters, Unify and Atos Partner Conference. We also conduct joint customer events along with partners. Besides this at India level we also have our annual Unify India Partner Conference. This is a platform for partners to learn, share and have business networking with Unify management and other partners. At this event we also celebrate success and recognize the efforts of our partners in form of award ceremony. Recently we conducted Unify India Partner Conference in Baku in Azerbaijan. This event was attended by total 25 participants showcasing their commitment towards Unify business. As part of this event this time we also introduced extended Atos portfolio to Unify partners creating some new business opportunities for partners.
SME CHANNELS 25 NOVEMBER 2019
GUEST ARTICLE
SEVERAL BENEFITS OF SEO INTEGRATED DIGITAL MARKETING SEO is not only about search engines but good SEO practices improve the user experience and usability of a web site. SEO makes your website easier for users and search engines to navigate because it rearranges your links and your site’s architecture, making it easier to find.
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Search Engine Optimization or SEO has come a long way and over time it has evolved so much that it has become the prime concern for all of the digital marketers. In fact, it is so important
GUEST ARTICLE
bombing from automated blog comment spam injectors. It was also the time when inter-linking websites were created. • Later in 2011, the world saw the rise in importance of social media marketing as well as the inclusion of vertical search which became the typical methods of conducting SEO. It is during this time that the search engine algorithms got updated several times so that it helped in bringing more web traffic. • Today, all those practices seem to be obsolete and now there are so many new memes that have entirely changed the way SEO is done today and the way in which an SEO consultant works in comparison to the olden times. However, in spite of all these changes over time, the rudimentary understanding still remains the same. It is: • The title tags • The H1 tags and • The links. Out of these three, links happen to be the most preferred subject for all digital marketers, thanks to the ever-changing ranking algorithm of Google. Therefore, when you type retail market place and Amazon.com pops up or when you type inline financial sources in the search box and the search engine pops up LibertyLending.com over the others, rest assured that they are spending a lot of time, effort and money on their digital marketing campaigns especially in the SEO aspect of it.
for them now that most of the marketers consider SEO as integrated digital marketing. Now, why is it so that the marketing experts give so much importance to SEO when it comes to digital marketing. More and more, the overall success of digital marketing is now dependent on how well you use SEO. You will get a fair idea of it if you look at the changing paradigm of SEO very closely that has happened over the years. • In middle of 1990s when SEO came into the picture for the very first time there was manual submission. Back then keyword stuffing and Meta keywords tag were so common a technique followed to rank high in the SERP. • Then in 2004, focus was on getting more web traffic and the world of SEO saw extensive usage of anchor text associated link buying and
Modern day digital marketing and SEO There are a few specific ways in which SEO plays a significant role in digital marketing. This helps a business to stay relevant and competitive in the digital landscape. It is therefore required by all businesses to be well aware of the latest trends followed in digital marketing. This will enable them to add the benefits of the evolution and influence of technology of the modern era into the mix. • In fact, digital marketing now in this age has become one of the most efficient and reliable ways of reaching out to more and more customers much more easily. • This is a specific kind of business marketing strategy that chiefly uses the internet to communicate different brands to a large section of their consumers. • SEO or Search Engine Optimization is one of the most useful and top techniques used in this marketing strategy. This may initially sound too technical to you as a term, but when you know about the concept and steps to follow, it will actually seem quite an easy technique to comprehend and to execute.
You will understand it in a much better way if you think of it this way. It is an online environment where several different businesses offerthe exact same product or service just like you, and most of the times to the same targeted audience as yours. That means in such a situation it is paramount to ensure that your site is most visible than your competitors to your customers. But how exactly can you do that? This is where the power of SEO will come into play. However, you will need to implement it is the best possible way so as to ensure that you really and effectively increase the number of user traffic to your website and enhance the rate of conversion and thereby your ROI with SEO. The methods to focus on In order to understand SEO even better, you will now need to know the two methods that are usually followed by the digital marketers to utilize SEO to the fullest for the benefits of your site. These two methods are: • On-page optimization: This is a special technique which is used to increase the visibility of a site which will in turn increase the volume of user traffic. this method actually refers to all those that the marketers take directly within the site. This is done with an intent to improve the position of the site in the search rankings. The focus is mainly on the content of the page as well as the HTML source code of it. These are the primary factor that are responsible for a higher on-page optimization. • Off-page optimization. On the other hand, the off-page SEO refers to a different technique wherein all the measures are taken externally from a site. This is actually done to improve the position of the site in the search rankings. The two primary objectives of this method are link building and website promotion. However, additional focus is given on improving the authority of your domain name by getting more links from other eternal websites. If you have both on-page and off-page SEO done perfectly, which is crucial for modern digital marketing strategy, you will benefit in ways more than one from it. You will have an increased traffic to your site that will result in high conversion, sales, revenue and ROI on your SEO. This is actually the most cost-effective way to create more impression, generate more clicks and provide the best information to your customers, existing and potential. Therefore, there is no way in which you can ignore integrating SEO with your digital marketing strategy.
