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SPECIAL ISSUE
ANNIVERSARY SME CHAMPIONS /34 TOP 10 INDIAN BRANDS TOP 10 PRODUCTS /74
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SME CHAT /62
SME TREND /30
ADITYA: Going from Strength to Strength
LG: For LG 2014 Will be a Year of “Upgrade and Upsell”
SME TREND /60 Newgen: To Expand Footprint to Over Hundred Countries
MY EXPERIENCE EDITORIAL
SMES: A BEACON OF HOPE... KARMA NEGI
karma@smechannels.com
WHILE INDIAN ECONOMY struggles to recover from the stagflation it’s rather discomforting and disheartening to see India’s growth rate once again revised from the earlier provisional forecast of 5% to 4.9%. But the silver lining here is that it’s better than the previous year which stood at 4.5%. While some good news has come in the form of expansion of industrial production and dip in the consumer prices however the recent heavy rains and hailstorm is ready to spoil the party as due to crop damages the food prices are expected to rise. Added to this the El Nino weather pattern is another cause of worry as it may play hooky with the monsoon rains which will further has ripple effects. The efforts of Indian Inc for an interest rate cut by the Reserve Bank of India to spur investment in view of the improvement in the price situation may be deflated. RBI is scheduled to announce the next monetary policy on April 1. As most sectors go through choppy waters such as manufacturing which is expected to register a contraction of 0.2 per cent in this financial year as per the advanced estimates released by the Central Statistics Office (CSO) there is one segment which is marching ahead unhindered – the SME. This sector has shown such dynamism that despite the Indian economy slowing down IT market vouches by its growth. This can be corroborated by the testimonials of some of the major vendors we are carrying in this 5th anniversary issue of SME Channels. Every major vendor swears on the acceleration of this market while the other segments decelerate and helping in keeping the economy on steady toes. The majority of the SMEs still lag behind in IT adoption but as per a report by Boston Consulting Group nearly 90 percent of SMEs in India have no access to the Internet, compared with only 22 percent of SMEs in China and 5 percent of SMEs in the US. It further revealed that if more SMEs in India adopted the latest IT tools there is potential for SME revenue to grow by $56 billion and create 1.1 million new jobs. What SMEs need is a little help and slight push and as the primary drivers of jobs and economic growth this can go way ahead in creating a vibrant economy.
Lenovo Idea Pad Z510 LENOVO IDEAPAD Z510 - a multimedia notebook that offers a superior combination of premium features and a stylish design is equipped with a powerful processor, graphics performance along with an integrated DVD drive and superior audio quality, making it ideal for everyday multimedia experience. This new notebook from Lenovo weighs only 2.2kg, offering an amazing combination of features and performance. It packs JBL speakers & Dolby Home Theatre, with multiple storage options. Optimized to be a complete portable entertainment hub, the device is powered with 4th Gen Intel Core Processor; latest graphics card with up to 6 hours of battery life and a great HD LED display with AntiGlare.
SPECIFICATIONS Priced at Rs.52954/- onwards (inclusive of taxes), Lenovo Idea Pad Z510 offers infotainment. FINAL WORDING Very good for young work force. OVERALL RATING
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contents
MAR VOLUME 05 ISSUE 01
2014
L CIA E P E S SU IS
india’s first IT magazine for sme business
Publisher: Sanjib Mohapatra Editor: Sanjay Mohapatra Associate Editor: Karma Negi Reporter: Aparajita Choudhury, Manali Misra Executive Editor: Smruti Chaudhury Copy Editor: Neil D’Souza Web Designer: Vijay Bakshi Technical Writer: Manas Ranjan Satya Sagar Sinha Lead Visualizer: DPR Choudhary MARKETING Senior Manager: M Raj Marketing Executive: Rajat Kumar Circulation and Printing: Panchanan Bhoi SALES CONTACTS Delhi 6/102, Kaushalya Park, Hauz Khas New Delhi-110016 Phone: 91-11-41055458 / 9313891660 E-mail: raj@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
ANNIVERSARY
Phone: 9674804389 EDITORIAL OFFICE Delhi: 6/103, (GF) Kaushalya Park, New
SME CHAMPIONS /34 TOP 10 INDIAN BRANDS TOP 10 PRODUCTS /74
Delhi-110016, Phone: 91-11-41657670 / 46151993 editor@smechannels.com
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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
SME TREND LG /30
For LG 2014 Will be a Year of “Upgrade and Upsell” SANJOY BHATTACHARYA, IT HEAD, LG INDIA
SME CHAT Aditya /62
DIWAKAR NIGAM, CEO AND FOUNDER, NEWGEN SOFTWARE
ManageEngine /78
ManageEngine Swears by Freemium Products VIDYA VASU, HEAD, MANAGEENGINE COMMUNITY
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Mohapatra
Going from Strength to Strength
Place of Publication: 6/101-102, Kaushalya
YOGESH B. DUTTA, SR. VICE PRESIDENT, ADITYA INFOTECH
New Delhi-110016
Park, Hauz Khas
Phone: 91-11-46151993 / 41055458
Newgen /60
To Expand Footprint to Over Hundred Countries
Printed, Published and Owned by Sanjib
Printed at Karan Printers, F-29/2, 1st floor,
more inside Editorial~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ 06 Snippets~ ~~~~~~~~~~~~~~~~~~~~~~~~~~~~10
Okhla Industrial Area, Phase-2, New Delhi 110020, India. All rights reserved. No part of this publication can be reproduced without the prior written permission from the publisher. Subscription: Rs.200 (12 issues) All payments favouring: Accent Info Media Pvt. Ltd.
SME CHANNELS MARCH 2014
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SNIPPETS PRODUCT | CHANNEL | CONSULTING | SERVICES
for more log on to smechannels.com
Ajay Kaul Channel Head, Dell India
Batting on Distribution Business Pitch Dell will bet big on the distribution business to provide customers the latest and most relevant technology solutions. The distribution led business will be a significant growth
driver for Dell in its commercial business. This will result in extending coverage across Tier 2 & Tier 3 cities announced the press release. Ajay Kaul, Channel Head, Dell
India, said, “These new initiatives will enable us to take giant leap in increasing the coverage across India and in ensuring that we meet the demands of our customers quickly.
We are positive about the outcomes of our distribution strategy & are already witnessing the excitements from the partner community.” Swarnendu Mukherjee, Director Sales, Commercial Channel, Dell India, said, “This initiative will open up new opportunities with complete autonomy to do what it takes to meet customer needs.” Dell will dedicate resources that will collaborate with distributors and channel partners. By creating and building on the past successes of Dell channel business, Dell has invested in infrastructure which is conducive to faster growth for channel partners. Infrastructure will include Dell’s own manpower, dedicated marketing resources, tele-calling agencies, broad range of products and solutions for stock and sell, flexible and customized selling and building options for solutions. The phase one priority markets will provide extensive coverage in the following mega cities- Delhi- NCR, Mumbai, Bangalore, Chennai, Kolkata and emerging cities- Jaipur, Chandigarh, Ludhiana, Pune, Ahmedabad, Nagpur, Vadodara, Indore, Hyderabad, Kochi, Bhubaneswar, etc.
Lenovo Unveils Powerful and Compact Desktop Lenovo has unveiled the new ThinkCentre M73 Tiny, a compact, high performance desktop, perfect for modest workspaces. Starting at INR 28,500 plus taxes, the affordable desktop comes with VESA mount support. The 1L sized desktop weighs 2.9 pounds (1.3Kgs onwards), and
is equipped with 4th generation Intel Core iprocessors that improve performance by 10%. The PC Cloud Manager 2 offers failure warnings, troubleshooting and power consumption reports to keep the PC healthy and green, announced the release. The Intelligent Cooling Engine (ICE) 3.01 allows for
working in hotter temperatures and enables system monitoring with thermal alerts that preempt overheating possibilities. Ashok Nair, Director (SMB), Lenovo India, said, “The SMB market is witnessing a surge in adoption of compact technology which helps them save space. M73
Tiny is an affordable, powerful and compact desktop, offering the features and functionalities required to address the users’ increasingly varied demands.” The desktop is furnished with industry-leading SSHD solution, advanced WiFi and USB 3.0 support.
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Viewsonic’S VX70SMH LED Series Launched ViewSonic has launched VX70Smh-LED Series with Professional Grade IPS Led Panel. It comes with full HD 1920x1080 screen resolution and 30,000,000:1 MEGA Dynamic Contrast Ratio. VX70Smh-LED Series includes HDMI and DVI with HDCP (High Definition, Content Protection), IPS display, 178-degree viewing angles and delivers an energy savings of up to 40% announced the press release.
Girish Mamtani, Country Manager, View Sonic Design, said, “A potent combo of performance and features marks the VX70Smh – LED Series, this deal is even tempting with an exquisite frameless bezel design.” The 27” VX2770Smh-LED is priced at Rs. 24000 and 23” VX2370Smh-LED is priced at Rs.13500. It comes with a standard three-year limited warranty.
iValue Conducts Multicity Partners’ Event iValue InfoSolutions conducted ‘Fantastic 4’ event for its channel partners in four cities - Delhi, Mumbai, Chennai and Bangalore - for four of its new OEM’s - Algosec, Thales, Seclore and ilantus. 110 plus partner organizations and 225 plus partner sales and technical executives participated in the event. As per the release, the innovative event evinced interest across national, regional and local system integrators. With iValue’s focus on effective management of Data, Network and Application needs of its customer, which is the DNA of every modern day business, each of these 4 OEM’s offer proven and compelling solutions for partners to address Business and IT challenges of their Customers.
Windows Malware saw a rise of 80% Quick Heal has released the findings from its Annual Windows Malware report, where PC continues to be the extensive target for malware today. “Windows XP still has about 30% of market share. With Microsoft about to withdraw support for the second most popular Operating System in April 2014, the unpatched machines will represent a serious danger to the security of the networks that they are connected to and the internet in general. This might also lead to an increase in Advanced Persistent Threats,” Sanjay Katkar, Technical Director and CTO, Quick Heal Technologies. “But, Windows is not the only thing in focus in 2014, Apple Mac and iOS are platforms that are gaining popularity and that will also lure attackers,” he added. Some of the key findings of the Quick Heal’s 2014 Threat Report : Windows malware saw a rise of 80% in samples that were received at the Quick Heal Research and Development Lab. As compared to 2012, there has been 40 percent rise in new and unique malware. While Trojans grabbed the major share of the pie at 77 percent of reported detections, Bots and Backdoors stole the next chunk at 15%.
MY POINT
“Even tried-andtrue crimeware has evolved in the last year, becoming much more rigorous and sophisticated.” PATRICK SWEENEY, EXECUTIVE DIRECTOR, PRODUCT MANAGEMENT FOR DELL SECURITY PRODUCTS
Dahua HDCVI Range Available in India Aditya Infotech Ltd, has released Dahua HDCVI (High Definition Composite Video Interface) range comprising wide range of analog cameras and Digital Video Recorders in India. The Dahua HDCVI range commits to redefine analog surveillance by providing high definition video transmission over co-axial cable at affordable value announced the press release. “With an introduction of Dahua HDCVI technology, we are committed to bring best-oftechnologies and products at value for money proposition, thereby, redefining best in the video surveillance industry. We are assured that HDCVI will certainly meet the surveillance requirement from any simple to challenging installations at affordable value,” mentioned Aditya Khemka, CEO & Director, Aditya Infotech Ltd. HDCVI has an over 500m reliable HD million pixel video transmission distance to break through the distance limit of existing technology.
QNAP’s Signage Station App for Small Biz QNAP has launched the new Signage Station app for its Turbo NAS series, providing a seamless solution for designing, publishing, and sharing multimedia contents with access controls. This application can benefit small businesses and personal profile promotion. As per QNAP, users can download the iArtist Lite software to design the digital signage content, upload to the Turbo NAS, and share the contents using the web-based Signage Station. Visitors can view the content on smart phones, tablets and laptops, and share by emails or social networking sites. The release said that with the free iArtist Lite software, it is effortless to set up a resolution for the canvas and embed elements including videos, animated texts, images, and PowerPoint presentations via drag-n-drop. The timeline and layer design allows users to arrange the order of objects for playback and transition effects. The Signage Station allows to integrate a digital signage player on the Turbo NAS for a variety of uses, including menus & advertising boards for businesses, and personal animated resumes and creative diaries for home users.
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Access Control, Video, Location-based Tracking, PSIM and Intrusion. UNIFIED. When you have best-in-class access control, video, location-based tracking, PSIM and intrusion solutions, you can make a powerful security system. With eleven power brands from the world’s leading security provider, you can create a security masterpiece. Together—the most trusted brands in security from a single source. Access Control: CEM Systems, Kantech and Software House Video: American Dynamics, DSC and Exacq Intrusion: DSC, Visonic, Bentel Security and Sur-Gard Location-based Tracking: Elpas PSIM: Proximex
ACCESS CONTROL
Email: info-tspindia@tycoint.com
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VIDEO SOLUTIONS
INTRUSION
LOCATION-BASED TRACKING & PSIM
www.tycosecurityproducts.com
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SNIPPETS
Huawei New Wi-Fi Datacard Range Huawei has released seven new Wi-Fi open data cards to enable users to share more content on the go at blazing fast speeds. The new Wi-Fi datacard range is designed to suit the needs of Indian consumers for highspeed data consumption across multiple devices, share internet with friends & families from the same datacard and the freedom to choose their favorite network operator. Huawei Device India President, Victor Shanxin, said, “We have an intuitive understanding of users’ need to connect, share, anytime anywhere, which has inspired us to design Wi-Fi data cards that can connect users irrespective of the device they use to access the web.” The new range of data cards will be available at leading multi-brand stores, e-commerce and IT, mobile & consumer electronics channel across India.
SAKRI & KASPERSKY COMPLETE 4 YRS Sakri IT completed four successful years of association with Kaspersky labas the national distributor of Kaspersky Lab consumer products (Kaspersky Internet Security; Kaspersky Internet Security – Multi Device; Kaspersky Internet Security for Mac; Kaspersky Internet Security for Android, and Kaspersky Small Office Security). Ravi Lakshman, CEO, Sakri IT Solutions Pvt. Ltd., said, “We are proud to be associated with Kaspersky Lab, and we are looking at deepening our association further. We have invested in a complete CD manufacturing facility, with strong distribution logistics, local offices and billing points, plus a 40-seater customer care center providing technical support in all major Indian languages.” Ravi Lakshman, CEO, Sakri IT Solutions Maxim Mitrokhin, Director (Operations), Pvt. Ltd. Kaspersky Lab (Asia-Pacific), said, “We congratulate Sakri on completing four successful years of association with Kaspersky Lab as our national distributor for consumer products. With the help of Sakri and support of our channel partners, Kaspersky Lab India has attained and maintained its leadership position as one of the top 3 anti-virus companies in India in the consumer segment since 2011.”
India Gets its First Tech Distie Association In a significant move towards revolutionising the Indian technology- distribution industry, the country’s leading technology distributors have come together to launch ‘The Technology Distribution Association of India’ (TDAI). The Association’s motto is, ‘’we can only build when we know how to sustain’’. With an aim to drive the industry’s next level of evolution through constructive dialogues amongst all stake holders, the leading Indian technology distributors have founded TDAI. The current members of TDAI collectively contribute nearly ? 50,000 Crores (~ US$ 8 Billion) annually towards the total IT industry business in the country announced the press release.
Asia Powercom Eyeing 100% Sales Growth Asia Powercom has announced that in the year 2013, its sale of AsiaPower laptop adapters have increased from 1000 to 7000 and AsiaPower power banks have increased from 500 to 5000. As per the release, AsiaPower laptop adapters are 100% compatible with the original laptop adapters of DELL, Lenovo, HP/Compaq, Acer etc. This laptop adapter includes power cord, with wide input voltage range of 90-290V AC, 50/60Hz, 65 watts and an output short circuit protection. Apart from Mobile phones and Tablet PCs, these power banks can also be used to charge IPods, MP3/ MP4 Players PDAs, portable game consoles and many other USB- powered electronic Gadgets. Tejas Sheth, Director, Asia Powercom, said, “AsiaPower laptop adapters have been well accepted in the Indian market for its compatibility to the original laptop adapters. We take this opportunity to thank all our team members and partners for helping in achieving this phenomenal sales growth.”
Cyberoam Unveils NGFW Offering With the aim to offer the best mix of security appliances to the medium-large enterprise segment and strengthen its existing NGFW offering Cyberoam has launched new Next-Gen Firewalls with FleXiPorts: CR1000iNG-XP, CR1500iNG-XP and CR2500iNG-XP. CR1000iNG-XP, CR1500iNG-XP and CR2500iNG-XP appliances come with FleXi Ports that offer I/O slots for additional Copper 1G, Fiber 1G/10G ports on the same appliance, along with high performance and next-generation security features to medium-large enterprises.
Check Point Debuts Software-defined Protection Check Point has introduced Software-defined Protection (SDP), which it claims is a revolutionary security architecture that can protect organizations in today’s fast-evolving IT and threat landscape. SDP offers modern security that can effectively protect against tomorrow’s threats, through a design that is modular, agile and most importantly, secure announced the press release. SDP is a three-layer security architecture comprised of enforcement, control and management layers. This framework decouples the control layer from the enforcement layer, enabling robust and highly-reliable enforcement points that obtain real-time protection updates from a software-based control layer. “The threat landscape has become far more sophisticated while at the same time, enterprise IT environments have grown in complexity. Enterprises are looking for advice on how they can become more secure, but in a way that is manageable and simple to use. SDP is today’s security architecture for tomorrow’s threats; it is simple, flexible and can robustly convert threat intelligence into real-time protections,” said Amnon Bar-Lev, President, Check Point Software Technologies.
