SME Channels September 10 Issue by SME Channels

PLUS

Check Point offers Multi-Domain Management blades /10 www.smechannels.com

india’s first IT magazine for sme business VOLUME 01

ISSUE 07

SEPTEMBER 2010

GUEST TALK

/46

Five ‘i’s Can Change Your Business by 2020

RS. 25/-

SME CHAT

SME BIZ

/40

In 2010, partners will be offered a better growth path

/36

Oracle: Bigger is Better for SMEs

E AR

U YO

N AC E PR E GR

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is g tin lly pu ta m en rs co nm ute /26 n p ee iro m . gr nv co es ly, f e of rc al o e ou tu ice us es Ac act ble d r pr si te a pon rela s re and 1

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PLUS

LG launches first Experience Centre at Nehru Place

/14

www.smechannels.com

india’s first IT magazine for sme business VOLUME 01

ISSUE 07

SME BIZ

SEPTEMBER 2010

RS. 25/-

/20

SAP: You need Vision to cash the SME opporutnity

SME BIZ

/36

Oracle: Bigger is Better for SMEs

PARTNER CORNER

/42

Aditya Infotech: “Relationship comes first before Business”

MY EXPERIENCE

EDITORIAL

GET GREEN SOON SANJAY MOHAPATRA editor@smechannels.com

Are you Green, if not? Get well soon! This message will soon be flashed in your mobile phones and PCs. It means: it will be a great concern for the partners like other natural worries. there will soon be a consortium to advocate and check the health of the organization if they are using the power and space optimally or draining out their margin on it. It might sound weird, but do not you think, it is relevant. Green IT! Is it a theory or practically possible also. Actually it is possible. One needs to adopt it as a practice in any of his behaviour. There are office buildings being architected as green. These are created in such a way that they do not require power to switch the lights during the day time except for running their equipments. One such architecture is the MRO-TEK office at Bangalore. Even in Chennai, the new state assembly building has been erected with green concept. There are many hotels and incubation centres which are constructed with the concept of green. Imagine what money you will save by not switching light in your offices. Besides this, one should take care that their PCs are switched off once they leave their work space or switch off monitor if they leave for a brief period. Secondly, the office lighting should be designed in such a way that the entire office gets switched off. Those offices which are using multiple PCs and Servers, they should adopt more virtualization. Secondly, one should avoid printing and sharing documents, rather create digital files and share with others. Even for optimise networks, the digital files to be uploaded in FTP site and given links to the designated people. Bigger and bulkier products are also not wanted for. Partners who are the drivers of the IT business in india should take a leadership role in bringing the green concept. They should not only practise green in their premises but also advocate aggressively for green certified and small foot print compat products. They should also advocate for virtualization and cloud compting. Today, there is a concern that in the cloud environment, the role of the partners gets minimised. But the fact of the matter is that there is a great scope of integration and customization of applications in cloud environemnt. The partners should know that cloud computing market is going to be $1 billion and more soon. That means, people will start using cloud more aggressively. So partners’ business will assume a new shape. We have covered Green Computing as this issue’s main attaction. Happy Reading!

Hitachi LifeStudio Desk Plus THE LIFESTUDIO Desk Plus external drive is actually a cute little device that automatically finds and organizes photos, movies, music, and files into a stunning 3D wall, so you can easily view all your content from your computer and popular sites like Facebook. The included auto-sync USB key delivers ultimate flexibility for your content on-the-go. The drive comes with two capacities i.e. 1TB and 2TB for automatic local backup and with the included online backup capabilities. You can protect your entire digital library and you can access your files from any computer or smartphone using an internet browser.

SPECIFICATIONS It is sleek and stands vertically. It has USB 2.0 interface. FINAL WORDING With an excellent design and pricing that is just within the reach of the users, this drive can actually change the way data storage has been done so far. It also gives a style statement to the mundane desktops. OVERALL RATING

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contents

SEPT VOLUME 01 ISSUE 07

2010

ER COV RY STO

india’s first IT magazine for sme business

Publisher: Sanjib Mohapatra Editor: Sanjay Mohapatra Executive Editor: Smruti Chaudhury Copy Editor: Neil D’Souza Design and Development: Ravi Kumar Visualizer: Manas Ranjan Lead Visualizer: DPR Choudhary MARKETING Senior Manager: M Raj Executive- Marketing: Rajat Kumar Circulation and Printing: Panchanan Bhoi SALES CONTACTS Delhi 6/101, Kaushalya Park, Hauz Khas New Delhi-110016 Phone: 91-11-46151993 / 9313891660 E-mail: raj@smechannels.com Bangalore Subrat S 136/9, Ground Floor, Eden Crest Apartment Grape Garden, Ejipura Vivek Nagar PS Bengalore-560047 Phone: 9886107294 Mumbai Hemal Shah B/14, Neel Ashish 92, J.P.road, Andheri (West) Mumbai - 400058 Phone: 9819597604 Chennai Thaga Pandian No-27, Rajan Street, Kodambakam Chennai - 24 Phone: 044-43066990 Kolkata S Subhendu

Are you Practising Green

BC-286, Laxmi Apartment, Kestopur

/26

Actually, green computing is a practice of environmentally responsible use of computers and related resources. Such practices include the implementation of energy-efficient CPUs, servers and peripherals as well as reduced resource consumption and proper disposal of e-waste.

Kolkata-700101 Phone: 9674804389 EDITORIAL OFFICE Delhi: 6/102, Kaushalya Park, New Delhi110016, Phone: 91-11-41055458 info@smechannels.com Bangalore 136/ 9, Ground Floor, Eden Crest Apartment, Grape Garden, Ejipura Vivek Nagar PS Bengalore-560047

SME CHAT Symantec /40 In 2010, partners will be offered a better growth path

SME BIZ

news@smechannels.com

SAP /20 You need vision to cahs the SME opportunity

Printed, Published and Owned by Sanjib Mohapatra Place of Publication: 6/101-102, Kaushalya

PARTNER CORNER Adity Infotech /42 Relationship comes first before the Business

GUEST TALK Canon /46 Five ‘i’s Can Change Your Business by 2020

Contents.indd 6

Oracle /36

Park, Hauz Khas

Bigger is better for SMEs

New Delhi-110016

Phone: 91-11-46151993 / 41055458 Printed at Karan Printers, F-29/2, 1st floor,

more inside Editorial ~ ~~~~~~~~~~~~~~~~~~~~~ 04 Snippets~ ~~~~~~~~~~~~~~~~~~~~~ 08 Products~ ~~~~~~~~~~~~~~~~~~~~~ 44

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.250 (12 issues) All payments favouring: Accent Info Media Pvt. Ltd.

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SNIPPETS PRODUCT | CHANNEL | TELECOM | DATA COM

for more log on to smechannels.com

Ramco onDemand ERP 2.0 to be Available through Cloud Offered since 2008, Ramco Systems has strengthens its onDemand ERP offering by launching the full-fledged ERP on cloud service.

This time it is onDemand ERP 2.0 (RODE 2.0). Built on Ramco’s SAAS model, RODE 2.0 adds significant functionalities, features and

modules to the offering. Unveiled by Grand Master & World Chess Champion, Mr. Vishwanathan Anand along with Ajai Uppal, Jt.

President, Marketing, Birla Tyres, the upgrade will be seamlessly available to all 2000 users from 200+ client organizations, at no additional cost. RODE 2.0, built on the powerful Ramco VirtualWorks platform, offers customers a rich user interface and a unique set of extension/ customization capabilities. As per P.R.Venketrama Raja, Vice Chairman, Managing Director & CEO, Ramco Systems, this model is far better than the traditional on premise ERP solution when it comes to standard implementation as it saves a lot of time and cost while implementing. Ananthasayanam NC, GM, Corporate Strategic Alliances, who takes care of channel engagements, says, “It entails a lot of role for the partners. They are the people who will take the solution to the customers.” Echoing the same, Sukumar R, GM, OnDemand Solutions said, “As far as Ramco OnDemand Solutions are concerned, it is 100% channel centric. As per Sukumar and Ananth, the company is empowering the partners on various technical, sales and pre-sales aspects, so that they could percolate the ideology of the company till the level of the customers.

Supertron to Expand Operations After establishing itself as one of the leaders in the Indian IT hardware industry by providing cost-effective products and solutions to its customers in all areas of information technology since its inception, Kolkata-based national distributor, Supertron will expand its operations to various cities by open branches in Goa, Coimbatore, Jammu, Siliguri, Surat and Parwanoo this year. Along with this company also plans to foray into the telecommunication sector in the handset category and will have a projected group turnover of INR1300 crores. V.K Bhandari, Chairman & MD, Supertron Electronics Ltd, “With a vast reach and a complete understanding of domestic IT market, Supertron’s proprietory brands Supercomp & solitaire at present occupies considerable market share of the PC components among domestic brands, In India, it is one of the top 5 brands in the PC component range. We have helped various international organizations to establish their footprints in Indian domestic IT Market.”

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SNIPPETS

CHECK POINT OFFERS MULTIDOMAIN MANAGEMENT BLADES Check Point offers its new Multi-Domain Management software blades – Global Policy and Security Domain – that deliver virtual security management to businesses of all sizes. The new software blades enable businesses to segment their security management into virtual domains while consolidating their hardware infrastructure. In addition, the new software blades allow for stronger and better security with the deployment of consistent global policies across all domains. To handle the increasing security complexity of their environment, IT administrators can now simplify management by segmenting security into virtual domains based on location, business unit or security function. The Multi-Domain Management software blades, based on proven Provider-1 technology, help administrators consolidate their security management while simultaneously preserving the independence of each domain. For example, businesses can centralize the configuration and management of their firewall, VPN, IPS and other security protections across domains while maintaining separation of duties across each security function with a granular role-based administration. In addition, through the Global Policy Software Blade, administrators can achieve better and stronger security by enforcing a common security baseline and sharing a common network topology across multiple domains. “Check Point has constantly been in the forefront of the security management market, our innovative ideas helps organizations achieve greater level of security and help them achieve a higher level of operational efficiency,” said Bhaskar Bakthavatsalu, Regional Director – India & SAARC, Check Point Software Technologies Pvt Ltd. “ With Multi-Domain Management software blades, Check Point once again initiates a unique, flexible and cost effective solution that further simplifies security helping customers leverage more from their existing infrastructure.”

Mercury Kick started an Innovalue Partner Programme Kobian kick starts an innovative partner programme the “Mercury Partner League 2010”. With a tagline of ‘Enjoy the Cricket Fever with Kobian, it is an initiative to incentivize its channel partners in India. The programme enables the partners to score runs with all their purchases and redeem exciting gifts. Kobian product category list for the scheme are as follows TFT Monitor, IXA iscan, IXA Notebook Adaptor, IXA Home Theater Speaker, Chassis, Motherboards, UPS, Power Supply, View Cam, Multimedia Speaker etc. Effective from 1st Sept to 31st Oct 2010, the scheme is open to all partners who buy Mercury and IXA products from the authorized Kobian distributors in India. The partners have various options to win gifts. As per this point based reward scheme, the partner gets gift worth Rs17000 for 2000pts & gifts worth Rs35000 for 3500points. There are 3 other smaller slabs too. The prime objective is to reward every Mercury partner. A bouquet of incentive programmes bundled with exciting products has marked the steady growth in Mercury partners in 2010.

MY POINT

“The digital information deluge will translate into a significant market opportunity in India over the next decade,” MANOJ CHUGH

PRESIDENT, EMC INDIA AND SAARC AND DIRECTOR OF GLOBAL ACCOUNTS FOR EMC ASIA PACIFIC & JAPAN

Tech-Com to Open three more Branchs Tech-Com is planning to open three more branches shortly. In a moth’s time, the company has already opened branches in cities like Bhubaneshwar, Lucknow and Guwahati. The company will also be extending its current product portfolio by adding about fifty new products. Owing to its success in the products in its category, Tech-Com is coming out with fifty new products, all customized in order to suit the various requirements of the customers. Amongst these, the ones that would feature prominently are: 9 new models of 5.1 home theatres (with USB/SD/FM); TFT Monitors; 2.1 speakers (with USB/SD/FM/Remote); Keyboard & Mouse combos, etc.