SME CHANNELS 27 NOVEMBER 2019
CASE STUDY
SOVEREIGN SAFE CONTROLS ACCESS TO THEIR SAFETY DEPOSIT VAULT THROUGH EFFICIENT MATRIX SECURITY SOLUTIONS Solution Matrix solved these challenges by providing COSEC PANEL LITE, VEGA, PVR, PATH Series, and ARC DC100P. Matrix Access Control solution helps boost security along with barriers and door controllers. Offered solution is designed to address security concerns in a professional and systematic method without compromising hospitality and productivity. It allows enrolling visitor’s Fingerprint/Palm Vein Reader/RFID Card to provide the visitor with access to restricted area as per below criteria: • 2-Person rule: This is enforced by requiring the presence of atleast two authorized persons • Route based access: This allows user to access the authorised route only • Anti-pass back: This restricts to enter a secured area second time without first leaving it.
Results • • • • • •
Peace of mind Seamless experience Increase productivity of staff Quick actions on exceptions Multi-layer authentication Boost customer satisfaction
Products Offered •
Company Profile Sovereign Safe provides deposit facilities that truly push the global standards of the safe deposit industry. With the very latest modular high compression steel vaults constructed and installed by specialist manufacturers, state-ofthe-art biometric access with complete audit trail from electronic alarmed lockers, Sovereign stands unrivalled as a leader amongst any high security facility anywhere in the world. No high street bank nor any safe deposit centre can match their
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credentials and the extraordinary security levels they have achieved.
Challenges People across the country have been targeted for their valuables, not only on the streets but also in their homes. Challenges were to offer a complete peace of mind by delivering highest-level of security and access permission through various levels of security check (e.g. Card and Biometric Palm Vein Reader).
• • • •
COSEC VEGA CAX integrated with turnstile COSEC PVR DOOR CONTORLLER COSEC PANEL LITE COSEC PATH Series COSEC ARC DC100P
Case Study Industry: BFSI Customer Name: Sovereign Safe Deposit Centre Location: Ilford, East London, UK Devices: 10+ Users: 1000+
REVIEW
PRODUCT
AMAZON ECHO FLEX
Amazon introduced the Echo Flex, a plug-in smart speaker that saves on space by plugging directly into a standard electrical outlet; no more wires and chargers. It is the most affordable way to voice control compatible smart home devices and get help from Alexa at more places in your home. Echo Flex also has a built-in USB-A port so you can easily charge your phone (7.5W) or other devices, all while using only one outlet. The Echo Flex plugs into any standard electri-
TENDA “C80”
cal outlet, making it perfect for spaces where power cords can be a hassle like the hallway or a bathroom. You can simply ask Alexa to control compatible smart home devices. Switch on the lights as you enter your home or turn off the AC as you leave the room, all
BY NIDHI SHAIL
without lifting a finger. Echo Flex works with
nidhi@accentinfomedia.com
KEY FEATURES TENDA LAUNCHES “C80”, HD Home Security Camera with Night Vision in India. C80 is a portable security camera that is equipped with features such as Night Vision and Motion Alarm sensors that keep the user’s home and belongings safe. It also comprises an in-built Microphone and speaker for two way audio communication. Tenda C80 boasts of a 1080p HD lens with 10-metre IR-LED illumination distance and also supports 8x digital zoom for high-definition video recording offering a wideranging view 355° horizontal and 55° vertical coverage.