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HID Global’s Partner Meet in Mumbai
AVAYA GETS AGGRESSIVE ON MID-MARKET
HID Global organized a Strategic Advantage Partner Meet in Mumbai aimed at addressing the changing dynamics of the security industry and recognizing the efforts of top performers across South Asia region for all business segments. The day-long event witnessed more than 80 partners and customers participating from across the world, engaging in speaker sessions and panel discussions by eminent industry leaders. Speaking at the partner meet, Ranjit Nambiar, Director, Identity & Access Management for the region of India and SAARC, HID Global, said, “The aim of the Partner Meet is to understand the evolving global security market and to provide strategic consultation to our partners. We are focused on increasing value for our customers by ensuring that channel partners are well equipped to deliver trusted, advanced and dependable secure identity solutions in the market.” The Partner meet conducted discussions focused on Smart Cards and the changing dynamics of citizen centric services, Game changers in Physical security Industry and Enterprise risk management through Converged Physical and Logical Security.
Highlight: Avaya Gets Aggressive on Mid-market Image: Nidal Abou-Ltaif, President, Global Growth Markets, Avaya To strengthen its midmarket solutions base in India Avaya has launched its iConnect program specifically designed to support channel partners who focus on the midmarket space, enabling participating partners to ramp Nidal Abou-Ltaif, President, Global Growth their business rapidly. Markets, Avaya The company is also hiring people in its seven locations in India to go after the mid market segment aggressively announced Nidal Abou-Ltaif, President, Global Growth Markets, Avaya. “The global launch of iConnect was done last year and now we are launching it in India to address not only the existing partners but also the news ones,” he added. He further revealed how apart from the mid market segment partners can capitalize on Avaya’s solutions to grow market share within the region’s hotels, banks, telecoms operators, BPO organizations, and government entities. It has also come out for its channel community with a brand new series of PartnerConnect events across India. The conference tour will host more than 600 partners across three cities in India - Mumbai, Gurgaon and Bangalore. The channel roadshow is focused on helping partners to identify and fulfil tangible market opportunities especially in the region’s rapidly growing midmarket segment.
EXECUTIVE MOVEMENT
INDIA TABLET MARKET DECLINES 14% OVER CY H2’2012 INDIA TABLET PC MARKET SHIPMENTS REACHED 1.90 MILLION UNITS IN CY H2’2013, REPRESENTING A DECLINE OF 14% OVER CY H2’2012. SAMSUNG REMAINED AS THE MARKET LEADER IN THE INDIAN TABLET PC MARKET FOLLOWED BY MICROMAX AND LENOVO. INDIA TABLET PC MARKET SHARE BY PLAYERS (H2 2013)
HCL Infosystems has appointed two new independent non-executive directors, Sangeeta Talwar and Kaushik Dutta on its board. Seagate has appointed Jamie Lerner as President for Cloud Systems and Solutions. Lerner most recently held the position of Senior Vice President and General Manager of the Cloud and Systems Management Technology Group at Cisco Systems. Avaya has appointed Priyadarshi Mohapatra as MD for India and SAARC.
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CA Technologies has appointed Kenneth Arredondo as the President and General Manager of Asia Pacific & Japan with effect from 1 April 2014. CA Technologies has appointed
Source: 6Wresearch Half Yearly India Tablet PC Market, CY H2’2013 (million units)
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Mid-market Adopting BI Technology
DIGEST
The market for business intelligence (BI) platforms in Asia Pacific is expected to grow 7.4 percent to reach almost US$1.4 billion in revenue in 2014 and more than $1.6 billion by 2017, as data discovery and mobility create a revival in spending by business users, according to Gartner, Inc. Gartner research director Bhavish Sood, said growing interest in big data solutions will continue to positively impact BI spending across Asia Pacific in 2014 and beyond. “Information intensive initiatives are popular in organizations in Asia Pacific’s accelerating economies, because information is a competitive differentiator,” Sood said. “We expect this to continue as organizations pursue regulatory compliance, performance management and overarching enterprise information management initiatives.” In Asia Pacific, the top four “megavendors” — SAP, Microsoft, Oracle and IBM — controlled 72.2 percent of the BI platform market in 2012, up from 65 percent in 2011. However, Gartner analysts said that business units increasingly prefer data discovery solutions, such as Tibco Spotfire, QlikTech and Tableau Software, while their counterparts in IT are still more comfortable procuring from megavendors.
PORTRONICS UNVEILS ULTRA PORTABLE SPEAKER : RESOUND
TREND MICRO’S MARKETING SCHEMES FOR CHANNEL PARTNERS Trend Micro has launched Q1 incentive schemes for partner sales & presales representatives for Trend Micro Deep Discovery, Deep Security as well as for its range of Foundation products. The schemes for the ‘simple to buy, simpler to deploy and simplest to manage’ solutions closes for this quarter on 25th March 2014, announced the release. Suchita Vishnoi, Head (Enterprise & Channel Marketing), Trend Micro India, said, “We endeavor to provide tools and solutions to our partners that maximizes security without compromising performance. The marketing schemes introduced are certain to assist them in reaching out to greater audience with best-in-class security solutions. It is our constant endeavour to support partners in increasing their profitability; reducing their cost of business and at the same time making sure they build a huge services business. We look forward to help from our partners to collectively serve the customers with combined potential this year.”
Socomec Targets Rs. 400 Crore Revenue by 2016 Socomec Innovative Power Solutions has rolled out its first UPS product Delphys MP Elite from the Gurgaon plant. The company stated that Socomec invested €3.75 million in India so far and has set ambitious growth plans for upcoming years. It has a strategy to target markets such as industry, building, critical building, infrastructure, renewable energy and OEM, through which it plans to generate Rs. 400 crore revenue by 2016. The release said that with the industry segment being a prime focus, the brand has taken an initial step towards the goal, and started producing its existing UPS product Delphys MP Elite, which is well-known for industrial applications in its 5200 square meter plant in Gurgaon, India.
Netmagic Offers Storage on Cloud Netmagic says it has launched India’s first Storage-as-a-Service that provides metered IOPS for customers’ mission-critical applications: Netmagic Tiered Secure Storage (NTSS). NTSS is a customized multi-platform software-defined storage offering available to public cloud customers as well as customers with single-tenant environments such as dedicated servers or private clouds. Software-defined storage allows offloading the computationally heavy aspects of storagemanagement-related functions enabling higher amount of CPU power availability within the cloud. NTSS offers QoS by guaranteeing Input/Output Operations per Second (IOPS) at the application level with total tenant isolation. The company stated that IOPS is a common performance measurement used to benchmark storage and application performance and is an important factor when it comes to running critical applications.
Portronics has launched ReSound, ultra portable speaker which supports a mini built-in LED display. ReSound also supports an Auto FM station and an Auto-off feature. Besides, it offers all device compatibility and works with any possible device using a 3.5mm Aux cable and also supports slots for a Micro-SD card or a USB drive. ReSound supports a substantial battery size, with an 8 hour playtime on full charge. It also supports a 3.5mm input jack, a micros-USB port for charging and a sliding on/off switch on the top panel. ReSound is available at a price of Rs 1,999.
COOLER MASTER UNVEILS TWO NEW GAMING MICESE Cooler Master has launched two new gaming mice, Mizar and Alcor. Mizar utilizes the latest Avago 9800 laser sensor, whereas Alcor sports the latest Avago 3090 optical sensor. Both mice are perfect fit for FPS, RTS, and other games requiring high speed actions. Besides, Mizar comes with DPI a setting that peaks at 8200. The Mizar is priced at Rs 4,499 (MRP) whereas the Alcor is priced at Rs 3,799 (MRP). Both mice carry two years warranty.
LAPCARE EYEING TIER 2 & 3 CITIES Lapcare announced it has recorded impressive 40% YoY growth in 2013. The company has planned to sign up new channel partners to further enhance its impressive growth story in India. This will come by the company expanding its distribution network across Tier-2 and Tier-3 cities. Lapcare is currently in process of identifying the right partners in Tier-2 and Tier-3 cities like Ahmadabad, Chennai, North East, Hyderabad, Jabalpur, Rajkot and Surat. The company further announced it has received good visibility in the market because of its innovative products.
AXIS’ NEW DOME NETWORK CAMERA Axis has launched P5415-E PTZ Dome Network Camera which comes with HDTV 1080p PTZ resolution and 18x optical zoom. As per release, the camera is ideal for use in city and perimeter surveillance, parking houses and school yards. AXIS P5415-E is a reliable, low-maintenance PTZ camera and is directly attached to the drive shaft of two motors, one for panning and another for tilting the camera. The retail price for Axis P5415-E Dome Network Camera is Rs. 179910.
WD PURPLE HARD DRIVE FOR SURVEILLANCE WD has announced the availability of WD Purple, a purpose-built line of 3.5-inch, high-capacity hard drives for surveillance applications. Designed specifically for video surveillance units, WD Purple hard drives excel in new and existing home and small business security environments with up to eight hard drives and up to 32 high-definition (HD) video cameras. WD Purple hard drives are available in capacities from 1 TB up to 4 TB.
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Acer to Expand Channel Partner’s Base for SMB Segment
KONICA MINOLTA EYES GREATER MARKET SHARE
Acer India has conducted engagement programs for its channel partners in Mumbai and Pune as a part of its continuing efforts to grow its business and enhance the depth of engagement with the partner fraternity. At the channel partner meets, Acer shared its success stories with the partners, in both the Commercial and the Consumer segments and reiterated its robust strength to address the different and diverse needs of both these segments. And, as an indirect business model company, Acer recognized its partners’ efforts for their significant contribution in successfully taking the brand promise to its clientele in driving up the business volumes. As per the release, the meet was an ideal forum for Acer to educate its partners on its latest suite of offerings as well as it go-to-market plans. Through its new go-to-market strategy, Acer plans to fortify and extend its channel partner base for the SMB segment across the country.
neoteric Hosted Multicity road show for AJA
Konica Minolta launches all new pagepro1580MF which is a monochrome laser multifunctional printer. The product is equipped with printing speed of 20 papers per minute, supports 16 MB memory and can be used for A4, letter, B5, A5, A6, size printing. Managing Director Tadahiko Sumitani said “Our operations in India have seen a revenue of `228 crore in the last fiscal and this fiscal is likely to end at the `300 plus crore mark and From left Tadhahiko Sumitani, MDKonica we are expecting to grow by 30-35% to touch Minolta, Balakrishnan, EGM, Kuldeep the Rs 500 crore mark within the next two Malhotra EGM, Konica Minolta years to three years.” Balakrishnan EGM Marketing, Konica Minolta Business Solutions India Pvt. Ltd, pointed out that the company has been doing well even though there is a general economic slowdown. “Our competitive price range and the high quality have helped us win the customer’s confidence and establish our brand. We always focus on customer requirements and strive to work closely with our customers. This is our differentiator and has helped us to build quickly the channel network & address the market.” Kuldeep Malhotra, EGM Sales, Sales & Managing Division, Konica Minolta Business Solutions India Pvt. Ltd. Said, “In the calendar year 2013, the company has achieved market share of 27% in A3 colour printers, 17% in the A3 monochrome printers and almost 50% in the production printers market.”
neoteric, AJA’s exclusive National Value-Added Distributor is hosting Live, Professional AJA Video Masterclass Tour in March, covering the 5 key locations which included Kolkata, Hyderabad, Chennai, Delhi and Mumbai. The event featured workshops and a speaker focused on the latest broadcast and post-production products which helped to stay at the forefront of video technologies and systems. This tour encompassed on-set solutions, post- production and engineering, right from SD to 4K. The company unveiled “iO 4K”- the all-new leading edge product from AJA video Systems. “iO 4K” is characterized by its maximum 4K performance and workflow, professional connectivity, power, compatibility and future-looking attributes, apart from its incredible 3-year warranty.
Inflow Ties-up with UTC Building & Industrial Systems
US based Marlabs Opens a New Office in Bangalore
Inflow Technologies has announced its distribution agreement with UTC Building and Industrial Systems for their GST range of products. The release said that UTC Building & Industrial Systems is the world’s largest provider of building technologies, including fire and security technologies that are delivered throughout the world. GST has both an Addressable Fire alarm System and a Conventional Fire Alarm System. With its high quality fire and life safety products and superior after-sales services, GST has built its reputation globally and sold its products in more than 80 countries. Over the years, GST has acquired certification from various international testing bodies including UL, LPCB, CE, PSB, SAI, HKFSD, CCC and etc.
Marlabs Software, a US based IT service provider has announced the opening of their new facility in Bangalore as part of the organization’s expansion plans. The new facility will help meet increasing customer demand from North America, will be a base for IP asset creation and provide better service delivery and support to the rapidly evolving market in the Asia Pacific region, announced the release. The company informed that Marlabs has had a strong foothold in the North American IT services market and it’s rapidly expanding its presence across the globe. Currently Marlabs has workforce of over 2000 and a network of delivery centers in USA, Canada, Mexico, Malaysia and India (Bangalore, Mysore, Pune and Kochi).
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Intuit Brings ‘Small Business Local Buzz’ to India After successfully awarding one small business its very own advertisement during the Super Bowl, football’s biggest event in the US, Intuit QuickBooks is now introducing Small Business Local Buzz in India as a part of a global campaign. The campaign, which will grant 10 cash prizes of INR 2.5 lakhs each to small businesses which they can use to grow their business, kicks off in India today, and will conclude on April 11, 2014. During the course of the campaign, Intuit will be rewarding a total pool prize of INR 25 lakhs. Fans or followers can also vote to improve the chances of winning for their favourite businesses. The winner will be selected based on voter preferences and the verdict of a select jury from Intuit. In an Intuit Small Business Survey conducted last year, 87 % of small businesses said that their businesses are either struggling to survive, or surviving but not growing.
ADITYA INFOTECH WINS ‘GLOBAL SHIELD’ AWARD Simon Foster, CEO at UBM Live recently honored Aditya Infotech Ltd (AIL) with ‘Global Shield’ Award, at Gala Award Ceremony, organized jointly by UBM and APSA. Jury comprising prominent professionals from the industry selected Aditya Infotech Ltd on the basis of growth and performance in Indian market and its presence and contribution to the global market. Commenting on the achievement, Aditya Aditya Infotech Wins ‘Global Shield’ Award Khemka, CEO & Director, Aditya Infotech Ltd, expressed, “It is a proud moment for us to receive Global Shield award from the security fraternity. We are committed to develop and strengthen the video surveillance industry in India as well as the globe.” “Our world is facing several challenges as we grow, evolve and prosper. Of these, security and safety are the two areas where we are committed to making the difference. Be it securing our borders, coastlines, cities, our businesses, our homes – in essence our way of life, we have the answers. We will continue to make citizens of our world feel safer and more reassured every day. Because for us at Aditya Infotech, security is not a luxury, but a fundamental right to every citizen,” he further mentioned.
Corsair Strengthens PC Gaming Cases Corsair has launched the Carbide SeriesTM SPEC range of gaming PC cases in three models: the SPEC01, SPEC-02, and SPEC-03. The cases boast modern features such as USB 3.0 ports, native SSD mounts, and extensive cablerouting options, as well as a huge side panel window to show off the hardware inside. The black-painted interior is optimized to direct unobstructed airflow to the PC’s hottest components, with a frontmounted LED fan providing ample cooling. Tool-free drive bays and removable dust filters add to SPEC’s wide array of high-end features. There’s plenty of room to expand inside too, with support for even the longest graphics cards, front fan mounts for dual 140mm and 120mm fans, and seven expansion slots. All the products are available in India with Aditya Infotech carrying a limited 2-year warranty.
Matrix’s First Annual Vendor Meet Held at Vadodara As part of its continuing efforts to grow its business and enhance the engagement with its vendor fraternity, Matrix organized its first Annual Vendor Meet at Vadodara. Around 100 venders participated in the event. Managing director Ganesh Jivani emphasized the objective of the vendor’s Meet was mainly to interact with all vendors, and mutually understand more conducive business growth plans. He further added the other important aspect of the gathering was also to show them Matrix R&D center and the manufacturing facility so that they can better connect to Matrix and the needs.
Kingston unveils New Packaging Kingston has unveiled a series of brand new packaging for its best-selling system-specific memory modules designed for Acer, Apple, Asus, Dell, HP, Lenovo And Toshiba laptops. Ann Bai, DRAM Sales Director (APAC region), Kingston, said, “Kingston system-specific memory modules are born to solve these memory compatibility problems. For those who are not really an expert on computer DIY and do not have the time to do market research, we are proud to offer an easy way out when it comes to memory selection for upgrading laptops.”
Unistal Unveils Cool Summer for Partners Unistal Systems Pvt. Ltd has launched a New AVATAR of Protegent 360- 5User/5 Keys/5 CD’s with a scheme of free trip to Thailand for its partners. Cool Summer offers provides dual benefit of buy 2 and get 2 free scheme and on purchase of 50 boxes, the partner will enjoy a free trip to Thailand. This scheme is applicable only on Protegent 360-5 User/5 Keys/5 CD’s Pack. The release said that this scheme is valid for the purchases billed out from Unistal’s authorized distributors.
Panasonic Unveils Refill Toners Panasonic India has introduced its refill toners for its entire range of multifunction printers, MB2235 (28 PPM) and MB2085 (26 PPM). With its new offerings, the company is focusing on office automation channels which will enable customers to refill depleted toner cartridges. These refill toners also target the SME segment with an effective cost per copy of MB2235 (28 PPM) and MB2085 (26 PPM). Other than this, the newly launched genuine refill toner is priced between Rs. 480 to Rs. 1,395.