ASUS Offers Service Around 798 Cities ASUS expands its reach to 798 Indian cities from the previous 270 and will also offer Burnt and Corrosion Warranty for all Motherboards with E.L.I.T.E. 2.0. An innovative service initiative launched in July 2010, it ensures effective service support for motherboards across the length and breadth of the country by providing free Pick-up and Return facility. Most consumers often face voltage fluctuations due to erratic power supply which is one of the main reasons of burning of components in motherboards. Also many Indian cities are situated near the coastline which causes corrosion in motherboards. So implementing the exclusive Burnt and Corrosion Warranty in E.L.I.T.E. 2.0 will address most concerns of customers about their ASUS Motherboards.

HP Felicitated the Winners of Skyline 2020 Contest HP India felicities the winners for Skyline 2020, an online national design contest initiated by HP on 8th September at an award ceremony held in New Delhi. The contestants submitted their designs online between April and August 2010 and were judged by an eminent Jury of renowned architects. The team winning the national award hails from Pune and comprises of Mr. Anto Gloren and Ms. Sayali Athale. Both of them together received an HP Designjet Larg Format Printer & an HP Workstation for their winning entry.

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Belkin Offers a Unique Programme Belkin offers its partners a unique programme called Style Check to help them get the perfect style statement with Belkin’s top-of-the-line products including Structured Cabling. Each purchase brings the channel partners closer to exciting gifts like Mobile Phones, Netbooks & even a sparkling new motorcycle! Mr Mohit Anand, Director, India Sub continent, Belkin India, said “I love wearing my style on my sleeve, so I want my channel partners also to be dressed in style and make a fashion statement of their own.” He also added, “We have always been channel-focused and such schemes aid us in motivating our channel partners.” This promotion shall benefit both small and big resellers as well as partners in upcountry locations and is valid from 1st July, 2010 to 30th September, 2010.

WORLDWIDE PC SHIPMENTS TO INCREASE 19% IN 2010 Worldwide PC shipments are projected to total 367.8 million units in 2010, a 19.2% increase from 308.3 million units shipped in 2009, according to the latest preliminary forecast by Gartner, Inc. “The PC market revived in the first half of 2010, but the real test of its resilience is yet to come,” said Ranjit Atwal, research director at Gartner. “We have reduced our forecast for second-half 2010 PC growth to 15.3 % approximately 2 % below our previous forecast, in light of the uncertain economic outlook for the United States and Western Europe. There is no doubt that consumer, if not business PC demand has slowed relative to expectations in mature markets. Recent dramatic shifts in the PC supply chain were in no small part a reaction to fears of a sharp slowdown in mature-market demand. .” Mini-notebooks’ impact on the PC market has peaked and is now waning, according to Raphael Vasquez, research analyst at Gartner. Mini-notebooks’ share of mobile PC shipments declined for the second consecutive quarter in the second quarter of 2010, falling under 18 %. Mini-notebooks’ share of the mobile PC market peaked in late 2009, when they accounted for nearly 20% of total mobile PC shipments.

D-Link Allows Partners to Decide their Rewards D-Link introduced a very exciting incentive program for Partners known as ‘Reward Yourself ’. ‘Reward Yourself ’ allows channel partners to decide on the Reward of their choice based on their preference. Speaking about the new program, Mr. Rajesh Sahore, Sales Head India & SAARC at D-Link said, “Reward Yourself is a brand new incentive program for our channel partners, the main objective of the program is to reward partners for their relentless support bestowed on us. The program has been designed in a manner wherein partners can decide the best reward for them & thus get What they Want”. Targeted towards Tier-II partners and Re-sellers ‘Reward Yourself ’ comprises of 4 different slabs starting from Rs. 50,000/- to Rs. 500,000/-, this programme is available from 23rd August to 30th September 2010. “This is just another step towards getting closer to our channel partners and ensuring them with healthy margins. We appreciate & acknowledge their effort and their support” added Mr. Sahore.

ZyXEL new WLAN Controller Enables SME Mobility Eying at medium enterprise and campus environments, ZyXEL unveils an enterprise wireless LAN controller system, the NXC5200 WLAN Controller and NWA5160N N WLAN Access Point to provide 11n high performance and secured mobility. ZyXEL’s Business WLAN Controller System provides centralized and scalable management up to 240 access points to help administrators adjust the scope of their WLAN network flexibly. It allows network administrators to manage individual wireless network channels on both configurations and data from a central location and provides zero-delay in roaming. Users benefit from high-speed and stable network connections

for Internet access, video conferencing or VoIP calls. More than just a WLAN controller delivering flexible wireless mobility, ZyXEL’s WLAN Controller System is also enriched with various kinds of firewall features that build a secure wireless edge. Furnished with solid and certified WLAN security of WPA & WPA2, as well as embedded firewall and license-based IDP & AV, the NXC5200 represents the solution, not only in encrypting wireless data, but also as a dependable guard in preventing threats, from mobile users, from entering into the core network. Further, NWA5160N is priced at INR 68,000/- and NXC5200 is priced at INR 4,80,000/-.

Fly High with ViewSonic ViewSonic offers a new channel scheme “High- Flyers”. This ‘Buy and Fly’ scheme offers ViewSonic channel partners with an opportunity to earn more by purchasing more ViewSonic Projectors in this season from 1st September to 31st December this year. The offer is available in all the major cities of India. Channel partners can avail this offer by booking their orders with ViewSonic authorized distributors. SIs and Resellers in India can win a trip to Sri-Lanka or Thailand or win something more glorious by achieving the buying target set by ViewSonic till the end of 2010. The Prizes will be announced by March 2011.

ATEN Trained Partner ATEN, along with its distributor Cubix, has organized a Partner Training Program in India. Started on August 5 in Pune, the event covered cities like Bangalore and Delhi on 10-11 and August 12-13, respectively. Highlighting the importance of the event, Mr. Jerry Liu, Associate VP of ATEN International, remarks, “After China, India is the largest revenue generator for us from APAC region. ATEN plans to expand the channel base and market share through various activities.”

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LG launches first Experience centre at Nehru Place

DELL AND MAIT TO EDUCATE THE SMEs

LG Electronics has launched its first of its kind Experience centre for Business solution products. Located at Nehru Place, it is an exclusively designed centre with an international ambience covering an area of 1000 Sq ft is expected to meet the diverse customer needs. LG Experience centre showcases all LG Business Solutions under one roof. It also has real time small office set up which giving a complete understanding that what all are the needs of a small business set up and how LG can provide solutions for same. With the aim of enhancing LG’s retail presence in India, the company is betting big on channel expansion and plans to open 8 exclusive Experience centre in key metros by this year end. R Manikandan, Business Head, B2B, LGEIL said, “We are very excited to launch experience centre for business solutions. Our objective is to offer world class experience along with world class solutions. In this experience centre, we have kept Products & Solutions on display. The Solution offerings comprise Computing solutions, Security solutions & Digital Signage solutions.”

Dell and MAIT are organizing a pan-India Seminar & Expo on “Technology Updates for SMEs - enabling performance and growth by latest and cost effective ICT Technologies This is being done with the support of Ministry of Small and Medium Enterprises (MSME), Govt. of India. The seminar, which takes place first in Chennai, will also be scheduled at Cochin, Bhopal, Pune, Lucknow, Ahmedabad, Tirupur, Hyderabad, Ludhiana, and Dehradun. Other associations supporting this initiative include Tamil Nadu Small and Tiny Industries Association (TANSTIA), The Madras Chamber of Commerce and Industry (MCCI) and the Hindustan Chamber of Commerce and the Madras Management Association (MMA). The event is targeted at decision-makers and senior representatives from all verticals of SMEs / Technology User Industries. Dell solutions will also be exhibited at the venue to enable participants have a closer look and feel and at the same time closely interact with the technology/ solution providers directly. “Customers need a partner with the intellectual property, integration, scale and partner ecosystem to help them navigate the changing landscape. Dell being the technology partner of SMBs, enables organizations to adopt a new efficient approach to computing while preserving existing IT investments and avoiding lock-in at a time when this need has never been greater, and as a result companies will choose Dell”, said Ravi Bharadwaj, General Manager – SMB, Dell India while commenting on the initiative. Commenting on the same, Mr. K.S. Nandakumar, Regional Director & Acting Head, MAIT said, “Since technology is extremely dynamic and its effectiveness needs to be constantly monitored, the primary objective of this event is to update the user industry, especially the Small and Medium Enterprises, on the latest hardware, networking and telecom technologies and solutions which would enable improvement in their performance and profitability.”

EXECUTIVE MOVEMENT

INDIA PRINTING PRODUCTS’ MARKET GREW 40% IN Q2 ‘10

Nagaraj Bhargava joins SpectraSoft Technologies as CEO.

THE COMBINED PRINTER, COPIER AND MULTIFUNCTIONAL PRODUCT (MFP) MARKET IN INDIA TOTALLED NEARLY 0.8 MILLION UNITS IN Q2 ‘10, GROWING 39.9% OVER THE SAME PERIOD OF 2009. (THE NUMBER IS IN THOUSANDS OF UNITS)

NIIT Technologies appointed Ms. Pratibha K. Advani as the Chief Financial Officer. She takes over from Mr. Amit Roy who was appointed as Chief Financial Officer in the interim.

275.0

339.0

23.3%

Canon Q1 2009

72.5 Samsung Q1 2010

TVSE Growth

40.0

35.4

7.8% 32.8

41.7

86.0

Epson

70.5

76.3% 27.1%

Others

Source: Gartner (August 2010)

74.1%

67.6

95.6

169.5

77.4%

Donald Newell appointed as Vice President and CTO of Server business at AMD. Moti Thadani has joined SAS to head the India research and development organization based out of Pune.

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GIGABYTE MET PARTNERS IN 10 CITIES TO PROMOTE H55 SERIES MOTHERBOARD GIGABYTE INDIA launches a 10 city channel meet. Covering non-metros and upcountry towns, the channel meet will be held mainly to popularize GIGABYTE’s H55, P55 and X58 Motherboards to dealers in these regions. The meets will be held in Pune, Nagpur, Indore, Bhopal, Jaipur, Ludhiana, Ranchi, Beharmpur (Orissa), Jammu and Berahmpore. These meets are mainly aimed at educating partners and increasing product knowledge of its H55 series motherboards among Channel Partners. “Our main aim in organizing this meet is to disseminate more information and technical know-how to Channel partners for GIGABYTE H55 series motherboards. This will help us build channel & customer base for core-I segment. We are working closely with Intel in promoting the H55 series in the upcountry regions, which is a very important market for us,” said Rajan Sharma, General Manager, Sales & Marketing– GIGABYTE India Pvt. Ltd. “These regular channel meets are essential as important product information and latest technologies are put on prominent display at the meets thereby ensuring prompt feedback from partners” he further added.

DIGEST LENOVO AMD PCS AVAILABLE WITH RASHI Lenovo appoints Rashi Peripherals as its National distributor for its entire range of AMD based consumer PC and Thinkpad series. Rashi will focus on distributing Lenovo’s premium range of products which include the complete range of Consumer Desktops and Notebooks based on the AMD chipset. Rashi Peripherals will also be distributing the Lenovo ThinkPad T, X, W series across the country.

BUFFALO PACKS USB 3.0. POWER Buffalo unveils MiniStation Lite USB 3.0., a feature-rich storage solution in a stylish, lightweight package. It is designed for mobility. With a simple, easy-to-use user interface, storing, protecting and transporting digital images, music and other files becomes a snap! “MiniStation

ADATA Promotion Scheme for Technocrat

ESET Offers solution for Mobile Devices

ADATA offers additional gifts through a promotional scheme for Technocrat Infotech to promote the C906 pen-drive, effective until September 26th. As per the official communication, it is committed to company’s long-term development in India market. ADATA has constantly launched incentive programs to support its distributors. Exclusively for Technocrat’s channel partners and resellers, this incentive program offers valuable additional gifts to promote the C906 pen-drive product. This scheme is valid until September 26th 2010 for purchases billed from Technocrat Infotech. However, the above promotion cannot be merged or used in conjunction with any other promotional scheme that may be running concurrently.