n Hi3518EV200 Chipset.
devices such as smart lights and plugs from brands including Philips, SYSKA LED, Oakter,
n 355° Horizontal
TP-Link and more.
n 55° Vertical
You can also make announcements on other
n Cloud Storage enabled
Echo devices in the household, add items to
n Built-in Two-Way Audio Streaming
the shopping list or check the latest score of
n Night Vision
your favourite sports team, and responses
n Motion Detection Sensor
will come through the speaker on the device
n 128GB Storage Capacity
that’s been optimized for Alexa’s voice. Just
n 8X Digital Zoom n 5V Power Input n Teye App Connectivity
like other Echo devices, you can connect the Echo Flex to your preferred speakers using Bluetooth or a 3.5 mm audio cable for a higher audio output..
n Price: INR 6500/- across India
AVAILABILITY AND OFFER Echo Flex is available for pre-order starting today and will ship next month.
E-Mail: www.tendacn.com/in n Price: On Request. To learn more, visit: www.amazon.in/echoflex/. For more information, visit www.aboutamazon.in and follow @AmazonNews_IN
SME CHANNELS 29 NOVEMBER 2019
PRODUCT
MATRIX
PRINTRONIX
PRINTRONIX AUTO ID “T6000E” PRINTRONIX AUTO ID UNVEILS THE NEW T6000E thermal barcode printer, an enhanced version of its popular T6000 printer series with new features and advanced RFID capabilities in India. The T6000e sets a new standard for productivity and versatility in fast-paced environments where speed, exceptional print quality and advanced features such as RFID are needed. Like all Printronix Industrial printers, the T6000e was built on the Printronix System Architecture (PSA) platform that combines exclusive features with a common set of building blocks to simplify printer replacement/installation and improve productivity. The printer comes with nine printer emulations for easy drop-in installation and has a large LCD color screen for easy operation. The T6000e is also available with PrintNet Enterprise, a remote printer management tool.
n For pricing and availability contact: apac_sales@printronixautoid.com
MATRIX ANANT UCS Traditional hardware based PBXs are slowly getting replaced by open server based telephony systems. This is largely because hardware based PBXs create hardware dependency, require manual upgradation and incur heavy wiring cost. Modern enterprises procure open server based telephony system as it allows developers to reuse features in the operating system and quickly add new functionalities to the PBX. To increase the convenience further, Matrix has designed an enterprisegrade highly capable, durable, scalable and efficient software based communication solution – ANANT UCS. The hardware-independent platform provides customers with a choice to select a reliable server as per their requirement. With a range of enterprise grade calling features, it improves employees’ productivity and speeds up the decision-making process. KEY FEATURES • Hardware Independence • Active-standby Redundancy • RAID1 and RAID5 Support • Mobility • Auto Sign-in for Softphone • LDAP Client Support • Built-in Auto-attendant and Voicemail • Auto Sync Configuration • Scheduled Back-up • Integration with VoIP Gateways
n E-Mail: inquiry@matrixcomsec.com https://www.matrixtelesol.com/
DELL
DELL EMC POWERONE ALL-IN-ONE SYSTEM WITH AUTOMATION FOR DELL EMC, PowerEdge servers, PowerSwitch networking, PowerMax storage and options for PowerProtect data protection that is deployed, managed and maintained holistically. At the heart of PowerOne’s autonomous operations is a built-in, advanced automation engine. PowerOne empowers users to focus on their business, whether that means deploying workloads, applications, or developing new products and services. Much like lane assist, navigation and other features in autonomous vehicles, the vehicle does most operations on its own while the passenger must let the car know the desired destination. PowerOne’s advanced automation allows administrators to state the desired business outcome – and the system calculates the best way to do the rest.
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n Price: On Request. Available from November 22, 2019.
CIO
500
AWARDS
Asia’s Largest Gathering of CIOs
Recognizing the Best IT Minds in the Industry
13 - 14 December 2019
Hotel Pullman Novotel Aerocity New Delhi
A Confluence of India’s Best IT Minds Drawn from Across Leading Industry Verticals
NOMINATION NOW
FOR MORE INFORMATION, WRITE TO sanjay@accentinfomedia.com, sanjib@accentinfomedia.com
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