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Gigabyte Debuts 8 Series Mobos Gigabyte Technology has launched its 8 Series motherboards which are priced between Rs. 6,000 and Rs. 10,000. These motherboards come with the latest 4th generation Intel Core processors and Intel B85, H87 and Z87 chipsets. These motherboards, namely GA-B85MD3H, GA-H87M-D3H and GA-Z87M-D3H, come with a wide range of new technologies, which include digital power delivery, advanced network and device charging, gold plated hardware, new designed UEFI DualBIOS and Gigabyte App Center. Moreover, GA-B85M-D3H, GA-H87M-D3H as well as GA-Z87M-D3H feature the Gigabyte Ultra Durable 4 Plus technology that debuted on Gigabyte 8 Series motherboards. All Gigabyte motherboards use All Solid Caps (Capacitors) and Low RDS(on) MOSFETs and come with three years warranty.
EATON DEBUTS ENERGY EFFICIENT 93E UPS Power management company Eaton is introducing the 93E Uninterruptible Power System, which it claims delivers efficient, safe, sustainable and reliable power when it is needed the most. The Eaton 93E UPS delivers customers the most efficient power quality solution in three key areas: space, power and cost. Engineered for maximum efficiency, the Eaton 93E UPS delivers up to 98% efficiency while maintaining a small physical footprint announced the press release. With internal batteries up to 60 kVA, this product provides an all-in-one solution that also reduces the complexity of installation and startup and provides maximum runtime. “Eaton understands the challenge of increasing load on mission critical applications and the need for robust power backup with high efficiency and small footprint. 93E is designed to deliver high energy efficiency and reliability in a compact size to support applications desiring unswerving power protection,” said Syed Sajjadh Ali, MD (Electrical Sector), India, Eaton. 93E’s patented Eaton Hot Sync technology makes it possible to parallel up to four UPSs to increase availability or add capacity. It has a large LCD that graphically displays UPS status and offers easy access to measurements, controls and settings. The 93E ensures 30% smaller footprint than similar competitive solutions and its advanced Battery Management enhances battery life, reliability and predictability. “Eaton 93E is an ideal solution for facilitating a lower total cost of ownership (TCO) through a combination of energy-efficiency and high reliability with a compact footprint,” said Sushil Virmani, Sales Director, Electrical Sector, India, Eaton.
Seagate Surveillance HDD Launched Seagate has taken the wraps off its seventh-generation hard drive disk (HDD) engineered specifically for surveillance and video analytics applications— the Seagate Surveillance HDD. The Surveillance HDD is a world-class HDD purpose-built for storing and accessing video analytics, improving data integrity and keeping systems in the field longer announced the press release. “There is a growing need to analyze and make use of large amounts of video data, including applications where cities can predict and improve traffic flows, airports can reduce wait times, and emergency responders can react faster— the possibilities are endless,” said Scott Horn, Seagate vice president of marketing. “We pioneered this market more than a decade ago, delivering the world’s first surveillance HDD, and can leverage our vast knowledge of this technology and market to provide our customers with the optimal solution for recording and accessing surveillance data.”
Abacus Unveils Zion Low Voltage RAM Abacus Peripherals has launched ZION Low Voltage RAM which the company claims combine maximum stability with low heat dissipation which ultimately leads to lower Power expenditure for home as well as enterprise users. With years of experience in memory products, ZION brings complete range of Low Voltage Memory Modules with low 1.35 volt compatible with Desktops, Laptops and Ultra books. It is available in 4GB and 8GB density, and supporting both, Intel Sandy-Bridge or Ivy-Bridge and AMD Interlagos or Valencia platforms.
ESET Names Roop Technology as RD ESET has appointed Roop Technology as its new regional distributor. Roop Technology will distribute ESET retail and corporate products across Andhra Pradesh, Gujarat and rest of Maharashtra. Roop Technology has offices spread across in these regions which make them strong on the distribution front. Roop Technology will look after the distribution of ESET retail and corporate products in Andhra Pradesh, Gujarat and Maharashtra using its strength in reaching small cities. They have a strong connection presence across these regions and 1250+ partners across India announced the press release further adding that they will be distributing ESET products in class ‘B’ and class ‘C’ cities.
HGST Debuts Touro S Mobile External Hard Drives HGST is expanding its family of external storage and backup solutions with its new line of Touro S mobile external hard drives. Available in colorful metallic finishes such as gold, silver, ruby and platinum, the Touro S drive family delivers two levels of data protection – local backup and cloud storage – to help protect, transport, store and access photos, music, videos and documents from anywhere. With its thin, stylish design and an aluminum enclosure, the 7,200 RPM hard drive-based external drives moves files up to 23 percent faster than standard 5,400 RPM-based drives. In addition to receiving up to 1TB of local storage, every Touro S customer also receives 3GB of Touro Cloud Backup for free. This online storage option ensures that data is always protected and accessible in the cloud. For more cloud storage, users can upgrade to 250GB for only US$59 per year, which includes multiple computer protection. Those who upgrade receive Apple iPhone and iPad apps for free. HGST Touro S mobile external hard drives are Mac and PC compatible, and feature a three-year limited warranty. The 1TB Touro S drive has a manufacturer’s suggested retail pricing (MSRP) of INR 6,000. The 500GB Touro S drive is INR 5,000.
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A New Standard in Durability
The Worldwide No.1 Digital Desktop PWM Provider
GIGABYTE 8 Series Ultra Durable™ Motherboards Z87X-UD3H
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IR®, PowIRstage® and DirectFET ® are registered trademarks of International Rectifier.
GIGABYTE Technology (India) Pvt. Ltd.
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Tel: 022-40633222; Website: www.gigabyte.in; Toll-Free: 1800-22-0966 Mumbai, Chhattisgarh, Vidharbha, Maharashtra, Goa : 99677 18653; Gujarat : 97250 59195; Delhi, Uttar Pradesh : 99583 72672; Punjab, Chandigarh, Jammu & Kashmir : 97818 33433; Himachal Pradesh, Haryana, Uttarakhand : 99100 86976; Madhya Pradesh : 96695 45600; Rajasthan : 99100 86976; Bihar : 90075 45577; Jharkhand : 90405 06080; West Bengal : 90075 45577, 9748502710; North East : 98642 30150; Orissa : 90405 06080; Andhra Pradesh : 88869 52009; Karnataka : 99675 15866; Tamil Nadu : 99675 15866; Kerala : 98950 99231
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ZyXEL Eyes Rs 80 Crores in year 2014
RASHI CELEBRATES SILVER JUBILEE
Reaching a new high ZyXEL Technology’s turnover recorded a growth of over 200% on a year-on-year basis. It attributed the success to its tie-ups with conglomerates like Indian Railways, SAIL, defence organisations, Indian Oil, NTPC, Airtel, Vodafone, Tata, etc. and also to the retail sector. With ZyXEL’s focus on the Indian market, the organization has consistently increased its investment in the country in the last three years and has been strengthening its manpower announced the press release. “The company in its annual meeting has pledged to again double its business in India to Rs 80 crores in year 2014,” apprised Madhukar Swayambhu, VP (Sales), ZyXEL. The IP enabled products and service provider has also become a leading player in wired and wireless broadband networking technologies in India. From routers, switches, security appliances, and central office equipment, to wireless and IPTV, ZyXEL ensured exceptional reliability and quality across its product range ever since in the market.
McAfee Brings Free Mobile Security Solution for Indian Consumers
To mark its 25 years of success and growth, Rashi Peripherals recently celebrated its Silver Jubilee Anniversary. As a part of this celebration, Rashi launched three levels of celebration: firstly, Silver Jubilee Week celebration by way of daily channel schemes and offers for partners; secondly, Facebook contest for users, partners and employees; finally, each of the Rashi 95 locations have been decorated and lit in the Silver Jubilee theme. The journey of Rashi Peripherals was started in the year 1989 with just two staff members and a single brand in a 500 sq foot office. Today, Suresh Pansari, Director, Rashi Peripherals it boasts of 21 branch heads in each state, 800 cutting cake employees, 9000 partners (which covers almost 750 towns), 58 branches, 62 service centers and a team of more than 350 sales and marketing professionals across India. Suresh Pansari, Director, Rashi Peripherals, said, “In the initial years, when we started doing monitor business, it gave almost 30% of market share in those five to seven years. In the year 1996 and 1998, Rashi Peripherals once again became a leading distributor of motherboard, hard drive and CPU.” He further added, “In 1999, we signed up Logitech and Asus that took Rashi into different leads. The pillars of Rashi’s success have been our business ethics, entrepreneurs in the form of branch heads, strong marketing team. Besides, we were the first to conduct 40 city roadshow and set up service centers in 58 towns. My vision is that Rashi should make IT products available across each of 600 districts of India.”
McAfee’s full-featured version of its award-winning McAfee Mobile Security solution is now available for Indian users as a free offering. Supporting all Android and iOS mobile devices, this product initiative is targeted at making security a more integrated part of the Indian consumer experience. The development is particularly relevant for India – which is the world’s fastest rising smartphone market slated to have 185 million mobile internet users by June 2014 (IAMAI), and the second biggest user base for Android accounting for over 93% market share (IDC). Device proliferation and the resultant application explosion has increased potential vulnerabilities and made ‘mobile’ a significant threat vector.
A10 Sign MoU with AMTRON A10 Networks has signed a memorandum of understanding with AMTRON to help organizations to transform their data center and IPv6 migration projects. The release said that AMTRON is the IT arm of the state government of Assam in India, and plays an integral part as a technical advisor for many state agencies. This agreement allows AMTRON to position A10’s solution portfolio for network optimization, security and IPv6 migration as the platform to build next-generation network services. As part of the agreement, A10 Networks will help establish an A10 technical competency center within AMTRON where workshops can be conducted onsite. Leading the charter for major data center transformation, network upgrade and migration of major IT assets onto IPv6 platform,
SanDisk Ultra Dual USB Drive Launched SanDisk has launched the SanDisk Ultra Dual USB Drive, a USB flash drive featuring both a micro-USB and a USB 2.0 connector. The SanDisk Ultra Dual USB Drive is designed for Android smartphone and tablet users and it allows users to store and backup files, free-up space, or transfer multimedia between their smartphones, tablets and computers. Rajesh Gupta, Country Manager India, SanDisk Corporation, said, “The SanDisk Ultra Dual USB Drive provides a simple, convenient way to offload and backup files from smartphones and tablets – with the peace of mind that comes with the trusted SanDisk brand. This new drive integrates with SanDisk’s Memory Zone app to make freeing up space on mobile devices simpler than ever, improving the user experience.”
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Fortinet’s Expands DDoS Offerings Fortinet expanded its Distributed Denial of Service (DDoS) product family with four new appliances for data center managers and system architects at mid to large enterprises and MSPs. The new FortiDDoS-400B, FortiDDoS-800B, FortiDDoS-1000B and FortiDDoS-2000B appliances are designed to detect and help protect against today’s most damaging and sophisticated DDoS attacks and feature an innovative 100 percent behavior-based DDoS attack mitigation engine. “We’ve dramatically improved the way we identify DDoS attack types since we released our first appliances in 2012. The adaptive, behavior-based attack monitoring introduced in today’s models automatically identifies any type of DDoS attack, including zero-days, and almost immediately takes action to mitigate it,” said Rajesh Maurya, Country Manager, India & SAARC for Fortinet.
CHANNEL PARTNERS WILL BECOME ‘SMART’ : IDC At its India ICT Predictions 2014 event, IDC identified the key trends in 3rd platform and channel ecosystem. According to IDC, cloud adoption will catch up with public cloud gaining traction and enterprise mobility is on the cusp to take off in India. However, security is the biggest issue in adopting mobility and cloud. IDC also predicted that channel partners will get ‘smart’ to supplement the shrinking IT hardware revenue. OEMs will reflect on their benefit programs and lines between SIs, VARs, and ISVs will blur increasingly. Jaideep Mehta, Vice President & Country General Manager, IDC India said, “2014 will finally see the India IT eco-system begin a serious transition to the 3rd platform technologies ofcloud and mobility, and to a lesser extent big data, and social. IDC predicts the influx of cloud and enterprise mobility technologies along with the associated changes in architecture and IT management processes”.
CommScope Unveils Data Center on Demand CommScope has released its new Data Center on Demand solution, which provides a flexible, highly efficient, purpose-built alternative to the traditional brick and mortar data center. “Enterprises are dealing with a continual data deluge and have to find ways to expand their capacity quickly and efficiently,” said Kevin St Cyr, senior vice president, Enterprise Solutions, CommScope. “Some are up against the wall when it comes to physical space or available power and Data Center on Demand gives them a viable solution to expand quickly and easily with industry proven technology.” “This is more than just a traditional modular data center offering,” said St Cyr. “It is not just a shipping container with servers. It is designed specifically with the same usability and ease of access to IT equipment as a traditional data center, but with lower up front and operating costs.”
NETGEAR Unveils Two New WiFi Range Extenders NETGEAR has launched two new WiFi range extenders, NETGEAR WN2500RP WiFi Range Extender (N600) and WN3500RP WiFi Range Extender (N600). The NETGEAR WN2500RP WiFi Range Extender and WN3500RP WiFi Range Extender provide up to 300 Mbps+300 Mbps 802.11n WiFi performance. Both are Dual Band 2.4 and 5GHz to enable ultimate range extension at ground breaking next-generation WiFi speeds, announced the release. It further emphasizes that both extenders are ideal for improving the range of a home network and eliminating WiFi dead zones while enabling lag-free gaming and video streaming with the ultimate in 802.11n speed and performance. Like other dual band NETGEAR WiFi range extenders, both support the NETGEAR FastLane technology that uses both WiFi bands. Subhodeep Bhattacharya, Regional Director, India & SAARC, NETGEAR, said, “We provide our customers with the latest WiFi range extender technology, so we’re delighted that industry experts have acknowledged the innovative design and features supported by our new WiFi Range Extenders. Not only are our new WN2500RP and WN3500RP WiFi Range Extenders the fastest for providing whole home coverage, but we have even redesigned Smart LED indicator lights for both the Extenders that helps in play real-time network connection status and optimal extender placement that help you place it properly in your home.”
CyberArk DNA v4 To Mitigate the Risk of Pass-the-Hash CyberArk has unveiled the latest version of Discovery & Audit (DNA), CyberArk DNA v4, which the company claimed is the first tool on the market to identify and map exposed privileged password hashes and all related vulnerable machines on a network. The company said that CyberArk DNA is a patent-pending, light-weight, stand alone tool that exposes the magnitude of privileged account security risks by enabling organizations to easily identify and analyse all privileged accounts across their network. Roy Adar, VP (product management), CyberArk, said, “Understanding the extent of the vulnerability is the critical first step in mitigating the risk of pass-the-hash. CyberArk DNA is the only tool on the market designed to identify and visualise an organisation’s privileged account risk exposure – being able to simultaneously scan for pass-the-hash vulnerabilities is a natural extension of the security and audit tool.” The first step in addressing pass-the-hash vulnerabilities is to understand the risk landscape in the enterprise. CyberArk DNA v4 is the first tool to identify password hashes, locating all vulnerable machines on a network to provide the most accurate and reliable data about an organisation’s exposure, announced the release.
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FOR LG 2014 WILL BE A YEAR OF “UPGRADE AND UPSELL” With the launch of Chrome-based AIO B2B division of LG is all set to capture this niche market
A
t the recently held second edition of its annual technology extravaganza – LG Tech Show 2014, a slew of products were showcased across verticals from Ultra HD Curved OLED TV, the Web OS TV, G Pro 2 phablet, the 4G LTE smart phone range, India’s 1st 5 star rated refrigerator with smart inverter, Mosquito away AC,: India’s first Stainless Steel RO Water Purifier and the LG Lifeband Touch. Under the B2B business division it launched the 84 inch Ultra HD Multi-Touch Signange, suitable for interactive sessions, like classrooms or conference rooms, as it can sense 10 simultaneous touches at once. Apart from the above displaying its confidence in the Chrome-based desktop market, LG has come also out with its 21.5 inch Chrome-based AIO desktop that runs on Google Chrome OS and features the 4th generation of Intel CPU. In total 40 products are slated to be launched in the IT line-up in May. LG India’s IT Head Sanjoy Bhattacharya explaining its inactiveness last year says, “Last year we were consolidating our product line-up and also the channel, hence in value terms we were just able to manage. But the new product launch has actually stared from this year.” Explaining the rationale behind entering Chrome-based AIO Bhattacharya says, “We found that the requirement of consumers when it comes to web-based application is a bigger screen to work on. In US the sales of Chrome is good and in India we are very confident that the popularity will go up once the customers understands the product; this is a new market and is affordable.” Extolling the virtues of the Chrome book run on Google chrome Bhattacharya says its boot time is mere 8-9 seconds, requires no driver settings, does automatic upgrade and the PC is always
‘fresh’ which means the next user of the PC will not know what all was opened on the system, with Hangout one can chat with nine people at a time. This 22 inch which also comes with full HD comes with 60 GB SSD and 100 GB cloud for two years and is also compatible with external storage as well. He further adds, “In this the SSD and cloud are stable and therefore it doesn’t crash as it gets upgraded automatically, there is no need to buy an OS or new version of OS and it makes sense for those who don’t want to spend energy or time in managing it.” This product will be launched in end of April and comes in two variants: 2 GB with wired keyboard mouse priced at Rs. 32,000 and the 4 GB RAM with wireless keyboard mouse is priced at Rs. 35,000. LG introduced the product to its channel partners in an event held in Delhi a day before the Tech show and as per Bhattacharya the response was encouraging. “After the showcasing the product everybody is saying it’s a good product, but they need training hence we are talking with Google for pan India training which will start it from April. We are placing AIO and tablets in 20-25 stores and once we get the response we will accordingly increase the number of stores.” He further elaborates that as the monitor is not targeted at the entry level their focus will be on 22 inch and above and targeting markets like video editing, hospital, signage etc. He further adds that they will be isolating themselves from the assembled PC market—which swings every month—and focus more on the up-gradation market (which he says is around 20% of the PC market). “Once people buy second monitor they look for bigger screen with full HD IPS display etc. Hence this year it will be more “upgrade and upsell” for us and the channel.” Last year, it did a business worth $75 million
SANJOY BHATTACHARYA, IT HEAD, LG INDIA
“WE ARE LOOKING AT 40% VALUE GROWTH OVER THE LAST YEAR EXCLUDING THE CHROME-BASED WHICH WILL GIVE US A SEPARATE VALUE.” but value wise there was no growth. Nevertheless this year LG is looking at 40% value growth over the last year excluding the Chrome-based which will give a separate value. “As Chrome is a completely new product we can’t make estimation, though we have done an internal estimation but can’t reveal it,” he adds. Among the B2B products launched by LG is the mouse scanner which it plans to sell at Rs. 5000. Then there is the two PC one monitor product which is being targeted at those in the stock exchange and call centers. These products will be put in premium stores and not in mass stores. All products will be launched pan India in 200 stores but the AIO and tablets will be in 20-25 stores after that LG plans to scale it up. While IT-retail will be done by its RDs and retailers will be connected directly by the company. Three road-shows in April are in pipeline to be held in Delhi, Mumbai and Bangalore.