ESET launches ESET Mobile Security, a new security solution for mobile devices that protects users from the latest mobile threats. ESET Mobile Security leverages ESET’s proven threat protection to secure users’ mobile communications, sensitive data and privacy on mobile devices that run on Windows Mobile and Symbian platforms. “With the increased reliance and importance of smartphones in users’ daily lives, ESET is committed to bringing our proven advanced threat protection to the mobile space,” said Jeff Debrosse, senior research analyst, ESET, LLC. “ESET Mobile Security combines sophisticated detection of all known and emerging mobile threats, a robust firewall, antispam, anti-theft features and a light system footprint that does not impact device performance.”

Lite USB 3.0 is an innovative storage solution for consumers as it comes with simple plug and play option and features like Eco Manager and Turbo PC for windows.” said Mr. Susumu Kobayashi, Country Head, Buffalo Technology.

TRANSCEND READY FOR CORE I7 Transcend launches 4GB aXeRam DDR3-2400 dual-channel memory kits designed for use with Intel`s LGA 1156 Core i7 systems. With the ability to operate at a blazing-fast clock frequency of 2400MHz at 1.65V, these new XMP-ready DDR3 kits outperform standard reference modules by approximately 60%. Transcend`s top-of-theline 2400MHz dual-channel kit boosts system performance with a perfect combination of low voltage, high clock speed, and low latency. Priced at Rs. 14,000, with lifetime warranty.

CYBERSTAR PUSHES CREATIVE Cyberstar launches Creative GigaWorks T3 speakers series, a premium 2.1 speaker system delivering precision hi-fi quality audio in a compact and stylish form factor, and T40 speaker series, a 2.0

EMC EXTENDS SECURITY AND COMPLIANCE LEADERSHIP FOR CLOUD COMPUTING

full-range speaker system with trendy, elegant

EMC launches RSA Solution for Cloud Security and Compliance for comprehensively managing security, risk and regulatory compliance of cloud infrastructures, helping increase customer confidence to virtualise business-critical applications. “Security is a top concern organizations have about moving critical business applications to the cloud,” said Jon Oltsik, Principal Analyst at the Enterprise Strategy Group. “Even with all the benefits cloud computing provides, CIOs will continue to be wary until there is a way to manage security and compliance with the same level of assurance that is available today with physical data center environments. With today’s announcement, EMC has made an important first step in addressing this fundamental concern with security in today’s growing virtualized and cloud infrastructures.”

NIIT and Tally Solutions have entered into

design for acoustic audio performance and bass.

NIIT TO WORK WITH TALLY a global alliance to develop comprehensive business software professionals with particular expertise in Tally. ERP 9 product. This global Alliance will cover besides India, international geographies such as the Middle East, Africa, China and Asia- Pacific in a progressive manner, thus making available talent to power the growth of SMB enterprises, in these geographies.

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Strontium Adopts a New Brand Identity Strontium Technology has unveiled a new corporate logo and brand identity. The new corporate identity was unveiled by the CEO of the company, Anshuman Gupta at Strontium’s Asia Pacific Partners’ Forum which was held at Bali in Indonesia, 13th – 16th August. The Bali meet was attended by top tier distribution and import partners of Strontium from Australia, New Zealand, India, many South East Asian countries and Nepal. The new logo and corporate identity are aimed at making Strontium brand more recognizable for end-consumers. “The new logo will help our consumers to connect with Strontium brand at emotional level too” Gupta said. The new logo and Corporate Identity was the result of a three-month long design process, where employees and consumers worldwide were asked for their inputs. The findings resulted in a logo that is more eye-catching and has a life to it. Along with the new logo, the product presentation has also been changed completely. The logo will begin to appear on changed product packaging and advertising campaigns.

Sequoia Capital invested in Quick Heal Technologies

XEROX BRINGS NEW FLAVOURS TO THE COLOUR PRINTING TECHNOLOGY Xerox unveils four technology platforms in colour-laser, LED, Solid Ink and Inkjet to give customers a wide choice of printing solutions and improve efficiency, enhance productivity and reduce overall cost of ownership. As part of this strategy, Xerox launched four colour printers and production equipment. These include – Xerox WrokCentre 7120 multifunction system, Xerox ColourQube 9210/9202/9203 Multifunciton systems, Xerox 7142 & Xerox 8264E Colour Wide Format Printers. The new colour range is available across Xerox’s partner network and customers.

Sequoia Capital has invested INR 60 crore in Quick Heal Technologies. This investment will help Quick Heal Technologies in growing its product portfolio, expanding its global distribution footprint and funding future acquisitions. Quick Heal has been growing at a CAGR of almost 100% for the last three years, making it the fastest growing software product company in the computer security space in India. The Company registered revenues of more than INR 100 crore in FY 09-10. With the investment, Sumir Chadha, MD, Sequoia Capital India will join the board of the company. He said, “Quick Heal is today the first choice computer security product for consumers and business owners. We are confident that the company will continue to strengthen its dominant position in India and replicate this success in overseas markets.”

APC Addresses SoHo Market APC has launched BR600CI-IN – a high performance, value-for-money 600VA PC UPS, perfect for the home and SOHO environments and harsh Indian power conditions. The new BR600CI-IN UPS specifically addresses uninterrupted computing needs of Indian PC users. According to a recent IMRB survey one in every four urban households today owns a PC. “Consumers in metros, mini metros and towns are feeling frustrated due to frequent power cuts. The PC today is an integral part of everyone’s lives and the need of customers for back up power has never been greater. We understand this well and support our customers with world class power back up solutions. The new BR600CI-IN is our latest innovative offering to help our customers stay connected and enjoy uninterrupted computing” said Sridhar Laxman, Director - Strategic Marketing, APC. Further, it is priced at INR2975.

Zebronics launches two New Multimedia Players Top Notch, has launched two new multimedia players ZEB-MP1000HDMI and ZEB-MP1000 under its Zebronics brand. The multimedia players give you freedom to watch and listen to all the digital content (songs, videos, pictures, text) on your TV. These players can play wide variety of file formats like AVI/MP4 (Divx, Xvid), Mpeg ½, RM, RMVB, DAT, MOV (not H.264), VOB, MP3, WAV, OGG, WMA, JPG, BMP and PNG. The media input can be given via USB port or the card reader on the device. A USB pen drive can be connected or SD/MMC card can be used for the same. There are various output connections which can be used to connect a display like LCD TV. Thse model comes with HDMI, YPbPr, CVBS, AV. The ZEB-MP1000 has YPbPr, CVBS, AV as output.

18 SME CHANNELS SEPTEMBER 2010

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SME BIZ

SAP INDIA

YOU NEED

VISION TO CASH THE SME

OPPORTUNITY There was a report in 2009 in one of the major finance newspaper that the SME market is around US$5billion and there are 20 million SMEs. This had forced major private and public banks to change their strategy to focus on this segment single-mindedly. Along with the banks, all the major technology vendors have also focused majorly on this segment. BY SMRUTI CHOUDHURY info@smechannels.com

FACTS ABOUT Year of Operation in India

1996

India Headquarters

Bangalore

Key People

Peter Gartenberg, MD and Alok Goyal , COO, SAP Indian Subcontinent Debdeep Sengupta, VP, SME+ Channels, SAP India

Direct presence

8 locations

Key products

SAP Business One, SAP Business All-in-one, SAP Business ByDesign, SAP Business Objects portfolio , SAP Crystal solutions

Website

www.sap.com/india

ver the past thirteen years, SAP has been maintaining a strong momentum in acquiring customers across the nation including urban metros, Tier II and III markets. Traversing a successful SME roadmap across Indian shores, SAP helps the small and midsize mass in India by addressing their greatest concern of greater efficiency at the least TCO. With affordable solutions that are easily deployable, requiring minimal training and IT involvement, SAP helps organization reach operational excellence by aligning technology to their business objectives. In 2006, then global CEO of SAP, Henning Kagermann had predicted that midmarket sector to drive its revenue growth in the next four years and midmarket companies--those with fewer than 2,500 employees--will account for 40% to 45% of total software sales, compared

to 30% that time. Today, things are very much on its way. SAP is committed to extend its market leadership among small and midsize companies as part of its ongoing vision and long-term business strategy. In fact, being the undisputed leader in Indian SME segment with 27% market share, SAP has a large customer base of more than 3380 SME customers in India. Debdeep Sengupta, VP, SME & Channels, SAP India, says, â&#x20AC;&#x153;Currently we are investing in our SME business by building strong partner channel strategy and innovative solution portfolio that helps our customers serve their unique size, industry and resource requirements leading to higher operational efficiency whilst setting a solid foundation for future growth. SAP offers a wide range of solutions for small and midsize companies which include solutions for business management and business

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SME BIZ

SAP INDIA FINAL QUESTION

intelligence: Delivered through a global channel of qualified SAP partners, SAP’s solutions for small businesses and midsize enterprises—SAP Business One and SAP Business All-in-One, respectively—are affordable, easy to-deploy, and proven business solutions to better meet the needs of customers across diverse industries while allowing for lower total cost of ownership (TCO). SAP Business ByDesign, the on-demand business software solution, is a new addition to the SAP portfolio of solutions for small businesses and midsize companies. SAP Business ByDesign specifically addresses a new market of prospective customers: midsize companies that typically have not invested in integrated business solutions before and are open to an on-demand deployment as well as a highly standardized offering. Additionally, in India, SAP in alliance with Wipro provides a subscription-based hosted delivery model on SAP’s Business All-in-One solutions. SAP also offers Business Intelligence and Performance management Software including Crystal Reports, which is the next-level reporting solutions addresses all steps in the reporting process, including data access; report design and management; and report integration with portals and applications. And, SAP BusinessObjects Edge is an affordable and proven business intelligence software solution from SAP that provides insight into business data and performance – from flexible adhoc reporting and dashboards to data integration and performance management. Through these solutions, SAP addresses the key areas for SME allowing them to be fast paced, profitable and agile with the changing business needs. Some of the instances of key benefits that SMEs receive through adoption of SAP solutions are Minimum investment; maximum ROI. It is delivered through a global channel of qualified SAP partners, SAP’s solutions for small businesses and midsize enterprises are affordable, easy to-deploy, and proven business solutions that better meet the needs of customers across diverse industries while allowing for lower total cost of ownership (TCO). For example Ace Data Devices implemented SAP Business ByDesign to minimize customers’ overall IT costs dramatically by reducing the need for user training, hardware investments, service, support and IT staffing. SAP Apparel and Footwear application implemented at M&B Footwear Pvt Ltd provides specific solution for the footwear company. This helped the company reduce 50% of its inventory cost over 3 years and enhanced 25% of its

DEBDEEP SENGUPTA, VP, SME & CHANNELS, SAP INDIA

WHAT ARE YOUR CORE STRATEGIES TO ADDRESS THE REQUIREMENTS OF SMES? Providing industry specific solutions – SAP provides verticalised solution for SMEs providing new business management extensions and offer solutions and services tailored to the distinct, industry-specific needs of customers. Currently we have tailor made solutions for 28 diverse verticals. Providing choice to the customer - SAP provides the choice of ‘best-fit’ model to customers providing them choice of application, industry-specific functionality and deployment option between On Premise and Ondemand model. Penetration in the SME segment through Channel Partners: SAP’s PartnerEdge program for channel partners in the small and midsize enterprise (SME)market, empowers value-added resellers and other partners to successfully sell, build and implement solutions to meet the unique needs of the SME marketplace.