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SMS “BUYKIS<SPACE>EMAIL ID“ to 56263
301, Tower – A, World Trade Center, Kharadi, Pune – 411 014, India.Phone No: +91-020-65111016, 65111017.
Toll Free No.: 1800-209-2012, Paid Lines:+91-20-65111011, 27012834. SMS “KSHELP<SPACE>EMAIL ID“ to 56263 [For Technical Support], www.sakri.in ,sales@sakri.in
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SME CHAMPIONS ANNIVERSARY
SUDHINDRA HOLLA COUNTRY MANAGER, AXIS COMMUNICATIONS INDIA
“We will be aggressively focusing on the tier II and III cities which are the country’s largest base of SMB’s.”
SMEs Axis is a 100 per cent channel driven company and we will continue to be so. This go-to-market strategy allows us to penetrate and increase our market share in India through channel expansion. We will be aggressively focusing on the tier II and III cities which are the country’s largest base of SMB’s. To enable increased geographic reach, we will sign up with new channel partners as and when required. We are also working on reaching out to resellers through ADI, with whom we signed up recently. ADI partners have a strong base of resellers and we are leveraging on their relationships to increase our business.
Channels Currently, we have about 1,500 partners in India. As you already know that Axis is a 100% channel driven company, hence, our overall goal for the year is to further strengthen and develop our position as the market-leading supplier of network video solutions though our channel partners. We will continue using a two-tier model for all sales process, utilizing distributors, resellers and system integrators. We have established a consistent channel strategy and policy after more than 20 years of working with indirect business models. All of our branded products have been and will
continue to be sold through the channels of distributors and resellers.
Investment Axis has launched affordable models suitable for this market. Axis, the leader in network video, has in place the Axis Camera Companion (ACC), which is a cost-efficient and easy-to-use network video surveillance for customers with smaller installations. The ACC is an entry-level IP video solution for smaller installations. The solution is designed for systems from 1 to 16 cameras. It is ideal for retail stores, offices, hotels or other small businesses that need easy-to-use and future-proof video surveillance with HDTV quality. An SD-card is put into each camera, and the camera mounted. Network cables just need to be pulled from the cameras to the central switch and connected to the PC, and the system is in place (cameras are powered over the network eliminating the need for separate power cables). The ACC application on the PC automatically finds all cameras and configures them immediately for motion-based recording and live view. The AXIS Camera Companion has received a number of awards such as a “Highly Commended Product Award” from Detektor International, a
“ASIS Accolades ‘Security’s Best’ Award”, a “Maximum Impact Award” for the best video surveillance system and a “Futurshop 2012 Award” for best security product.
The Market We foresee a steady market growth globally and in India in 2014. India has witnessed several acts of terrorism, social crime and data theft in the past couple of years. These issues are emerging as the most serious concerns for the Indian governments today, resulting into increased demand for video surveillance systems. Government bodies, financial institutions & private organizations are also enhancing their budgets for video surveillances and network security. This in turn is driving the demand for video surveillance systems. In addition, the need to secure data in offices is also generating huge demand for video surveillance systems. With the advancement in technology for IP/Network based video surveillance an enormous demand is generating in India, especially in defence and commercial sectors. Retail and residential security end users are also expected to be growing heavily due to growth in commercial and residential infrastructure market, where IP/Network based video surveillance demand is expected to grow in next five years.
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SME CHAMPIONS ANNIVERSARY
K. BHASKHAR SENIOR DIRECTOR (OFFICE IMAGING SOLUTION DIVISION), CANON INDIA
“We expect SMEs to contribute 20% more than what it did in 2012 which means it will compensate for dip in the government business.”
SMEs We are seeing the fastest growth in the SME channel. From the point of our A3 multi-function devices we have increased our coverage in the B, C and D class cities to increase our reach in the growing SME market adequately and also give them some form of value addition i.e. providing software solutions along with the product. Through have we try to create a differentiation in the market. We want to provide value addition to not only the end-customers but also the SME segment as well. That is what we looking at and is the current thrust for us.
Strategy We are trying to spread the message of what new we have brought in for the SMEs through our partners and are working on building our channel strength in the SME segment. While 60% of the consumption comes from the govt sector the rest comes from corporate and the SME. Now because of the elections we might see a small drop in the government business with projects getting delayed hence our thrust will be more on the SME
segment. Thus we expect SMEs to contribute 20% more than what it did in 2012 which means it will compensate for the dip in the government business. Last year i.e. 2012-2013 the industry did not shown growth in the MFP/MFD segment. And we as a company gained a market share of 26.2 % market which is 1.8 % more than the last year.
which have high maintenance costs. An A3 MFD is also occupying the space of network printers of other competitors which are selling in the market.
The Market
Investment
SME is definitely growing but so is not the case with large organisations which are seeing growth around 10-15% which is challenging whereas the SMEs can look at 20-25% growth. We realize that we can leverage the SME and sell our products to them.
Our investment is more in terms of participation and giving financial support to partners.
Outlook
Products Most of the products today are getting upgraded and comes with software and applications which will help the SMEs to get control over print management. Hence we want products which are better in quality and productivity. It will bring in the three C’s: Cost, Convenience and Control. The printer is very critical; we are no longer selling it as a copier, it’s an MFD device which is printer enabled and we are also telling our people not to invest on the small printers or desktop printers
Going forward, we are looking at minimum 12% growth over last year and strengthen our channels to reach out more effectively, bring out better solutions in the market and bring more value addition in their business. We also want to move into the next step with our ‘Canon Business Services’ (CBS). This caters to both small and large enterprises and we have 60 channel partners. Most of the SME’s are likely to move towards the services rather than buying the equipment. We also need to work on positioning the management services to large extent.
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SME CHAMPIONS ANNIVERSARY
ARUNABH GHOSH (HEAD- SALES), SOCOMEC
“We are shifting gears to focus more on Tier II and Tier III cities in India where the SME clusters are more and with ample opportunities.”
SME SMEs are responsible for driving innovation and competition in many economic sectors. We believe SMEs are the driving force in the industry as they contribute to a very large share of the businesses. We are highly focussed in the SME segment across several trade verticals with our business and mission critical power solutions and we ensure high availability of all the services.
Strategy We are customizing our power solutions to offer the best of breed products with lower TCOs for this segment. We have recently started manufacturing specific model/ranges of UPS in India to cater this segment aggressively with the best products and solutions. In addition, we are shifting gears to focus more on Tier II and Tier III cities in India where the SME clusters are more and with ample opportunities.
Channels Our Channel thinking is always of focused and empowered partnerships built on trust and transparency and driving value thru this value delivery chain. At present we have 45 business partners and more than 50 active VARs across India. The prime
focus this year is to continue extending the reach of our sales and services to new geographies and new customer segments thereby expanding our foot prints in the SME sector.
Investment As I said earlier, we have made huge investments to start manufacturing UPS also in India and I am pleased to announce that our 1st range “of Made in India” UPS has been just rolled out. This Strategy is part of our SME centric business plan. We are looking to increase our market share from 5% to 10% by end of this year.
Outreach Programs We are reaching our SMEs through different media like seminars, expos, online advertising and many more. We are also driving some segment specific focussed marketing activities to reach the SMEs. We have also capacitated the channel partners to position our products and services specifically into the SME segment which will further help to increase the reach and mind-share within this segment.
Products The market is shifting slowly towards the concept
of modular UPS especially when it comes to small and mid-size data centres which meet the demands of end users in terms of low operational cost, smaller foot prints, high availability and scalability. This segment also demands UPS system with high efficiency even at partial load to reduce the operating cost and to be a part of green revolution with unity PF design(KVA=KW) due to recent developments of PF in modern server loads.
The Market In recent years global down term and rupee fluctuation has become a major concern in the market as it highly affects the pricing strategy, but the market demands is still good and our India Made UPS will surely help us to be more competitive; we are hopeful and poised to post a sharp growth this year in terms of revenue and the units shipped in SME segment as well as in overall UPS business in India.
Outlook We are more focused in India and have a defined plan to accelerate our growth and increase the market share from 5% to 10 % and revenue to Rs. 400 crore by 2016.
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SME CHAMPIONS ANNIVERSARY
SUNIL SHARMA
VP SALES & OPERATIONS, INDIA & SAARC, CYBEROAM
“As said earlier, SMEs are going for big leaps as they continue to embrace disruptive technologies and turn their networks more open.”
SME With rapidly evolving technology scenario, while new choices opened up for SMEs, it happened with its share of challenges. While their needs, ambitions and business challenges remain the same just like a large enterprise, their decisions are constrained by limited resources and know-how. To this end, Cyberoam understands how SMEs need to harmonize security, productivity, connectivity and high-performance needs for their networks and IT ecosystem. This made us launch fastest UTMs for SMEs with NG Series. Our SME customers can avail support for gigabit throughputs even with an entry-level appliance. We also continue to enable our channel to serve SME customers with cutting edge security that will catalyze evident business value and technology advantage. Yes, we have had a consistent SME focus and have been successful in strengthening our ties with them. SMEs and SMBs contribute to approx 60% of our revenue.
Strategy Equip our partners to effectively provide the right solutions to this segment. With our partners, we have been building out a strong and sustainable strategy for SME customers, extending over several verticals, enabling support for a wide range of
use-cases and business requirements. As said earlier, SMEs are going for big leaps as they continue to embrace disruptive technologies and turn their networks more open. With this, we see a growing demand for truly unified, scalable, affordable and reliable network security that provides next-generation technology and features for evolving needs of SME organizations.
Channels We have approximately 400 partners driving Cyberoam business throughout the country across Tier I, II & III cities and towns. Interestingly, there’s good traction emerging from tier II and III cities. Our strong partner base helps us reach more customers and address multiple needs including security appliances, security subscriptions, centralized security management, virtual security and more. In the light of recent structural shift, we are keen to bring more network security products to our SME customers and shall strengthen partner engagement to seize more business.
Products We enjoy tremendous confidence among SME customers. Cyberoam has been steadfast in its approach towards SMEs. Not only we understand their evolving needs but successfully address their
requirements and business challenges. To this end, we bring an extensive portfolio of network security expertise comprising of NG Series network security appliances (including Next Generation Firewalls), Flexi ports based appliances for flexible connectivity, Cyberoam Central Console and iView that respectively enable Centralized Security Management and Logging and Reporting for branch offices of SME organizations.
The Market While economic outlook is relatively averse, we foresee that the network security market will grow at the same pace i.e. 15-20%. A growing number of small and mid-sized organizations in a range of verticals such as education, healthcare, ICT, retail and BFSI continue to consume emerging technology and IT innovations. As a result SME networks are becoming more open with internet driven collaboration and business models.
Outlook Reiterating our continuing success with SMEs, we are glad to share that Cyberoam is garnering increased reach with the segment and strengthening its leadership for this segment. With a view to sustaining this growth, we intend to grow at the rate of 35-40% next year as well.
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SME CHAMPIONS ANNIVERSARY
AMIT SINGH
COUNTRY MANAGER, DELL SONICWALL, INDIA
“We want to increase the number of partners by 30% this year and want our partners to obtain competencies and bag larger business opportunities.”
SME The acquisition of SonicWALL cemented Dell’s play in Security domain as well apart from other domains such as servers and storage. Post the acquisition With SonicWALL’S expertise in security and Dell backing it up with strong technology and business support, we are able to make huge inroads and compete against other players in the SMB segment.
Strategy We have carved out four regions in India and have increased partner coverage for SMB space that is vast and covers various sectors. Each region in the country is focused on various sectors and there’s a different need for each one of them. This helps us to focus on each region more and provide better support to partners. Dell as a brand adds that additional quality along with value and customers are anxious to see the new products and solutions coming out from our stable. We are looking at introducing our products in the market through partners in tier-1 cities and top 10 tier 2 cities such as Jaipur, Kochi, Chandigarh, etc.
Channels For Sonicwall we had more than 200 partners who transacted with us last year. This year we are look-
ing at their business continuity and pushing for consistency across the year. We are targeting a 30% increase in our partner base in the current fiscal. The inclusion of DSP in PartnerDirect will provide software partners different discount levels (basis partner level), MDF, lead generation and instant SPC to close deals faster. We are encouraging more partners to do joint sales. For instance, with BYOD, cloud and consumerization of IT, the window of opportunity for an IT partner has opened manifold.
Investment We want our SMB partners to target the mid-market customers as well since opportunities in the security market are galore. We have introduced four competencies namely systems management (client, Windows server, virtualization), security, information management (database management, BI and analytics and big data) and data protection (backup and recovery, application protection and DR) for partners to increase awareness and help them to grow their business as well.
Products With DSG having more than 100 products including SonicWALL, we are able to provide products starting from as low as Rs. 30,000. New solutions
like Secure Mobile Access and Privilege Account Management Solutions help SMEs cope up with challenges presented by important trends like BYOD.
The Market Despite challenging economic conditions, IT spending in India is projected to total $71.3 billion in 2014 and software will record revenue growth of 10% in 2014 according to Gartner. Security continues to grow in prominence as more organizations opt for virtualization and adopt technologies like BYOD and Mobility. 58% of India’s IT decision makers acknowledged security as a major priority in 2014 in Dell’s recent Security Survey conducted amongst 200 Indian IT decision makers. The survey also reveals that In the next 2-3 years, 85% are planning to increase their spend on IT security.
Outlook Dell Software recorded more than 20% growth in 2013, which is much higher than the industry rate. Through our product portfolio, we aim to consolidate endpoint, perimeter, networks and other solutions and sell it as a comprehensive solution; thus making us an end to end solutions in various segments.
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SME CHAMPIONS ANNIVERSARY
SUHAS JOSHI
DIRECTOR, DELTA POWER SOLUTIONS (INDIA) PVT LTD.
“We would like to focus more on the SME, corporate industrial and government segments for our UPS business.”
SME We would like to focus more on the SME, corporate industrial and government segments for our UPS business. Currently we have a strength of more than 70 power business partners for UPS with several power resellers under them.
Strategy Today the technological, regulatory and competitive dynamic market forces govern the business decisions and the change process in any organization. Agility has been a core value for Delta’s Global Corporate Mission, which is to identify emerging trends and act quickly to capture new opportunities. Like every company, Delta has a distribution strategy for its product lines as per the market need and its segmentation. This helps us to bring the transition or change in a lot easier manner and without any major roadblocks. This very factor has fuelled Delta’s growth in India.
Channels Usually channel partners are only known as box pushers and do not provide any technical assistance to the customers in UPS segment. Delta’s Channel Partners are not only resellers but also have been trained to take and assist their custom-
ers on any technical queries. Delta regularly organizes technical training for its partner’s month on month basis to upgrade the technical skills of the service team of the channel partners. Currently we have more than 70 Business Partners in India. Global Infonet is the distributor for Delta UPS products from 600VA up to 30kVA ratings all over the country. Global Infonet helps expand the company’s reach to additional cities as well as propel the growth momentum in India across all the major cities.
Investment Apart from a strong sales and service support, we provide quite competitive margins to our dealers. We encourage our partners to have a services revenue model too, which proves be quite a lucrative option. Most of our channel partners are growing at a phenomenal speed at par with the company’s growth.
Outreach Programs Delta aims to reach out to maximum number of people through its marketing strategies. As a part of the strategy we organize regular seminars and events for the customers as well as channel partners. This gives us an opportunity to understand the market trend and come up with innovative
ideas and solutions. To motivate Channel Partners, Delta regularly announces Channel incentive schemes & partner meets at regions.
Products SMEs generally prefer 1-7kVA. Delta offers couple of products in this range: Agilon VX600VA line –interactive UPS, Online single phase: Amplon E Series (1-3kVA), Amplon N Series (1-3kVA), Amplon R Series (1-3kVA), Amplon RT Series (5-10kVA), Amplon IN Series with inbuilt isolation transformer (1-3kVA).
The Market India economy is growing at 5% India. However, UPS market is growing by about 6 -8% approx. India is growing day after day across all the verticals and so are the power requirements. Even if the utility power scenario improves in India; it will still not be able to fulfill 100 per cent power requirements of these industries.
Outlook The Power back up market in India is about Rs. 3700 crores comprising of off-line & online UPS. Delta focuses on online UPS products & hold a market share of near about 10%. .