employee productivity. Prognosys, an SMB; a market research company based out of Noida has been able to grow by 300% in pre 2009 using SAP Business ByDesign, as it helped the company which allows to run all mission critical business processes on one flexible platform. SAP’s product offering strategy is hybrid in nature and we offer our customers the flexibility to choose between On Premise and OnDemand model, according to their business needs. SAP is constantly engaged in introducing innovative solutions and strategies for the SME market that can help them grow their businesses flexibly at the minimum operating costs. SAP believes that each customer has unique requirement and that has to be addressed differently. However, with our experience, we also understand that almost 70-80% of the requirement the client is common

depending upon the Industry segments they belong to. SAP’s core strategies to address the requirements of SME customers are providing industry specific solutions. SAP provides verticalised solution for SMEs giving new business management extensions and offer solutions and services tailored to the distinct, industry-specific needs of customers. Currently we have tailor made solutions for 28 diverse verticals. Debdeep says, “SAP provides the choice of ‘best-fit’ model to customers providing them choice of application, industry-specific functionality and deployment option between On Premise and Ondemand model.” He adds, SAP’s PartnerEdge program for channel partners in the small and midsize enterprise (SME) market, empowers value-added resellers

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SME BIZ

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and other partners to successfully sell, build and implement solutions to meet the unique needs of the SME marketplace. SAP follows a worldwide strategy of successfully implementing a multi-channel / multi-solution model to effectively address the very diverse needs of small businesses and midsize companies. He adds, “We leverage our direct sales & delivery teams, as well as Inside sales team which provide wider reach than direct sales teams, and most importantly our Channels team works closely with partners to address the requirements for every local & regional market.” In addition the SAP PartnerEdge program, SAP’s nextgeneration, multilevel partner program, offers a robust set of business enablement resources and program benefits to help partners, including value added resellers and independent software vendors (ISVs), be profitable and successful in implementing, selling, marketing, developing and delivering SAP solutions to a broad range of customers. The partner ecosystem is very important for the success of SAP. Today, the company has close to 150 partners in SME space across the country to support SME customer needs. But in 2010, SAP has engaged more influencers, extended business members,

distributors, volume resellers and other partner types to drive new dimensions of collaboration turning breakthrough ideas into innovative solutions for customers. Additionally, its distinct focus on rewarding solution development activities recognizes the importance of SAP’s partner ecosystem in building integrated applications and extensions upon

channel development for the small and midsize business application market.”

Finally… SAP is committed to making it easy for a wide variety of companies to do business with SAP. Partners are key to SME success, and growing the ecosystem of partners, customers, and industry

SAP BUSINESS BYDESIGN, THE ON-DEMAND BUSINESS SOFTWARE SOLUTION, IS IDEAL FOR SMEs SAP solutions. SAP Partner Service Benefits Package, a comprehensive package of technical, service and educational enablement, helps partners deliver long-term satisfaction to SAP customers. The partner programme covers partner education including sales training and qualification, technical training and certification. For its quality deliverables, leading analyst firms such as Gartner acknowledge that SAP PartnerEdge has “set a new standard for innovation in

influencers is a priority for SAP. SMEs play an integral part in SAP’s business with SMEs already comprising of two-third of SAP’s customer base that is 78% of our customer base in India and globally. With a focused approach undertaken by its partners, SAP will continue to introduce innovative solutions in the SME space, thus extending its leadership ability to further increase its customer base and expand the size of addressable market.

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9/16/2010 9:33:33 PM

COVER STORY

GREEN COMPUTING

ARE YOU PRACTISING

GREEN Actually, green computing is a practice of environmentally responsible use of computers and related resources. Such practices include the implementation of energy-efficient central processing units (CPUs), servers and peripherals as well as reduced resource consumption and proper disposal of electronic waste (e-waste). BY SANJAY MOHAPATRA sanjay@smechannels.com

ASA has joined other agencies in warning of the global warming disasters. The forecast effects include increasingly rapid sea-level rise, increased frequency of droughts and floods, and increased stress on wildlife and plants due to rapidly shifting climate zones. The environmental wrath is already seen in various forms. The northern countries are becoming hot. There is a rampant spread of disease. The temperature of oceans is rising effecting in frequent and stronger hurricanes. There is an increase in droughts and heat waves. Polar ice caps are melting. Imagine, if we do not adopt green in

our practice and implement green strategy what will happen to our future? In fact, global warming is the cumulative effect of calousness of the consumers and industries including IT industry towards environment. Today, the entire industry is waking up to the call of â&#x20AC;&#x2DC;saving the earthâ&#x20AC;&#x2122; from the effect and there is a concerted effort towards bringing in Green back to the earth. Leaving aside the environmental disasters, on the day to day basis, every individual and enterprise is battling with growing cost of real estate and increasing power tariff. There has been efforts from enterprises to bringing green grade low foot print products, virtualized PCs, servers and storage devices, etc.

Apart from rolling out energy-efficient computers made from recyclable materials, the vendors are launching recycling programmes in India to reduce e-waste. Energy Star and energy efficient is what users are asking before buying any products. The Energy Star label became a common sight, especially in notebook computers and displays. Enterprises are adopting green computing philosophy. The work habits of computer users and businesses are getting modified to minimize adverse impact on the global environment. The SME market is equally sensitive about green computing. They are adopting tools and products available to improve energy efficiency in their

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GREEN COMPUTING

COVER STORY

GLOBAL GREEN COMPUTING MARKET IS EXPECTED TO GROW FROM $47 BILLION IN 2009 TO $223.7 BILLION IN 2013. SME CHANNELS 27 SEPTEMBER 2010

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COVER STORY

GREEN COMPUTING

“VMWARE ALSO HAS A SCHEME FOR SMALL COMPANIES NEW TO THIS TECHNOLOGY WHEREIN THEY INTRODUCE A SMALL RANGE OF THEIR PRODUCTS FOR FREE.” GANESAN ARUMUGAM, DIRECTOR-PARTNERS, VMWARE

work places and data centres. Ganesan Arumugam, Director-Partners, VMWare, says, “Green computing is no longer just to display corporate social responsibility, it has several practical uses. It should be pushed to protect the earth’s energy, use human resources more effectively and save on cost and help businesses become smarter. The key elements of green computing are reduction of datacenter workload, reduced usage of electricity and cutting down on CO2 emission as a result of all this. In practice VMware has illustrated in real terms what switching to virtualization means. For instance every server virtualized means eliminating 4 tons of CO2 emissions, taking 1.5 cars off the road and planting 20 trees! Sanjay Deshmukh, Area Vice President – India Subcontinent, Citrix Systems India, says, “Going green has become a necessity, not an option, for companies facing the new reality of balancing business objectives with dwindling environmental resources. Limited energy supply and skyrocketing costs are compelling organizations to take radical measures to reduce their carbon footprint.” V C Gopalratnam, VP Information Technology and CIO Globalisation, Cisco, says, “Green computing, which refers to the practice of using computing resources efficiently, is becoming a business imperative as the advantages include cost savings for the company and its customers, and contribution to a healthier environment for the entire ecosystem.” He added, “Rising costs of energy, data centers, and business travel make conservation and optimization strategies increasingly important to overall profitability. Today, web services, unified communications, next-generation broadband, wireless, smart urban infrastructures, and other new integration technologies are making it possible for complex systems to be managed—and self-managed—in innovative ways.” Mahesh Bhalla, Executive Director and Gen-

eral Manager, Consumer Division, Dell India, says,” Dell recognizes that climate change is real and must be mitigated, and we support various environmental friendly efforts – from ways to reduce global emissions to incorporating powerefficiencies and sustainability initiatives in our product design, packaging, internal and vendor

“CITRIX SOLUTIONS FACILITATE GREEN COMPUTING INITIATIVES BY ENABLING ORGANIZATIONS TO REDUCE THE CARBON FOOTPRINT, BY OFFERING EMPLOYEES THE ABILITY TO WORK FROM HOME. SANJAY DESHMUKH, AREA VICE PRESIDENT – INDIA SUBCONTINENT, CITRIX SYSTEMS INDIA

processes, and convenient recycling options for our corporate as well as consumer customers. Green Computing is an important responsibility towards our planet and it has a significant positive impact on the bottom line – the key reasons to promote it at all levels.” Rahul Agarwal, Marketing Director (Acting) and Executive Director - KAB & Think CoE, Lenovo India, says, “With more and more companies understanding the hazards of carelessly squandering away precious natural resources, the need to be environmentally conscious and engage in sustainable business practices has become quintessential. The ‘Green computing’ movement propagates the use of eco-friendly materials, components that generate less heat, consume less energy and utilize effective power management features. Embracing the ‘Green movement’ is a smart approach, enabling new business processes and behaviours that are more productive, energy efficient and thereby cost effective as well. It also supports larger sustainability goals of reducing GHG emissions and carbon footprint.” Vinay Shetty – Country Manager - Component Business, ASUS (India), says, “With global warming no longer remaining a myth, the need of the hour is for cutting edge technology to blend in with concern and respect for Mother Nature. In order to sustain worthwhile life on Earth, we need to focus on producing and innovating technologies that are green or eco friendly. Simply said if we cannot push ourselves to go green at every step of modern day life, then we can at least go ahead and invest in green computing devices. We at ASUS believe in the same principle and this has led to the initiation of initiative dubbed Green ASUS covering the entire computing process. To put it subtly, “The journey of a thousand miles could well begin with a single step”.” Avadhesh Mittal, Technical Manager-Enterprise Solutions, South-Asia, Altair Engineering, says, “From a Computing perspective, modern IT systems, apart from being complex and sophisticated are also energy-guzzlers. The more powerful the system, the more watts it needs to be up and running. It also has to be supported by elaborate cooling systems, to remove the heat generated by processors, as otherwise excess heat could lead to malfunctioning. All these reasons make it amply clear why enterprises need to reduce their energy footprint. And, why they need a systematic green computing initiative, capable of addressing increasingly sophisticated problems.” These concerns about soaring costs and dwindling energy supply are driving a new era of green IT, in which the greatest challenge is to shrink power consumption while supporting business scalability and performance at the same time.

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COVER STORY

GREEN COMPUTING

“LENOVO DESKTOPS, NOTEBOOKS, WORKSTATIONS, AND MONITORS HAVE PASSED EXTENSIVE TESTING FOR UP TO 2,000 CHEMICAL EMISSIONS TO BE GREENGUARD CERTIFIED.” RAHUL AGARWAL, MARKETING DIRECTOR (ACTING) AND EXECUTIVE DIRECTOR - KAB & THINK COE, LENOVO INDIA

RECOMMENDED BEST PRACTICES FOR GREEN IT l Perform a complete infrastructure energy audit which will include IT and facilities l Approach Green IT with a strategy that takes a holistic approach that focuses on processes and people l Ensure that all equipment (including IT) conform to relevant standards both mandatory and optional.