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SME CHAMPIONS ANNIVERSARY
SANJAY SEHGAL
VP – SALES, D-LINK (INDIA) LIMITED.
“We are expecting a double digit growth in the SME space almost 18-20%.”
SME D-Link has been a strong player in the SME/SMB segment and for us it is a major area of focus. We are also present in verticals like government and manufacturing. We are the market leaders in switches and WLAN as per IDC findings and in Gartner we are featured in the Magic Quadrant where we have moved from the ‘niche player’s’ quadrant to ‘challengers’ quadrant.
team which caters to SMEs along with an inside sales team who helps in identifying potential SME customers, following which we approach them and help them in chalk out their growth and plan strategy. The advantage that we have as a brand is that we are well known among the customers, we give value for money. Hence we are investing in SMEs in terms of increasing the workforce and bringing out outreach programs.
Strategy
Outreach Programs
When it comes to SMEs we continue to focus on five solutions: switching, structured cabling, surveillance, storage, and software. In structured cabling we have done well and in surveillance there is still room for growth; if not in the top three we are definitely in the top five. We are investing and increasing our focus on categories like IP surveillance and storage. While 80% of the market is still CCTV the rest is IP and in this segment we command around 15-16% marketshare and plan to take this further to 22-23% this year.
We are a partner-led organisation as they are the logical extensions to the market. We do partner led customers events, we are increasing the visibility of D-Link, and also do events with our focused partners.
Investment We have invested in putting in place a dedicated
Products Everyone today is looking at enterprise mobility and taking this in consideration we have invested in building our cloud platform, mydlink cloud and building innovative services around cloud. We make installations for partners and end customers; we make the whole process of installation simpler for the customers. Apart from our wireless cloud-based router
we also plan to come out with cloud enabled switches.
Channels We launched our D-Link partner web site – dpartners – last year and have 2000 authorised and registered partners. We are very active when it comes to channel partner portal. For 2014 our channel strategy will include not only offline partner training but online training too for which we already have the training module. Then we also generate leads for the partners and have heavily invested in lead generation.
The Market With new solutions and technology coming for the SMEs this market is poised for growth. While there is a lull in the top pyramid there is lot of growth in the mid market and there has been no drop in business.
Outlook We are expecting a double digit growth in the SME space almost 18-20%. And putting together enterprise and SME we are expecting close to 30-32% growth.
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SME CHAMPIONS ANNIVERSARY
JITENDRA GHUGHAL
NATIONAL CHANNEL MANAGER, INDIA & SAARC, FORTINET
“Fortinet is looking to expand its wireless partner base as a part of our strategy to increase share in the Wireless Appliance market in India.”
SME
Channels
Products
Small or medium business cannot afford to deploy all the security solutions an Enterprise would deploy. Not only will they require a large capital outlay but the operational costs and technical staff required would also divert valuable resources away from growing their business. Understanding these pain areas Fortinet’s Unified Threat Management Security Appliances provide the best price/performance solution with the most comprehensive security feature sets which is not only affordable but also easy to deploy and manage.
The 2014 Channel Roadmap will unfold a new vision that proves Fortinet continues to evolve with its partners by maintaining a structured, best in-class channel ecosystem. Fortinet is looking to expand its wireless partner base as a part of our strategy to increase share in the Wireless Appliance market in India. One of our most important channel priorities for 2014 is to help partners define their approach to the market through specializations targeting one or more Fortinet solutions. The specialization will transform partners from box pushers to technology specialists giving them the power to create a lucrative revenue stream for their business. Fortinet partners can choose a specialization program to enhance their expertise from Wireless, Web Application or E-mail Security.
Fortinet’s vision for retailers, healthcare, educational institutions and distributed enterprise networks is Connected UTM. By integrating the flexibility of Fortinet’s UTM appliances, wireless access points, wireless WAN extender and switching products, businesses can simplify their complex networks, improve management and ensure seamless policy enforcement, aggressively pursue new business opportunities, and reduce costs while enjoying all the benefits of high-performance network security
Strategy By integrating Ethernet switching and wireless Access Point controller into our security appliance, we are extending the definition of a UTM and helping SMEs and SMBs to reduce equipment and operational costs. This fiscal Fortinet will be reaching out to new regions and customers with our strong base of 500+ partners. We see a growing market in cities like Jammu, Lucknow, Ludhiana, Madurai, Trichy, Coimbatore, Ahmadabad and Pune for our SMB solutions.
Outreach Programs Fortinet has been reaching out to partners and customers through sustained marketing campaigns in smaller cities. Fortinet will continue to support its channel partners, stay invested in research and development, and devise better strategies to add value to our partners and provide competitive security solutions to increase our market share.
The Market The Frost & Sullivan report on network security market in India has forecasted a fast growth during the period 2012-2019, and is expected to hit a revenue of US$ 634 Million in 2019, representing a stable CAGR of 15.3 percent.
Outlook The year 2013 has been a great year for Fortinet. Globally our billing grew 14 percent YOY to $684.2 million, and revenue went up 15 percent to $615.3 million. According to IDC Q3 2013 Security Appliance Tracker In India Fortinet holds a 12% Market share in the overall security appliance market in India which is pegged at $170 Million.
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SME CHAMPIONS ANNIVERSARY
SUNIL GREWAL
DIRECTOR (SALES), GIGABYTE TECHNOLOGY (INDIA) PVT. LTD.
“We started 2014 with market share of about 36% of the Indian Do It Yourself (DIY) PC motherboard. By the year-end, we are targeting a market share of over 40%.”
SME In India, Gigabyte does not sell directly to the endcustomer, whether it is an individual or an SME. End-customer selling is done by the Gigabyte Value Partners, which mainly comprises Value Added Resellers (VARs) and System Integrators (SIs) and also, retailers. Gigabyte has a wide variety of motherboards for every category of endcustomer, and this also includes SMEs. Both the Gigabyte B75 and B85 motherboards are specifically designed for small business PCs. They utilize the Intel B75 and B85 Express Chipsets, and are motherboards to be bundled with the latest Intel® Small Business Advantage software platform; a collection of free out-of-thebox software applications designed to make it easier than ever for small business users to manage and configure their IT infrastructure.
Strategy According to industry reports, the contribution of SMEs to India’s GDP has been increasing continuously at about 11.5 per cent annually, which is greater than the overall GDP growth of 8 per cent. Accordingly, our focus will be more on T2 channel (Gigabyte Value Partners) and Class C and D class cities for growth. We will continue to add more channel partners (Tier 2 partners offi-
cially called Gigabyte Value Partners) and spread in the upcountry markets. This will be mainly facilitated by conducting regular reseller training meets at these locations.
Channels Our channel strategy essentially revolves around three areas – Channel Profitability, Product Innovation, and After-Sales Services. We have been consistently increasing our T2 (Gigabyte Value Partners) channel base. We have increased the number of our T2 to 2,800+. Simultaneously, we have also consolidated our T1 (Gigabyte Premier Partner) network. This is to ensure a closer working relationship with our partners.
Investment Whatever sales and marketing activities we undertake in Class C and D cities, indirectly is targeted at also the SMEs based in these regions. As mentioned earlier, we do not sell directly to the SME segment, or any end-customer. This selling is done by our channel partners. Our sales and marketing activities include holding of SI meets for knowledge-sharing, participation in trade shows, outdoor advertising; print and online media advertising, among others.
The Market In the near future, we expect a significant market growth, mainly in the Tier 2 and Tier 3 cities. The number of tech-savvy end-customers (including SMEs) has been growing at these centers, over the last few years. The sale of PCs is on the rise in such cities. Hence, there is an increasing demand for motherboards there. We intend to add more partners, increase channel penetration and spread in the upcountry markets, while sustaining growth in established markets, and strengthening post-sales infrastructure for the advantage of our partners and customers.
Outlook We started 2014 with market share of about 36% of the Indian Do It Yourself (DIY) PC motherboard. By the year-end, we are targeting a market share of over 40%. We have increased our marketing and sales activities at Tier 2 regions comprising mainly Class C and D cities. We believe SME markets in these regions are yet to be prudently tapped by PC component vendors in spite of the growth of demand, and of tech-savvy end-users therein.
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SME CHAMPIONS ANNIVERSARY
GURPREET SINGH BRAR DIRECTOR, COMMERCIAL CHANNEL, PPS, HP INDIA
“As far as printing is considered, we will witness SMEs moving towards embracing the latest innovation in digitization and mobile printing.”
SME
Outreach Programs
Small and Medium Enterprises (SMEs) are one of the most critical market segments for HP. SMEs are continually looking to reduce costs, increase efficiency and ensure their confidential business information remains secure. Today businesses need new technologies that afford them simplicity, greater agility, speed and lower costs. We at HP understand the needs of SMEs and therefore deliver innovations that go beyond the device to help organizations adapt to evolving business demands. We are helping our SME customers maintain their competitive edge with a comprehensive portfolio of devices and solutions.
Apart from offering state of the art and competitive products to SMEs, we also have a direct engagement model through our Partner Managed Print Services offering. The HP Managed Print Specialist Resell program creates a secure and centrally managed print environment that streamlines workflows, optimizes document output and related business processes for SMEs. We have engaged select channel partners allowing them to control the Managed Print Services (MPS) selling process and retain direct contract ownership without making a substantial investment in new infrastructure. We have also recently launched a first of its kind ‘Solution Zone’ in Ahmedabad.
Strategy
Products
SMEs in India are embracing industry trends such as BYOD, digitization, mobility and cloud. We will continue to innovate with new products, solutions and services and are fully equipped and committed to meeting the demands of these trends. In line with our position as one of the world’s leading technology companies. Our quality, reliability and customer value proposition will continue to offer an advantage over competitors, and we will continue to be the SME customers’ brand of choice.
HP has always believed in introducing innovative products which cater to the changing needs of our customers. We have a host of PC products for business consumers in India that are sleek, lightweight and highly manageable with versatility. The HP ProBook 430 is one such business notebook that suits the IT manager’s needs to securely deploy and manage a fleet across an enterprise. From a printing standpoint, we have a range of ink and laser based printers and MFPs which are enabling SMEs to scale up and increase efficien-
cies. HP also takes pride in the fact that we are introducing many industry first innovations for Indian businesses. For instance, with the launch of HP Hotspot LaserJet Pro M1218nfs MFP, we have completely redefined the role a multifunction printer can play in a SOHO or small business environment. The MFP apart from supporting HP ePrint, Apple AirPrint™ and HP wireless direct; also allows seamless, full Internet connectivity for up to eight users via any access device – including notebooks, tablets and smartphones.
The Market Over the past one year, more and more SMEs are moving to notebooks, tablets and other mobile computing devices. As far as printing is considered, we will witness SMEs moving towards embracing the latest innovation in digitization and mobile printing.
Outlook Our business has delivered solid results quarter on quarter helping us sustain the market leadership in the Indian PC and printing market. We will continue to execute on our strategies and are confident we can help more SMEs ride on the latest trends and innovation to improve productivity and ultimately their business.
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SME CHAMPIONS ANNIVERSARY
VIVEK MALHOTRA LEADER, MID-MARKET & GEO EXPANSION, IBM INDIA/SA
“IBM’s strategy for the SME market in India will be to have a greater focus on CAMS which is gaining market’s attention faster than any other set of technologies.”
SME Cloud, Analytics, Mobile and Social are transforming the mindsets of Enterprises on how businesses are to be carried out efficiently. IBM’s thrust for SMEs lies in identifying the key challenges faced in business improvements due to their maturity and choice of technology and help them address to these roadblocks and arrive at a solution with the power of CAMS.
Strategy Today the world is experiencing another sweeping change–powered by CAMS, which is Cloud, Analytics, Mobile and Social. IBM’s strategy for the SME market in India will be to have a greater focus on CAMS which is gaining market’s attention faster than any other set of technologies. This nexus of four key technologies has the potential to enable the SMEs innovate and grow. The focus from IBM is towards providing the SME organizations with a technology leveler, this includes cloud based solutions, BYOD and Software as a service with the intent of giving them access to the technology resources that until today was the preserve of large organizations on a pay per use basis.
Channels We work with over 1,000 channel partners
across India South Asia. Together with our business partners, we’re committed to helping SMBs succeed and find new ways to use advanced technologies such as analytics, cloud, social and mobile to bring new efficiencies in how they work and grow.
Outreach Programs We have various channel programmes to enable our channel partners help serve their clients in a better way like the Minimum Margin Programme through which we offer assured margins on storage. IBM recognizes the challenging market conditions and provides services and solutions so that all Business Partners can grow faster by participating in the program. We also reach out to our partners in the geo-expansion markets and conduct workshops tailored and built specifically for their markets. IBM is committed to the partner ecosystem and focuses on strategic programmes to increase partner profitability as well as highlight the concept of solution bundles that help channel partners sell and position their products better.
Products IBM has customized products and solutions according to the requirements of each SME.
IBM has Cloud based analytics for SMEs. In the mobility space, IBM offerings enable SMBs to take advantage of the new opportunities and transformational capabilities of mobile. Using IBM MobileFirst solutions, small businesses can now streamline everything from the management of employee mobile devices, to the creation of a new mobile commerce app that will transform their entire business model. For the growth of Social, private cloud solutions offerings include SmartCloud Entry and SmartCloud for public cloud. These offerings help to better integrate and share data across remote locations and improve collaboration between employees, customers and partners. In addition, the hybrid cloud offering IBM Cast Iron Cloud Integration enable the safe and secure movement of data between cloud environments for clients.
The Market SMEs are sailing smoothly in this complex environment. They realize the importance of IT and customer satisfaction. With today’s customers becoming ever powerful with the prevalence of social media, the future will have those SMEs thriving, who value understand and pre-empt customer requirements with the help of innovative disruptive technologies.
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V BALAKRISHNAN GENERAL MANAGER, KONICA MINOLTA BUSINESS SOLUTIONS INDIA PVT. LTD
“We are expanding aggressively into tier 2 and 3 cities. There is huge demand for it solutions such as printers and other associated services.”
SME Konica Minolta’s products have been designed keeping in mind the needs of the SME market. We have therefore incorporated features that would be particularly helpful to that market segment such as cloud capability, multi-functionality, low operating cost, etc. Hence, there is a remarkable bond between SME’s and value offering by Konica Minolta.
Strategy Konica Minolta is dedicated to provide innovative and comprehensive business solutions. We have designed special support services for the SME segment such as Optimised Print Service (OPS). This is aimed at helping SMEs to reduce costs by enabling them to align their IT requirements with their business needs, thus increasing their growth ability in competitive business environment and rapid technological development. With our customer-centric and innovative initiatives, Konica Minolta will continue to provide our customers with total solutions growing together with all SMEs.
Channels Currently we have 130 channel partners. And we are in a mode of continuous expansion. We are
expanding aggressively into tier 2 and 3 cities. There is huge demand for it solutions such as printers and other associated services. Today we have the capability to service our products from 336 points in the country.
Investment Since SME’s form the bulk of Indian market, we will continue to invest in our programs that address this segment.
Outreach Programs We have rolled out an aggressive program for road shows to educate customers and connect with them. Organised by our partners, these road shows help in taking our products to the customers at their doorstep. During these events we not only get a fair chance of interacting with the people across the entire country; but rather get an opportunity to educate our customers about the quality and usage of the products displayed.
Products Konica Minolta has a host of products and solutions that fulfil the needs of SME segment. Our MFPs are Cloud enabled and come with a host of solutions that enhance office productivity. Our Colour MFPs are well known for their excellent
Colour Quality and they are also equipped with Dual Side Scan that allows our customers to enhance tasks quickly and efficiently. There are a lot more and we encourage customers and prospects to visit our Digital Image Square to experience these capabilities.
The Market While the overall printer market is still in the growth phase, the last year has been good for the company. In terms of its product range, Konica Minolta has three different segments of product line up. The production printers segment enjoys 50% market share and usually caters to service bearers, commercial printer service providers, and printing presses and garment industry and is sold and serviced by four national providers.
Outlook We have acquired leadership position in A3 Colopur MFP segment with 27% market share. The company forayed into the A4 printing segment last year and aims at establishing a network of 30 direct partners and over 2000 reseller partners. We have attained the No.3 position in A3 Monochrome MFP segment and look forward to strengthening our position quarter on quarter.
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SME CHAMPIONS ANNIVERSARY
GIRISH GARGESHWARI HEAD-COMMERCIAL AND SMB BUSINESS, MCAFEE
“For McAfee to provide scale and understand the need of SMEs, partners play an key role in the overall SME strategy of McAfee.”
SME McAfee’s vision for the SMB (less than 250 users) segment is to be the security partner of choice to our customers and partners by providing right protection at right price along with ease of deployment and management. We understand the needs of SMBs and have developed security solutions that provide the right protection at the right price. Our easily deployed and managed small business security solutions don’t require any additional investment hardware; hence SMBs can secure their business even if they don’t have a dedicated IT staff. SMB security from McAfee offers complete small business antivirus and anti-malware protection, along with email and web security that defends from spyware, adware, hackers, Internet scams, ID theft, phishing schemes, and other online threats.
Strategy Indian SME customers are geographically spread across and are a largely knowledge intensive business. Today, SMEs need comprehensive security solutions that lower complexity and cost. For McAfee to provide scale and understand the need of SMEs, partners play an
key role in the overall SME strategy of McAfee. Significant resources are being invested towards partner enablement to build partner readiness for addressing and helping improve the security posture of SMEs against fast changing threat landscape; increase partner profitability with rewards program for resellers.
enhancement on select products up to 1000 nodes McAfee SmartMarketing™ – This e-commerce marketing platform allows McAfee partners to quickly and easily download and co-brand demand generation marketing assets, including the assets for the McAfee SMB solutions
Channels
Small & Medium Business segment is a core focus area for McAfee in India. We have a clear business strategy to address this market. McAfee offers small and medium businesses the same desktop and network protection as enterprises, but without the complexity or cost. We understand SMB constraints and have developed a range of end point, email and web protection solutions in the form of Security-as-aService (Security SaaS). All of our offerings are supported by Our Global Threat Intelligence (GTI) that proactively protects McAfee users ahead of rapidly evolving cyber threats.