Every company is taking cognizance of this and hence, in addition to focusing on making their own organization green and they are also enabling other organizations to go green. Products and technology vendors contribute to this noble cause in their own way. For example Citrix offers virtualization platform for PCs and servers. As per the company Citrix solution dramatically reduces organization’s overall footprint

“EMC TAKES A HOLISTIC APPROACH ADVISING ITS CUSTOMERS AND PARTNERS TO VIEW THE BUSINESS AS WHOLE AND IMPLEMENT POLICY-DRIVEN INITIATIVES TO ACHIEVE ENERGY EFFICIENCY.” SUBROTO DAS, COO, EMC INDIA & SAARC

– from the datacenter to the desktop. The Citrix Delivery Center, which includes Citrix XenDesktop, Citrix XenApp, Citrix XenServer, and Citrix NetScaler, is a comprehensive green IT desktop and application delivery solution that provides all of the energy-efficient capabilities outlined above and much more. XenDesktop, alternatively, connects to a session-based device, such as a blade PC, making it easy to cycle remote desktops to make the most of available power at the branch office. So, in summery Citrix solutions facilitate green computing initiatives by enabling organizations to reduce the carbon footprint, by offering employees the ability to work from home instead of driving to work and consuming costly office resources and by reducing power consumption by corporate desktops by up to 90% when combined with thin client hardware. Similarly, VMware’s whole mantra is based on Green Computing. Technologies such as VMware vMotion, VMware Distributed Resource Scheduler improve power management across a range of servers with their advanced and innovative technologies. This in turn cuts down on heating and cooling costs promoting green computing. The new vSphere 4.1, has the capability to help run a consolidated virtual infrastructure from a single console. The company claims that using VMware products, customers can make a saving in terms of energy consumption of 80-90%. VMware ESX servers can support more than 100 virtual machines and can run more than 10 applications on a single piece of hardware. This helps on clearing up data center space, reduce on human resources for overseeing smooth running of the machines and of course cuts down on overall expenditure on maintaining the IT infrastructure. So there are massive savings in return for adopting this technology. EMC takes a holistic approach advising its

l Understand that going Green is an evolving process that requires periodic evaluation and enhancement l Simple measures like ensuring that people switch of lights and print on both sides of the paper go a long way in inculcating the Green spirit l Use of sensors and software agents in facilities and desktops to power down when not in use

customers and partners to view the business as whole and implement policy-driven initiatives to achieve energy efficiency. This is aimed at reducing power consumption while achieving the required storage and business performance. Subroto Das, COO, EMC India & SAARC says, “We offer a variety of solutions which can be broadly classified under key technology initiatives, which are virtualization and consolidation, Information lifecycle management, De-duplication, which stops runaway duplication by transforming data files into data segments that can be stored and re-used in multiple files, Spin Down Technology and Flash Drives, which consume less energy than HDDs, etc.” The networking leader Cisco designs products that help customers’ meet their corporate sustainability and energy commitments. The company is engaged in a cross-industry effort and has launched EnergyWise, a technology that makes it possible for businesses to reduce carbon emissions, by managing energy consumption of devices on the network when they are not in use. Starting with IP-based devices like VOIP phones and video cameras, Cisco will work with partners to extend this to computers and peripherals, and finally to improve energy utilization - systems such as lighting, heating, surveillance and access - throughout a building.

30 SME CHANNELS SEPTEMBER 2010

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COVER STORY

GREEN COMPUTING

“MOST SMALL AND MEDIUM-SIZED BUSINESSES HAVE NEITHER THE EXPERTISE NOR THE RESOURCES TO INVEST IN GREEN IT SOLUTIONS; THEY NEED GUIDANCE AND SUPPORT FROM PARTNERS.” V C GOPALRATNAM, VP INFORMATION TECHNOLOGY AND CIO GLOBALISATION, CISCO

The Cisco Smart+Connected Communities initiative brings Cisco’s solutions together with Cisco partners’ technologies across many industries, creating an Urban Services Platform, to address the challenges from massive urbanisation around the world. Smart+Connected Real Estate solutions enable effective management of a building’s resources for increased operating efficiency. Cisco Energy Efficient Data Center (EEDC) solutions and best practices provide practical guidance on how an IT organization can lower power consumption in the datacenter, which is responsible for maximum power consumption in an IT environment. Cisco believes that unified communications technology can play a central role in reducing the greenhouse gas emissions that contribute in large part to global warming. Similarly, the company advocates for Unified MeetingPlace and WebEx application. In 2007, Cisco conducted nearly 2 million virtual meetings using Cisco Unified MeetingPlace and WebEx, bringing together its employees, partners, and customers. Besides, the company advocates for TelePresence and its Connected Workplace concept provides a flexible working environment through the innovative use of Cisco Unified Communications, wireless network access, and virtual private networks (VPNs). Similarly, a large number of Lenovo PCs are 90% recyclable. Rahul says, “Our packaging program uses recycled and recyclable materials. Additionally, Lenovo desktops, notebooks, workstations, and monitors have passed extensive testing for up to 2,000 chemical emissions to be GREENGUARD certified. We also educate our customers on how to dispose their obsolete PCs in a responsible manner and offer recycling options in every country that we are present in, with many of these programs being free-of-cost for consumers.”

Lenovo PCs come with a multitude of builtin energy-efficient tools and eco-friendly features like Power manager helps optimise energy used by a running machine and saves up to 69% on energy consumption per desktop, per year, Active Thermal Management adjusts processor and fan speeds based on ambient noise levels, Dynamic Brightness Control conserves battery by lowering LCD brightness

“GREEN COMPUTING IS AN IMPORTANT RESPONSIBILITY TOWARDS OUR PLANET AND IT HAS A SIGNIFICANT POSITIVE IMPACT ON THE BOTTOM LINE” MAHESH BHALLA, EXECUTIVE DIRECTOR AND GENERAL MANAGER, CONSUMER DIVISION, DELL INDIA

during transient states like start-up, shutdown, log-off, screen lock and screensaver mode, etc. Lenovo products have earned the Energy Star 5.0 rating, which means, one can expect to cut their computing energy bill by as much as 60%. The Lenovo M58/M58p Eco Ultra Small desktop contains 10% post-consumer recycled plastic in mechanical plastic parts. Lenovo ThinkVision monitors contain 30% postconsumer recycled plastic in mechanical plastic parts. The ThinkVision L2251x Wide monitor uses 65 percent post consumer recycled plastics with an additional 20% post-industrial recycled content and no virgin plastics in the chassis. Lenovo’s USB Fingerprint Keyboard contains 35% post-consumer recycled plastic. Similarly, LenovoThinkPad T/W/X/SLand Edge series are all EPEAT Gold Qualified and Energy Star compliant. The product longevity is the corner stone of Dax green computing initiative. Ms Subashini Prabhakar CTM Dax Networks, says, “Our biggest contribution to green computing is to prolong the equipment’s lifetime. It is very important to look for product longevity, upgradability and modularity.” “We have tried to incorporate this in all product design. For example, in our cabling products we not only comply with all standards but also exceed standard specifications, hence providing enough headroom for higher performance; thus making it suitable for emerging technologies,” she added. Dax always offer a standard 20-year warranty for all its cabling products. Hence, the customer need not change cabling once certified. With respect to manufacturing all its products are ROHS compliant and the packaging always environment friendly. Jerome Rodriguez, Managing Director Socomec UPS India Pvt. Ltd., says, “Being aware of environmental problems is not something new for Socomec. The company has been a member of Global Compact since 2003, a UN initiative that involves companies working together on strategies designed to reduce the environmental impact of manufacturing, by taking a comprehensive look at the problem.” SOCOMEC UPS is also a member of Green Grid, an international association of Information Technology companies and professionals that sets out to create and promote standards and protocols, to achieve greater energy efficiency in the field of data centers and IT services. By increasing the efficiency of their data processing centers, IT organizations can deal with and manage increasing requirements better, in terms of processing capacity, network services and storage systems, while at the same time suc-

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GREEN COMPUTING

cessfully reducing energy costs and cutting the total cost of ownership (TCO). Socomec has a “GREEN POWER” Product line with UPS system capacity starting from 10KVA expandable in parallel till 1600 KVA. This range enjoys plenty of Green features, the most salient one being the 96% efficiency. The performances of the products are certified by “TÜV SÜD” and Bureau Veritas (independent worldwide certification providers). Asus has started Green initiative globally since the year 2000 and have been striving to attain the goal of sustainable computing and have been successful in opening new frontiers in terms of saving valuable energy and other natural resources. There are 4 major tenets of Green ASUS which include Green Design, Green Manufacturing, Green Procurement and Green Services & Marketing to ensure complete commitment to a greener and more productive environment. As a part of this initiative and to remain ahead of the curve, they have designed unique and award winning products like Netbooks, Bamboo Laptops and Routers as well as technologies like Dual Intelligent Processors (DIP) for motherboards. Mr. Jonney Shih - Chairman of ASUSTeK Computer personally overlooks this important initiative by ASUS. The company has products across all segments

COVER STORY

“SOCOMEC HAS A “GREEN POWER” PRODUCT LINE WITH UPS SYSTEM CAPACITY STARTING FROM 10KVA EXPANDABLE IN PARALLEL TILL 1600 KVA.” JEROME RODRIGUEZ, MANAGING DIRECTOR - SOCOMEC UPS INDIA

that are compliant to energy star ratings and also ASUS restricts the use of 37 hazardous substances which is 31 more than the initial directive of 6 substances by ROHS. Along with this development, there has been a growing awareness about green products among the end-users so also the demand for the products. And, partners are not finding it very difficult to sell and push for green computing. Ganesan says, “Green definitely is the way forward not just in computing but in every pos-

sible aspect. The benefits of changing to Green IT far exceed the immediate costs that switching to virtualization entails. The outcome and the reach of this technology go far into the future and as proven by the high number of successful case studies that VMware has. Whether it is reducing cost, keeping data centres running or making existing servers run more efficiently, Virtualization is the one stop shop for all.” VMware also has a scheme for small companies new to this technology wherein they introduce a

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COVER STORY

GREEN COMPUTING

“ASUS DESIGNS UNIQUE AND AWARD WINNING PRODUCTS LIKE NETBOOKS, BAMBOO LAPTOPS AND ROUTERS AS WELL AS TECHNOLOGIES LIKE DUAL INTELLIGENT PROCESSORS (DIP) FOR MOTHERBOARDS.” VINAY SHETTY, COUNTRY MANAGER COMPONENT BUSINESS, ASUS (INDIA)

small range of their products for free so companies can see real time benefits before embracing the technology. Sanjay says, “While the trend shows that vendors across product lines are going in for more eco-friendly products, it has had a cascading effect on partners as well as solutions providers who help customers to reduce power and ownership cost. An insight into IDC’s finding says that energy and cooling expenses will grow eight times faster than purchasing costs of new servers through 2010.” According to Gartner, there has been a significant increase in storage demand in the country growing from one petabyte in 2001 to more than 34 petabytes by 2007, resulting in the increasing data center uptake of storage. Gartner also predicts that the total data center capacity in the country will reach 5.1 million square feet by 2012 which will drive increasing domestic requirement from sectors such as financial institutions, telecom operators, manufacturing and services. Most vendors agree that companies are investing in additional data centers to enhance or meet disaster recovery and business continuity requirements. So, Green IT is also about making a tangible impact at data centre and server level. This gives the partners a great opportunity to talk to their customers and enable them to go green, thus ensuring that vendors and partners are putting their best foot forward in driving Green IT for better future. Rahul of Lenovo is of opinion that market for green products is certainly warming up for business competitiveness and cost efficiency. More and more Indian companies today are incorporating green IT to reduce carbon footprint. Many enterprises realise that investing in green computing helps in reducing costs and minimizing resources’ wastage. Lenovo educates and

encourages its employees to reduce their energy use and recycle at Lenovo facilities. Many Lenovo employees also have flexible schedules allowing them to work from home at times, helping the cause of reducing fuel consumption, which would otherwise result in their driving all the way to work. In short, every Lenovo employee is made aware of the fact that going green is no longer a luxury, but certainly a basic necessity today. Influencing the customers is the biggest challenge today. Most of the technology providers are creating programmes to influence the partners in various ways. Cisco is committed to a high level of envi-