McAfee works with more than1200 partners today which focus on SMB segment. As part of the McAfee Security Alliance program and becoming an SMB Specialized Partner, we give our partners the security solutions and tools necessary for our partners to become that trusted advisor and successfully protect today’s SMB customers. Leveraging the broad McAfee portfolio of industry-leading security solutions combined with competitive and flexible pricing, SMB Specialization allows channel partners to take advantage of a full range of enablement tools, turnkey marketing programs, and exclusive profitability programs. Deal Registration: Net-new SMB deals get an exclusive margin enhancement of up to 25 percent while suite upgrades earn a 10 percent margin
Products
Outlook Overall, the India SMB business is growing at 40% CAGR for last three years and we are bullish about our growth in this segment going forward.
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SME CHAMPIONS ANNIVERSARY
TORU HASEGAWA DIVISIONAL MD (SOLUTIONS DIVISION), PANASONIC INDIA
â&#x20AC;&#x153;Panasonic will be introducing new product ranges in the healthcare, security and education space and will be looking at collaborating with Indian enterprises for the same.â&#x20AC;?
SME The SME sector in India is growing at an exceptional rate and has the potential to be one of the primary drivers of the Indian economy. SMEs are the backbone of industrial development and catering to this sector; Panasonic India understands the needs of Indian consumer and provides customised solutions pertaining to the same. We offer a wide range of products for SMEs and offer services designed to complement and enhance SMEs at every business stage. Panasonic offers various products for SMEs which include Projectors, Printers, Phones and Communication, Professional Display Panels and Security Systems.
Strategy Our strategy is on expanding our channel base as we are looking at appointing direct dealers to reach out more efficiently to our end customers. Moreover, we have and are still introducing cost effective solutions to provide customers with low cost good quality facilities.
Strategy In order to deliver the finest of our product & services to our customers we not only empower our channel partners adequately but also pro-
vide them with training time so that they cater to each and every need of the consumers. We do periodic trainings for our partners and their sales teams on product and application skill sets. Looking at the growing needs of our customers, we will continue to expand and provide best of our products and services at any given point of time.
Investment Small and medium enterprises play a big role in facilitating economic growth. Affordable products/services enable them to sustain in the highly competitive environment and helps in increasing their overall productivity. Thus, Panasonic India is offering the latest technological solutions which are low cost, therefore meeting the needs of these consumers. Besides this, we are also appointing direct dealers to reach out to customers and are providing more value to them.
Outreach Programs We believe that there is a lot of potential in SME development in the country and keeping this is mind, Panasonic provides various services and solutions from time to time. However, we do not have any specific outreach programs for SMEs currently.
Products Panasonic introduced products that are specifically designed keeping in mind the needs of SMEs and simplify everyday office work with easy to use and energy saving features. The smart offerings from Panasonic help SMEs and SOHO users to save space (cut installation area), time, paper and energy costs through its innovative features. Moreover, our products come in extremely compact bodies that solve space problems in small offices.
The Market The Indian SME sector today is largely dominated by micro scale businesses, contributing 95 percent of the SME landscape, followed by small scale businesses contributing 4.8 per cent and the rest 0.2 percent by medium scale businesses.
Outlook Approximately 50 per cent of our business revenue comes from the SME sector. Panasonic panels, projectors and surveillance cameras are popular in the SME sector and we see a lot of traction coming from this sector. Overall, Panasonic will be introducing new product ranges in this segment mainly in the healthcare, security and education space and will also be looking at collaborating with Indian enterprises for the same.
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SME CHAMPIONS ANNIVERSARY
KAILASH KATKAR MD AND CHIEF EXECUTIVE OFFICER, QUICK HEAL TECHNOLOGIES (P) LTD
“Our plan is to expand the market share by reaching out to every consumer who needs better security and exceptional post-sales service.” Strategy Over 12000 channel partners. There has been a steady switch in demand from just anti-virus to complete security solutions, which implies that the Enterprise security segment projects a promising growth trajectory. We have a dedicated Corporate Partner Program and we intend to focus more on acquiring corporate channel partners this fiscal. We have separate and dedicated teams working on emerging channels as well. We understand
that these partners have the potential to make an incredible impact.
TERMINATOR – Unified Threat Management appliance.
Products
Outlook
We have an extensive product range that provides robust protection to IT networks (Windows, Linux and Mac OS), mail servers, Gateway security and firewall for small and medium offices. The two most powerful products from this range include Endpoint Security 5.3 and Quick Heal
Quick Heal has more than 30% market share of IT security software market. Our plan is to expand the market share by reaching out to every consumer who needs better security and exceptional post-sales service.
AMIT MALIK DIRECTOR, COMMERCIAL SALES, CISCO INDIA & SAARC
“Cisco’s investment for initiatives in the SMB domain has doubled from $70 million in fiscal 2013 to $150 million in fiscal 2014.” SME Mid-market is a key focus area for Cisco and to address this market effectively, we will be increasing geographical reach, building partner capability and develop products, solutions and services specifically for the market. With the right mix of solutions and strategy, we are focused on opportunities to grow the business for our partners and will make the investments needed to accelerate growth and effectively address this market.
Investment Cisco’s midmarket growth strategy is built on three pillars: partners, portfolio and marketing. We’ve invested heavily in developing an extremely structured approach to address the diverse needs
of this market, and have ramped up our efforts considerably on all three fronts in the past couple of years. Globally, we have made an investment of over US$ 100 million globally to develop products for mid-market. From a management perspective Cisco’s investment for initiatives in the SMB domain has doubled from $70 million in fiscal 2013 to $150 million in fiscal 2014.
that have helped us to create awareness about our offerings in Tier II and III markets. We have also introduced various other incentive programs to motive partners. All our incentive programs are well received – over 2,500 partners from over 160 cities spread across the SAARC countries participate in this promotional program.
Channels
The market in India has considerable growth potential and there is a significant addressable market outside the top six metros (US$ 400 Million). We are constantly strengthening our presence in this market have been successful in tapping the Tier 2 and 3 markets during the past two years, and we plan to strengthen this further.
The way we engage with our partners defines our success in this market. To ensure that our partners deliver the best solutions to customers and augment our reach across various market segments, we have introduced several channel enablement and engagement programs like Advantage Now
The Market
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MADHUKAR SWAYAMBHU VP (SALES), ZYXEL TECHNOLOGY INDIA PVT LTD.
“We have plans to not only add more business distributors to support the present RDs but also take the number of RDs from 13 to 37 by the end of 2014.”
SME There been a shift in the SMEs adoption of technology. Apart from adopting plug-and-play kind of thing they are also actively opting for cloud based solutions which was not visible two years back. There are two schools of thoughts: one is outsourcing the hosting and the other is personal cloud (like NAS and SAN) ZyXEL witnessed a growth of 237% growth in the SME sector in 2013. We are the only company which gives the independence of selecting media. We offer the means to build network of coaxial, power cable, standard ethernet, active and passive fiber. But for this kind of multiple media options the SME market was not ready till 2012. But since last year we have witnessed a major thrust from the SME for these kinds of products.
Strategy As SMEs are diverse it’s not possible to have a centralised strategy. In the last one year we have been building up our channel focus and have put in place a horizontal team and reaching out more and more retail partners and SIs and want to further strengthen the partner base. We also recently
appointed a new channel head. Hence would like to reiterate that our communication towards the partners has increased and the market has become more receptive now.
more in terms of country growth or in terms of growth of the organisation. Last year in terms of revenue we witnessed 200% growth. Our message from the HQ is to start manufacturing in India.
Channels
Products
As of now we are not getting the registrations done for the partners. For the time being we are more focused on taking forward the communication, reaching out to more people, participating in media events, holding out training programs. As for the channel model, we have taken the regional distribution route, and have divided every state into eight parts; under the RDs comes the subdistributors and sub stockists etc. We have plans to not only add more business distributors to support the present RDs but also take the number of RDs from 13 to 37 by the end of 2014. We are present in telecom, enterprise and retail.
We provide powerline solutions, sired and wireless solutions, routers and switches, active fiber, united threat management, gigabit wireless solutions. For the SMEs we have got wonderful range of NAS boxes. We also plan to come out with 3G products and products which create wi-fi hotspots.
Investment Our investment is mostly in terms of holding events. We have invested in opening a new office and a technology lab, increasing the manpower etc. We don’t look at segment wise growth but
The Market Our growth is not related to the economy. The SME revolution has just begun and we are investing big time on this market.
Outlook Out target is to gain 1% market share in the SME market. The networking market in India is worth $37 billion which comprises of telecom, enterprise, SME, Soho and if we segregate it SME would be worth 30% and if we get even 1% of this it will be huge.
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SME TREND
TO EXPAND FOOTPRINT TO OVER HUNDRED COUNTRIES Being already present in over 50 countries, Newgen Software strengthened its relationship with world’s leading companies helped them transform their businesses. BY: KARMA NEGI
karma@smechannels.com
W
ith process in over 50 countries Newgen Software is a global provider of Enterprise Content Management (ECM), Business Process Management (BPM), and Customer Communication Management (CCM) offerings. Founded by Diwakar Nigam in 1992 it already is a proven leader in BPM or ECM space in India and in the Middle East; the company’s revenues from the US have doubled in the past two years and Nigam says this will continue for the next three years. CEO and Founder of Newgen Software Diwakar Nigam decided to embark into the software product industry as he found the reliance on services not as it was too dependent on market conditions and legislations to generate growth opportunities; and invested in developing cutting-edge IT products to compete with the foreign software product companies. He states, “It was a tough landscape to navigate and one that was laden with obstacles. There was no guidance, no roadmap to follow, little government support and a customer base that needed to be sensitized and educated on the benefits of using IT products. It was very much a case of building your own path and inspiring a new generation of IT entrepreneurs.” Today, Newgen Software is present in over 50 countries and has developed a very strong relation with some of the world’s leading companies to deliver operational efficiencies and have helped them transform their businesses. Nigam emphasizes that they want to expand their footprint in over 100 countries, and take the Indian
IT industry to newer heights. Newgen Software offers a whole range of products under the BPM and DMS framework which only attributes to its comprehensive product suite strategy. All the products are designed for enterprise implementation with J2EE technology and open standards. The company further informs that localized versions of products are available for multiple languages including Chinese, Arabic, Thai and European languages. Newgen products and solutions enable enterprises to design, automate, monitor and continually improve their business processes. Nigam elucidates, “Our customers pick and choose the right set of products as per their requirements for workflow, document management, records management, knowledge management, document imaging, reports archival and distribution, compliance management and check clearing.” He adds, “Our product architecture and development methodologies ensure high performance, robustness, reliability and scalability. Besides, we empower business users to effortlessly define and incorporate process changes without worrying about the programming effort.” Moreover with the cloud computing ruling over the entire IT industry, Newgen Software does not seem to be lagging behind in this as it offers cloud solutions which provide a new, cost-effective alternative to the traditional content and process management solutions by enabling organization to enjoy the complete
DIWAKAR NIGAM CEO AND FOUNDER, NEWGEN SOFTWARE
“WE HAVE RECRUITED CHANNEL PARTNERS ON THE BASIS OF REGIONAL AND VERTICAL STRENGTH, WHERE NEWGEN WANTS TO FOCUS.” access to its proven ECM and BPM capabilities, on a pay per use basis, while securing privacy and security of intellectual property. With external business systems and file sharing capabilities, the company’s solution offers enterprise-class integration facilities and scalable online storage capacity to help organizations address the increased number of users. “We are aggressively working at increasing our revenues from cloud in the next three years by expanding our ECM and BPM capabilities across a cloud hosted platform. We have partnered with Amazon to offer our ECM/BPM solutions Amazon Web Services’ public cloud infrastructure, offering infinitely scalable online storage capacity to customers,” states Nigam. When it comes to addressing the SME
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market, the company has launched basic ECM on cloud for SMEs. In addition it has also launched Shrink-wrapped versions of the products which it claims will pave the way for SMEs to achieve operational excellence, reduce business cycle time, and enhance productivity. Shrink-wrapped versions are available for OmniDocs Professional, OmniScan Low Volume, SAP Image Enablement, OmniScan for SharePoint and OmniScan for SAP. Though cloud computing creates lots of opportunities for SMEs by allowing them to have access to the budget constrained enterprise level solutions but large enterprises are still the major growth drivers for the enterprise software market informs Nigam. He maintains, “We work towards taking the enterprise class solutions to the mass market and helping more organizations to become process driven and efficient. We have taken the best practices from our global experience of deploying such solutions and have tried to offer these as out of box solutions.” Innovation being the first and foremost maxim of Newgen software, the company consistently modifies the portfolio of products and
services through key changes in order to provide value to the customers. And this also helps the company to gain a competitive edge and sustain the leadership position in the industry. Today, the business needs changes in every now and then. So to go along with the latest trends, the company has added new features and functionality to its existing range of solution offerings which are IBPMS, GreenBoard Application, ZapIn Click and Pay, Wealth Management Solution, Case Management Solution, Commercial Lending Solution, FATCA Compliance Solution and Mortgage Banking Solution. As a part of its expansion plans in the product portfolio, the company invests 12-15% of its revenues each year on R&D. “We will continue to work towards our vision of converging process and content by integrating our industry best suite of Enterprise Content Management (ECM), Business Process Management (BPM), and Customer Communication Management (CCM) offerings,” says Nigam. The trends in the Indian market has witnessed the popularity of process automation and digitization across various business verti-
cals, the adoption of mainstream BPM for process automation (few banks have begun using BPM applications on Mobile) and the deployment of smart process applications which meet the needs of vertical specific businesses. The channel partners’ ecosystem of Newgen Software in India comprises of three types of channel partners which are spread across India and aligned with Newgen regional partner managers for sales and presales support. Apart from channel partners, the company also works with 15 large SIs and various other global system integrators (Tech Mahindra, Infosys, TCS, Cognizant etc.), regional SIs (Targus, Span Infotech, Espire Infolab, Nevae, Xenolith etc.), Premium partners (Fore Solutions, Trigma, TSG Global, HBS System etc) and ISV Partners (Microsoft, Oracle, RedHat, HP etc).
Finally, In the FY 2012-13, Newgen Software posted a 33% growth in terms of revenues where India contributed a major 33% of the total revenues. Further, in terms of global presence, Newgen intends to expand its reach in North America.
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SME CHAT
YOGESH B. DUTTA, SR. VICE PRESIDENT, ADITYA INFOTECH LTD
“GOING FROM STRENGTH TO STRENGTH” A global distributor for surveillance and safety solutions Aditya Infotech Ltd wants to create awareness and understanding within the industry for the varied solutions that we can provide.
When did you enter into Video Surveillance industry? What were the challenges that you faced in the initial years? 2007 was a remarkable year for us as we forayed into video surveillance industry. Initially, there were many underlying challenges that video surveillance industry had encountered due to lack of structured channel and support mechanism in the Indian market. Indian security market had faced typical challenges such as customer not knowing what he wanted from the surveillance system. Moreover, a typical system integrator was unable to understand what can be provided by the product. But now, Indian customers are gradually being educated about the surveillance solutions, henceforth, they always demand best-of-technologies and products for securing any site which can not only recognize the objects but also minute details of the objects. What were strategies that you executed to tackle the challenges of Indian security industry? Any growing industry has to work on the reach and penetration in a country like India which requires consistent education and training. We at Aditya Infotech Ltd, have been constantly improving the penetration of channel partners and system integrators. We continuously under-
take special initiatives to educate and train channel partners about the products and solutions that we offer. Our aim is not only to create a wide distribution network but also to create awareness and understanding within the industry for the varied solutions that we can provide. Channel empowerment, education and training has been a key thrust for AIL. AIL has put in place, a strong backend team to train the channel partners on new technologies and products. The product specialists from the respective categories have been hired to spearhead this process. Aditya has always believed in relationship and trust. In India, we are currently working with more than 6000+ channel partners and SIs across 400+ cities through a network of 45 branches. With our strong team of more than 600 sales, technical and solution experts and support professionals, we have been continuously setting benchmarks in the Indian security and rising at a stupendous growth. We brought the robust service and support infrastructure, to provide the best service and commissioning support through toll-free number and technical support centre, located at various parts of the country.
now today the world’s fastest growing security enterprise. Its strong focus on performance, quality, value, reliability and innovation helped it to become a preferred security partner for security professionals and consultants. Armed with a wide portfolio of surveillance products, AIL is in the top league to guard our world. Some of the key milestones are listed below:n AIL being Numero Uno player in surveillance industry that has been securing every corner of life. Today, we are the only company in security industry that that has not only sold more than 6 million security equipments, but also committed to adding value and educating our channel partners in order to take them to the next level of solution selling. n Recently, Aditya Infotech Ltd is honored with ‘Global Shield’ Award by UBM and APSA, reaffirming our commitment to develop and strengthen the Video Surveillance Industry in India as well as the globe n The recent survey by VAR India magazine and top VARs across the country rated Aditya Infotech Ltd. (AIL) as ‘Best Distributor of 2013–Security & Surveillance’
Aditya Infotech has gained remarkable positioning in the security industry; please share some of its milestones & achievements? AIL, India’s no. 1 CCTV distribution house, is
How do you plan to expand Aditya Infotech’s position in the Asia market? Globally, security and surveillance industry is seeing huge opportunity. There has been great
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to satisfy high definition surveillance requirement such as airport, city, shopping malls and much more. In addition, HDCVI technology has been introduced in CP PLUS CORAL series of analog CCTV cameras and Digital Video Recorders. n Another revolutionary product range includes Dahua Eco-Savvy Network cameras and CP PLUS APEX camera range featuring low consumption and low streaming, that saves 75% of networking bandwidth and storage compared with the existing cameras in market. n CP PLUS develops iDVR technology, setting a new standard for viewing, recording and playback both IP and Analog channels in standalone Digital Video Recorder. n The video-wall controller DH-M30 by Dahua Technology, making itself a stand-out as it combines video-wall control function and decoding together. DH-M30 renders superb video-wall control capacity, allowing various video sources to be distributed and displayed on the video wall in a flexible way. Video sources include local input signals, such as CVBS, VGA, DVI, HDMI, HD-SDI and etc. along with mainstream network signals, including IPC, DVR, NVR and etc., the key difference that the device varies itself with other image controllers on the market is its decoding function, which makes the whole system even more connected and integrated. The device is up to max 13-ch@1080p decoding, providing true and exquisite reproduction and display of the original surveillance scenarios.