“OUR BIGGEST CONTRIBUTION TO GREEN COMPUTING IS TO PROLONG THE EQUIPMENT’S LIFETIME.” MS SUBASHINI PRABHAKAR, CTM, DAX NETWORKS

ronmental responsibility in its culture, business operations, products, and customer solutions. Cisco aims to foster an environment where sustainability concepts are accepted and embraced in day-to-day operations as well as real estate planning. For example, as part of its Earth Day celebrations, Cisco office in Bangalore hosted awareness sessions on Rainwater harvesting, Organic farming and Wildlife conversation. Asus, through its partners’ programmes , informs about the latest and green products and technologies that will benefit consumers. In 2010, Asus have plans to conduct 120 such meets and many more technical training sessions for students and other power users. The company also sends regular newsletters and other information to its partners on the same line. Cisco’s green centric products like Nexus 5000 and 7000 provides partners with solutions to sell, support, and provide services for in the Green Datacenter market. It accelerates 10GbE growth in the data center and creates new opportunities to leverage the entire Cisco green data center portfolio. Ultimately those partners who know how to position themselves as a provider of green IT expertise will be the most successful. Cisco provides its channel partners numerous ways to solidify broad account relationships and to sell their own green data center service offerings. From and IT vendor/SI point of view, there are 3 areas which present opportunities to create impact. There are operations, product & efficiency, innovation and architecture. Further, with Cisco’s focus on delivering solutions around green, partners can work as consultants to customers, thereby providing opportunities to enhance their profitability. Citrix solutions enable IT teams to achieve many green objectives, through consolidating or offloading server workloads in the datacenter and reducing the energy consumption of user devices in the office – from using XenServer at the datacenter to consolidating desktop devices using XenDesktop at the end point. Citrix talks about Green IT and the benefits of the same in all its communications. Similarly, EMC is advocating for “Information Lifecycle Management” in a box and “data center consolidation” will see higher demands as customers would reduce their datacenter footprint and power consumption. Socomec is indulged heavily on seminars to create the awareness among its partners and customers about the actual saving. Many companies have also launched e-waste management and recycling programmes. For example, Cisco has launched the Surplus Product

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GREEN COMPUTING

Utilization and Reclamation (SPUR) program, a comprehensive program established to manage all e-waste throughout the company’s worldwide operations, with the objective of reducing disposal and increasing reuse and recycling rates. The SPUR team is working in partnership with the Cisco Energy Efficiency team to provide guidance and help business units build a closed-loop production model that seeks to reduce Cisco’s impact on the environment. Lenovo offers recycling programs in every country it does business with, many of them being free to consumers. Rahul says, “Our products are designed for upgradeability in order to extend PC life and need for disposal. They’re also designed for recyclability so that they are easy to disassemble with common tools. Lenovo uses authorized recyclers to collect and process the products. A lot of the material in the product is recyclable and very little is land-filled.” Dell began offering its global free recycling in India in 2006. Dell was in fact the first computer company to provide consumer free recycling worldwide. In March 2010, Dell launched the ‘Dell Go Green Challenge’ in an effort to raise awareness and community involvement in green initiatives

in India. The challenge invited users to share photographs, videos and other innovative depictions of key issues, concerns or thoughts on green technology at www.dellgogreen.com. The contest ran for two months, during which the community voted for their favourite entries. Additionally, the forum offered a platform for the green enthusiasts to gather in the virtual space and share ideas, thoughts and visions on the issue. Besides, Dell launched one more initiative to encourage PC recycling among its consumers. Consumers in India who send their old systems to Dell for free recycling will be eligible for special discount coupons toward the purchase of their next Dell system. This coupon, offering a discount of Rs. 1000, may be used toward the purchase of any Dell system purchased directly from Dell for any of its product lines. Having said that, Green products across sectors are usually expensive compared to the regular products. However, it is important to consider the long term outcome of implementing green IT strategy that will invariably be beneficial, especially for enterprises and lead to a hefty RoI. For customers, depending on the size of the business, the challenges can be different. Most small and medium-sized businesses have neither

COVER STORY

the expertise nor the resources to invest in green IT solutions; they need guidance and support from partners. On the other hand, large enterprises need advise around best practices and innovation opportunities. This presents a huge business opportunity for IT vendors and their partners.

Finally… Most green products have only a onetime cost and long term benefits. These are not hidden from enterprises anymore. Savings is the primary reason behind the huge drive for going Green for most companies. Although the number of businesses becoming more and more conscious of saving earth’s energy and becoming more environmentally friendly is quite high in India these days as well. Also organizations are becoming more social conscious and environmental friendly. It is no more a CSR activity. It is a serious concern of every one. Enterprises have put pedal to the metal. It is not only practicce but every design and implementation they are making, they are ensuring it has compliance with green. So it is time that partners also do their work and practise green and influence the customers in the SME space to embrace the practice and design as well.

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SME BIZ

ORACLE

BIGGER IS

BETTER FOR SMEs Various people have various opinions about SME market, some say it is a gold mine, another say India thrives on SMEs. Actually, they contribute 60% of our GDP. BY NEIL D’SOUZA info@smechannels.com

FACTS ABOUT Year of Operation in India

1993

India Headquarters

Gurgaon

Key people

Bhaskar Pramanik, MD-Oracle India

Direct presence in India

6 metros + high growth cities

Products

Oracle Database, Oracle Fusion Middleware, Oracle Applications, Oracle Industry Applications, Oracle Application Solutions, Sun Server & Storage Systems, Oracle On Demand and Oracle Enterprise Manager

Website

www.oracle.com/global/in

n 2001, Oracle marked its foray into the mid-market by introducing FastForward Flows - a suite that is no longer existent but it became the base for a new SME offering called Oracle E-Business Suite Special Edition. From that time onwards till now there has been a lot of evolution in the product portfolio and strategy of the company. Oracle has developed low cost software solutions for the mid-market that can be used for specific business tasks like financial accounting, materials management, sales and distribution, HR and payroll, production planning and control, plant maintenance, fixed asset schedule, customer care and order management, administration and security among others. Oracle’s proven, open technology and network of partners helps ensure that its software is easy to buy, install, and maintain, and at the same time provide power, security, and functionality of enterprise-strength systems - at a fraction of the cost. Oracle Database, Oracle Fusion Middleware, Oracle Applications are also one of its applications product components. Oracle Business Accelerators and other solutions enable the midsize customers a great level of

choice in the market. From the products perspective, Oracle has a comprehensive portfolio and solutions to meet needs of organizations across the spectrum. For the financial management, there are number of products available with Oracle. First product is Oracle E-Business Suite. It meets global financial reporting (such as IFRS) and tax requirements with one accounting, tax, banking, and payments model; makes it easy to operate shared services across businesses and regions; and delivers pre-integrated financial and industry-specific processes. Key industries include Aerospace and Defence, Communications, Financial Services, Healthcare, High Technology, Industrial Manufacturing, Media and Entertainment, Oil and Gas, Public Sector, Retail, and Utilities. Similarly, Oracle’s JD Edwards EnterpriseOne Financials allows the users to respond more quickly to your changing environment, streamline your financial operations, and improve the accuracy of your financial reporting. Key industries include Engineering and Construction, Consumer Goods, Manufacturing and Distribution, and asset-intensive industries such as Energy, Natural Resources, and Real

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FINAL QUESTION

CHERIAN VARGHESE, DIRECTOR, ALLIANCE & CHANNELS, ORACLE INDIA

WHAT ARE THE COMPETITIVE ADVANTAGES ORACLE OFFERS TO SMES? Oracle provides the most open, innovative and fastest growing technology and application platform. This enables Oracle to offer a solution, which not only meets a customer’s current needs but can also scale as it grows. The customer does not have to go through the hassles of migrating to new platforms. As the mid-sized companies market in India grows, the demand for strategic and scalable solutions is increasing day the day. Oracle understands the need of these organizations and is providing industry-specific solutions that are specifically created to address the unique requirements of mid-sized companies.

HOW ARE YOU GOING ABOUT ADDRESSING THE CUSTOMERS? Mid-sized companies in India are growing very fast. They need to have solutions that can not only handle their present business requirements but can also keep up with their growth. In addition, they do not have the luxury of time - so the implementation period needs to be shortened so that the benefits of using the software can start showing quickly. At Oracle, we have been able to address these issues successfully. Our offerings for the mid-sized companies, which are packaged differently and priced appropriately, are essentially the same software products that are used by our enterprise customers. As our customers’ operations grow they can easily scale up to our enterprise versions of the software without having to re-implement it. In addition, solutions like Oracle Business Accelerators can drastically cut down the implementation time and help our midsize customers to save money. These are clearly the most significant value adds that mid-sized customers can get from Oracle.

ORACLE

SME BIZ

Estate. Oracle’s JD Edwards World Financials is built for the IBM iSeries platform; JD Edwards World delivers the same advanced functionality available to larger enterprises, not a strippeddown version of a larger solution. Similarly, Oracle’s PeopleSoft Enterprise Financials enables the customers to reduce costs by automating, centralizing, and standardizing global transactional processes—often through shared services. Key industries include Education and Research, Financial Services, Healthcare, Professional Services, and Public Sector. In the CRM portfolio, Oracle offers Oracle’s Siebel CRM, which delivers comprehensive on premise CRM solutions, tailored industry solutions and role-based customer intelligence and pre-built integration. Oracle CRM on Demand is the fastest-growing hosted CRM offering can be rapidly deployed as software-as-a-service. In the HR management portfolio, Oracle E-Business Suite provides global human capital management processes, workforce management, workforce service delivery, and integrated talent management. Key industries include Aerospace and Defence, Communications, Financial Services, Healthcare, High Technology, Industrial Manufacturing, Media and Entertainment, Oil and Gas, Public Sector, Retail, and Utilities. Oracle’s JD Edwards EnterpriseOne streamlines HR operations by reducing time-intensive administrative tasks and lowering costs by deploying self-service applications. Key industries include Engineering and Construction, Consumer Goods, Manufacturing and Distribution, and asset-intensive industries such as Energy, Natural Resources, and Real Estate. Oracle’s JD Edwards World is built for the IBM iSeries platform, JD Edwards World Human Capital Management streamlines the business processes associated with managing your workforce. Oracle’s PeopleSoft Enterprise allows you to manage HR globally on a single system of record while complying with local laws and regulations; forecast, deploy, track and manage your labour with workforce management; cut costs and increase productivity with workforce service delivery; and attract, retain, and motivate a superior workforce with integrated talent management. Key industries include Education and Research, Financial Services, Healthcare, Professional Services, and Public Sector. Besides, in SCM space oracle has Oracle Value Chain Planning, Oracle Value Chain Execution (Logistics), Oracle’s Agile Product Lifecycle Management, etc. In the BI space, Oracle has Oracle Business Intelligence Standard Edition One, Oracle Business Intelligence Tools and Technology, Oracle Business Intelligence Applications, Oracle Essbase, etc.

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SME BIZ

ORACLE

In the Enterprise Performance Management space the company offers Oracle Hyperion Planning, which offers centralized, Excel- and Web-based planning, budgeting, and forecasting solution for companies that need to start with 50 users or less, yet with the ability to scale to support thousands of users. Besides, in the same portfolio, there are solutions like Oracle Hyperion Financial Management, Oracle Hyperion Strategic Finance, Oracle Hyperion Financial Data Quality Management, etc. Besides, the company offers its database suite, Oracle Business Accelerators, Oracle Fusion Middleware, etc. for the SMEs also. All these products are deployed with the large organizations and these are the products which underline the strengh of SME offerings. All these product lines are marketed through Oracle strong partner network across the country including ISVs, SIs, VADs, platform providers, resellers. The company also goes to market along with them and invest in enabling the professionals of its partner organizations. Varghese adds, “The Oracle India Partner Solution Center (PSC) represents Oracle’s commitment to grow our partners’ businesses through technical assistance, training, lead generation opportunities and access to state-of-the-art infrastructure. The Gurgaon centre is tightly integrated with Oracle’s research and development centers in China and Singapore as well as the India sales teams. This gives Indian partners access to Oracle’s product expertise and also allows them to stay ahead of competition by developing compelling IT solutions for industries and governments.” The PSC has undertaken many projects since inception and has been instrumental in increasing partner participation with Oracle by more than 150%. Some of the Oracle’s partners that have engaged with the PSC include: HCL Infosystems, Lasersoft, SysArc, 3i Infotech, Nucleus Software among others. Through Oracle Partner Network Specialized program, Oracle has taken its partner network to the next level. Oracle, through this program allows partners to formally certify specializations to differentiate themselves and their offerings, be recognized for their expertise and become preferred solution providers to Oracle customers. The new OPN tools provide partners easy access to Oracle training, order booking, events, and other capabilities that will help them learn, grow and profit with Oracle. Oracle Accelerate: An innovative solution to help midsized businesses, Oracle Accelerate is Oracle’s strategy for helping Oracle Partner Network members provide midsize businesses and government entities with the most complete, easy

to own, industry-focused application solutions. The solutions are application bundles that are developed and can be quickly implemented by qualified partners and provide a wide range of industry-specific functionality. Varghese maintains, “In an effort to optimize our distribution channel and to best leverage relationships that Oracle and its partners have with the Oracle user community, Oracle has instituted

application, Enterprise Operating System, Oracle Database, HP ProLiant servers and implementation services from highly trained partners for 30 ERP users. All these partners are empowered by the company. As per Varghese, Oracle has put in substantial investments and resources towards partner development through the funding of hardware, sales incentives, technical resources, joint ISV

ORACLE HAS DEVELOPED LOW COST SOFTWARE SOLUTIONS FOR THE MID-MARKET THAT CAN BE USED FOR SPECIFIC BUSINESS TASKS. an Open Market Model (“OMM”) which offers 3 distinct initiatives which acknowledge and reward partners for registering transactions with Oracle. These initiatives are designed to acknowledge and/or compensate partners appropriately for bringing business to Oracle, either by closing a transaction, passing an opportunity to Oracle, or by assisting Oracle in closing a transaction that occurs directly between Oracle and the end user customer. Introduction of Open Market Model (OMM) for partner leads has been highest in the APAC region among VADs in India.” In its go to market strategy, Oracle takes many partners along with it. For example, Redington is engaged to distribute PeopleSoft Campus Solutions, Oracle Business Accelerators (OBA) and CRM On Demand solutions. Infosys is responsible for taking Demand Planning (Demantra) and Oracle Transportation Management (OTM) to the market, Wipro is responsible for Supply Chain Management, Demantra and PeopleSoft Campus Solutions, IBM is for SCM, Manufacturing and Siebel CRM, TCS is for IFRS(Hyperion) and Governance and Risk Compliance, PwC is for Hyperion, Systime is for OFMystems and Sena Systems – Identity Management. The ecosystem is created by Oracle as per the strength of the partner organizations. Besides, Oracle works with over 1000+ partners in India, who are not the distribution partner. Oracle with specific partners is also providing bundle offerings as part of its go-to-market strategy especially for the midsize market. For example, Oracle India and HP had introduced in 2009 ‘Oracle Accelerate Solution’ for HP ProLiant servers. This bundled offering included Oracle applications, HP ProLiant servers and Certified Partner services, fine-tuned for fast growing, midsize companies throughout India. The affordable solution includes the Oracle E-Business Suite ERP

(independent software vendor) program memberships, joint customer-ISV references, ISV porting centers among others. The company is also empowering its partners to deliver industryspecific and cost-effective IT solutions for midsize businesses through innovative go-to-market initiatives and ongoing training and support programs across the country to enable partners to resell, install and implement Oracle software. He added, “We have strengthened our partner network and continue to support its members through market development funds, training, joint marketing events and other support programmes. In addition, we also provide them with access to the Partner Solution Center in our Gurgaon facility (one of 4 centers in the Asia Pacific region) so that we can work on joint innovations for the India marketplace and also enable ISV partners to migrate confidently from other thirdparty vendor solutions to the entire Oracle product family. Our partners can test their solutions in a secure environment at the facility.”

Finally… Even though it is difficult to break up the Indian number, but the contribution of this segment is substantial to the overall revenue of Oracle. Definitely mid-size companies are a key component of our business as the company moves forward in this financial year. The company has a dedicated team of sales and presales professionals that work closely with partners to reach out to the vast community of midsize companies across India’s high growth cities. And, through its VADs, Oracle will continue to focus on this market and expand the reach of Oracle technology and applications in this segment. The company has already midsize customers from cities like Vishakapatnam, Lucknow, Chandigarh, Cochin, Nagpur, Ahmedabad and many more.

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Advts.indd 8

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SME CHAT

VINEET SOOD HEAD-CHANNELS AND ALLIANCES, SYMANTEC INDIA

“IN 2010, PARTNERS WILL BE OFFERED A BETTER GROWTH PATH” Indian SME market is really worried about managing security and storage technology within their organization. For them, the protection of information is the most vital thing but unfortunately the technologies go beyond their understanding. SME Channels spoke to Vineet Sood, Head-Channels and Alliances, Symantec India, to know Symantec take on this. Excerpt.

What is your strategy to address the SME market? Indian SMBs are gradually recovering from the stagnation experienced during the economic downturn and are moving ahead, hiring new employees and gradually increasing spending on IT. Awareness is the key when it comes to a strategy to address the SME market. We do see a huge potential in this highly untapped SMB market in the tier II and tier III cities of India and we are working towards the SMB segment understand the unique vulnerabilities they face and help them realize the importance of secured Information over and above just Infrastructure. Symantec aims at helping its customers manage information and go beyond infrastructure management. We have a comprehensive security, storage and information protection approach. The SMB user needs to go beyond the antivirus and look at holistic information protection and efficient management. Symantec is the only vendor to offer security and data protection in a single solution.

Some of Symantec’s SMB offerings l The new Symantec Protection Suite Advanced Business Edition and Symantec Protection Suite Small Business Edition, Symantec provides SMB customers with greater choice and flexibility for protecting their information l These two suites together help Symantec and its partners address the protection and budget needs of different SMB customers—from the small, family-owned business upto the growing mid-sized business l Symantec Backup Exec 2010 delivers reliable backup and recovery designed for growing business. It helps protect more data easily while reducing storage and management costs through integrated deduplication and archiving technology. What is your competitive advantage over other brands? We follow an information centric approach for our customer rather than an infrastructure one. This means that all our offerings are designed to protect, store and manage a company’s key asset-

the information. Symantec is the only company to offer across security, (web/mail/endpoint/ network) storage, information management software across all size companies. We offer a range of products and services which cater to the security and storage needs of SMEs which is the key differentiator of our products. Post acquisition of Veritas, do not you think Symantec has lost its positioning in the security market among the SMEs? The Veritas acquisition was a strategic move towards ensuring a comprehensive information centric approach to not only securing and protection but also the storage and availability component. The security and storage combination has been successful with the kind of growth we have seen, for e.g. in 2009 , over 37% of the enterprise deals over $1million have been in both segments and this fiscal year, we expect this to grow significantly. What kind of products do you have for the SMEs?

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SME CHAT

programs ensure that our partners continue earning continuous revenues as well as attractive incentives.

“SYMANTEC PROTECTION SUITE ADVANCED BUSINESS EDITION OFFERS CUSTOMERS FLEXIBILITY TO DEPLOY ON-SITE AND SAAS MODEL.”

We offer a range of products and services which cater to the security and storage needs of SMEs. l Symantec Backup Exec System Recovery 2010 Small Business Server Edition is a simple, cost-effective backup and recovery solution for Microsoft Windows Small Business Servers that helps minimize downtime and avoid disaster by easily recovering individual data files/folders or complete Windows systems in minutes –– even to different hardware, virtual environments, or remote locations. l The recently launched Symantec Protection Suite Advanced Business Edition and Symantec Protection Suite Small Business Edition, will provide SMB customers with greater choice and flexibility for protecting their information. These two suites together help Symantec and its partners address the protection and budget needs of different SMB customers—from the small, family-owned business up to the growing mid-sized business. What is your market programme for engaging channels in the SME space?

Channel partners are very critical to our business and engaging with partners, training them to enable them to satisfy the end customer forms a focus area for us. Symantec has recently also announced its enhanced Partner Program that would help partners differentiate their business, maximize sales opportunities and accelerate profitability. Symantec provides its Partners with superior value, market differentiation and sustainable revenue opportunities through several programs that reward partners for their total contributions. In 2010, Symantec would offer partners additional opportunities for growth and provide them with solutions to solve customers’ complex business issues. Under the enhanced program, Symantec will put an increased focus on driving partner competence in key solutions areas and providing partners with more resources, tools, incentives and sales support. Symantec has designed channel focused plans like the Rebate program, Opportunity Registration and Real Deal to encourage more and more partners to join the eco system. These

Security and storage integration always carries complexity along with it, how do you simplify it at least at the channel level for their better participation? At Symantec, we realize that the biggest challenge is awareness and this can only be created through education. Hence, to facilitate the growth of our channel partners we have comprehensive training modules. Frequently, we conduct training across cities on different products, technologies and cities to ensure that our partners feel equipped enough to adapt to newer market conditions. Symantec partners can benefit from Symantec University which is an online tool to help them in training, sales, and solutions. Along with Sym University, Symantec is offering Partner Net to connect with partners. To understand out of one’s own achievement Symantec has developed a tool under Partner Net, there is a tool for partners called Sym Brain which allows partners to relate customers issues and find solutions for the problem to offer its consumer complete consultancy for any business related problems. Symantec CEO (Enrique Salem), speaking to a media has said, Symantec to empower partners to sell services in SaaS mode or hosted model, what is the ground-level reality as far as India is concerned? In the IT security market, the next big trend that we foresee is Software as a Service (SaaS). We have recently launched the Symantec Protection Suite Advanced Business Edition that will give customers the flexibility to deploy on-site and Software-as-a-Service (SaaS) technologies with add-on options for hosted email and Web security from Symantec Hosted Services. These SaaS offerings will help SMBs secure and manage email and Web traffic through a single Web-based management console while greatly reducing the need to manage hardware or software for messaging security on-site. In addition, Symantec recently launched Symantec Hosted Endpoint Protection, a new SaaS offering for SMBs who wish to deploy comprehensive security for their computer systems without the need for additional hardware or management software. The channel is looking at various options that help him increase his revenue with minimal investment and hassles and we are giving them the options to explore multiple options.

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PARTNER CORNER

SANJAY GOGIA COUNTRY MANAGER, ADITYA INFOTECH LTD.

“RELATIONSHIP COMES FIRST BEFORE THE BUSINESS” Distribution business is undergoing a change in character. They are adding a lot of value to their offerings. They are taking logistics and fulfilment to 24/7, training the partners, creating market, etc. Aditya Infotech as a distributor has evolved in many phases ever since it started in 1994. SME Channels spoke to Sanjay Gogia, Country Manager, Aditya Infotech Ltd., to know about the strategy of the company going forward. Excerpt.