LOT OF NEW PLAYERS FROM DIFFERENT DOMAINS WANT TO ENTER SECURITY DOMAIN.
potential in the surveillance industry of Asia region. We are growing stupendously year-afteryear and is poised to be the largest security enterprise in Asia. With an aim to expand business in Asia market, we are setting-up new workstations in Asian countries. We have already started operations in high potential security markets such as Bangladesh, Hong Kong, Taiwan, Sri Lanka, Malaysia, Nepal, Philippines, Singapore and Middle East and GCC Countries. In addition, we have appointed sales force and team of technical professionals, aiming to meet the demands of the customers and generate new opportunities in the market.
What all new surveillance technologies you will launch in 2014? 2014 will be the revolutionary year for Indian security market. We have initiated Redefining Video Surveillance campaign that brings revolutionary and futuristic technologies aiming to take video surveillance industry to the next level. Some of the revolutionary technologies include: n Clarity & performance is myth for any System Integrator. Understanding this scenario, HDCVI technology is launched by Dahua, aiming to redefine analog surveillance by providing high definition video transmission over co-axial cable at affordable value. HDCVI technology is perfectly developed
Do you have any training programmes or educational approach for system integrators & channel partners? Channel empowerment, education and training is key thrust for AIL in future. AIL has put in place, a strong backend team to train the channel partners on new technologies and products. The product specialists from the respective categories have been hired to spearhead this process. We have been continuously organizing various educational and training programmes for our channel partners and system integrators. Lot of new players from different domains want to enter into security industry. Hence it very important & crucial that right trainings & guidelines are imparted to them, to set quality benchmarks & standards in place. Security is the serious business, with long term commitment to service & support. We want to ensure that channel is imparted the right perspective. Be it solutions/designing/pre-sales/postsales/large projects special support, we have now teams nationally, regionally and locally to support and co-work with our partners.â&#x20AC;&#x201A;
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TOP 10 INDIAN BRANDS ANNIVERSARY
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RAMCO SYSTEMS VISIONARY P R VENKETRAMA RAJA VICE CHAIRMAN & MANAGING DIRECTOR
PRODUCTS: Ramco ERP on Cloud, Ramco HCM on Cloud and Ramco Aviation Suite. REVENUE: USD 44.5.26 mln (2012-13). EMPLOYEES: 1500+ ADDRESS: Ramco Systems Limited, 64, Sardar Patel Road, Taramani, Chennai - 600 113 Tel: +91 44 2235 4510/3090 4000
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eadquartered in Chennai, Ramco Systems is a company with over 20 years of ERP product experience and has 1,50,000 users from 1000 plus customers. Part of USD 1 billion Ramco group, Ramco System is a diversified industrial conglomerate having interest in spinning cotton and synthetic yarn, cement, building products, software solutions, wind-energy, bio-technology etc. The company has 3 branch offices across India. The company offers ERP, HCM, MRO, M&E,
SCM, CRM, Financials, Service Management, Asset Management, Process Control, Project Management and Analytics to multiple verticals on the most appropriate cloud model, public, private and community. Ramco focuses on providing innovative business solutions that can be delivered quickly and cost-effectively in complex environments. The company has 20 offices spread across India, USA, Canada, Europe, Australia, Middle East, South Africa and APAC. Ramco launched Ramco ERP on Cloud five
years back ensuring that they are the first movers in the cloud ERP segment. After successfully building market share and customers in the domestic market, the company has taken the cloud offering to global markets. Ramco Systems is one of the leading vendors in the market providing a high end and comprehensive ERP bundled with a full-suite HR and talent management solution and also, an Aviation specific MRO and M&E solution that would meet the unique and complex requirements of the Aviation industry.â&#x20AC;&#x201A;
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TOP 10 INDIAN BRANDS ANNIVERSARY
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QUICK HEAL VISIONARY KAILASH KATKAR MD AND CHIEF EXECUTIVE OFFICER
PRODUCTS: Quick Heal AntiVirus Pro, Quick Heal Internet Security, Quick Heal Total Security, Quick Heal Total Security for Mac, Quick Heal Total Security for Android, Quick Heal Security for Android Tablets, Quick Heal Mobile Security for Android and BlackBerry platforms and PC Tuner for SOHO Segment. Quick Heal Endpoint Security for both SME and Corporate markets and Quick Heal Terminator, the Unified Threat Management Solution REVENUE: Over Rs.200 crores (2013). EXPECTED REVENUE: Rs. 250-270 Crore (this financial year). EMPLOYEES: 900 employees.
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eadquartered in Pune, Maharashtra, Quickheal has more than 8 million customers in 60+ countries. The company has 31 branches across India. With 20 years history of innovation and growth, Quickheal has dedicated Research and Development center. In terms of global footprint, the company has offices in US, Japan and Kenya. For the last five years, Quickheal has projected a year-on-year growth of 46%. Besides, Quickheal has strong post-sales support that includes ground support, email, tel-
ephonic, chat and remote support. It’s IT security solutions are certified by ICSA Labs, AV Comparatives, AV-Test, Virus Bulletin, PCSL Labs and West Coast Labs UK. The technology partner of Quickheal are Microsoft and Intel. Quickheal’s market share in the Indian security solutions is over 30% and the company further aims to expand the market share by reaching out to every consumer who needs better security and exceptional post-sales service. Moreover, the company has an extensive partner network of over 12000 spread across 60 countries around the globe.
ADDRESS: Quick Heal Technologies (P) Ltd. 603, Mayfair Towers-II Wakdewadi, Shivaji Nagar, Pune411005, Maharashtra, India Phone: 020-41060400 / 66025985
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LUMINOUS VISIONARY MANISH PANT MANAGING DIRECTOR
PRODUCTS: Powerback up, Power storage, Electrical Products, Rural Products, renewable Energy Solutions and Enterprise Solutions. REVENUE: NA EMPLOYEES: NA ADDRESS: C-8 & C-9, Community Center, behind Janak Cinema, Pankha Road, Janakpuri, New Delhi, Delhi 110058.
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ounded in the year 1988, Luminous Power Technologies (P) Limited is a leading company with a differentiated portfolio of solutions for packaged power, diversified generation, electrical control and safety and energy optimisation. With over 5000+ employees, 8 manufacturing units, 28 sales offices and more than 55,000 channel partners; Luminous apart from its dominating position in the domestic market also has a strong foothold worldwide. Awarded with the ‘Global Superbrands’ status for the year 2011-12, ISO 50001:2011 certification and MNRE: CRISIL
recognition, Luminous is committed to bring uninterruptible and alternate power solutions to the customers that makes their life comfortable and efficient. The vision and mission of Luminous is “Passionately innovate to make life comfortable and efficient,” and “Be the brand of choice for products and services that generate, control, store and use electricity efficiently. Through passionate people we innovate to consistently deliver a tangible competitive advantage in reliability, service and cost,” respectively. The core values of Luminous are customer delight through innovation and
passion with focus on execution and teamwork (Togetherness). The key motive of the company is to constantly improve the quality of products and services, and be a lean and flexible organization that quickly and correctly responds to business opportunities. All their employees, suppliers and channel partners must make a measurable, positive contribution towards the success of their business. All aspects of Luminous are quantified and the performance measurements are directly linked to business decisions, compensation and rewards.
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TALLY VISIONARY BHARAT GOENKA CO-FOUNDER & MANAGING DIRECTOR
PRODUCTS Tally.ERP 9 for small to large businesses across various industries, Tally. Server 9, a ‘Series A’ Enterprise Class product for medium and large size businesses. And, Shoper 9, designed to handle lakhs of SKUs (items), thousands of transactions per day and even support hundreds of stores in a chain. REVENUE: NA EMPLOYEES: 700+ ADDRESS: Tally Solutions Private Limited, AMR Tech Park II B, TSPL Corporate, No. 23 & 24, Hongasandra, Hosur Main Road, Bangalore – 560 068.
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ince its inception in 1986, Tally has come a long way. With Bharat Goenka, son of the founder and visionary late Shri S. S. Goenka at the helm, Tally remains firmly committed to Indian businesses. A pioneering company, Tally was the first to introduce codeless software, a natural language interface, path-breaking remote functionality and other unique capabilities. The company was the first to launch free service and breakaway commercial terms including free upgrades and no charge per seat to transform the ownership
experience. Today, having being completed more than two decades, Tally enjoys the reputation of India’s leading business management software product company and its product empowering over 8,00,000 business across the pyramid. Tally is a leader in the SME segment and dominates the market with over 80% of the market share. The company has a substantial base of enterprise customers that include brands like Tata Docomo, Tata Steel, LG, Madura Garments, Raymond, Kurlon, Samsung,Pepe, UltraTech Cement, EPSON and government establishments
like NRHM,SSA and the Ministry of Rural Development. Tally has over 28,00,000 users spread across a 100 countries, catered to by over 25, 000 channel partners. The company has been recognised as a simple, powerful, and affordable financial accounting solution for small and medium sized businesses. Tally has grown along with these businesses, offering features, performance and thereby functionality keeping pace with the requirements and market demand to slowly become a complete business solution.
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CYBEROAM (NOW A SOPHOS COMPANY) VISIONARY HEMAL PATEL
CEO, CYBEROAM TECHNOLOGIES AND SVP & MD SOPHOS INDIA
PRODUCTS: UTM, NGFW (offers Layer 8 Identitybased security, Application visibility & control, IPS, VPN (IPSec and SSL), website filtering, and QoS), Cyberoam Virtual Security Web Application Firewall, Gateway AntiVirus, Anti-Spam, Cyberoam Central Console for Centralized Security Management, Cyberoam iView for Centralized Logging and Reporting and Cyberoam NetGenie for Securing Home Users and Small Offices. TURNOVER: NA EMPLOYEES: 550+ ADDRESS: Sai Gulshan Complex, Panchawati cross roads, Ahmedabad - 380006
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ounded in the year 1999, Cyberoam Technologies, a Sophos Company, is a global Network Security appliances provider, offering future-ready security solutions to physical and virtual networks in organizations with its Next-Generation Firewalls (NGFWs) and Unified Threat Management (UTM) appliances. Cyberoam is an award-winning global IT security company with a presence in more than 125 countries. With an array of globally acclaimed and certi-
fied products, Cyberoam offers reliable solutions for varied needs of SOHO/ROBO, SMBs and enterprises, including network security, centralized security management and centralized visibility. Trusted by thousands of customers across the globe for its innovative products and technology, Cyberoam enjoys a proven track record of serving many wellknown customers across various industries. Cyberoam has offices in India, USA and Middle East with its R&D and Global Support Management Centre in India. It is led by a strong
management team with in-depth experience in the security domain. The company has sales, distribution channel and customers’ presence across 125 plus countries and its R&D has 550 plus employees globally. 676bb Cyberoam is amongst the top 3 UTM players in Asia, MiddleEast and Africa and is world’s 1st network security and UTM vendor with ISO 20000:2011 certified Customer Support Services. The company is consistently growing at a rate of 35-40% YoY.
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SMARTLINK VISIONARY BIMAL RAJ
CHIEF EXECUTIVE OFFICER
PRODUCTS DIGISOL Brand Business: Switching, Wireless LAN, Broadband Routing, IP Surveillance, CCTV Solutions, KVM Switching Solutions, NAS and GPS Vehicle Tracker. DIGILITE Brand Business: Motherboards, Powerbanks DIGITAB: Tablets. REVENUE: Rs. 1214.48 (2012-13) EMPLOYEES: 400 ADDRESS: Smartlink Network Systems Ltd., Plot No. 5, Kurla-Bandra Complex Road, Santa Cruz (E), Mumbai - 4000098, India.
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he Smartlink success story which began with a small PC manufacturing unit in Mumbai, has now completed two decades in IT industry. Smartlink founder, Mr. K. R. Naik ventured into the networking field by shifting his manufacturing base to Goa in 1993 and has witnessed over two decades of continuous growth and success. Smartlink has the distinction of being the first Indian company to manufacture Networking products in India. At a time when Goa was just considered a tourist destination, Smartlink laid its
strong manufacturing foundation by setting up its first SMT line in Goa and in the subsequent years it continued to strengthen the manufacturing base and added six more SMT lines to become one of the largest IT manufacturing companies in India by the year 2001. Based on the strong customer support, the company got listed on the Bombay Stock Exchange and National Stock Exchange in the same year. In the year 2014, Smartlink is all set to take DIGISOL to new heights and become a leading networking player in India, by using its own two
decades of experience in local R&D and Manufacturing. Smartlinkwill be launching a series of initiatives and programs to celebrate its “Two Decades of Smart Success” which will touch both partners and customers. Smartlink has its HQ in Mumbai and around 18 branch office PAN-India. Smartlink is present in almost all the locations in India either directly or through distributors or dealers. The company has a strong distribution network of 22 exclusive territory distributors, 400+ dealers and 4000+ resellers across the country.
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MATRIX VISIONARY GANESH JIVANI MANAGING DIRECTOR
PRODUCTS: Telecom products: IP-PBXs, Convergence Solutions, Mobility Solutions, VoIP Phones, ATAs, GSM gateways and VoIP gateways. SECURITY PRODUCTS: Time-Attendance solutions, AccessControl systems, and IP Video Surveillance solutions including NVRs. REVENUE: $13million (Rs. 82 crore)-2012-13. Expected revenue for 2013-14: $16million (Rs. 95 crore) EMPLOYEES: 500 ADDRESS: 394-GIDC, Makarpura, Vadodara-390 010, India. Ph: +91 265 2630555
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atrix commenced in the year 1992 as a product design company with focus on telecom solutions. For the initial few years, the company focused on PBXs but over the years, Matrix added new products in telephony and messaging domains. Today, Matrix is a leading technology company focusing on designing, manufacturing and marketing world-class telecom and security solutions for businesses and enterprises. Matrix is among the few companies that indigenously design, manufacture and market telecom and
security products. Matrix markets its products under the brand name of ‘‘MATRIX” through its 500 plus channel partners all across globe. But, Matrix is strong in telecom space with wide channel network of distributors and system integrators spread all across globe in more than 50 countries including USA, Germany, Italy, Portugal, Spain, Australia, Thailand, Vietnam, Philippines, UAE, Saudi Arabia, South Africa and many other African countries. Matrix security business is relatively new and they are working on expanding their reach through
strong distributors and system integrators.
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UNILINE ENERGY SYSTEMS VISIONARY RK BANSAL
MANAGING DIRECTOR
PRODUCTS: Solar On: Central Inverters, Mppt Solar, Grid Tied Inverters, Power Conditioning, Spv - Mono Solar and Solar Deep Freezer. HIGH POWER UPS: D Series, Gigaline, Maxiline, Greenline Glx, Greenline, Moduline, Smartline And Uniplus. Servo, Sinewave Inverter & Others Product: Powerplus and Leopower. REVENUE: Rs.56 crores (approx.) EMPLOYEES: 350 ADDRESS: 198/23,Ramesh Market, East of Kailash, Garhi Jharia Maria, East of Kailash, New Delhi, DL 110048
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nder the leadership of RK. Bansal, a visionary technocrat, Uniline has emerged as top notch player in UPS Manufacturing. With more than 20 branch offices and 250 channel partners all over India, Uniline has its State-of-the-art factories at Delhi & Parwanoo (HP). As India has entered into higher growth trajectory, the subsequent demand in infrastructure is bound to reach the next level. Power infrastruc-
ture is one such key area in which there is enormous scope of innovation to meet the challenges of increasing demand supply gap. Turning odds into opportunities, Uniline is creating milestones by innovating newer avenues of power management. With a humble start about two decades ago, the organization has continuously evolved as one of the key players in Power Conditioning Industry. With modernized sales & service centre in South Delhi, Uniline is the fastest growing organization
who takes care of its clientele that includes large and small Computer Installations, Industrial Automation, Banks, Airlines, Healthcare, R&D Establishments and various Government Departments. With a repertoire of power management products that ranges beyond usual sources of power, Unline has created a distinct mark as solar energy solution provider power and also emerged as a key player in hydrogen fuel cells energy technology.â&#x20AC;&#x201A;
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ESCAN VISIONARY GOVIND RAMMURTHY
CFIEF EXECUTIVE OFFICER & MD
PRODUCTS: HOME AND SMALL OFFICE: eScan Total Security Suite with Cloud Security, eScan Anti-Virus with Cloud Security, eScan Internet Security Suite with Cloud Security, eScan Mobile Security for Android, eScan Tablet Security for Android SMALL AND MEDIUM BUSINESS: eScan Anti-Virus with Cloud Security for SMB, eScan Internet Security Suite with Cloud Security for SMB, , MailScan for Mail Servers, eScan Web and Mail Filter and eScan for Linux Desktops. REVENUE: NA
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Scan, one of the leading Anti-Virus & Content Security solutions for Desktops & Servers is developed and marketed by MicroWorld, , an advanced security solutions provider based out of New Jersey. It is powered by innovative and futuristic technologies, such as MWL Technology, DIRC Technology, NILP Technology, and sophisticated Anti-Virus Heuristic Algorithms that not only provides protection from current threats, but also provides proactive protection against evolving threats. eScan provides 24x7 free remote support facility, integrated in the software to help customers to get their malware related issues resolved in the fastest possible time-frame.
Over the years, the company grew as a respectable and responsible source of security that was known for its light but powerful Antivirus software. It has achieved several certifications and awards from some of the most prestigious testing bodies, notable among them being Virus Bulletin, AV-Comparatives, ICSA, and PCSL labs. Combining the power of various technologies, eScan provides Multi-level Real-time Protection to Computers and Networks. The company develops some revolutionary technology like MicroWorld Winsock Layer (MWL), a revolutionary technology that stops dangerous content at the transport layer, before it enters the application layer. And for tackling Spam
EMPLOYEES: 350+ ADDRESS: MicroWorld Software Services Pvt. Ltd. Plot No. 80, Road No. 15, MIDC, Marol, Andheri (E), Mumbai, India - 400 093.
and Phishing, MicroWorld employs a unique technology: Non Intrusive Learning Patterns (NILP). This adaptive mechanism can analyze each email according to the Behavioral Patterns of the user and can take an informed decision thereafter.
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BUSY INFOTECH VISIONARY DINESH KUMAR GUPTA MANAGING DIRECTOR
PRODUCTS: Busy Enterprise Software for SMEs. Busy comes in three editions (Basic, Standard and Enterprise), with each edition suited to different business segment. Standard and Enterprise Editions come in multiple variants, Single-User, Dual-User, Multi-User and Client-Server. Overall, BUSY is available in 9 different models. REVENUE: NA EMPLOYEES: 100
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usy Infotech Pvt Ltd is the developer & marketeer of BUSY - one of the leading enterprise software in for SMEs in the country. Since its launch in 1994 (close to 20 years now), BUSY has been empowering SMEs by helping them manage not just their accounting, inventory & billing, but also their business processes and operational controls. Busy Infotech is head-quartered in Delhi with branches in Mumbai & Kolkata. Besides own offices, BUSY is being sold & supported by a network of over 250 channel partners in over 20 countries. Their area-specific Business Development Teams have been catering efficiently to BUSY channel partners and users.
ADDRESS: 206, M.G. House, 2, Community Center, Wazirpur Industrial Area, New Delhi 110-052.
Busy is one of the leading enterprise software in India, South Asia, Middle East Asia and Africa. Today, 600,000 Busy users are managing their business with Busy in over 20 countries. BUSY is being sold and supported all over through a network of channel partners. The company has 40 plus master channel partners (MCP), 250 plus channel partners and more than 1,000 resellers. Busy has been adding enormous value to SMEs in running their businesses. The company caters to all the segments like retail, trading, distribution, manufacturing & services. Today, approximately 60% sales come through reference from existing BUSY Users.â&#x20AC;&#x201A;
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LATITUDE 3330 FOR SMBS DELL LATITUDE 3330 is designed to help growing businesses, schools and educators. The new laptop offers the robust computing features required for maximizing productivity and efficiency in the boardroom and also offers compatibility with Dellâ&#x20AC;&#x2122;s existing solutions and services for education and support for personalized learning opportunities in the classroom announced the company. It fully supports Microsoft Windows 8, Windows 7, Windows XP and Linux. The company says that the 33.8 cm (13.3) anti-glare screen minimizes scrolling and a HD 720 webcam provides for virtual collaboration. Equipped with a range of docking options, the new laptop can connect easily to the majority of desk environments and room infrastructures for smooth presentation and maximized learning time. The Latitude 3330 also comes with a complete set of automation tools to help IT administrators tackle the time consuming tasks of deployment, monitoring and updating systems with superior efficiency. Dellâ&#x20AC;&#x2122;s deep integration with industry-leading consoles, such as Dell KACE and Microsoft System, enables better deployment, quicker configuration and easier management of updates. n Price: Rs. 39,999 + taxes with Windows 7 or Windows 8 Professional (starting price), Contact: 1-800-425-4026 or 080-2506-8026
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HP T505 THIN CLIENT HP T505 THIN, compatible with a choice of operating systems, such as Windows Embedded 2009 or 7 and ThinPro, HP t505 Thin Client, allows IT managers to choose the best operating system to fit specific usage requirements for back office and knowledge workers. The HP t505 Thin Client is also packed with tools HP Velocity, which prevents poor network connectivity by reacting to changing network conditions to maintain high quality multimedia performance and an optimal remote protocol user experience. HP Device Manager controls mass rollouts of up to thousands of thin client devices and configures software to match exact user requirements. HP Easy Tools simplifies initial setup and configuration of devices with a wizard-based set of utilities, and enables client virtualization technologies to connect to remote applications and desktops effortlessly. Centralized data storage and access lets end users use the thin client as an access device while storing critical data and applications on a secure, centralized server. Additional Smart Cards provide greater end point security for users. n Price: INR 21, 000, Contact: HP India Sales, HP Laptop / Desktop, Toll Free Number: 1800-114772.
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KONICA MINOLTA MAGICOLOR 1690MF KONICA MINOLTA magicolor 1690MF is a A4 small footprint all-inone colour productivity machine for any workgroup or small business need. With highly flexible media handling, the machine offers four functionally including print, copy, scan and fax. It processes paper weights between 60 and 209 gms, including thick paper, labels, envelopes, and recycled paper. You can create your own presentations, posters, signs and other sales support items with them; print double-sided leaflets; and for higher volumes extend the paper capacity with the lower paper feeder to a generous 700 sheets. Use the poster function for special effects, blowing up photos on 4, 9, 16 or up to 25 A4 sheets. For downsizing, use the n-up function to combine between two and up to 16 pages on a single sheet! Different copy modes on the magicolor 1690MF ensures optimal quality and include a text, a photo and a mixed mode. Two separate start buttons allow instant copying in colour or b/w –simply press the appropriate one and start saving money! Magicolor 1690MF offers convenient scanning to PC. In addition, the standard LinkMagic software provides easy access to the most frequently used scanning applications. Scan images with LinkMagic and save them to any directory on the hard disk of your computer. With its full network compatibility, the magicolor 1690MF also lets you can scan originals directly to e-mail or a shared folder on your PC.
DESIGNED SPECIFICALLY to meet the needs of enterprise and SMBs, the MultiXpress K2200 series comes fully loaded with features such as ergonomic design, compact size, advanced controls, high reliability, duplex printing and ease of operation. With this new series, the company is bullish about strengthening its position in these sectors and has developed an aggressive go-to-market strategy for tapping the market across top cities in the country. With the entry into the A3 printer segment, Samsung enterprise business aims to contribute to 10% of Samsung India’s total turnover over the next few years. With the addition of the MultiXpress K2200 series, Samsung printing solution portfolio has 33 models across its Copiers, Printers and MFPs.
n Price: Rs. 41,730 Warranty: 1-Year + 1-Year additional - On-site warranty support Contact: Toll Free : 1800 266 2525
n Price: Rs. 5,799 to Rs. 500,000, Contact: toll no: 180030008282
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SAMSUNG A3 PRINTER
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QNAP TS-X70 SERIES TURBO NAS QNAP SYSTEMS’ business-class TS-x70 series Turbo NAS is available in 4, 6 and 8-bay tower models; the TS-x70 series with scale-up support is the perfect solution for the growing data needs of modern business environments. The TS-x70 series’ high-scalability design supports online capacity expansion by connecting multiple QNAP RAID expansion enclosures (REXP-1200U-RP / REXP-1600U-RP) to expand total storage to 100TB raw capacity. With this flexibility, businesses can expand their storage as needed and have more control over their storage deployment. Powered by a Dual-Core Intel 2.6 GHz Processor and 2GB DDR3 RAM with the availability of four Gigabit LAN ports, the TS-x70 offers business users an ultra high-performance NAS solution for day-to-day operations. In addition, the TS-x70 series supports 10GbE high-speed networking making it an ideal solution for applications such as real-time HD video editing and data center environments. n Price: On Request , Warranty: On Request, Contact: Sanjay Biswal, Sales Manager India, QNAP SYSTEMS, INC M.No:+919953036535
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FUJITSU SCANSNAP SV600 FUJITSU SV600 is a new lineup in the ScanSnap series, which delivers simple and speedy paper-to-PDF digitization in a compact design. SV600 is a new document scanner which utilizes a new technology “Versatile Imaging Technology” (hereafter referred to as VI Technology). The scanner is bundled with software for Windows OS, and software for Mac OS (Driver software, business card management software, OCR software). VI Technology combines deep depth of field lens, high directivity LED lamp and CCD linear image sensor to minimize the unevenness in image quality when scanning and produce uniform document quality. SV600 comes equipped with book image correction and page turning detection. It is also bundled with “Rack2-Filer Smart with Magic Desktop”. Besides the release said that SV600 is ready to scan in 3 seconds after switching on the scanner and less than 3 seconds are needed for scanning large A3 size documents. It is also equipped with “Multiple Document Detection” that enables scanning and cropping multiple documents in one scan. Furthermore it comes bundled with “Adobe Acrobat Standard” for editing PDF files and “CardMinder” for managing business cards, which equips the user to utilize the scanner right after purchase. n Price: Rs. 75,000 Warranty: 1 Years Contact: scanner.sales@in.fujitsu.com Tel: 09873437209
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D-LINK DSM- 260 D-LINK DSM- 260 is a wireless media streaming device that enables users to play movie, music, game, presentations etc. from smartphone, tablet, laptop onto a big screen like TV, projector or home theatre. One can plug D-Link DSM-260 through HDMI port to TV and stream content from handheld device, mobile device and network storage on television screen. Besides, it allows users to connect to home theatre or music system with AUX cable and play songs from smartphone, tablet and laptop wirelessly. With DSM-260, one can turn projector wireless and stream presentation from laptop to big screen. D-Link DSM-260 comes with 3.5mm A/V out, micro-USB port for power and allows users to stream media from mobile devices using any DLNA-compatible app. It is also configurable through TV remote control via HDMI CEC, or through a mobile app. Besides, it features MirrorOP support and Miracast support. n Price: Rs. 3990
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RDP Z100 ZERO CLIENT FOR MICROSOFT SERVER RDP Z100 features VGA port, USB 2.0 Ports, USB powered, Stereo Audio Output (Speaker/Headphone) and Mono audio input (Mic), USB 2.0 compliant, Plug – and - Play compliant, up to 5 RDP Z100s can be used with WMS 2011 standard version and up to 10 RDP Z100s can be used with WMS 2012 premium version. Depending upon the capabilities of the graphic card or the multifunction hub, both digital (DVI) and analog (VGA) monitors can be used as display for the station. The selection of screen resolution depends on the station capabilities, the number of stations, and the types of applications on the stations. The company informed that it is cost-efficient to use a monitor with an integrated USB hub. A variety of branded monitors, USB keyboards, and USB mice have successfully been tested with Windows MultiPoint Server 2011/12. Keyboards with a built - in USB hub are the only device that presented any issues. The other item to watch out for is buying LCD monitors that do not match, or exceed, the video output capabilities of the zeroclient stations. Many different LCD monitors were tested, but it is best to avoid exceeding the zero-client graphics output capabilities. n Price: Rs. 5,600, Warranty: 36 Months , Contact: RDP Workstations Pvt. Ltd., Phone: 040- 6457 1110, Toll Free No: (1800) 200 2444, Email:info@rdpcomputing.in
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KINGSTON SSDNOW UV100 KINGSTON SSDNOW UV100 is available in two variants – 60GB and 120GB. This SSD is cost effective and improves the performance of the system by providing a 10x overall system boost when working with multiple applications simultaneously. The new SSDNow UV100 is energy efficient as it consumes less power and generates less heat than a hard drive. It comes with sequential read speed of 425 MB/s and write speed of 425 MB/s, 100.3mm x 69.9mm x 7mm dimension and SATA Rev. 3.0 (6Gb/s) – with backwards compatibility to SATA Rev. 2.0 (3Gb/s). With Form factor of 2.5”, this SSD comes with SATA Rev. 3.0 (6Gb/s) Interface and backwards compatibility to SATA Rev. 2.0 (3Gb/s). Further, The Kingston SSDNow UV100 will be available across all major retail outlets starting this week and would be backed by a two-year warranty, free technical support and legendary Kingston® reliability. n Price: 60GB - Rs. 5150, 120GB – Rs. 7700, Warranty: 2 Years, Contact: Devesh Gautam, Mobile: +91 9810045686
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TRANSCEND 256GB 720 SATA III SSD TRANSCEND 256GB 2.5” SATA III SSD720 is a next generation SATA III 6 Gb/s solid state drive (SSD). This technology doubles transfer speeds of previous Serial ATA II 3Gb/s drives, and delivers improved reliability over standard rotating hard drives due to it having no moving parts. Combining this SATA III technology, with a powerful Sandforce Driven controller, the SSD720 offers maximum transfer speeds of up to 560MB/s read and 540MB/s write. This means that upgrading your computer with an SSD720 will greatly enhance system boot up time, application launch speed, and overall system responsiveness. Fully compatible with devices and OS that support the SATA III 6.0 Gb/s standard, Equipped with synchronous Toggle mode NAND flash, the SSD720 offers lightning-fast 4k random file reads up to 47,000 IOPS and 4k random file writes up to 93,000 IOPS - ideal for running specialized multimedia applications and high-end gaming. n Indian Price: US$449, Warranty: 3-years Contact: Morris Yang, Transcend Information Inc. , Email: morris_yang@transcendinfo.com, skype: bm_morris
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SME TREND
MANAGEENGINE SWEARS BY FREEMIUM PRODUCTS Company’s 60% of businesses is driven by SMEs, and believes free tools help them to reach out to large number of users BY: KARMA NEGI
karma@smechannels.com
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hough SMEs are considered as the biggest contributor to India’s economic growth but still they face challenges when it comes to maintaining the IT infrastructure management. Limited IT budgets, IT personnel and resources are the major obstacles which prevent SMEs from strategically monitoring the IT infrastructure. However, Microsoft-Boston Consulting Group (BCG) study released that an increase in the adoption of technology by small and medium enterprises (SMEs) in India can add $56 billion to the country’s economic output and creates more than one million additional jobs. Nearly 90% of SMEs in India have no access to the Internet, compared with only 22% of SMEs in China and 5% in the US. Manage Engine has solutions for start-ups to SMEs to midsized segment to large enterprises. Vidya Vasu, Head, ManageEngine Community, says, “For last two years, we have full blown better scalable solutions for large enterprises.” For the last eight years, ManageEngine has been offering free tools which complement the existing set of solutions. SNMP MibBrowser is an example of a free tool that falls under this category. There are quite few other tools that are a subset of the larger tools. “For users who would like to perform a couple of routine tasks, albeit on a regular basis, it would be an exercise in futility to install a full blown solution. It is for this segment of users that we’d like to cater to with our light-weight free tools. This free tools suite also has a few mobile apps which lets admins perform critical, yet routine tasks. Windows Health Monitor, Ping tool etc., are
some popular apps,” says Vasu. It is very essential for start-ups and SMBs to have IT resources and services in place. Today SMBs do not always prefer to have cheap or free solutions but prefer to have reliable and affordable solutions. Besides, there are some factors which SMBs consider before investing into IT management like the software should be rightly priced or it does not cost much in the name of brand. A recent survey conducted across the free tools users of ManageEngine revealed that only 40% of users are from startups or small businesses whereas 60% users are from the mid and large enterprises. Vasu maintains, “Free tools are a great way of nurturing a good IT management ecosystem and are beneficial to us as well as our users.” The company believes that free tools help them to reach out to large number of users and the responses of the users to free tools provide a good indication to their needs. Further, free tools enable users to handle IT tasks in isolation and provide a certain amount of autonomy which the company claims that big applications rarely allow. Freemium products come bundled with lots of value added features like the application called app manager which manages up to ten vertical servers and it comes with all the resources right from the applications to virtual server to blade server or to any server. In Freemium products, the company has different bundles of licenses for the SME segment, so it is all about upgrading the licenses. With free licenses for Freemium products, Vasu claims, lots of start ups have grown their business, so they do not prefer to leapfrog to another solution and besides, besides SMEs have become used
VIDYA VASU HEAD, MANAGEENGINE COMMUNITY
“FREE TOOLS ARE A GREAT WAY OF NURTURING A GOOD IT MANAGEMENT ECOSYSTEM AND ARE BENEFICIAL TO US AS WELL AS OUR USERS.” to this software and are happy as well. Moreover, 60% of their businesses are still being driven by SMEs. In India, ManageEngine caters all its products through multiple channel partners and conduct regular training programs for channel partners in order to educate them about their products. Channel partners also offer deployment assistance to many end users. Vasu avers, “We usually conduct training program once in a year or whenever there is a need..”
Finally, Currently, Manage Engine is working on many tools and by the end of this year, the company plans to add at least two other new tools to their product portfolio as a part of its marketing strategy.
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RNI NO: DEL ENG/ 2010/ 31962 Postal Reg. No.: DL-SW-1/4145/13-15 Date of Publication: 20 of Every Month Date of Posting: 22 & 23 of Every Month
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