Briefly tell us about Aditya Infotech Ltd.? Aditya Infotech is a part of family own group that belongs to the reputed Khemka family who is in business for many decades in India. The company is into a variety of business i.e. Newsprint, Paper & Pulp, Value Added Distribution in the field of Technology Products like Animation Software, Graphic Products, MM products, Security products, Pro-Audio, Pro-Video, MCAD solutions, Education services, etc. The company is also into manufacturing of Vacuum Flasks, Thermo wares and Household Products. The company is also into distribution of Crystal ware Products. Aditya Infotech Ltd, the Flagship Company of the Aditya Group for Technology Business, started in 1994 as exclusive partners of LG Electronics, Korea for their computer products distribution across India. Could you describe your operations in India? As earlier said the company worked as LG Electronics’ exclusive partners for over 6 years in India and made LG as the No.1 choice for consumers. From 1994 to 2001, the company expanded office infrastructure from 2 to 26 branches. During this period, Aditya Infotech worked as National Distributor of over 40+ world leading PC

parts & peripherals brands including LG, Philips, Viewsonic, Asustek, Logitech, Seagate, Fujitsu, Linksys, Compex, Iwill, Avermedia, BenQ, and many more From 2001 onwards, changed focus from a volume box mover selling PC building blocks, to a Real Value-Added Distribution Company and diversified into specific technology verticals like Video Editing & Animation business with tie-up with Pinnacle Systems and Discreet. In 2001 to 2005, built the team as a value-added distribution team specializing and well trained to handle Focused Technology Verticals and became the Leading Value-Added Distribution House in India for Marketing & Distributing Technology Products. From 2005 to 2008, the company established the organization into 5 Dedicated Business Units with a dedicated team of specialized professionals handling each of them. Today, we feel pride in calling ourselves The Best Value-Added Distribution House in India to handle Technology Distribution in the market segments we work upon. Who are your prime vendors in IT Sector and what kind of services you provide them? We are big players in the Graphics/Audio/Video/ Memory Markets. In Graphics, we are among the

top distributors for Nvidia graphic cards, which come under brands like the ZOTAC and POV. We also sell and distribute ATI Cards as well. In multimedia segment we do Aver Media and Pinnacle and in Professional Audio/Video, our company is selling Black Magic Design, APOGEE and M-Audio. Apart from this we have Corsair, the leading American brand in memory and FSP in the power supply segments respectively. We are not just selling the box that belongs to these brands but also add lot of value to the product in terms to market creations, educating consumers about its benefit. Also we provide nationwide reach along with pre-sales & post sales support to our vendors. What are the strengths and area of expertise of Aditya Infotech? There are two keys (success mantra) where I believe in; Focus & Relationship – these things comes first even before the business for us. Rest can be managed automatically. How is Aditya Infotech different from other distribution houses in the country? I have already explained you. Also as a IT distribution house, we are touch basing n Home users n Gamers & Enthusiasts n Wedding videographers

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PARTNER FORNER

“WE ARE ENSURING THAT OUR CUSTOMERS GET HANDS ON WITH OUR PRODUCTS AND ALSO LEARN HOW THESE PRODUCTS CAN DELIVER BENEFITS”

n n n n n n n n n n

Event Managers OEM Manufacturers Studio Systems Post Production Houses Animation Companies High End Computing Users Research & Development Users Embassies Builders & Real Estate Promoters Hospitals

What kind of innovative Sales & Marketing strategies will Aditya Infotech adopt to capture the market share of Nice IT Products? We are ensuring that our customers get hands on with our products and also learn how these products can deliver benefits / ease in day to day their personal life & in their profession /work environment and our

efforts and focus is not just selling these to them but also putting lots of efforts in educating them. To make the above happen -----we have a dynamic marketing team headed by Mr. Varun Jha on PAN India basis. We do all sorts of ATL & BTL activities on behalf of our vendors and hence help them to penetrate deeper in the Indian market. Our Marketing activities includes participation in IT trade fairs, Road shows, Mall Activation, Print Avertisements, digital marketing, In shop Branding , OOH and press meets. We recently did 5 Mall Activations for Nvidia 3D Vision product (in metro cities) which was a massive success. We regularly participate in the Audio PALM EXPO and Broadcast India EXPO (which are held in Mumbai every year). Apart from this we do a chain of activities for channel partners to keep them motivated and in the right business spirit. We have planned to organize 15 Pro Audio Road shows, across India in

the month of October and hope to reach in the tier 2 and tier 3 cities as well. What are the expansion plans of Aditya Infotech Ltd. in IT Sector for 2010-2011? India is a growing market and IT is no more limited to A & B class cities. Considering that, we are planning to expand our reach to 40+ locations in times to come. Apart from current products, does Aditya Infotech plans to expand their product portfolio to other categories. Yes, we are open / flexible to add product categories where in we could also put our valve add and then distribute it. There are few product lines which we are considering and will inform once finalized. SME

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PRODUCT

REVIEW

MSI FX600 NOTEBOOK

MSI fashionable FX610 15” notebook offers the

LENOVO IDEAPAD V460

user an awesome multimedia experience. This notebook has India’s first Intel’s new WiDi (Wireless Display Interface) technology along

BY MANAS RANJAN info@smechannels.com

with Intel Core i5 processor. You can sit back and experience your favorite videos, photos and music on your TV wirelessly.

LENOVO IDEAPAD V460 might look like a consumer notebook, but actually, you can find it loaded with all the utility and security software to help a small business. Along with Genuine Windows 7 Professional it comes with Adobe Reader, Active Protection System (APS), ReadyComm, Lenovo Energy Management, McAfee, Office Professional 2007, OneKey Rescue System, Cyberlink YouCam, Power2Go, Windows Live Essentials, WinDVD, etc. These many software probably make your office communication go smoothly. From the security perspective, the V460 has a fingerprint reader for biometric authorization. It also comes with the Lenovo Security suite, which includes Port Locker (a program that prevents unauthorized users from attaching USB storage drives to the computer) and Yo-Safe, an encrypted virtual drive. Powered by Core i5 CPU and switchable graphics, IdeaPad V460 offers strong performance in a sleek, lightweight package. Weighing around 2.1kg, the notebooks comes with 320 GB HDD and 4 GB DDR 3 RAM. It has NVidia GeForce 315M 1GB graphics card, DVD RW, 3 USB 2.0 ports and one 4-in-1 card reader. The notebook further comes with 6 cell battery promising 4 hours backup. Like other standard notebooks, it also comes with 1.3M integrated webcam and 2X1.5watt integrated stereo speakers. So, if you like to buy a loaded notebook, which can work once it is connected, Lenovo IdeaPad V460 is a good option.

FEATURES n Fingerprint reader and OneKey Rescue

System

The FX600 nVIDIA GeForce GT 325M discrete graphics card with 1GB GDDR3 of display memory

n HD switchable graphics

enahances your experience of multi-media com-

n Compact tactile metallic design, just

puting. Besides, it has all powerful software and

21mm thick

hardware including Genuine Windows 7 Home

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OVERALL RATING

ogy allows you to select from five power managementlevels—Gaming,Movie,Presentation,Office, and Turbo Battery and it automatically adjusts display brightness, on/off switch, sleep mode, andprocessorperformancesettings,tomaximize battery flexibility and per-charge use time.

n Product: MSI FX600 Cost: `42,000 - `52,500 (Depends on the configuration) Contact: Sales / Marketing Team, Phone: 011-41758808 / 42701424, Email: marketing@msi-in. com

44 SME CHANNELS SEPTEMBER 2010

Products.indd 44

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the

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SYMANTEC

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GLACIALTECH NOTEBOOK ADAPTOR AC090N SYMANTEC PROTECTION Suite Advanced Business Edition (SPS ABE) is an “all-in-one” suite that protects critical business assets of the SMBs by securing against today’s malicious malware and spam threats and by rapidly recovering key systems. It offers superior security with endpoint, email, data protection and backup and recovery capabilities. The SPS ABE delivers multiple layers of protection for businesses and deploys best-of-breed technologies. This suite is more than an antivirus solution for SMBs as it helps recover data, desktops and servers completely. The suite keeps mission critical systems running smoothly in case of disruption. This is industry’s first security suite with server backup and recovery for easy restore of entire systems without the need for manual and lengthy error prone processes. The suite protects endpoints like laptops and desktops, provides messaging security, and can prevent data loss with advanced content filtering at the mail gateway. The Suite also gives customers the flexibility to deploy on-site and Software-as-a-Service (SaaS) for hosted email and Web security from Symantec Hosted Services.

GLACIALTECH GLACIALPOWER notebook adapter AC090N is a universal charger for most of the mobile PCs brands, music players and mobile phones. This is slim & portable and comes with 2 years warranty. This adaptor is RoHS compliance and comes with safety approvals including UL, CE, TUV, etc. So your valuable devices are protected against short-circuit, overvoltage, over-current, and over-temperature. This AC090N adaptor is designed with 8 levels of adjustable output voltages and equipped with 10 pieces of selectable output connectors, making it compatible with a multitude of the notebooks or laptops that feed on different input voltages or match with different input connectors. Also available is a 5V/1A USB output port that extends the AC090N power adaptor to a handy battery charger for a variety of 3C devices.

n Product: Symantec Protection Suite Advanced Business Edition Price: Available on request Contact: Aradhana_Prabhu Email: Aradhana_ Prabhu@symantec.com

n Product: GlacialTech Notebook Adaptor AC090N, Price: `2,245 Warranty: 2 years Contact: Carol Chiu Email: carol.chiu@glacialtech.com

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SME CHANNELS 45 SEPTEMBER 2010

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GUEST TALK

FIVE ‘I’S CAN CHANGE YOUR BUSINESS BY 2020 CAN INDIA become a First World nation within the next twenty years? Definitely, say, Dr. A.P.J. Abdul Kalam, the former-president of India, in his book - “India 2020: A Vision for the New Millennium”. Extrapolating from current growth rates and trends and suggesting various improvements and directions, India will quadruple its current size of US$ 1 trillion in the next ten years. In this changing scenario, the business dynamics of the country will definitely change. VP Sajeevan, Director-CSP Division, Canon India, says, “India is basically thriving upon the growth of its small and medium organizations (SMEs). And these SMEs need to make a revisit to their strategy. They should watch out for the opportunity and adapt themselves to play a significant role in the growing economy of the country.” To make it happen the small and medium entrepreneurs have to behave prognostically. They should evolve themselves as leaders for their employees and customers. Not focussing on the business competition, they should look at a larger goal because the market will be too big to accommodate a number of brands. He said, “Since the SME organizations are not looking at their future growth, their children are hesitating to join their businesses; rather they are preferring to be an employee of large organizations like GE, HSBC or Citi Bank. They do not see any growth path in their parental business, which is actually not inspiring them to embrace their existing business. So, if one cannot inspire ones own children, how can he inspire his employees to do good for the company?” He adds, “On the contrary, there are also classic cases of SMEs being large enterprises. For example, Tally. Probably started with less than one crore rupees way back, today it is a huge organiza-

VP SAJEEVAN

Director-CSP Division, Canon

tion and the 22 years old young Goenka is ready to take over the responsibility of running it. Similarly, Sun TV started with an investment of Rs.20 lakh in 1993, is one of the top 10 organizations in India and they are the owners of SpiceJet airlines today.” So the crux of the matter is the SME entrepreneurs should develop leadership. They have to show commitment to the business, employees and customers. They have to define their vision goal for at least next 10 years. They have to think of investing in right areas. They should introspect about their present work and future growth. Then only when the country will be a large economy by 2020 or super power in 2050, they also would be large enterprise. To achieve that goal or to be a leader, as per Sajeevan, they have to invest in five key areas or five I’s i.e. Imagination, instigation, inspiration, innovation and investment. First thing of the leadership is Imagination, which is the key to the organizational success. Your organization is a small enterprise today but that must become a medium enterprise and then large enterprises. So you should imagine by 2020 whether your organization will be, whether a Rs.500 core or Rs.1000 core enterprise. How many people will be working in your organization? You need to build your imagination to achieve that goal. Today, SMEs are lacking that imagination but seriously they have to develop imagining their future growth. The second aspect of a leader is to instigate him/ her to understand the market dynamics for next 5 years. They need to talk to the thought leaders and understand the way forward. They should get associated with various progressive groups or organizations to stimulate themselves.

Then, it is inspiration. In order to grow to Rs.500crore Company, they need to inspire their employees to work with a mission. Every person associated with the organization including sales people, marketing people, customer relations, administrator, etc. should be inspired with a vision of 2020 or 2050. Then the fourth one comes is innovation. Innovation makes difference in every place. There are people who create an aura around themselves by brining in innovation, it can be their ideas, behaviour, movement, etc. they present every thing very innovatively. People talk about cost, CAPEX, OPEX, etc. in their business. Everywhere innovation can add value. If there is no innovation, organizations cannot be different from others and easily customers will go away. He adds, “Greatest example is cartoon shows aired in the television. The show airs new and innovative episodes to hook the children.” Then comes: investments. It is not about monetary investment. Sajeevan says, “How many of people after joining business invest on learning? How many of them read newspaper every day, how many of them go to the websites to find out the latest and best? How many of them attend seminars? So, they should invest a lot of time in learning things. After investing in themselves, they should invest in creating people. The combination of these five I’s makes a leader and takes the organization to leadership orbit. Then their children will stand on the queue to take the batten of leadership from them like the Ambani’s children or Bajaj’s children doing. If you start a business and stay with the same business you are not doing justice to yourself or the country.

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RNI No.: DEL ENG / 2010 / 3192

Data of Posting: 19 & 20 of Every Month

Postal Reg. No.: DL-SW-1/4145/10-12

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